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