Suspect Card

Company Information
Name of Company Abbott India Limited, Abbott Healthcare Pvt. Ltd
3-4 Corporate Park, Sion-Trombay Road, Chembur, Mumbai - 400 071.
Corporate Address

Phone Number 22 67978888 Fax Number 22 67978920

404-Business Point Plot No. 349, Western Express Highway, Andheri (East),
Other Major Office Mumbai 400069
Address
Phone Number 22 567 54 132 Fax Number 22 567 90 468
Office Floor, Crowne Plaza Surya, New Friends Colony, New Delhi - 110025.
Other Major Office
Address
Phone Number 11 4053 0100 Fax Number 11 2693 2969
Website Address www.abbott.co.in
Core Business Nutritionals, Pharmaceuticals and Diabetes Care, Diagnostics, Vascular

Abbott India Limited, provides healthcare solutions through its four business units:

Primary Care, which markets products in the areas of Pain Management, Gastroenterology, with we
known brands like Brufen, Digene, Cremaffin.

Specialty Care – Metaboloics & Urology provides solutions in the areas of Thyroid, Obesity, Diabete
Summary of Core
Benign Prostratic Hyperplasia.
Business
Specialty Care - Neuroscience has a varied portfolio, with specialty products in the Neurology and
Psychiatric segments.

Hospital Care, offers products in the field of anesthesiology and neonatology namely Forane, Sevor
and Survanta.

Industry Pharmaceutical/Healthcare Ownership Public

Year Founded 1944 Employee Strength 2500

Company Vision
To be the world's premiere health care company
Statement

Value Based Management is our integral philosophy, directed towards maximizing long-term cash fl
and shareholder value through:

Focus on the Company's core profitable segments to build up our position as one of the leading
pharmaceutical companies;

Company Strategy Investments in information technology to improve planning and control of operation;

Increased investments in Human Resources Training & Development to upgrade and broaden the s
base of the organization in consonance with changing needs;

Build flexible cost-efficient manufacturing base through a balanced mix of in-house and contract
manufacturing
 Value Based Management is our integral philosophy, directed towards maximizing long-term cash fl
and shareholder value through:

Focus on the Company's core profitable segments to build up our position as one of the leading
pharmaceutical companies;

Company Strategy Investments in information technology to improve planning and control of operation;

Increased investments in Human Resources Training & Development to upgrade and broaden the s
base of the organization in consonance with changing needs;

Build flexible cost-efficient manufacturing base through a balanced mix of in-house and contract
manufacturing

Abbott, is a company that focuses on turning science into caring – ABBOTT, A Promise for Life.Abb
Laboratories has been working to advance health care for people.Company's products encircle life f
newborns to ageing adults. Abbott has built expertise and leadership in primary care therapeutic are
Gastroenterology and Paincare. Their specialty areas include Neuroscience, Metabolics and Hospita
Care.

Company Background

Financial Facts
Revenue FY 08-09 794.12 crores
Revenue FY 07-08 695.32 crores
Revenue FY 06-07 622.42 crores
Profits FY 08-09 77.91 crores
Profits FY 07-08 61.86 crores
Profits FY 06-07 68.43 crores
% Growth in Revenue FY 08-09 14.21% FY 07-08 11.70% FY 06-07
Current
Listed in Stock Exchange Y Year Listed 1944 Stock 1060.5
Price
Average Stock Price over Other Stock Market
last 12 months Specific Information
Competition Information
Closest Competitor Glenmark, Divis Labs
Competitor Edge Higher market share and more branded generics in their portfolio
 Edge over Competition Now it would supercede its immediate competitors

Key Differentiators

Human Resource Information

Attrition Percentage Average Tenure
Average Acedemic
Core Competency
Background
Marketing & Sales Related Information

Abbot would be able to leverage the combined sales force of 7,000 and gain access to tier-3 towns
it was not present. The deal not only gives it 18-20 per cent volume growth but also size. “With a sev
per cent market share (Abbot was languishing at 18, with 2.3 per cent market share and Solvay was
35th position in the formulation sales pecking order before the deal), a per cent gain in the Rs 40,00
crore Indian market will add Rs 400 crore to your top line. The leveraging potential is immense.”

In addition to the formulation business, the US-based company will also be able to benefit from the
introduction of patented products in the country. Analysts say with the share of patented products
expected to increase from seven to nine per cent in 2015, the deal would position Abbott to take
Key Marketing Strategy advantage of both its core and new business. “The new diversified business model of spreading its
from cash-intensive, R&D-based, innovator drugs to the robust cash flow-generating branded gener
help Abbott in the long term,” says an analyst.

The company is also utilising its presence in the country by outsourcing drug manufacturing and ma
it though its centres worldwide. Recently, it entered into a licensing agreement with Zydus Cadila to
market 24 products in 15 emerging markets, with an option to add another 40.

In addition, stress has also been given to invest in Human Resource management and training. Th
Latest Marketing News being done to improve the quality of the workforce in accordance to the changing trends.

Gross Sales Figure 800.28 crores % of Market Share 2.3% share will be propelled to 7% market s
Brand Positioning
Leading Market Position in branded generics
Training Related Information
Training Budget
Training Team Strength
Any Partner/Vendor for
Training (Provide Name) Does outsource training needs has multiple vendors and totalyy depends of quality of services prov

Training Organisation
Structure

Notes:People Challenges:
Pharma industry has always invested in people development. The skew has been towards technical and product training. Ther
growing emphasis on managerial & business skills.
Industry is facing severe attrition and losing out to sectors such as BPO.

The problem is exacerbated by an inadequate supply of skilled talent, as B.Sc & B.Pharma programs are not aligned to indust
needs.

One of the big challenges is to develop leadership skills as people grow in their career path from medical representatives to fie
managers to further growth.
Executive image and professional demeanour is a critical aspect of this growth.

While several MNC’s do a lot of “global” sales training , there is a need to address the consultative selling approach for institut
and sales presentation skills while selling to doctors.
Also one of the common concerns that Pharma Industry faces is sales force supervision including business development, terri
management and performance through remote teams.

Skills Inventory :
In view of the industry trends and people challenges, the people and business skills appear to be :
· Leadership for new managers as well as middle to senior managers.
hcare Pvt. Ltd
mbur, Mumbai - 400 071.

22 67978920
ss Highway, Andheri (East),

22 567 90 468
Colony, New Delhi - 110025.

11 2693 2969

are, Diagnostics, Vascular

our business units:

agement, Gastroenterology, with well-

e areas of Thyroid, Obesity, Diabetes and

alty products in the Neurology and

neonatology namely Forane, Sevorane

Public
2500

owards maximizing long-term cash flow

ur position as one of the leading

control of operation;

pment to upgrade and broaden the skill

ced mix of in-house and contract

g – ABBOTT, A Promise for Life.Abbott
le.Company's products encircle life from
rship in primary care therapeutic areas like
euroscience, Metabolics and Hospital

14.20%

1060.5

s
nerics in their portfolio
ate competitors

000 and gain access to tier-3 towns where

ume growth but also size. “With a seven
er cent market share and Solvay was at
deal), a per cent gain in the Rs 40,000-
everaging potential is immense.”

will also be able to benefit from the

ith the share of patented products
eal would position Abbott to take
ied business model of spreading its risk
cash flow-generating branded generics will

sourcing drug manufacturing and marketing

ing agreement with Zydus Cadila to
dd another 40.

source management and training. This is

ccordance to the changing trends.

hare will be propelled to 7% market share

ded generics

y depends of quality of services provided.

s technical and product training. There is a

Owner/Chairman/
Director Mr. Munir Shaikh,Mr. Vivek Mohan
email Address
Phone Number Mobile Land Line 67978888
Education
Background
School Attended
College Attended
Awards received

Member of:
Key People (Heads of departments)
Operations
Name Mr. Sudesh Vasudevan Designation Head for Operations
email Address
Phone Number Mobile Land Line 67978888
Education
Background
School Attended
College Attended
Awards received

Member of:
Name Designation
email Address
Phone Number Mobile Land Line
Education
Background
School Attended
College Attended
Awards received

Member of:
Training
Name Vinayak Gokhale Designation Sales Training and Development Manager
email Address vinay.gokhale@abbott.com, vinayak.gokhale@rediffmail.com
Phone Number Mobile Land Line 67978888
Education Marketing,MMM
Background
School Attended
College Attended Narsee Monjee Institute of Management Studies
Awards received
Pharma Trainers Forum
Member of:
Name Ms. Sheetal Guninkar Designation Field Sales Trainer
Email Address
Phone Number Mobile Land Line 67978888
Education
Background
School Attended
College Attended
Awards received

Member of:
Member of:
 Human Resource
Name Ms. Reema Reni Designation Head of Human Resource - Talent Acquisition
email Address
Phone Number Mobile Land Line 67978888
Education
Background
School Attended
College Attended
Awards received

Member of:
Name Ms. Savita Mitra Designation Human Resource India Head - Talent Acquisition
email Address
Phone Number Mobile Land Line 67978888
Education
Background
School Attended
College Attended
Awards received

Member of:
Sales & Marketing
Name Mr. Rajesh Pandey Designation Sales Manager
email Address
Phone Number Mobile Land Line
Education
Background
School Attended
College Attended
Awards received

Member of:
Name Vikas Divekar Designation Head - Marketing Services
email Address
Phone Number Mobile Land Line
Education
Background
School Attended
College Attended
Awards received

Member of:
Learning And Development
Name Ms. Daya Sajnani Designation Head of Learning and Devlopment Department
email Address
Phone Number Mobile Land Line 67978888
Education
Background
School Attended
College Attended
Awards received

Member of:
 Name Ms. Jyoti Gouda Designation Learning and Development (Assists Ms. Daya)
email Address jyoti.gouda@abbott.com
Phone Number Mobile Land Line 67978888 extn 971
Education
Background
School Attended
College Attended
Awards received

Member of:
 Key Challenges Faced by the Company

Execution and operations of such a huge team size and incorporating the new
Operations values in the existing workforce (Change management) can be integrated
through training only

Huge training need for the newly acquired retail arm of Nicolas Piramal
Training (Pharma solutions) as it needs to get in sync with the strategic goal of Abbott
India Ltd.

As the Sales (Medical Representatives) will be now working for Abbott India
Sales
they need to be trained

Customer Service Nil

Pharmaceuticals has emerged as one of the leading industries in the Indian

Inc., with the domestic market showing an unprecedented growth of around
9% to generate revenue of about INR 554.5 Billion (US$ 11.1 Billion) in FY
Market News 2009. Reasons : Growing middle class population,rapid urbanization, increase
in lifestyle-related diseases and acceptance of health insurance.biogenerics
and pharma packaging will also pave the way for the pharmaceutical market
to continue its upward trend.

Company is going to be the largest in market share and almost 4th or 5th in
Industry News
net sales size

Recent Press
Release Abbott acquires Nicolas Piramal (Pharma Solutions arm ) for $2.72 bn as
down payment and $400 mn year on year basis starting 2011 for the next 4
years

Other Company
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