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    GSK Pharmaceuticals Limited Background With an estimated turnover of US$ 35 billion, GlaxoSmithKline Plc (GSK) is a leading research-based pharmaceutical company of the world. GSK has had a presence in India since 1924, and is a leading pharmaceutical company in the country today, employing more than 4,000 people. GSK started its operations in India in 1924, GSK India is organised into three business segments: Pharmaceuticals the predominant business, Agrivet Farm Care (AFC) and Qualigens Fine Chemicals (QFC). The company is strong in vaccines and enjoys a leadership position in the therapeutic segments of Dermatology, Corticosteroids, Analgesics/anti-pyretics and Thyroid preparation segments. The company has two manufacturing units located at Thane and Nashik. The sales and profit of GSK have shown an increasing trend over the past few years. GSK India reported sales of US$ 322 million in 2004. GSK is the leader in the Indian formulations market with a market share of 5.6 per cent and a growth of 5.8 per cent. GSK has dominant market share in six UK COMPANIES IN INDIA PAGE 50 out of the ten therapeutic categories in which it has presence. The QFC business is a leader in a fragmented laboratory chemicals market with an estimated market share of 29 per cent. Business World, a leading business periodical in India, ranked GSK India as the most respected pharmaceutical company in India in 2003. In a recent image study conducted by AC Nielsen ORG MARG in which 1044 doctors were surveyed, GSK India was rated number one. Factors for Success GSK’s success in India has been based on several key success factors: Local Strategy within Global Framework Within the guidelines of ethical business and medical practices, GSK Plc has given a fair amount of autonomy to the local management in running the India business. The company’s country specific strategy, perseverance and willingness to work with the policy makers have contributed greatly to its success in India. In-licensing To augment its portfolio and to counter the competition from local companies that leverage the process patent regime in India, GSK adopted the inlicensing approach to launch products. This facilitated GSK India to have a product portfolio to counter the local competition, while simultaneously respecting the worldwide Intellectual Property Rights of the innovator company. Product Portfolio Management and Branding Given the intense competition in the market and the resultant pricing pressure, GSK has focused its efforts on 30 of its most profitable brands that account for about half of its sales and profits. These brands have higher growth opportunity compared to the rest of the portfolio. By focusing on key brands, the company has been able to achieve growth and profitability. Strong Doctor Franchise Through consistent ethical practices, commitment to providing world-class medical information and significant investments in training and developing its field force (GSK has one of the largest field forces in SUCCESS STORIES PAGE 51 the country); GSK has built a strong franchise with the doctor community in India. Efficient Supply Chain and IT Leverage Across the supply chain, GSK has been taking several initiatives to enhance efficiency. In procurement an e-Procurement system has been implemented. In manufacturing, cost savings through various initiatives to increase productivity, reduce inventory, improve the delivery performance and reduce waste have been carried out. In addition, all manufacturing sites practice Lean Manufacturing and Six Sigma concepts. GSK has also established a wide sales and distribution system which provides significant reach for its products. GSK has improved operational efficiency and decisionmaking by the extensive use of IT to support its business processes. An Internet based Purchase Order Visibility System, a Sales Force Automation system and Human Resource M

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    GSK Pharmaceuticals Limited Background With an estimated turnover of US$ 35 billion, GlaxoSmithKline Plc (GSK) is a leading research-based pharmaceutical company of the world. GSK has had a presence in India since 1924, and is a leading pharmaceutical company in the country today, employing more than 4,000 people. GSK started its operations in India in 1924, GSK India is organised into three business segments: Pharmaceuticals the predominant business, Agrivet Farm Care (AFC) and Qualigens Fine Chemicals (QFC). The company is strong in vaccines and enjoys a leadership position in the therapeutic segments of Dermatology, Corticosteroids, Analgesics/anti-pyretics and Thyroid preparation segments. The company has two manufacturing units located at Thane and Nashik. The sales and profit of GSK have shown an increasing trend over the past few years. GSK India reported sales of US$ 322 million in 2004. GSK is the leader in the Indian formulations market with a market share of 5.6 per cent and a growth of 5.8 per cent. GSK has dominant market share in six UK COMPANIES IN INDIA PAGE 50 out of the ten therapeutic categories in which it has presence. The QFC business is a leader in a fragmented laboratory chemicals market with an estimated market share of 29 per cent. Business World, a leading business periodical in India, ranked GSK India as the most respected pharmaceutical company in India in 2003. In a recent image study conducted by AC Nielsen ORG MARG in which 1044 doctors were surveyed, GSK India was rated number one. Factors for Success GSK’s success in India has been based on several key success factors: Local Strategy within Global Framework Within the guidelines of ethical business and medical practices, GSK Plc has given a fair amount of autonomy to the local management in running the India business. The company’s country specific strategy, perseverance and willingness to work with the policy makers have contributed greatly to its success in India. In-licensing To augment its portfolio and to counter the competition from local companies that leverage the process patent regime in India, GSK adopted the inlicensing approach to launch products. This facilitated GSK India to have a product portfolio to counter the local competition, while simultaneously respecting the worldwide Intellectual Property Rights of the innovator company. Product Portfolio Management and Branding Given the intense competition in the market and the resultant pricing pressure, GSK has focused its efforts on 30 of its most profitable brands that account for about half of its sales and profits. These brands have higher growth opportunity compared to the rest of the portfolio. By focusing on key brands, the company has been able to achieve growth and profitability. Strong Doctor Franchise Through consistent ethical practices, commitment to providing world-class medical information and significant investments in training and developing its field force (GSK has one of the largest field forces in SUCCESS STORIES PAGE 51 the country); GSK has built a strong franchise with the doctor community in India. Efficient Supply Chain and IT Leverage Across the supply chain, GSK has been taking several initiatives to enhance efficiency. In procurement an e-Procurement system has been implemented. In manufacturing, cost savings through various initiatives to increase productivity, reduce inventory, improve the delivery performance and reduce waste have been carried out. In addition, all manufacturing sites practice Lean Manufacturing and Six Sigma concepts. GSK has also established a wide sales and distribution system which provides significant reach for its products. GSK has improved operational efficiency and decisionmaking by the extensive use of IT to support its business processes. An Internet based Purchase Order Visibility System, a Sales Force Automation system and Human Resource M

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    30 views3 pages

    GSK Hhhhjadshsad

    Uploaded by

    Real Will Self
    GSK Pharmaceuticals Limited Background With an estimated turnover of US$ 35 billion, GlaxoSmithKline Plc (GSK) is a leading research-based pharmaceutical company of the world. GSK has had a presence in India since 1924, and is a leading pharmaceutical company in the country today, employing more than 4,000 people. GSK started its operations in India in 1924, GSK India is organised into three business segments: Pharmaceuticals the predominant business, Agrivet Farm Care (AFC) and Qualigens Fine Chemicals (QFC). The company is strong in vaccines and enjoys a leadership position in the therapeutic segments of Dermatology, Corticosteroids, Analgesics/anti-pyretics and Thyroid preparation segments. The company has two manufacturing units located at Thane and Nashik. The sales and profit of GSK have shown an increasing trend over the past few years. GSK India reported sales of US$ 322 million in 2004. GSK is the leader in the Indian formulations market with a market share of 5.6 per cent and a growth of 5.8 per cent. GSK has dominant market share in six UK COMPANIES IN INDIA PAGE 50 out of the ten therapeutic categories in which it has presence. The QFC business is a leader in a fragmented laboratory chemicals market with an estimated market share of 29 per cent. Business World, a leading business periodical in India, ranked GSK India as the most respected pharmaceutical company in India in 2003. In a recent image study conducted by AC Nielsen ORG MARG in which 1044 doctors were surveyed, GSK India was rated number one. Factors for Success GSK’s success in India has been based on several key success factors: Local Strategy within Global Framework Within the guidelines of ethical business and medical practices, GSK Plc has given a fair amount of autonomy to the local management in running the India business. The company’s country specific strategy, perseverance and willingness to work with the policy makers have contributed greatly to its success in India. In-licensing To augment its portfolio and to counter the competition from local companies that leverage the process patent regime in India, GSK adopted the inlicensing approach to launch products. This facilitated GSK India to have a product portfolio to counter the local competition, while simultaneously respecting the worldwide Intellectual Property Rights of the innovator company. Product Portfolio Management and Branding Given the intense competition in the market and the resultant pricing pressure, GSK has focused its efforts on 30 of its most profitable brands that account for about half of its sales and profits. These brands have higher growth opportunity compared to the rest of the portfolio. By focusing on key brands, the company has been able to achieve growth and profitability. Strong Doctor Franchise Through consistent ethical practices, commitment to providing world-class medical information and significant investments in training and developing its field force (GSK has one of the largest field forces in SUCCESS STORIES PAGE 51 the country); GSK has built a strong franchise with the doctor community in India. Efficient Supply Chain and IT Leverage Across the supply chain, GSK has been taking several initiatives to enhance efficiency. In procurement an e-Procurement system has been implemented. In manufacturing, cost savings through various initiatives to increase productivity, reduce inventory, improve the delivery performance and reduce waste have been carried out. In addition, all manufacturing sites practice Lean Manufacturing and Six Sigma concepts. GSK has also established a wide sales and distribution system which provides significant reach for its products. GSK has improved operational efficiency and decisionmaking by the extensive use of IT to support its business processes. An Internet based Purchase Order Visibility System, a Sales Force Automation system and Human Resource M

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    GSK Pharmaceuticals Limited

    Background
    With an estimated turnover of US$ 35 billion, GlaxoSmithKline Plc (GSK) is a leading research-based pharmaceutical company of the world. GSK has had a presence in India since 1924, and is a leading pharmaceutical company in the country today, employing more than 4,000 people. GSK started its operations in India in 1924, GSK India is organised into three business segments: Pharmaceuticals the predominant business, Agrivet Farm Care (AFC) and Qualigens Fine Chemicals (QFC). The company is strong in vaccines and enjoys a leadership position in the therapeutic segments of Dermatology, Corticosteroids, Analgesics/anti-pyretics and Thyroid preparation segments. The company has two manufacturing units located at Thane and Nashik. The sales and profit of GSK have shown an increasing trend over the past few years. GSK India reported sales of US$ 322 million in 2004. GSK is the leader in the Indian formulations market with a market share of 5.6 per cent and a growth of 5.8 per cent. GSK has dominant market share in six
    UK COMPANIES IN INDIA PAGE 50

    out of the ten therapeutic categories in which it has presence. The QFC business is a leader in a fragmented laboratory chemicals market with an estimated market share of 29 per cent. Business World, a leading business periodical in India, ranked GSK India as the most respected pharmaceutical company in India in 2003. In a recent image study conducted by AC Nielsen ORG MARG in which 1044 doctors were surveyed, GSK India was rated number one.

    Factors for Success


    GSKs success in India has been based on several key success factors:

    Local Strategy within Global Framework


    Within the guidelines of ethical business and medical practices, GSK Plc has given a fair amount of autonomy to the local management in running the India business. The companys country specific strategy, perseverance and willingness to work with the policy makers have contributed greatly to its success in India.

    In-licensing
    To augment its portfolio and to counter the competition from local companies that leverage the process patent regime in India, GSK adopted the inlicensing

    approach to launch products. This facilitated GSK India to have a product portfolio to counter the local competition, while simultaneously respecting the worldwide Intellectual Property Rights of the innovator company.

    Product Portfolio Management and Branding


    Given the intense competition in the market and the resultant pricing pressure, GSK has focused its efforts on 30 of its most profitable brands that account for about half of its sales and profits. These brands have higher growth opportunity compared to the rest of the portfolio. By focusing on key brands, the company has been able to achieve growth and profitability.

    Strong Doctor Franchise


    Through consistent ethical practices, commitment to providing world-class medical information and significant investments in training and developing its field force (GSK has one of the largest field forces in
    SUCCESS STORIES PAGE 51

    the country); GSK has built a strong franchise with the doctor community in India.

    Efficient Supply Chain and IT Leverage


    Across the supply chain, GSK has been taking several initiatives to enhance efficiency. In procurement an e-Procurement system has been implemented. In manufacturing, cost savings through various initiatives to increase productivity, reduce inventory, improve the delivery performance and reduce waste have been carried out. In addition, all manufacturing sites practice Lean Manufacturing and Six Sigma concepts. GSK has also established a wide sales and distribution system which provides significant reach for its products. GSK has improved operational efficiency and decisionmaking by the extensive use of IT to support its business processes. An Internet based Purchase Order Visibility System, a Sales Force Automation system and Human Resource Management System have been implemented recently. In addition GSK has implemented an ERP System as well.

    Leveraging the India Advantage


    Collaborations with local firms for product development
    GSK Plc has partnered with Ranbaxy, a leading Indian Pharmaceutical company, on drug discovery and clinical development. GSK plans to build strong collaborations in drug discovery in India and accelerate its own drug discovery programmes.

    Large domestic market


    Though India presently, contributes to less than 1 per cent of the companys revenues, India is strategically important for the company. The company believes that its market leadership could be leveraged to maximise business opportunities arising from the new molecular entities which will enjoy patent protection in India. GSK estimates that there would be anywhere between 50-100 million people who could afford its

    innovative products. GSK has a positive outlook about the Indian economy as well. The overall economy has been growing strongly and education and health expenditure are expected to grow at a faster rate. This bodes well for the pharmaceutical industry and promises a large market for GSK. In view of this, the company plans to launch more products and invest in systems to enable smooth business processes in India.

    Availability of key resources


    GSK considers the quality of workforce available in India a great asset. It believes that the breadth and depth of the knowledge within the country in chemistry, statistics etc. can be leveraged to expand
    UK COMPANIES IN INDIA PAGE 52

    GSK India: At a glance


    GSK: Worlds leading Pharmaceutical company. About US$ 35 billion turnover GSK Pharma in India: Present since 1924. 4000 employees. US$ 322 million revenues in 2004. 3 manufacturing plants. For GSK, India is: a promising growth market. Expected to play a more significant role in GSK worldwide Factors for success: Local strategy within global framework. In-licensing. Product portfolio management. Branding. Strong Doctor franchise. Efficient supply chain. Strong parental support. Future plans, India: To make India major clinical trial centre. To bring patented products to India and grow effectively. For GSK, the fact that India has a huge reserve of quality workforce is more important than the fact that labour costs are low.

    Future Plans
    GSK Plc is well aware of Indias process chemistry skills, product development capability and manufacturing strengths. In addition, the rich biodiversity and the doctor base available in India, make it a promising clinical trials destination for GSK innovations. India is likely to be one of the major trial centres for GSK Plc. It intends to use the skills of the workforce available in India for clinical research in a significant manner. It is already leveraging Indian skills for clinical data analysis and clinical research services. GSK is planning to launch its innovative products in the product patent era as it believes that India is willing to protect the Intellectual Property Rights of GSK and other such companies. The company might also look for back office or ITES operations in India at a later date.
    SUCCESS STORIES PAGE 53

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