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DRAFT
ZINGO Commercialization Plan
October 2007
2
Forward Looking Statements
This presentation includes "forward-looking statements" within the meaning of the safe harbor provisions of the United States Private Securities Litigation Reform Act of 1995. Words such as "expect," "estimate," "project," "budget," "forecast," "anticipate," "intend," "plan," "may," "will," "could," "should," "believes," "predicts," "potential," "continue," and similar expressions are intended to identify such forward-looking statements. Forward-looking statements in this presentation include, without limitation, forecasts of product development, FDA filings, and other matters that involve known and unknown risks, uncertainties and other factors that may cause actual results, levels of activity, performance or achievements to differ materially from results expressed or implied in this presentation. Such risk factors include, among others: the results of clinical trials; whether certain market segments grow as anticipated; the competitive environment in the biotechnology industry; whether Anesiva is able to manufacture products on commercially reasonable terms; whether Anesiva can commercially release new products successfully; and the degree to which these products gain market acceptance. Actual results may differ materially from those contained in the forward-looking statements in this presentation. Additional information concerning these and other risk factors is contained in Anesiva’s Form 10-K for the year ended December 31, 2006 and in Anesiva’s current Form 10-Q. Anesiva undertakes no obligation and do not intend to update these forward-looking statements to reflect events or circumstances occurring after this presentation. You are cautioned not to place undue reliance on these forward-looking statements, which speak only as of the date of this presentation. All forward-looking statements are qualified in their entirety by this cautionary statement.
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Agenda
Opening remarks– John McLaughlin, CEO
Manufacturing overview, readiness for launch, future plans– Jack Regan, SVP, Operations
What is it like to use Zingo and other TLAs?– Bill Zempsky, M.D., Pediatric Pain Specialist
Introduction of Commercial Team– James Huang, Marketing and Business Development Consultant to Anesiva
Unveiling the Zingo commercialization plan– Nancy Donahue, SVP, Marketing and Sales– James Carr, VP, Marketing– Michelle Chung, Director, Marketing– Diana Davidson, Sr. Director, Marketing– Nancy Donahue, SVP, Marketing and Sales
Q&A – Moderated by John McLaughlin Goal: Finish by 1:30
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Zingo Commercial Activities
Approved for children 3 – 18 years of age for venipuncture and IV line placementsNeedle-free delivery of lidocaine particles gives rapid onset of action in 1 – 3 minutesEasily incorporated into procedureHigh unmet medical need in 18 million U.S. hospital pediatric procedures Market research indicates robust demandPediatric use guidelines already in place
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VIDEO
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Hospital Sales Process
1. Gain inclusion on drug formulary list
• MD requests • Pharmacy conducts evaluation
• Clinical• GPO contract
• Formulary committee reviews and decides whether to include on list
2. Demand creation• Drive use among nurses
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Strategic Assessment
Demand CreationMarket research consistently supports strong demand by nursesVery targeted approach of 15 reps to 175 key hospitals = 75% of pediatric businessConclusion: Anesiva can do this alone
Formulary ListingFormulary listing is rate limitingConclusion: Focus on getting faster and broader formulary listing
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Sagent and Anesiva
SAGENT
Sagent team is highly experiencedSagent is unique in this space
Anesiva + Sagent
Faster Formulary Listing + Demand Creation
Increased Sales
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Efficient Manufacturing
Highly experienced manufacturing team Averages >15 years per personAll disciplines including automated processes and managing contract manufacturing
Efficient automated manufacturing process in place to meet capacity and cost objectives
Small-scale production available now, but wait for lower COGs $15 million invested -- state-of-the-art automationProduct available early 2Q 2008
Joint venture with Fosun will provideSignificant supplemental capacityLower cost of goodsProduction capability to meet upside demand
DRAFT
Manufacturing OverviewReadiness for Launch
Future Plans
Jack ReganSenior Vice President, Operations
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Sound Damper
Start Button
Cover Helium Microcylind
Nozzle (Gas Path)
Breakaway Tip
Sound Damper
Lidocaine Cassette
Start Button
Cover Helium Microcylinder
Nozzle (Gas Path)
Outlet
Breakaway Tip
Safety Interlock
Zingo Manufacturing
SterileSingle useNeedle-free DisposableHelium gas delivers Lidocaine particles into the skin
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Zingo Components
Button Cassette Assembly
Cover
Polycarbonate Membrane
Cassette Body – Male
Silencer Foam
Silencer Cover
Cassette Body –Female
Polycarbonate Membrane
Spring
Nozzle
Expansion Chamber
Filter
Housing
Retainer
BOC Microcylinder
Compliant Ball Spacer
Cassette Assembly
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ANIMATION
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Zingo Manufacturing
StatusZingo manufacturing approved by FDA at small scale and available for launchComparability protocols for manufacturing at large scale (powderfilling and assembly/packaging) also approved by FDALarge scale processes very similar to small scale processes but utilizes automation to increase throughput, reduce cost
EquipmentAnesiva has invested ~$15M in support of large scale part molding and manufacturing automation starting Dec. ‘05
Management TeamAnesiva CMC management average >15 years of experience in all disciplinesAnesiva CMC management is very experienced in managing CMO’s
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Major Equipment Purchases
Major Equipment Purchase– Large scale tooling for plastic parts– Powder filler
Fills 0.5 mg Lidocaine powderAssembles drug cassette for automated assembly
– Assembly / packaging lineAutomated assembly and inspection of 14 partsAutomated labeling, pouching and cartoning into 12 unit cartons
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VIDEO
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Zingo Manufacturing
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Equipment Status and Capacity
StatusFull qualification of automated line delayed 3 months due to debug issuesDelays resulted in additional run time at factory to assure
– Meets quality expectations– Confidence for commercial supply– Achieve COG’s target
CapacityCapital equipment investments provide capacity of 5M units/shift/yearMulti shift capacity 15M/year
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Manufacturing Milestones
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Zingo Manufacturing in China
Key ElementsManufacturing Joint Venture with Wanbang BioPharma (a subsidiary of Fosun Pharma) to assemble Zingo in China
– With U.S.-supplied parts & drug cassetteFeasibility established; facilities & equipment identifiedNo significant capital investment
Next StepsQualification activities in 1H ’08 and regulatory submissions in 2H ’08
BenefitsAssures second supply source Low cost of goods Significant upside capacity
DRAFT
Perspectives on the Need for Reducing Peripheral Venous Access Pain
William T. Zempsky, MDAssociate Professor, University of Connecticut School of Medicine
Associate Director, Pain Relief Program, Connecticut Children's Medical Center
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Why Do We Care?
Millions of painful needle procedures in children each yearIV insertions and blood draws were the most frequently reported painful events in a study published in Pediatric Nursing
– Needle insertions can arouse more fear than major surgeries
Parents rate a needle procedure as the second most distressing event during child’s hospitalization
– Only thing worse was waiting for a child during surgery
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Why Do I Care?
Trained in Pediatric Emergency MedicineRecognized the need for rapid acting topical anesthetic14 years looking for the ideal topicalDevoted to systematic reduction of pain in medical settings
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What About Topical Anesthetics?
Should they be routinely used for peripheral venous access procedures
in children?
25Pediatrics. 2004;114:1348-56.
“Topical anesthetics should be placed proactively to control pain…”
“Use should be considered in any patient who has a high likelihood of undergoing a non-emergent invasive procedure
on intact skin in the ED. These include intravenous line placement or venipuncture.”
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Papers / Guidelines Advocating Topical Anesthetics
2001, AAP/APS Position Paper1
2004, Relief of Pain and Anxiety in Emergency Medicine Systems—Clinical Report2
2005, Pediatric Procedural Pain, Review3
2006, Infusion Nursing Standards of Practice4
1. AAP/APS. Pediatrics 2001;108:793; 2. Zempsky WT et al. Pediatrics 2004;114:1348; 3. Young K. Ann Emerg Med 2005;41:160; 4. J Infusion Nursing 2006;29:1S.
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Current Practice
National survey of Pediatric Emergency Department Fellowship Directors 1– Topical Anesthetics (TAs) use of IVs = 38% of
procedures
Single hospital retrospective study (Harbor UCLA Pediatric ED)2
– 1% treated with TAs out of 859 patients
1. Bhargava Aced Emerg Med 2007 2. Maclean et al PEC 2007
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Why Aren’t They Used?
Creams and patches– 20-60 minute onset – Creams are messy
Facilitated drug delivery systems– Inconvenient: multiple components and
require training
29
Works quicklyEffectivePainless to administerCovers sufficient areaEasy to useSafe– Local effects– Lack of systemic absorption
Cost effective
Qualities of the Ideal Topical Anesthetic
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Experience with Zingo in Clinical Setting
~ 500 patients treated in Zingo clinical trials at CCMC
Findings:– Nurses found Zingo easy to learn to use – Perceived as easy to incorporate into procedure – no
planning required– Effective within 1-3 minutes– Safe and well tolerated– Commonly requested for subsequent procedures
DRAFT
Introduction of Commercial Team
James HuangSales & Marketing
Consultant to Anesiva
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Commercial Team
100+ years broad and deep blend of marketing, sales and sales management, sales training, managed markets and clinical experienceMarketing of 10+ brands and multiple blockbuster products
– Multiple launches: Avandia, Avandamet, Coreg, Provigil, Effexor (UK), Pulmicort Turbohaler (UK)
– Pre-launch preparation for surgical drug/device combination
Extensive sales experience – Over 40 brands including extensive hospital selling
experience – Pain Selling includes Duragesic, Ultram ER, Ultracet,
Topamax, Flexeril, Relafen and pain devices
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Nancy Donahue, Sr. VP Sales & Marketing
19 years sales & marketing – 5 years of office based and hospital sales and sale
training
– Extensive launch and brand building experience: Relafen, Paxil, Mycobutin, Risperdal, Coreg, Avandia, Avandamet
– Served for 7 years as product director and senior product manager of Coreg, growing it into a billion dollar brand
– Prior joining Anesiva, Nancy led diabetes franchise marketing at GSK
– Most recently VP, Marketing at Anesiva
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Jim Carr, VP Marketing
11 years of pharmaceutical industry experience– 2 years medical science liaison (field-based and reported
to a sales region)– 9 years of marketing and new product planning experience
Previous experience as an academic/clinical pharmacist
– 7 years working in various intensive care settings in hospitals
– Served as the Director of Pharmacy early in pharmacy career which included managing the P&T committee
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Michelle Chung, Director, Marketing
15 years sales & marketing at major pharmaceutical companies (Wyeth, Astra, GSK, Cephalon)
– 8 years UK; 7 years US
– Extensive launch experience: Effexor (UK), PulimcortTurbohaler Once Daily Children (UK), Avandia (UK), Avandamet (US)
– Most recently, Michelle was Director on Avandia and Regional Sales Director, HIV division at GSK
– Prior to joining Anesiva, Director Provigil at Cephalon
36
Diana Davidson, Sr. Director, Marketing
30 years marketing and sales experience in pharmaceuticals and medical devices (Elan, Pharmacia, Lilly, Pfizer)
– 9 years strategic and new product planning
– Commercial development of drug/device combination products
– Physician and hospital pain marketing experience: Avinza, Naprelan, PCA devices
– Before Anesiva, Vice President of Marketing, AlgoRxPharmaceuticals; Vice President of Marketing, Elan
DRAFT
Nancy DonahueSr. Vice President, Sales and Marketing
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Commercial Presentation Agenda
Sagent PartnershipStrategic OverviewMajor Initiatives– Market Expansion– Advocacy Development– Promotional Campaign– Clinical and
Pharmacoeconomics– Public Relations
Sales Force Rollout
N. DonahueJ. Carr
M. Chung
D. Davidson
N. Donahue
DRAFT
Sagent Partnership
Nancy DonahueSenior Vice PresidentSales and Marketing
40
Initial Launch: Pediatric Hospital Opportunity
Stand Alone
Children’sn~62
Pediatric Hospital Within Academic
n~112
Other targets (adult opportunity)
N~926
174 Hospitals represents
~75% of Ped opportunity
41
Hospital Sales Process
1. Gain inclusion on drug formulary list• MD Requests• Pharmacy conducts evaluation
• Clinical• Financial (GPO contract?)
• Formulary committee review and vote
2. Create Demand• Drive Use among nurses
42
Hospital Nurses Demand Survey
What Percentage of Your Pediatric Patients Would Receive Zingo?
63.2%Blood Draws
70.5%IV Placements
Zingo
Source: Princeton Brand Econometrics Survey of 44 Hospital-Based Nurses
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Sagent: Ideal Zingo Partner
Focused on developing, manufacturing, sourcing and marketing hospital-based products– Goal is to supply 200 products to hospitals to 2009
Complete infrastructure for warehousing, distribution and administrative activities
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Sagent: Warehouse & Distribution
Manages warehousing and distribution of Zingo
Manages order to cash cycle– Order entry – Invoicing – Collection– Returns and credits
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Sagent: Unmatched Experience
Leadership team with unparalleled experience
– Executive management team has an average of more than 20 years experience and proven track record
Extremely seasoned team of sales and national accounts executives
– National Accounts individuals average over 25 years of experience and possess relationships with top level executives at all GPOs
– Field Sales organization of 15 averages over 18 years experiencecalling on hospitals
Depth of experience focused exclusively in hospital market
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Anesiva: Hospital Sales Team
2 Directors– Highly successful hospital sales management experience – Experience building sales forces preferably at start up
organization– Well trained in leadership/mentoring
15 Sales Representatives– Highly successful hospital sales experience, including
securing formulary additions and driving uptake– Skilled in understanding hospital selling environment
Formulary process Relationship building Account management Strategic and tactical planning
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Key selling contact for nurses
Key selling contact for physicians, P&T members
Conduct Nursing inservices
Sagent and Anesiva
Key selling contact for hospital pharmacy
Hospital contracting
Group purchase contracts
ANESIVASAGENT
Complementary and Synergistic Selling Roles
Anesiva + Sagent = Faster Formulary Listing + Demand Creation = Increased Sales
48
Benefits vs Other Partner Options
OthersMultiple products being sold - Zingo may not be top priorityInefficient – Many reps selling Zingo in a small proportion of their hospitalsProfile of reps offer no benefit over what we could build on our own
SagentZingo will be top priority during launchReps will focus energy on hospital pharmacists in key accountsTeam is unmatched in depth of experience calling on hospital pharmacists
With Sagent, we will have complementary Sales Efforts to drive faster and broader hospital uptake
DRAFT
Strategic Overview
James CarrVice President, Marketing
50
Zingo Market Opportunity
Hospital opportunity– 18M pediatric procedures– 400M adult procedures
Non-hospital segments include:– Office-based procedures (e.g. oncology)– Outpatient infusion centers– Surgical centers– Phlebotomy centers– Blood donation
Potential new indications include– Epidurals– Injections
51
Initial Launch: Pediatric Hospital Opportunity
Stand Alone
Children’sn~62
Pediatric Hospital Within Academic
n~112
Other targets (adult opportunity)
N~926
174 Hospitals represents
~75% of Ped opportunity
52
Approve AdoptAccelerate
M.D. advocate drives P & T Approval
Nurses influence key M.D. advocate
Pharmacy Directors
Gain advocacy among other P & T Members
Communicate approval broadly throughout hospital
Ensure Zingo is easily accessible
Orchestrate successful initial trial (inservice all shifts)
RN’s drive development of standing orders, SOPs
Accelerate routine use among RN’s
Broaden use to department targets hospital wide
Key Insights: Hospital Selling Process
ZINGO ZONE
Pharmacy Directors (gatekeepers of process)Contract (GPO and/or individual)Conduct independent evaluation (clinical and economic)
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Key Insights: Pharmacy Directors
Insights of directors from Children’s stand alone and academic institutions with significant Pediatric services
Formulary acceptance allows ‘license to sell’– RN advocates will need to convince at least one dept head
MD to champion at P&T meeting– Pharmacy conducts independent evaluation which is
presented to P&T committee for vote
Securing cost benefit rationale will enhance formulary acceptance
Zingo profile supports price range of $12 - $16
Sources: Key Decision Makers Qual; Stand Alone Pharmacy Ad Board, December, 2005; Academic Pharmacy Ad Board March 2006; 1-1 Pharmacy Directors interviews, 2006-07
54
Conflict between time & comfort due to current drugs &
conditions
Needlesticks occur frequently & are
anxiety provoking
Needlesticks are emotional events and “tone setters”
for hospital experience
Pediatric & adult nurses are concerned “something should be
done”
…parents question whether nurses are doing all they can to alleviate needlestick
pain
As person administering, nurse
seen as “bad guy, archaic, mean”
A painful procedure can reduce patient
trust making further care challenging
Patients & nurses are comforted by
successful use of Topical Anesthetics
Sources: Ped Qual; Adult qual; Brand Personality 2006
Pain of needlesticks measured in Press
Ganey patient satisfaction survey
Nurse is Hero when needlestick goes well
Key Market Insights: Nurses
55
Zingo: Ideal Profile
Zingo Benefits: – Highly emotional
(patient comfort, positive impact on relationship with patient)
– 1-3 minute onset; easy to incorporate into procedure
1
2
3
4
5
6
7
High Likelihood to try ZingoScale 1:7
6.2 6.4
IV Start Blood Draw
Sources: Ped Qual; Adult qual; Brand Personality 2006
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Vision
Zingo is an immutable step in the venipuncture and IV cannulation
procedure
57
Overall Launch Goal
Establish Zingo as standard of care in hospital pediatric market to set foundation for long term brand optimization
58
Key Strategies
Expand the market by making the need to treat IV pain top of mind
Develop multi-disciplinary Zingo advocacy
Create compelling promotional platform
Establish clinical and pharmacoeconomic rationale for Zingo
Drive Zingo demand by leveraging Public Relations opportunities
DRAFT
MAJOR INITIATIVESMarketing Expansion
Advocacy DevelopmentPromotional Campaign
Michelle ChungDirector, Marketing
60
Strategies #1 and #2
Expand the market by making the need to treat IV pain top of mind
Create multi-disciplinary Zingo advocacy
61
Focused Pediatric Opportunity
Stand Alone
Children’sn~62
Pediatric Hospital Within Academic
n~112
Other targets (adult opportunity)
N~926
174 Hospitals represents
~75% of Ped opportunity
62
Hospital Advocacy Efforts
Market Development Manager focused on targeted institutions– Developing profiles and introduce Zingo– Develop extensive profiles of >60 targeted
hospitals with relationships established with at least one influencer
Sales team deployed early 2008 and intensify efforts on key targeted institutions
63
Venipuncture Optimization through Improved Comfort and Education
Influential, action-oriented nurses from targeted hospitals with passion for reducing pediatric needlestick painMission: Transform the IV and venipuncture experienceValue of RN Voice
– Provide input and assistance in developing critical launch materials, i.e. inservice kit, speaker program slides
– Conduit for dissemination of best practices within members hospitals as well as to influence lower tier hospitals
64
Nursing Survey to Highlight Need to Treat IV Pain
Objectives:Establish that nurses view peripheral venous access pain (PVAP) in children as important and should be well managedDocument that nurses feel that current treatment options are unsatisfactory
Process:Field the survey through the following groups
– Emergency Nurses Association– Society of Pediatric Nurses– Infusion Nurses Society
Results will be abstracted and presented 1Q08Posters will appear in a formulary kitPublish manuscripts Advocates use the data as a rallying cry
65
Comfort Corner
RN VOICE Advocates Take Action To Reduce Needle-Related Pain
Leverage Best Practices from select Children’s Hospitals in an Implementation Guide
Recommended Pharmacologic Treatment GuidelineNursing Governance best practices to remove impediments
Patient Bill of RightsStanding Orders
Pilot roll out in 10 leading institutions planned 11/07
Full roll out planned for 1Q08
66
Market Development Campaign
Increase awareness of need to treat IV pain among targeted pediatric nurses
Drive hospital pediatric nurses to www.manageivpain.com through direct mail and e-mail blasts
Launch website at key conventions during 4Q07– Emergency Nurses Association (ENA)– National Association of Children’s Hospitals (NACHRI)– Association of Vascular Access (AVA)
Fill the funnel with qualified leads for launch– Enroll nurses in RN VOICE – Develop a continuous channel for Zingo launch
communications
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Journal Supplement Highlighting Need to Treat IV Pain
“Evidence Supporting Optimal Management of Peripheral Venous Access Pain in Pediatric Patients: Why It Is Important”
Objective: Generate broad-based awareness about the importance of managing peripheral venous access procedure pain in pediatric patientsExceptional list of contributing authors Closed roundtable held July 18th, 2007 Target publication: Major pediatrics journal Q1 08
Case Profiles: Atlanta Children’s Hospital, Texas Children’s Hospital, St. Louis Children’s Hospital
Chapter 6
Neil Schechter, MD, Professor of Pediatrics, University of ConnecticutThe Ouchless Place: 10 Years Later
Chapter 5
William Zempsky, MDPharmacologic Approaches to Reduce the Pain Associated with Venous Access
Chapter 4
Lindsey Cohen, Ph.D., University of GeorgiaNon-pharmacologic Techniques to Reduce the Pain Associated with Venous Access
Chapter 3
Gary Walco, Ph.D, Professor of Pediatrics, Univ. of Medicine and Dentistry New JerseyImplications of Unmanaged Procedural Pain in Pediatric Patients
Chapter 2
William Zempsky MD, Associate Professor, Pediatrics, University of ConnecticutOverview and Introduction
Chapter 1
73
Strategy #3
Create Compelling Promotional Platform
74
Compelling Promotional Platform
Zingo enables you to positively impact the patient’s hospital experience
Needlesticks are emotional events and “tone setters” for hospital experience
Key Insight
Positioning
75
76
Zingo Launch Campaign
DRAFT
Clinical and PharmacoeconomicsPublic Relations
Diana DavidsonSenior Director, Marketing
78
Strategy #4
Establish Clinical and Pharmacoeconomic Rationale for Zingo
79
Publications-Manuscripts
Phase 2 Data
Accepted
Phase 3COMFORT* 003
Accepted
Phase 3COMFORT* 003/ COMFORT 004
*COMFORT Trials= COMparision of Venipuncture and Venous Cannulation Pain after Fast Onset Needlefree PowdeRLidocaine or Placebo Treatment
Journal of the American Academy of Pediatrics
Rank: 1/70 pediatric journals
Circulation: 65,000
Submission targetedto a leading
anesthesiology/pain journal
Accepted at a leading pediatric journal with
hospital focus
80
Zingo Data Presentations
Medical ConferencesNational Association of Pediatric Nurse Practitioners 2008*American College of Emergency Physicians 2007*American College of Clinical Pharmacy 2007*American Society of Regional Anesthesia and Pain Medicine 2007Association for Vascular Access 2006International Symposium on Pediatric Pain 2006Society for Academic Emergency Medicine 2006^Intravenous Nursing Society 2006Pediatric Academic Societies 2006^Society for Pediatric Anesthesiology 2006American Society of Pain Educators 2005Pediatric Academic Societies 2005American Pain Society 2005
*Accepted for publication/presentation ^Podium presentations
81
Pharmacoeconomic Initiative
Quantify the benefit of 1-3 minute onsetProcess1. Qualitative interviews
• Areas of focus: ED, Sedation Units, Radiology
2. Financial models 3. Observational studies 4. Publication of findings
82
Strategy #5
Drive Zingo demand by leveraging Public Relations opportunities
Zingo™ Approval
84
Zingo PR Launch Plan
Major national educational initiative – Appeal to parents with small children – Media targets
National television Local television Consumer outlets (print and online) Long-lead magazines (parenting, women’s, health)
Early adopter hospital PR campaign– In areas where Zingo is on formulary, raise awareness
of new treatment option to drive patient requests
85
Drive Parent Demand
Partnering with children’s chronic disease organizations to reach parents with children who receive many IV/venipuncture procedures
– Congenital Hypogammaglobinemia – Acquired Immune Deficiency – Cancer– Crohn’s – Diabetes – Hemophilia– Sickle Cell
Objective:– Raise awareness of non-pharmacologic and pharmacologic
alternatives through manageivpain.com
DRAFT
Sales Force Roll Out
Nancy DonahueSenior Vice PresidentSales and Marketing
87
Complementary and Synergistic Selling Efforts
SAGENT
Group purchase contractsHospital contractingKey selling contact for hospital pharmacy
ANESIVA
Key selling contact for nurses Key selling contact for physicians P&T membersConduct nursing inservices
88
Prepping Market for Rapid Uptake
Q407 1Q08 2Q08
Anesiva Sales Directorshired and
familiarize with key target hospitals
Sales Directors develop launch plan for top 60
hospital accounts
Anesiva Sales force hired
Anesiva & Sagent are trained and
deployed
Sagent & Anesiva build account launch
plans for top 10 hospitals per
territory
Anesiva SF develop influential MD advocates to request
formulary review & prepares for P&T meeting
Sagent SF meet Pharmacy in top 10
hospitals and ensures Zingo on P&T agendas
Zingo Available
Sagent – GPO Contracting
89
Zingo - Driving a Successful Launch
Extensive market understanding– Significant unmet need– Product failures attributed to suboptimal profiles
Ideal product profile
Focused efforts on targets to accelerate launch– Building advocacy– Making the need to treat IV pain top of mind
Synergistic sales force efforts– Anesiva -- Right profile – Sagent -- Ideal partner
Launch preparedness: Prepping the market for rapid uptake
90
Questions and Answers
John McLaughlin
Q&A
91
Zingo Summary
Zingo fulfills an important unmet needZingo widely anticipated by nurses and hospital staffVision: Zingo is an immutable step in venous access procedures
Prepping the market for rapid uptakeCreate awareness, expand demand through multiple aggressive campaignsFocused on hospital formulary adoption
Highly experienced teamNancy Donahue, James Carr, Michelle Chung and Diana Davidson: a stellar commercial team Sagent: Accelerate formulary access and increase sales
Efficient manufacturing and future offshore capacity US automated lines reduce cost of goodsChina Joint Venture» Further reduce COGs» Provide substantial additional capacity» Provides capacity for high demand scenarios» Minimal capital investment required