IP Focused Research, Commercialization & Investment Banking

Transcription

1 SkyQuest Technology Group IP Focused Research, Commercialization & Investment Banking

2 Outline Company Highlights Business Objectives India Market Scenario Products Overview Partnering Proposal Pricing

3 Company Highlights CTS Group - Amongst the oldest (93 Years) and largest Pharma groups from Israel, currently based in Tel-Aviv. Areas of Expertise: Healthcare Animal Care Agriculture Products in Focus Pharmaceuticals Derma-Cosmetics Global Presence: Australia, UK, Hong Kong, Singapore, Taiwan, South Africa, Turkey, Cyprus, Central and Eastern European countries, Russia and Romania. Approvals/Certifications: CTS Group has scored the platinum ranking the highest possible ranking given by the Maala ratings organization

4 Company Overview Develop, manufacture and market own Rx and OTC products in Israel and internationally. CTS Chemical Industries Ltd. Manufacturing Rx and OTC and know-how products viz solid dosage forms: pellets, capsules, tablets and lozenges; oral solutions and drops. CTS-Novis Ltd. Manufacturing cosmetics and toiletries, self developments and products. Concurrently also representing major pharmaceutical manufacturers who sell in Israel. Undertake key activities including importing, registration, marketing and distribution Current representation for- Astellas, UCB, Nycomed, Sanofi- Aventis, Mitsubishi Pharma, Eusa, Besines, Pari and Geistlich. Ethical products Hospital Products Medical Equipment OTC products (CTS) Consumer products (CTS)

5 Business Objective Engagement: Seeking a qualified Joint Venture Partner to promote Healthcare Portfolio Target Market: India **Images for representative purposes only

6 India Market Scenario

7 OTC & Rx Overview: Mucolit Line

8 Market Size & Growth 5% year-on year growth of the cough & cold market in India driven by middle class population that is rapidly acquiring purchasing power necessary to afford quality western medicine due to an increase in disposable income. INR 2,982.3 (crore) Size of Indian cough and cold market Trends The government has made public healthcare one of its top priorities by launching policies and programs that are aimed at making healthcare more affordable and accessible. In 2005 the Indian population spent 7% of its disposable income on healthcare; this number is expected to nearly double to 13% by 2025.

9 Cough & Cold Market Size & Forecast India cities and towns constitute 20% of India s population. Therefore, 240 million people in India are classified as urban markets Mumbai population of 25 million accounts for 10% of the urban markets As per IMS Health data urban markets account for 45% of the total industry sales 2014 Mumbai cough & cold estimated market is 135 Crore ( Crore*10%*45%)

10 Cough and Cold Forms in India Cough & cold preparations market was led by mixtures followed by tablets and topical remedies 12% 19% 41% Mixtures Tablets 28% Topical remedies Lozenges, inhalers & others

11 Carbocysteine Products in the Cough and Cold Category? The API Carbocysteine is a mucolytic that reduces the viscosity of sputum and so can be used to help relieve the symptoms of chronic obstructive pulmonary disorder (COPD) and bronchiectasis by allowing the sufferer to bring up sputum more easily Facts & Market Size The Carbocysteine category is a niche and under developed category in INDIA CAPSULES 375 MG & Syrup 100ml/250 mg Total Market share $150k with only a few competitors. Lozenges There are no carbocysteine lozenges available in the market. Concentrated oral drops for babies No such product available in the market. In those countries where we applied our detailing strategy, such as in the UK, the market size increased by sevenfold within ten years

12 DermaCosmetics Overview ProLactic Line

13 Market Size & Growth 10-20% year-on year growth in all segments is driven by increasing cultural emphasis on personal care and growing income Crore Size of Indian dry skin treatment market Crore Size of Indian antidandruff treatment market CAGR: 21.04% CAGR: 15.9% Trends Increasing awareness about health and appearance is leading Indians to increased usage of dermatological products. Manufacturers are focusing on all-in-one products promising multiple benefits Anti- Dandruff + Anti-Hair Loss, etc. Consumers are seeking more of natural products in India which relates to the rise in interest in Ayurvedic products

14 Dry Skin Treatment: Forecasts Acne Treatment - Market Size (INR crore) Dry skin market size and forecast

15 Dry Skin Treatment: Forecasts The Anti-Dandruff market is estimated at INR Crore (2012) - experiencing strong growth, with estimates predicting it will double in size by Estimates of the penetration rate of shampoos (overall) in India range from 20%-40%, with urban penetration nearing 100% Dry Skin Treatment - Market Size (INR crore) Anti-Dandruff treatment market size and forecast,

16 Consumer Scenario Skin and Hair Conditions are Common 60-70% Indians estimated to be suffering from dry or damaged skin. Causes of Conditions Most Common causes are genetic predisposition, environmental factors and hormonal disorders % Indians estimated to suffer from dandruff problems: yearolds are the most effected. Some of the Most common causes of dandruff are:- Poor Hygienic conditions Hormone imbalance Lack of proper blood circulation Application of hair styling products Unhealthy diet

17 Consumer Scenario Hair Care In the overall Shampoo market the anti-dandruff segment is only 22%, yet many consumers treat dandruff with home remedies such as henna, lemon, scalp oil massage and curd. Skin Care The skin care market is at a very nascent stage with basic consumer requirements such as protecting the skin from cold and dryness during the winter and improving fairness of the skin. While the awareness rate is high in both areas - urban areas account for 60% awareness and rural areas account for 30% awareness - the penetration level is low for both.

18 Competitive Scenario Most segments are relatively fragmented with a few leading brands (and many smaller companies offer products). Specialty dermatological products are significantly more expensive than massmarket alternatives - sometimes by 200%-400%. The Lactic Acid market is small and undeveloped - existing Lactic Acid products are about 10-20% more expensive than other comparable specialty dermatological products.

19 Products Overview

20 OTC & Rx Overview: Mucolit Line

21 Product Line: Prolactic A treatment line which offers immediate relief for delicate, dry and irritated skin based on natural lactic components Mucolit Lozenges Sugar Free Honey Lemon Flavour Mucolit Capsules 375mg Mucolit Syrup 250 ml Syrup Mucolit Tiptipot Pediatric Oral drops for babies 75 mg/1 ml

22 Product Line Advantages Has scientifically proved advantages over its competitors Improves Pulmonary immune power during 10 days of Therapy Carbocystein improves penetration of antibiotics into respiratory system Continuous efficacy in COPD : Asthmatic Bronchitis, Choronic Bronchitis, Bronchiectasis, Emphysema & serious Otitis Media Indian Context Cough and cold market is a well developed Mucolit (carbocysteine) has gained a very small niche in this market. There is currently only one competitor in the Indian market Mucolit offers a comprehensive solution offering 4 different forms of administration of carbocysteine and 2 of them are new to the Indian market (pediatric and lozenges).

23 DermaCosmetics Overview ProLactic Line

24 Product Line: Prolactic A treatment line which offers immediate relief for delicate, dry and irritated skin based on natural lactic components Treatment Cream Wash The only body wash with ph 3.5 which is suitable for all the family & especially for dry, cracked & itchy skin. Use of regular soaps disturb the skin s acidic balance & causes dryness, cracks and exposure to infections. Treatment Body Lotion Only treatment body lotion with ph 3.5 Strengthens the skin s natural protection, relieves redness & prevents irritation after washing. Protects moisture content & suppleness. Hand Cream Contains unique moisturizing components which help relieve cracked & sore skin caused by dryness. Quickly absorbed and leaves the skin feeling soft & smooth.

25 Product Line: Prolactic Intimate Wash A unique lactic complex formulation with 3.5 ph to protect the intimate area. Maintains the vagina s natural balanced state of ph 3.5 helping reduce the number of lactic acid bacteria and prevents Vaginitis. Anti-Dandruff Shampoo Provides a comprehensive anti-fungal remedy with lactic acid components. Safeguards the scalp against itching, redness and dry skin. Anti-Dandruff Conditioner Anti-fungal and anti-bacterial composition Prevents hair loss and encourages hair growth. Additional uses for treating skin problems such as: psoriasis, eczema and more.

26 Product Line Components: How it Works Components of the Prolactic line include: Component Lactic Acid Lactosoft Lactoserum ph Level Function Prevents drying of skin and assists with skin renewal by delicate exfoliation of dead skin cells on the outer skin layer Creates a protective layer which improves skin texture A blend of ingredients to nourish the skin 3.5 ph level of optimal acidity - protects the skin s natural oily layer, without which the skin is exposed to infections, dryness and cracks This combination prevents dryness, supports cell renewal, nourishes the skin with moisturizing components, protects against infections and improves the skin s appearance.

27 Product Line Advantages: Indian Context Prolactic product line provides solutions to various skin problems arising from: Seasonal skin dryness Skin which has been damaged by detergents and chemicals Diabetes patients Atopic Dermatitis in children and adults Diaper rash (for newborns) Dandruff problems

28 Partnering Proposal

29 JV Penetration Plan

30 Indian Urban Population Nearly a quarter of the Indian urban population (~396 Mn) is concentrated in the ten largest cities. Citizens of these urban centers enjoy larger incomes than the average Indian. City Population (Millions) GDP p/c (INR) Urban population distribution, and income per capita by state, 2010 Mumbai ,81,000 Delhi ,14,160 Kolkata ,37,740 Chennai 8.6 4,55,400 Bangalore 8.4 5,85,900 Hyderabad 7.7 5,72,940 Ahmedabad ,360 Pune 5 5,70,300 Surat 4.5 5,23,380 Jaipur 3 4,68,540 India 1,236 1,489

31 JV Plan to Penetrate India s 5 Largest Cities City Population (Millions) GDP p/c (INR) Mumbai ,81,000 Delhi ,14,160 Kolkata ,37,740 Bangalore 8.4 5,85,900 Ahmedabad 6.2 6,15,360 Stage 1 selling in Mumbai via own Medical representatives (MR) Stage 2 selling in Delhi & Kolkata via own MR or specialized MR providers Stage 3 selling in Bangalore & Ahmedabad via own MR or specialized MR providers

32 Target 1: Mumbai Richest City in India The upper and upper-middle class account for 30% of the city s population compared to only about 2% in the entire country. Nearly 1.3 million households in Mumbai belong to this strata of well-off consumers. Bracket Annual household income (thousands INR) % of pop. Thousands of Households Deprived 90 < 13% 559 Aspirers % 1376 Seekers % 1075 Strivers % 559 Globals 1000 > 17% 731 Total 100% 4.3

33 Target 5: Mumbai Richest City in India Ahmedabad is the 7 th largest city in India, and is more representative of the income distribution in large Indian cities. The upper and upper-middle class account for about 13% of the city s population. Nearly 120,000 households in Ahmedabad belong to this strata of well-off consumers. Bracket Annual household income ( 000 INR) % of pop. Thousands of Households Deprived 90 < 19% 171 Aspirers % 369 Seekers % 243 Strivers % 45 Globals 1000 > 8% 72 Total 100% 0.9

34 Proposed JV Organizational Structure CEO Administrative Assistants (2) Sales & Marketing Sales & Marketing executive Operation & Finance CFO/COO *Medical Representative (MR) Manager (2 managers per 20 MRs) Product Manager (1) Key Account manager (1) Accountants (2) *MR s (20) Plan to hire 20 MR s + 2 managers per big cities, and 10MR s + 1 manager in small cities

35 Prolactic Line 5 Years Theoretical Sales Model (Per City) 1 st Year product forecast - *10,000 units 2 nd Year product forecast - 13,500 units ( +35% ) 3 rd Year product forecast - 16,875 units (+25% ) 4 th Year product forecast - 19,405 units (+15% ) 5 th Year product forecast - 21,347 units (+10% ) *quantify assumption to demonstrate the model

36 Estimated HR Expenses Position Monthly INR # of employees Total INR (annual) General Manager 3,60, ,20,000 CFO/COO 2,16, ,92,000 Accountant 96, ,04,000 Sales & Marketing Executive 1,80, ,60,000 Product Manager 1,44, ,28,000 Key Account Manager 1,44, ,28,000 MRs Managers 90, ,60,000 Medical Representative in Mumbai (MR) 28, ,68,000 Administrative Assistant 30, ,20,000 Total per city 2,44,80,000

37 Mucolit Line 5 Years Theoretical Sales Model (Per City) 1 st Year product forecast - 10,000 units 2 nd Year product forecast 31,500 units (* 5% +200% ) 3 rd Year product forecast 49,612 units (5% +50% ) 4 th Year product forecast 65,116 units (5% +25% ) 5 th Year product forecast 78,628 units (5% +15% ) *Cough and cold market compound annual growth rate is 5.2%

38 Mucolit + Prolactic 5 Years Theoretical Sales Model (Per City) Year Prolactic line # of units Cough & cold line # of units Total # of units Year 1 10,000 10,000 20,000 Year 2 13,500 31,500 45,000 Year 3 16,875 49,612 66,487 Year 4 19,405 65,116 84,521 Year 5 21,347 78,628 99,975

39 Mucolit + Prolactic 5 Years Theoretical Sales Model (5 Cities) 1 st Year product forecast 20,000 units 2 nd Year product forecast 45,000+20,000 = 65,000 units 3 rd Year products forecast 66,487+45,000+20,000 = 131,487 units 4 th Year product forecast 84,521+66,487+45,000+20,000*0.5 = 206,008 units 5 th Year product forecast 99,975+84,521+66,487+45,000*0.5+20,000*0.5 = 283,483 units Penetration plan: 1 st Year: Start selling in Mumbai 2 nd Year: Start selling in Delhi (market size is as Mumbai) 3 rd Year: Start selling in Kolkata (market size is as Mumbai) 4 th Year: Start selling in Bangalore (market size is 50% of Mumbai) 5 th Year: Start selling in Ahmedabad

40 Pricing

41 Products Packaging Size & Prices to Consumer Product Treatment cream wash Treatment body lotion Hand cream Intimate wash Anti Dandruff shampoo Anti - Dandruff conditioner Mucolit lozenges Mucolit capsules 375 mg Mucolit syrup Mucolit pediatric oral drops Package size 60 ml 60 ml 30 ml 100 ml 30 ml 30 ml 375 gr unit/10 units 375 gr unit/10 units 100 ml 75 mg/ml Price INR

42 Products Packaging Size & Prices to Consumer Institutional Pharmacy Large Urban Pharmacy Small / Rural Pharmacy Manufacturer C&F Agent 3.5%-5% 3.5%-5% 3.5%-5% Stockist 7%-10% 7%-10% 7%-10% Sub-stockist 4%-6% Retailer 17%-20% 12%-15% 8%-10% Consumer

43 Theoretical Build Up Cost Model of the Distribution Chain (a Large Urban Pharmacy) Cost of Good Sold Profit Margin % Sale price JV 50 50% 100 C/F Agent 100 3% 103 Stockist 103 7% 111 Retailer % 139 Patient / Consumer 139 The average ratio between JV cost to Consumer cost is ~ 3

44 Cost of Goods - Mucolit line We plan to manufacture the products in India through an Indian subcontractor Cost estimation of the line (in INR) : Raw materials Mucolit Lozenges & Mucolit Capsules / 10 units 18 Mucolit syrup 100 ml & Mucolit Pediatric oral drops 75 ml 9 Work Packaging Total

45 Cost of Goods - Prolactic line JV Purchase FOB price from CTS: Payment condition - 90 days net JV cost of goods includes: Import expenses which include all relevant duties and transportation - 30% of FOB price Packaging costs of one final unit - includes labor & raw material total of Rs.14 Therefore, if the FOB price unit is $1 the cost of finished good in our warehouse will be total of Rs.92 = Rs.60*130%+14

46 Employee Expenses Year Zero - salary expenses are a portion of year one as not all employees will have been recruited yet Year one - salaries total of 2.4 Crore for Mumbai HQ Year two - salaries total of 3.3 Crore = 2.4 Crore(Mumbai HQ) Crore+ 0.2 Crore hiring 20 MRs+2 MR managers to penetrate 2nd city size as Mumbai Year three - salaries total of 4.2 Crore = 3.3 Crore(as year two) Crore Crore hiring 20 MRs+2 MR managers to penetrate 3rd city size as Mumbai Year four salaries total of 4.6 Crore = 4.2 Crore(as year three)+0.5*(0.67 Crore+ 0.2 Crore) hiring 10MRs + 1 MR manager to penetrate 4th city half the size of Mumbai Year five salaries total of 5.1 Crore =4.6 Crore(as year four) *(0.67 Crore+ 0.2 Crore) hiring 10 MRs + 1 MR manager to penetrate 5th city half the size of Mumbai

47 Sales & Marketing Expenses JV estimated annual Sales & Marketing expenses, excluding cough & cold line royalties expenses, are 3.66 Crore 3 Crore to advertise and promote all products in all locations. 0.6 Crore for sales force traveling expenses Crore - giveaways and others. JV annual royalties payments to CTS Novis for its cough & cold line of products are 10% of JV annual sales of those products.

48 Sales & Marketing Expenses Other annual expenses include: Annual average expense of 0.6 Crore for Mumbai HQ on-going operation Office rental costs total of 0.36 Crore per year. Municipal taxes, electricity, office maintenance & office supplies total expenses total of 0.15 Crore per year. Annual recruitment expenses of 0.12 Crore. Additional 0.18 Crore annual expenses to operate offices located in a large city and 0.09 Crore annual expenses to operate offices in a small city. By year five add 4 more locations - estimated expenses of 0.54 Crore. Legal and regulatory consultants in all locations total of 0.48 Crore per year. Expenses of 1% of sales for bad debt. Other expenses are approximately 0.18 Crore.

49 Sales & Medical Practitioner Breakdown *Year 1 *Year 2 *Year 3 *Year 4 *Year 5 Prolactic sales Prolactic GP C&C sales C&C GP Total sales Total GP % 46% 44% 42% 41% * INR Crore

50 PL & Cash Requirements (INR Crores) Year 0 Year 1 Year 2 Year 3 Year 4 Year 5 Sales Gross Profit Employees expenses Marketing expenses Other expenses Operational Profit/ (Loss) Acc operational Profit / (Loss) (3) (5.3) (3) (3) (8.4) (11.4) (11) (6.8) 1 Operational cash requirements Acc operational cash requirements (3.8) (7.2) (6.2) (3) (3.8) (11) (17.2) (20.2) (19) (13.8)

51 obrigado спасибо dank u wel σ' ευχαριστώ धन यव द Thank You merci beaucoup תודה danke schön 謝謝你 grazie ありがとう děkuji شكرا teşekkür ederim CONTACT US: Skyquest Technology Group INDIA Corporate Office: B-501, Krishna Complex, Nr. Rajpath Club, Off. S.G. Highway, Ahmedabad , Gujarat, INDIA T: E: info@skyquestt.com