SUTENT SITUATION
Cruz Verde "Issue" // INC Issue?
Dificulties of Access Institutions and Drs
Reps must approach some doctors on the street
security issues
Access to Health Providers and Doctors must be handdle by Corporate in a AFIDRO scenary
Novartis competition
Sales & Medical together (Medical team on field for Renal Ca) MI 02
Exclusive Access officers for HMOs (XX Acces Team)
Solid Nurses Program
Patients Access Support
medical appointments with Dermatologists
support for Side Effects handing
Billin zero pesos for initial treatments (few clients)
Product Differentiation / Less Side Effects
What we have been doing
Product Sample
Events
San Antonio
ASCO
ESMO
Forum
Internal Consulting Nurses Program
Budget to Reps / One and One contacts
Access Plan HMOs
mRCC Tracker LatAm
In 2nd line, Inlyta is now the clear market leader in Colombia
Sutent rise, Votrient desreased, 2nd Q-2017
TKI TKI
Compensar
Nueva EPS
Sanitas
Salud Total
INC loses the Capital Salud Contract (2nd largest)
has increased the restriction for access to 20% of panel doctors, especially in Bogotá
CNO (15 contacts)
Astorga (5 contacts-Medellín)
INC (40 contacts)
Subsidized regimen
Action plan due financial difficulties
It will be to return to IN, but restricting Oral Drugs or looking for quoting/discounts in another LO
Reimbursement of medicines to Territorial Entities by Mipres to more than 300 days
INC Distributed more than 40% of Cruz Verde Oncological Pfizer portfolio
It was a contract that included oral drugs dispensation and it was an exception on Subsidized regimen
Cruz Verde decreased 30% 2016 vs 2017 YTD sales ///// 50% of CV decreased is due to INC
Health Providers prefer the use of injectables drugs, because of the growing financial difficulties and reimbursement process
Others Subsidiazed HMOs, as Convida and Capresoca with contracts issues due financial situation