Pharmaceutical Product supply Pharmaceutical Product supply

chain in figureschain in figures

GorlovaGorlova IrinaIrina,,

SMD Director General SMD Director General

Presentation for Press Club of Presentation for Press Club of PharmaPharma Net Net ““Pharmaceutical Pharmaceutical

Product supply chainProduct supply chain””

SMD (Support in Market Development). Marketing research pharmaceutical markets,

business analyses, forecasting, consulting.

Bojenko str., 86i, Kiev 03680, Ukraine

tel/fax: +38 044 206 17 17,

+38 044 206 17 18

e-mail: office@smd.net.ua

We made comparison of two period – before crisis (Oct 07 – Feb 08) vs crisis

(Oct 08 – Feb 09)

We made comparison of two period We made comparison of two period –– before crisis before crisis ((Oct Oct 07 07 –– Feb Feb 08) 08) vsvs crisis crisis

((Oct Oct 08 08 –– Feb Feb 0909)

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ComparisonBasic

period

Period of

Crisis

Pharmaceutical Market of Ukraine (Retail segment, medicines)

USD

№№ Importers Importers Importers Importers Importers Importers Importers Importers M. Share in M. Share in M. Share in M. Share in M. Share in M. Share in M. Share in M. Share in

Values (USD)Values (USD)Values (USD)Values (USD)Values (USD)Values (USD)Values (USD)Values (USD)PPG USDPPG USDPPG USDPPG USDPPG USDPPG USDPPG USDPPG USD

Total importTotal importTotal importTotal importTotal importTotal importTotal importTotal import --------12.35%12.35%12.35%12.35%12.35%12.35%12.35%12.35%

11 Optima Optima PharmPharm 11.52%11.52% --31.42%31.42%

22 BaDMBaDMBaDMBaDMBaDMBaDMBaDMBaDM 10.47%10.47% 3.62%3.62%

33 VVSVVSVVSVVSVVSVVSVVSVVS 9.21%9.21% --2.99%2.99%

44 AlbaAlba 6.38%6.38% --45.69%45.69%

55 BiolikBiolik 4.62%4.62% 999.79%999.79%

66 KaskadKaskadKaskadKaskadKaskadKaskadKaskadKaskad MedicalMedicalMedicalMedicalMedicalMedicalMedicalMedical 4.04%4.04% 9.21%9.21%

77 ArturArtur--KK 3.43%3.43% --26.70%26.70%

88 BayerBayerBayerBayerBayerBayerBayerBayer 2.84%2.84% 230.00%230.00%

99 FraFraFraFraFraFraFraFra--------MMMMMMMM 2.79%2.79% 7.68%7.68%

1010 ServierServierServierServierServierServierServierServier 2.08%2.08% --2.05%2.05%

Leading companies imported products for the same period.

Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 20% 0% 0% 0% in units and (in units and (in units and (in units and (----12%) in values 12%) in values 12%) in values 12%) in values USD. And made USD. And made USD. And made USD. And made 872 872 872 872 mlnmlnmlnmln USD for five USD for five USD for five USD for five mnthsmnthsmnthsmnths....

Leading companies imported products for the same period.Leading companies imported products for the same period.

Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 2Value of import dropped down on 20% 0% 0% 0% 0% 0% 0% 0% in units and (in units and (in units and (in units and (in units and (in units and (in units and (in units and (--------12%) in values 12%) in values 12%) in values 12%) in values 12%) in values 12%) in values 12%) in values 12%) in values USD. And made USD. And made USD. And made USD. And made USD. And made USD. And made USD. And made USD. And made 872 872 872 872 872 872 872 872 mlnmlnmlnmlnmlnmlnmlnmln USD for five USD for five USD for five USD for five USD for five USD for five USD for five USD for five mnthsmnthsmnthsmnthsmnthsmnthsmnthsmnths........

Import of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. main ain ain ain features.features.features.features.

Positive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companies:

BaDMBaDMBaDMBaDMVVSVVSVVSVVSFraFraFraFra MMMM

New feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foreign LLCreign LLCreign LLCreign LLC:

BayerBayerBayerBayerServierServierServierServierGSKGSKGSKGSK

Import of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. mImport of products for period October 2008 till February 2009. main ain ain ain ain ain ain ain

features.features.features.features.features.features.features.features.

Positive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companiesPositive tendencies are shown by the following companies ::

BaDMBaDMBaDMBaDMBaDMBaDMBaDMBaDMVVSVVSVVSVVSVVSVVSVVSVVS

FraFraFraFraFraFraFraFra MMMMMMMM

New feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foNew feature of the period is strong growth of market share by foreign LLCreign LLCreign LLCreign LLCreign LLCreign LLCreign LLCreign LLC::

BayerBayerBayerBayerBayerBayerBayerBayerServierServierServierServierServierServierServierServier

GSKGSKGSKGSKGSKGSKGSKGSK

Retail segment for the period. Main segments trends.

OTC segment shown negative trend in values and volume (units) both. RX performance is better, its drop in units less than MARKET.

•We did the similar analysis for six mnths, incl. March 09 (and March 08

retrospectively) – trends are the same – much better performance of RX

•PPG in Units -2,41%; PPG USD +2, 14%, PPG Euro +14,8%

Retail segment for the period. Main segments trends.Retail segment for the period. Main segments trends.

OTC segment shown negative trend in values and volume (units) boOTC segment shown negative trend in values and volume (units) both. RX th. RX

performance is better, its drop in units less than MARKET.performance is better, its drop in units less than MARKET.

••We did the similar analysis for six We did the similar analysis for six mnthsmnths, incl. March 09 (and March 08 , incl. March 09 (and March 08

retrospectively) retrospectively) –– trends are the same trends are the same –– much better performance of RXmuch better performance of RX

••PPG in Units PPG in Units --2,41%; PPG USD +2, 14%, PPG Euro +14,8%2,41%; PPG USD +2, 14%, PPG Euro +14,8%

UnitsUnitsUnitsUnitsUnitsUnitsUnitsUnits, , , , , , , , mlnmlnmlnmlnmlnmlnmlnmln PPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG Units Values USDValues USDValues USDValues USDValues USDValues USDValues USDValues USDPPG PPG PPG PPG PPG PPG PPG PPG (USD)(USD)(USD)(USD)(USD)(USD)(USD)(USD)

Values EUROValues EUROValues EUROValues EUROValues EUROValues EUROValues EUROValues EUROPPG PPG PPG PPG PPG PPG PPG PPG (Euro)(Euro)(Euro)(Euro)(Euro)(Euro)(Euro)(Euro)

Retail marketRetail marketRetail marketRetail marketRetail marketRetail marketRetail marketRetail market 570,3570,3570,3570,3570,3570,3570,3570,3 --------3.42%3.42%3.42%3.42%3.42%3.42%3.42%3.42% 876,3876,3876,3876,3876,3876,3876,3876,3 2.01%2.01%2.01%2.01%2.01%2.01%2.01%2.01% 667,9667,9667,9667,9667,9667,9667,9667,9 13.37%13.37%13.37%13.37%13.37%13.37%13.37%13.37%

RXRXRXRXRXRXRXRX 192,8192,8192,8192,8192,8192,8192,8192,8 --------2.00%2.00%2.00%2.00%2.00%2.00%2.00%2.00% 471,7471,7471,7471,7471,7471,7471,7471,7 4.62%4.62%4.62%4.62%4.62%4.62%4.62%4.62% 359,5359,5359,5359,5359,5359,5359,5359,5 16.28%16.28%16.28%16.28%16.28%16.28%16.28%16.28%

OTCOTCOTCOTCOTCOTCOTCOTC 377,4377,4377,4377,4377,4377,4377,4377,4 --------4.14%4.14%4.14%4.14%4.14%4.14%4.14%4.14% 404,6404,6404,6404,6404,6404,6404,6404,6 --------0.88%0.88%0.88%0.88%0.88%0.88%0.88%0.88% 308,3308,3308,3308,3308,3308,3308,3308,3 10.16%10.16%10.16%10.16%10.16%10.16%10.16%10.16%

Leading corporations for the period

All corporations performance.In green we underline over performing companies

Leading corporations for the period Leading corporations for the period

All corporations performance.All corporations performance.

In green we underline over performing companiesIn green we underline over performing companies

№№ Leading corporationsLeading corporationsLeading corporationsLeading corporationsLeading corporationsLeading corporationsLeading corporationsLeading corporations Units Units mlnmln PPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG Units Values USDValues USD PPG USDPPG USDPPG USDPPG USDPPG USDPPG USDPPG USDPPG USD

UKRAINEUKRAINEUKRAINEUKRAINEUKRAINEUKRAINEUKRAINEUKRAINE 570.38570.38 --------3.42%3.42%3.42%3.42%3.42%3.42%3.42%3.42% 876.40876.40 2.01%2.01%2.01%2.01%2.01%2.01%2.01%2.01%

11 MENARINI GROUPMENARINI GROUPMENARINI GROUPMENARINI GROUPMENARINI GROUPMENARINI GROUPMENARINI GROUPMENARINI GROUP 13.9313.93 1.23%1.23%1.23%1.23%1.23%1.23%1.23%1.23% 41.1241.12 6.04%6.04%6.04%6.04%6.04%6.04%6.04%6.04%

22 NOVARTISNOVARTISNOVARTISNOVARTISNOVARTISNOVARTISNOVARTISNOVARTIS 10.4510.45 --------8.60%8.60%8.60%8.60%8.60%8.60%8.60%8.60% 34.2234.22 --------1.46%1.46%1.46%1.46%1.46%1.46%1.46%1.46%

33 SANOFISANOFISANOFISANOFISANOFISANOFISANOFISANOFI--------AVENTIS GROUPAVENTIS GROUPAVENTIS GROUPAVENTIS GROUPAVENTIS GROUPAVENTIS GROUPAVENTIS GROUPAVENTIS GROUP 7.727.72 --------2.12%2.12%2.12%2.12%2.12%2.12%2.12%2.12% 31.8931.89 0.28%0.28%0.28%0.28%0.28%0.28%0.28%0.28%

44 SERVIER GROUPSERVIER GROUPSERVIER GROUPSERVIER GROUPSERVIER GROUPSERVIER GROUPSERVIER GROUPSERVIER GROUP 3.673.67 --------0.88%0.88%0.88%0.88%0.88%0.88%0.88%0.88% 26.3326.33 3.44%3.44%3.44%3.44%3.44%3.44%3.44%3.44%

55 FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV. 42.5842.58 --------0.49%0.49%0.49%0.49%0.49%0.49%0.49%0.49% 25.8825.88 4.85%4.85%4.85%4.85%4.85%4.85%4.85%4.85%

66

BAYER SCHERING PHARMA BAYER SCHERING PHARMA BAYER SCHERING PHARMA BAYER SCHERING PHARMA BAYER SCHERING PHARMA BAYER SCHERING PHARMA BAYER SCHERING PHARMA BAYER SCHERING PHARMA

AGAGAGAGAGAGAGAG 5.615.61 --------19.87%19.87%19.87%19.87%19.87%19.87%19.87%19.87% 24.7024.70 --------9.42%9.42%9.42%9.42%9.42%9.42%9.42%9.42%

77 DARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMA 74.4074.40 0.15%0.15%0.15%0.15%0.15%0.15%0.15%0.15% 24.2524.25 --------4.30%4.30%4.30%4.30%4.30%4.30%4.30%4.30%

88 KRKAKRKAKRKAKRKAKRKAKRKAKRKAKRKA 5.585.58 --------14.55%14.55%14.55%14.55%14.55%14.55%14.55%14.55% 24.1724.17 14.44%14.44%14.44%14.44%14.44%14.44%14.44%14.44%

99 GLAXOSMITHKLINEGLAXOSMITHKLINEGLAXOSMITHKLINEGLAXOSMITHKLINEGLAXOSMITHKLINEGLAXOSMITHKLINEGLAXOSMITHKLINEGLAXOSMITHKLINE 7.267.26 5.82%5.82%5.82%5.82%5.82%5.82%5.82%5.82% 23.4123.41 6.22%6.22%6.22%6.22%6.22%6.22%6.22%6.22%

1010 NYCOMEDNYCOMEDNYCOMEDNYCOMEDNYCOMEDNYCOMEDNYCOMEDNYCOMED 3.093.09 31.21%31.21%31.21%31.21%31.21%31.21%31.21%31.21% 22.4022.40 41.10%41.10%41.10%41.10%41.10%41.10%41.10%41.10%

№№ ЛидирующиеЛидирующие корпорациикорпорацииУпаковкиУпаковки, ,

млнмлн

ПриростПрирост вв

упаковкахупаковках

ДенежноеДенежное

выражениемвыражением, , млнмлн. .

долларовдолларов

СШАСША

ПриростПрирост вв

денежномденежном

выражениивыражении

Local producersLocal producersLocal producersLocal producersLocal producersLocal producersLocal producersLocal producers 346.52346.52 --------1.89%1.89%1.89%1.89%1.89%1.89%1.89%1.89% 191.53191.53 --------3.33%3.33%3.33%3.33%3.33%3.33%3.33%3.33%

11FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV.FARMAK JSC,KIEV. 42.5842.58 --------0.49%0.49%0.49%0.49%0.49%0.49%0.49%0.49% 25.8825.88 4.85%4.85%4.85%4.85%4.85%4.85%4.85%4.85%

22DARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMADARNITSA PHARMA 74.4074.40 0.15%0.15%0.15%0.15%0.15%0.15%0.15%0.15% 24.2524.25 --------4.30%4.30%4.30%4.30%4.30%4.30%4.30%4.30%

33ARTERIUMARTERIUMARTERIUMARTERIUMARTERIUMARTERIUMARTERIUMARTERIUM 27.5127.51 --------7.06%7.06%7.06%7.06%7.06%7.06%7.06%7.06% 21.9621.96 --------11.42%11.42%11.42%11.42%11.42%11.42%11.42%11.42%

44BORSCHAGOVSKY CHIMFARMBORSCHAGOVSKY CHIMFARMBORSCHAGOVSKY CHIMFARMBORSCHAGOVSKY CHIMFARMBORSCHAGOVSKY CHIMFARMBORSCHAGOVSKY CHIMFARMBORSCHAGOVSKY CHIMFARMBORSCHAGOVSKY CHIMFARM 20.5820.58 --------16.56%16.56%16.56%16.56%16.56%16.56%16.56%16.56% 14.5814.58 --------14.80%14.80%14.80%14.80%14.80%14.80%14.80%14.80%

55ZDOROVJEZDOROVJEZDOROVJEZDOROVJEZDOROVJEZDOROVJEZDOROVJEZDOROVJE 27.0527.05 0.62%0.62%0.62%0.62%0.62%0.62%0.62%0.62% 13.6713.67 --------6.13%6.13%6.13%6.13%6.13%6.13%6.13%6.13%

66INTERCHEM UKRINTERCHEM UKRINTERCHEM UKRINTERCHEM UKRINTERCHEM UKRINTERCHEM UKRINTERCHEM UKRINTERCHEM UKR 6.476.47 62.13%62.13%62.13%62.13%62.13%62.13%62.13%62.13% 10.0410.04 49.57%49.57%49.57%49.57%49.57%49.57%49.57%49.57%

77KIEV VITAMIN FACTORYKIEV VITAMIN FACTORYKIEV VITAMIN FACTORYKIEV VITAMIN FACTORYKIEV VITAMIN FACTORYKIEV VITAMIN FACTORYKIEV VITAMIN FACTORYKIEV VITAMIN FACTORY 18.7518.75 --------5.36%5.36%5.36%5.36%5.36%5.36%5.36%5.36% 8.708.70 8.81%8.81%8.81%8.81%8.81%8.81%8.81%8.81%

88SPERKO UKRSPERKO UKRSPERKO UKRSPERKO UKRSPERKO UKRSPERKO UKRSPERKO UKRSPERKO UKR 3.173.17 9.69%9.69%9.69%9.69%9.69%9.69%9.69%9.69% 5.135.13 --------0.58%0.58%0.58%0.58%0.58%0.58%0.58%0.58%

99YURIA UKRYURIA UKRYURIA UKRYURIA UKRYURIA UKRYURIA UKRYURIA UKRYURIA UKR 5.455.45 28.79%28.79%28.79%28.79%28.79%28.79%28.79%28.79% 5.395.39 12.81%12.81%12.81%12.81%12.81%12.81%12.81%12.81%

1010STIROL CORP UKRSTIROL CORP UKRSTIROL CORP UKRSTIROL CORP UKRSTIROL CORP UKRSTIROL CORP UKRSTIROL CORP UKRSTIROL CORP UKR 8.788.78 --------17.47%17.47%17.47%17.47%17.47%17.47%17.47%17.47% 4.254.25 --------11.05%11.05%11.05%11.05%11.05%11.05%11.05%11.05%

Лидирующие корпорации за период «октябрь 2008 – февраль 2009»

Local manufacturers.

ЛидирующиеЛидирующие корпорациикорпорации заза периодпериод ««октябрьоктябрь 2008 2008 –– февральфевраль 20092009»»

Local manufacturers.Local manufacturers.

Leading corporations for the period.

Local manufacturers.

PPG in Units «-2%»

PPG in Values USD «-3%»

The most number of LMnf have negative dynamic in values and volumes

both.Positive development trends was shown by those mnfs

•who have “innovative component” in portfolio – means changed old

products for new molecules comparative to foreign successful brands

(Pharmak, Interchem, Fasrmastart).

• mnfs with traditional (“grandmother’s”) cheep and herbal products

(Lektravi, Zhitomir FF, Luganskaya FF)

Leading corporations for the period.Leading corporations for the period.

Local manufacturers.Local manufacturers.

PPG in Units PPG in Units ««--2%2%»»

PPG in Values USDPPG in Values USD ««--3%3%»»

The most number of The most number of LMnfLMnf have negative dynamic in values and volumes have negative dynamic in values and volumes

both.both.

Positive development trends was shown by those Positive development trends was shown by those mnfsmnfs

••who have who have ““innovative componentinnovative component”” in portfolio in portfolio –– means changed old means changed old

products for new molecules comparative to foreign successful braproducts for new molecules comparative to foreign successful brands nds

((PharmakPharmak, , InterchemInterchem, , FasrmastartFasrmastart).).

•• mnfsmnfs with traditional (with traditional (““grandmothergrandmother’’ss””) cheep and herbal products ) cheep and herbal products

((LektraviLektravi, , ZhitomirZhitomir FF, FF, LuganskayaLuganskaya FF)FF)

№№ Leading corporationsLeading corporations Units Units mlnmln PPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG Units Values USDValues USDPPG values PPG values PPG values PPG values PPG values PPG values PPG values PPG values USDUSDUSDUSDUSDUSDUSDUSD

11111111 Foreign producer Foreign producer Foreign producer Foreign producer Foreign producer Foreign producer Foreign producer Foreign producer 221.29221.29221.29221.29221.29221.29221.29221.29 --------4.95%4.95%4.95%4.95%4.95%4.95%4.95%4.95% 680.52680.52680.52680.52680.52680.52680.52680.52 3.84%3.84%3.84%3.84%3.84%3.84%3.84%3.84%

11MENARINI GROUPMENARINI GROUP 13.9313.93 1.23%1.23%1.23%1.23%1.23%1.23%1.23%1.23% 41.1241.12 6.04%6.04%6.04%6.04%6.04%6.04%6.04%6.04%

22NOVARTISNOVARTIS 10.4510.45 --------8.60%8.60%8.60%8.60%8.60%8.60%8.60%8.60% 34.2234.22 --------1.46%1.46%1.46%1.46%1.46%1.46%1.46%1.46%

33SANOFISANOFI--AVENTIS GROUPAVENTIS GROUP 7.727.72 --------2.12%2.12%2.12%2.12%2.12%2.12%2.12%2.12% 31.8931.89 0.28%0.28%0.28%0.28%0.28%0.28%0.28%0.28%

44SERVIER GROUPSERVIER GROUP 3.673.67 --------0.88%0.88%0.88%0.88%0.88%0.88%0.88%0.88% 26.3326.33 3.44%3.44%3.44%3.44%3.44%3.44%3.44%3.44%

55BAYER SCHERING PHARMABAYER SCHERING PHARMA 5.615.61 --------19.87%19.87%19.87%19.87%19.87%19.87%19.87%19.87% 24.7024.70 --------9.42%9.42%9.42%9.42%9.42%9.42%9.42%9.42%

66KRKAKRKA 5.585.58 --------14.55%14.55%14.55%14.55%14.55%14.55%14.55%14.55% 24.1724.17 14.44%14.44%14.44%14.44%14.44%14.44%14.44%14.44%

77GLAXOSMITHKLINEGLAXOSMITHKLINE 7.267.26 5.82%5.82%5.82%5.82%5.82%5.82%5.82%5.82% 23.4123.41 6.22%6.22%6.22%6.22%6.22%6.22%6.22%6.22%

88NYCOMEDNYCOMED 3.093.09 31.21%31.21%31.21%31.21%31.21%31.21%31.21%31.21% 22.4022.40 41.10%41.10%41.10%41.10%41.10%41.10%41.10%41.10%

99GEDEON RICHTERGEDEON RICHTER 4.854.85 --------0.51%0.51%0.51%0.51%0.51%0.51%0.51%0.51% 17.5817.58 24.51%24.51%24.51%24.51%24.51%24.51%24.51%24.51%

1010HEELHEEL 2.732.73 --------2.30%2.30%2.30%2.30%2.30%2.30%2.30%2.30% 17.0017.00 --------9.00%9.00%9.00%9.00%9.00%9.00%9.00%9.00%

Leading corporations for the period

Foreign manufacturersForeign manufacturersForeign manufacturersForeign manufacturers

Leading corporations for the period Leading corporations for the period

Foreign manufacturersForeign manufacturersForeign manufacturersForeign manufacturersForeign manufacturersForeign manufacturersForeign manufacturersForeign manufacturers

Leading corporations

Foreign producers

PPG Units «-5%»

PPG USD «+4%»

Companies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketing g g g strategy.strategy.strategy.strategy.

Leading corporationsLeading corporations

Foreign producers Foreign producers

PPG Units PPG Units ««--5%5%»»

PPG USDPPG USD ««+4%+4%»»

Companies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketinCompanies have different trends depend on portfolio and marketing g g g g g g g strategy.strategy.strategy.strategy.strategy.strategy.strategy.strategy.

Foreign producers Foreign producers Foreign producers Foreign producers Foreign producers Foreign producers Foreign producers Foreign producers PPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG UnitsPPG Units PPG USDPPG USDPPG USDPPG USDPPG USDPPG USDPPG USDPPG USD

InnovativeInnovativeInnovativeInnovativeInnovativeInnovativeInnovativeInnovative 5.49%5.49%5.49%5.49%5.49%5.49%5.49%5.49% 8.03%8.03%8.03%8.03%8.03%8.03%8.03%8.03%

Eastern European genericsEastern European genericsEastern European genericsEastern European genericsEastern European genericsEastern European genericsEastern European genericsEastern European generics--------2.98%2.98%2.98%2.98%2.98%2.98%2.98%2.98% 7.26%7.26%7.26%7.26%7.26%7.26%7.26%7.26%

Indian companiesIndian companiesIndian companiesIndian companiesIndian companiesIndian companiesIndian companiesIndian companies --------23.17%23.17%23.17%23.17%23.17%23.17%23.17%23.17% 3.35%3.35%3.35%3.35%3.35%3.35%3.35%3.35%

Changes in ATC purchase structure for the period

Group 1. Decrease of values purchase due to decrease of consumption

Changes in ATC purchase structure for the period Changes in ATC purchase structure for the period

Group 1. Decrease of values purchase due to decrease of consumption

OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2ПриростПрирост ввупаковкахупаковках

ПриростПрирост ввденьгахденьгах

A11 VitaminsA11 VitaminsA11 VitaminsA11 VitaminsA11 VitaminsA11 VitaminsA11 VitaminsA11 Vitamins --------14.25%14.25%14.25%14.25%14.25%14.25%14.25%14.25% --------7.13%7.13%7.13%7.13%7.13%7.13%7.13%7.13%

A07 A07 A07 A07 A07 A07 A07 A07 AntidiarrhoealsAntidiarrhoealsAntidiarrhoealsAntidiarrhoealsAntidiarrhoealsAntidiarrhoealsAntidiarrhoealsAntidiarrhoeals, oral electrolyte , oral electrolyte , oral electrolyte , oral electrolyte , oral electrolyte , oral electrolyte , oral electrolyte , oral electrolyte replacersreplacersreplacersreplacersreplacersreplacersreplacersreplacers and and and and and and and and

intestinal antiintestinal antiintestinal antiintestinal antiintestinal antiintestinal antiintestinal antiintestinal anti--------inflammatoriesinflammatoriesinflammatoriesinflammatoriesinflammatoriesinflammatoriesinflammatoriesinflammatories --------10.69%10.69%10.69%10.69%10.69%10.69%10.69%10.69% --------8.70%8.70%8.70%8.70%8.70%8.70%8.70%8.70%

M02 Topical antiM02 Topical antiM02 Topical antiM02 Topical antiM02 Topical antiM02 Topical antiM02 Topical antiM02 Topical anti--------rheumaticsrheumaticsrheumaticsrheumaticsrheumaticsrheumaticsrheumaticsrheumatics --------8.15%8.15%8.15%8.15%8.15%8.15%8.15%8.15% --------10.11%10.11%10.11%10.11%10.11%10.11%10.11%10.11%

D10 AntiD10 AntiD10 AntiD10 AntiD10 AntiD10 AntiD10 AntiD10 Anti--------acne preparationsacne preparationsacne preparationsacne preparationsacne preparationsacne preparationsacne preparationsacne preparations --------7.08%7.08%7.08%7.08%7.08%7.08%7.08%7.08% --------2.20%2.20%2.20%2.20%2.20%2.20%2.20%2.20%

A08 A08 A08 A08 A08 A08 A08 A08 AntiobesityAntiobesityAntiobesityAntiobesityAntiobesityAntiobesityAntiobesityAntiobesity preparations, excluding dieteticspreparations, excluding dieteticspreparations, excluding dieteticspreparations, excluding dieteticspreparations, excluding dieteticspreparations, excluding dieteticspreparations, excluding dieteticspreparations, excluding dietetics --------36.75%36.75%36.75%36.75%36.75%36.75%36.75%36.75% --------43.82%43.82%43.82%43.82%43.82%43.82%43.82%43.82%

A13 TonicsA13 TonicsA13 TonicsA13 TonicsA13 TonicsA13 TonicsA13 TonicsA13 Tonics --------55.85%55.85%55.85%55.85%55.85%55.85%55.85%55.85% --------64.23%64.23%64.23%64.23%64.23%64.23%64.23%64.23%

OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2OTC ATC2ПриростПрирост ввупаковкахупаковках

ПриростПрирост ввденьгахденьгах

G04 G04 G04 G04 G04 G04 G04 G04 UrologicalsUrologicalsUrologicalsUrologicalsUrologicalsUrologicalsUrologicalsUrologicals 1.76%1.76%1.76%1.76%1.76%1.76%1.76%1.76% 8.36%8.36%8.36%8.36%8.36%8.36%8.36%8.36%

A02 Antacids, A02 Antacids, A02 Antacids, A02 Antacids, A02 Antacids, A02 Antacids, A02 Antacids, A02 Antacids, antiflatulentsantiflatulentsantiflatulentsantiflatulentsantiflatulentsantiflatulentsantiflatulentsantiflatulents and antiand antiand antiand antiand antiand antiand antiand anti--------ulcerantsulcerantsulcerantsulcerantsulcerantsulcerantsulcerantsulcerants 5.91%5.91%5.91%5.91%5.91%5.91%5.91%5.91% 23.41%23.41%23.41%23.41%23.41%23.41%23.41%23.41%

M01 AntiM01 AntiM01 AntiM01 AntiM01 AntiM01 AntiM01 AntiM01 Anti--------inflammatory and antiinflammatory and antiinflammatory and antiinflammatory and antiinflammatory and antiinflammatory and antiinflammatory and antiinflammatory and anti--------rheumatic productsrheumatic productsrheumatic productsrheumatic productsrheumatic productsrheumatic productsrheumatic productsrheumatic products 46.93%46.93%46.93%46.93%46.93%46.93%46.93%46.93% 46.73%46.73%46.73%46.73%46.73%46.73%46.73%46.73%

B01 B01 B01 B01 B01 B01 B01 B01 AntithromboticAntithromboticAntithromboticAntithromboticAntithromboticAntithromboticAntithromboticAntithrombotic agentsagentsagentsagentsagentsagentsagentsagents 27.43%27.43%27.43%27.43%27.43%27.43%27.43%27.43% 53.65%53.65%53.65%53.65%53.65%53.65%53.65%53.65%

R03 AntiR03 AntiR03 AntiR03 AntiR03 AntiR03 AntiR03 AntiR03 Anti--------asthma and asthma and asthma and asthma and asthma and asthma and asthma and asthma and copdcopdcopdcopdcopdcopdcopdcopd productsproductsproductsproductsproductsproductsproductsproducts 63.20%63.20%63.20%63.20%63.20%63.20%63.20%63.20% 107.71%107.71%107.71%107.71%107.71%107.71%107.71%107.71%

Changes in ATC purchase structure for the period

Group 2. Increase of values purchase due to decrease of consumption

Changes in ATC purchase structure for the period Changes in ATC purchase structure for the period

Group 2. Increase of values purchase due to decrease of consumption

Leading wholesalers in secondary distribution and changes in their rankings

In direct sale to pharmacies Optima, BaDM and VVS stabilize and improve their

position.

Big role was played by small wholesalers – Fra M, Venta and leading Farmacia .

Leading wholesalers in secondary distribution and changes in theLeading wholesalers in secondary distribution and changes in their rankingsir rankings

In direct sale to pharmacies Optima, In direct sale to pharmacies Optima, BaDMBaDM and VVS stabilize and improve their and VVS stabilize and improve their

positionposition..

Big role was played by small wholesalers Big role was played by small wholesalers –– FraFra MM, , VentaVenta and leading and leading FarmaciaFarmacia ..

№№

period period period period period period period period

11111111

№№

period period period period period period period period

22222222

Leading wholesalersLeading wholesalersLeading wholesalersLeading wholesalersLeading wholesalersLeading wholesalersLeading wholesalersLeading wholesalersOctOctOctOctOctOctOctOct 07 07 07 07 07 07 07 07 tilltilltilltilltilltilltilltill FebFebFebFebFebFebFebFeb

0808080808080808

OctOctOctOctOctOctOctOct 08 08 08 08 08 08 08 08 tilltilltilltilltilltilltilltill FebFebFebFebFebFebFebFeb

0909090909090909

22222222 11111111 OptimaOptimaOptimaOptimaOptimaOptimaOptimaOptima PharmPharmPharmPharmPharmPharmPharmPharm 14.05%14.05%14.05%14.05%14.05%14.05%14.05%14.05% 16.06%16.06%16.06%16.06%16.06%16.06%16.06%16.06%

11111111 22222222 AlbaAlbaAlbaAlbaAlbaAlbaAlbaAlba 15.33%15.33%15.33%15.33%15.33%15.33%15.33%15.33% 12.99%12.99%12.99%12.99%12.99%12.99%12.99%12.99%

33333333 33333333 BaDMBaDMBaDMBaDMBaDMBaDMBaDMBaDM 8.91%8.91%8.91%8.91%8.91%8.91%8.91%8.91% 11.71%11.71%11.71%11.71%11.71%11.71%11.71%11.71%

44444444 44444444 VVSVVSVVSVVSVVSVVSVVSVVS 8.31%8.31%8.31%8.31%8.31%8.31%8.31%8.31% 10.45%10.45%10.45%10.45%10.45%10.45%10.45%10.45%

77777777 55555555 FraFraFraFraFraFraFraFra--------MMMMMMMM 2.98%2.98%2.98%2.98%2.98%2.98%2.98%2.98% 5.23%5.23%5.23%5.23%5.23%5.23%5.23%5.23%

55555555 66666666 ArturArturArturArturArturArturArturArtur--------KKKKKKKK 5.12%5.12%5.12%5.12%5.12%5.12%5.12%5.12% 5.05%5.05%5.05%5.05%5.05%5.05%5.05%5.05%

1111111111111111 77777777 VentaVentaVentaVentaVentaVentaVentaVenta 1.93%1.93%1.93%1.93%1.93%1.93%1.93%1.93% 3.37%3.37%3.37%3.37%3.37%3.37%3.37%3.37%

88888888 88888888 PPPPPPPPharmacyharmacyharmacyharmacyharmacyharmacyharmacyharmacy KievKievKievKievKievKievKievKiev 2.71%2.71%2.71%2.71%2.71%2.71%2.71%2.71% 2.91%2.91%2.91%2.91%2.91%2.91%2.91%2.91%

1515151515151515 99999999 PharmacyPharmacyPharmacyPharmacyPharmacyPharmacyPharmacyPharmacy LuganskLuganskLuganskLuganskLuganskLuganskLuganskLugansk 1.43%1.43%1.43%1.43%1.43%1.43%1.43%1.43% 2.64%2.64%2.64%2.64%2.64%2.64%2.64%2.64%

1212121212121212 1010101010101010 FarmakoFarmakoFarmakoFarmakoFarmakoFarmakoFarmakoFarmako 1.84%1.84%1.84%1.84%1.84%1.84%1.84%1.84% 2.01%2.01%2.01%2.01%2.01%2.01%2.01%2.01%

Dynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharmacies. macies. macies. macies. In crisis period market share of middle size pharmacies increased – which is a new trend.

Dynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharDynamic of purchase by different types of chains and single pharmacies. macies. macies. macies. macies. macies. macies. macies. In crisis period market share of middle size pharmacies increaseIn crisis period market share of middle size pharmacies increased d –– which is a new trend. which is a new trend.

0%

10%

20%

30%

40%

50%

60%

70%

10 2007 11 2007 12 2007 01 2008 02 2008 10 2008 11 2008 12 2008 01 2009 02 2009

13%

14%

15%

16%

Large chains Middle chains Small chains and single pharmacies

Share of large and middle chains Share of small chains and single pharmacies

Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08

Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.Dynamic of pharmacy purchase price during crisis period.We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08We use as a base for comparison price level of September 08

Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 2009.09.09.09.Base period – week 37.

Increase of retail price was much bigger than purchase ones. Due to considerable changes of cash

flow planning by pharmacies – wholesalers changed rules of delivery from credit period of 30 days

up to prepayment, that request from chains free cashflow to make prepayment. Last weeks prices

are dropping down, that increase sales in pharmacies.

Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 20Dynamic of retail price for crisis period Week 38 till Week 9 2009.09.09.09.09.09.09.09.Base period Base period –– week 37. week 37.

Increase of retail price was much bigger than purchase ones. DueIncrease of retail price was much bigger than purchase ones. Due to considerable changes of cash to considerable changes of cash

flow planning by pharmacies flow planning by pharmacies –– wholesalers changed rules of delivery from credit period of 30 wholesalers changed rules of delivery from credit period of 30 days days

up to prepayment, that request from chains free up to prepayment, that request from chains free cashflowcashflow to make prepayment. Last weeks prices to make prepayment. Last weeks prices

are dropping down, that increase sales in pharmacies. are dropping down, that increase sales in pharmacies.

Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers –––– influence of influence of influence of influence of provisorsprovisorsprovisorsprovisorsIn many case of OTC substitution – instead of generic old herbal product is recommended

example Lasolvan vs Pertussin.

Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers Influence of crisis for choice of consumers –––––––– influence of influence of influence of influence of influence of influence of influence of influence of provisorsprovisorsprovisorsprovisorsprovisorsprovisorsprovisorsprovisorsIn many case of OTC substitution In many case of OTC substitution –– instead of generic old herbal product is recommended instead of generic old herbal product is recommended

example example LasolvanLasolvan vsvs PertussinPertussin..

Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC prdsprdsprdsprds with elastic with elastic with elastic with elastic demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.

Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales. Dependence of price increase and drop in retail sales.

While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC While retail prices were stabilized the most of OTC prdsprdsprdsprdsprdsprdsprdsprds with elastic with elastic with elastic with elastic with elastic with elastic with elastic with elastic

demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.demand increase sales immediately.