ETHICAL & UNETHICAL PRACTICES IN PHARMA

PAKISTAN PHARMACEUTICALS MARKET

World Pharma Market Worth $300 Billion Pakistan Pharma Market Worth $6.4

Billion-2% of World Total 30 MNCs and 400 national

manufacturing units Share of MNC 45% Share of NCs is 55% Growth Rate 12% per annum

Top Companies

TOP MNC GlaxoSmithKline holding 12% Market Share

National Company Getz Pharma holding 4% Market Share

Top MNCs in Pakistan

GSK-GlaxoSmithKline Pfizer Abbott Novartis Sanofi-Aventis Roche Bayer Eli-Lilly Johnson & Johnson

Top National Companies

Getz Sami Hilton Bosch Highnoon Macter Searle Wilson

Contribution to Economy

600 companies are active in the field 100,000 employees 1% of sales of each company goes to

R&D fund of MOH More than 47000 Registered Drugs 1100 registered Molecules Almost all are price controlled

Types Of Companies

MNCs

National Companies

Marketing/ Franchisee/ Third Party

New Business Model (Outsourcing)

Vikor Pharma Muller and Phipps Premier Agencies Helium

ETHICAL PRACTICES

International Federation of Pharmaceutical Manufacturers & Associations

Value of Ethical Promotion of Medicines •Ethical promotion helps ensures that:

•Healthcare professionals have access to information they require;

•Patients have access to the medicines they need; and •That medicines are prescribed and used to benefit patients worldwide

© IFPMA 2013

DOs & DON’Ts

ALLOWED Promotional Aids (strict provision) Items of Medical Utility (strict Provision) Hosting of Scientific Promotional Meeting Limited Sponsorship to genuine scientific event Cultural courtesy cards/gifts(i.e. inexpensive gifts

not related to items of medical utility and allowed by local Law)

Meals/Dinners if in connection to an event and secondary

© IFPMA 2013

DOs & DON’Ts

NOT ALLOWED Monetary Gifts Personal Gifts (i.e. flowers, jewelry, cars, etc.) Recreational Activities (i.e. golf, tickets to

sporting events, concert, vacations, etc.) Sponsoring of family events or paying for a

guest/companion Meals/Dinners if not in connection to an event Any form of entertainment (i.e. company paid

for musical performance during dinner

© IFPMA 2013

Marketing Strategies

Human Resource Department

Marketing Department

Training Department

Hiring of Qualified & Skilled Personnel

Marketing Strategies

Develop Marketing Strategy &

Promo Material

Implement in the Field

Approval by Medical

Department

Marketing Strategies

One to one Detailing to HCPs by Medical Rep through When, Why, How

Give Samples/starter packs to Drs

Give Items of Medical Utility for promotion

Participation in International and National Conferences

Marketing Strategies

Clinical Meetings

Educational Programs for Drs.

Sponsorship in Conferences and Seminars

Donations to Govt. Hospitals

Participation in Tender Business

Economical Gifts like Pen, Torch, Tissue paper

UNETHICAL PRACTICES

Targeted Prey

HCPc Nurses Technicians Pharmacist

Unethical Practices

Bribe

Pick and Drop Services Payments of Utility Bills Heavy Discounts FOC Goods Checks/Cash incentives Expensive Lunch/Dinner

Unethical Practices

Free Medical Camps

Monthly Salary

Jewelry

Furniture/Fixture

Office Equipment

Expensive Electronic Items

Unethical Practices

Expensive Gifts

Excursion Trips

Vacation Packages

Local and Foreign Trips

Unethical Practices

Renovation of Clinic

Partner ship offers

Installment offers

And other Services