AstraZeneca PLC · LSE:AZN
AstraZeneca — Investor Presentation (2001)
23 slides from AstraZeneca's investor presentation, 2001
Slide 1: The best portfolio in the best hands
A David Brennan AstraZeneca US The best portfolio… in the best hands Realising the value in North America: David Brennan A
Slide 2: Agenda
Agenda b AstraZeneca in North America b Building the commercial engine b Delivering results ! Primary Care physicians – The mega-brand: Nexium® – The line extension: Toprol-XL® ! Specialists – The growth product: Seroquel® – The niche opportunity: Pulmicort® Respules® b Future portfolio ! Crestor™ !
Slide 3: AstraZeneca ranks #4 in US and Canada
AstraZeneca ranks #4 in US Rank Company Sales ($ bn) Dollar Share (%) 1 Pfizer 16.3 9.9 2 GSK 14.5 8.8 3 Merck 11.8 7.2 4 ASTRAZENECA 9.5 5.8 5 BMS 9.4 5.7 6 J&J 9.3 5.7 7 Pharmacia 7.1 4.3 8 Lilly 6.9 4.2 9 American Home 6.6 4.0 10 Novartis 6.4 3.9 Source: IMS, Retail and Provider Perspective, Tota
Slide 4: Canada: megabrand benchmarks
Canada: megabrand benchmarks Weekly NRx since launch 500 450 400 Nexium® 350 New Claims 300 250 200 Lipitor® Avandia® 150 Advair® 100 50 0 Week 1 Week 2 Week 3 Week 4 Week 5 Week 6 Week 7 Week 8 Week 9 Week 10 Week 11 Week 12 Week 13 Week 14 Week 15 Week 16 Week 17 Week 18 Week 19 Source: National-N
Slide 5: Detail share of voice and US sales force size
AstraZeneca: detail share of voice - 2000 70% Competitor AstraZeneca % of Detail Market Share 60% 50% 40% 30% 20% 10% 0% ® ® * ® il ® ® rt ® ® ** se c d str -X L co ua el ilo an Ze rol i no Aq ro qu mi g Pr Ata c To p Rh ort Se Zo in oc Rh *Includes Atacand and Atacand HCT ** Includes Zomig and Zomi
Slide 6: Flexible mirrored territories; sales force efficiency
Flexible mirrored territories Optimized Primary Care Configuration Territory Configuration 7 Mirrored counterparts per Rep GI/CV 1 GI/CV 2 GI/CV 3 GI/CV 4 GI/CV 5 Anytown, USA Resp 1 Resp 2 CV 1 A US sales force increase in efficiency 8 7.0 6.1 Average calls per day 5.8 6 4 2 0 2000 1Q01 2Q01 Includ
Slide 7: Sales force: increase in details and share of voice
Sales force: biggest increase in details among top tier 40% 37% 30% Change in details 20% 10% 7% 3% 1% 2% -4% -9% -6% 0% -4% -10% Aventis GSK AHP Schering Merck AstraZeneca J&J Pharmacia Pfizer -20% Source: IMS, IPS, Contacts, Full and Brief Discussions, YTD Sept ’01 vs. Sept. ‘00 A Sales force: str
Slide 8: Integrated product teams; US products strong growth
Integrated teams focused on product excellence CV Respiratory Product Product Teams Teams CNS GI Product Product Teams Teams Oncology PAI Product Product Teams Teams Sales Organization A US products demonstrate strong growth 101% 95% 85% 75% 72% % Growth in US$ 65% 55% 50% 46% 45% 39% 35% 32% 26% 25
Slide 9: Delivering results
A Delivering results Delivering Results b Primary Care Physicians ! The mega-brand: Nexium® ! The line extension: Toprol-XL® b Specialists ! The growth product: Seroquel® ! The niche opportunity: Pulmicort® Respules® A Realising the value in North America: David Brennan A
Slide 10: PPI market growth and Nexium share
PPI market growing > 20% from January 2001 to October 2001 6,000,000 5,800,000 Total prescriptions (000) 5,600,000 5,400,000 5,200,000 5,000,000 4,800,000 4,600,000 4,400,000 4,200,000 4,000,000 Jan 2000 Mar 2000 Jan 2001 Mar 2001 Feb 2000 Apr 2000 May 2000 Jun 2000 Jul 2000 Aug 2000 Sep 2000 Oct 20
Slide 11: Nexium DTC campaign success
Nexium® DTC at a glance… Introducing NEXIUM, the New Purple Pill Try NEW NEXIUM, FREE trial offer. A Success with Nexium® DTC campaign 16% DTC campaign 14% launch NRx share of PPI market 12% 10% 8% 6% 4% 2% 0% 3/16 4/20 5/25 6/29 8/3 9/7 10/12 Source: IMS NPA Plus A Realising the value in North Amer
Slide 12: Nexium DTC campaign
Nexium® DTC campaign Weeks with Less DTC Units of media purchase 8,000 300 Calls for Free Trial 7,000 250 6,000 Certificates 200 5,000 4,000 150 3,000 100 2,000 50 1,000 0 0 8/6 8/13 8/20 8/27 9/3 9/10 9/17 9/24 10/1 10/8 Calls for Free Trial Certificates Units of media purchased Source: AZ’s NEXIUM
Slide 13: Toprol-XL heart failure indication
Toprol-XL®: heart failure indication addresses significant medical need b Heart failure ! Increasing incidence and prevalence ! #1 hospital discharge diagnosis in elderly ! High mortality rates A Toprol-XL® only growing beta blocker 20% New prescription share 15% Coreg® metoprolol Toprol-XL® 10% CHF
Slide 14: Toprol-XL heart failure indication addresses medical need
Toprol-XL®: heart failure indication addresses significant medical need b Heart failure ! Increasing incidence and prevalence ! #1 hospital discharge diagnosis in elderly ! High mortality rates b Toprol-XL® ! Indications in hypertension, angina, and heart failure ! Poised to surpass generic metoprol
Slide 15: Seroquel: delivering the potential
Delivering the potential b Antipsychotic market value $5 bn b Favourable profile b Continued strong growth b Fully resource to deliver full potential of brand ! Expanded sales force ! Clinical Development Plan with focus on therapeutic opportunity A Increase in market presence 45 40 35 Contacts (000
Slide 16: Seroquel demonstrates strong growth
Demonstrates strong growth US anti-psychotic market (NRx) 35 Risperdal® 30 Zyprexa® 25 % Share 20 Seroquel® 15 10 5 Clozaril® Geodon® 0 Sep-99 Nov-99 Dec-99 Mar-00 May-00 Sep-00 Nov-00 Dec-00 Mar-01 May-01 Sep-01 Jun-99 Jul-99 Aug-99 Oct-99 Jan-00 Feb-00 Apr-00 Jun-00 Jul-00 Aug-00 Oct-00 Jan-01 Feb
Slide 17: Pulmicort Respules fills unmet needs
Pulmicort® Respules® fills unmet needs b Asthma most common chronic childhood disease ! 4.8 million children suffer from asthma b Pulmicort® Respules® first and only asthma controller medication approved for children 12 months+ b Easy delivery in nebulizer form A Impact of Pulmicort® Respules® on th
Slide 18: Pulmicort Respules surpasses Flovent
Pulmicort® Respules® surpasses Flovent® 44mcg 18% 16% Pulmicort® Respules® Pediatric NRx share 14% 12% 10% Flovent® 44 mcg 8% 6% nebulized cromolyn 4% sodium 2% Vanceril® 42 mcg 0% Jan-00 Apr-00 Oct-00 Jan-01 Apr-01 Oct-01 Jul-00 Jul-01 Source: IMS, NPA A A Future portfolio Realising the value in No
Slide 19: Crestor market
Poised for success A Crestor™ market Almost 100m adult Americans have cholesterol levels > 200 mg/dL ~65m have elevated LDL-C and warrant intervention ~36m qualify for drug therapy Of treated patients, Only 8m many are statin under-treated Rxs per month or do not reach goals A Realising the value in
Slide 20: US statin TRx growth
US statin TRx growth 100 18.0% " 90 21.1% " Total prescriptions (m) 80 70 31.0% " 60 38.5% " 50 40 30.2% " 30 20 10 0 1995 1996 1997 1998 1999 2000 Source: IMS NPA Plus (all channels) A Primary Care opportunities + A Realising the value in North America: David Brennan A
Slide 21: Oncology tradition and opportunities
Oncology tradition b 30+ year history in oncology b Leading drugs in breast & prostate cancer b Commitment to original drug discovery b Variety of compounds in development A Oncology opportunities b Casodex® Early Prostate Cancer b Arimidex® ATAC Trial b Faslodex™ b Iressa™ A Realising the value in
Slide 22: Oncology marketplace needs and development plan
Marketplace needs & development plan b Great need for new cancer therapies ! 695,000 new cases annually b Market drivers ! Aging population and chronic disease model b Broad development program ! AZ driven registration trials ! NCI partnership ! Individual Investigator Trials A Current update b Mono
Slide 23: AstraZeneca US: Summary
AstraZeneca US: Summary b Strong sales growth b Significant increase in market presence b Portfolio transformation A AstraZeneca US: The best portfolio… in the best hands Realising the value in North America: David Brennan A