Pioneering Partnerships

Nycomed Australia

section name


OUR VALUES
Courage
Empathy
Trust
Motivation
Contents
Welcome 2

Nycomed at a glance 3

Section 1 : Partners in Practice 4

Section 2: Partners in Pharmacy 6

Section 3: Partners in Delivery 8

Section 4: Partners in Business Development 10

Section 5: Pioneering a new career 12

Section 6: Partnering for future success 14

Welcome
Welcome
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Willem Dekker
Managing Director
It is with great pleasure that I introduce you
to Nycomed Australia through our Pioneering
Partnerships company brochure. Pioneering
Partnerships has been created to provide you
with valuable insights into the culture and
business focus that make Nycomed a preferred
partner in our fields of endeavour.
Australia seems to attract the pioneering spirit;
from the arrival of the Aboriginal people around
50,000 years ago to the European settlements
of the past 200 years. Nycomed understands
this strength and has translated it to drive our
success in the Australian pharmaceutical market.
Established in Australia in 2001 as ALTANA
Pharma and becoming Nycomed in 2007, we
have always recognised that the pioneering spir-
it is not a concept limited to the early phases of
“To sustain our an organisation’s life, but a business approach in
itself. It requires a continuous commitment to
business, we will maintain a responsive, reliable, flexible, diverse
need to defend our and results-focused organisation. This approach
has allowed Nycomed Australia to develop
current value, a profile as a dynamic partnership-focused
expand & diversify” organisation with the ability to introduce
products that make a real difference to patients,
healthcare providers and our business partners.
As one of Australia’s top 30 pharmaceutical
companies, our focus extends to three core
healthcare business pillars. These are:
primary care prescription medication
hospital specialty medication and
self-medication.
In primary care and hospital settings our
products Somac® (pantoprazole, for the
treatment of acid-related gastrointestinal
disease) and Alvesco® (ciclesonide, for the
treatment of chronic asthma) have earned

a trusted position in the minds of patients
and prescribers. In the self-medication arena,
Nycomed is poised to introduce an innovative
range of premium over-the-counter
pharmacy-only brands.
To grow our business, we will need to sustain
our current value, expand and diversify.
A cornerstone of this success strategy is our
ability to continue to develop and successfully
market our existing products. The ongoing
marketing momentum of our current product
portfolio will continue through operational
excellence and skillful lifecycle management.
To expand and diversify we will leverage our
proven success as a trusted business partner to
form alliances with pharmaceutical companies
that create shared value for patients, healthcare
providers and our partners.
We believe that everything we do matters to
somebody. No matter where we work, each of
us contributes to making a better quality of life
for patients.
In this brochure, the Nycomed Leadership
Team introduces you to the many facets of our
business. Read on and you will discover more
about how our partnerships positively contribute
to the life of Australians.
Warm regards,
Willem Dekker
Regional Director—Australia and New Zealand
Willem Dekker can be contacted at
Willem.Dekker@nycomed.com
NYCOMED AT A GLANCE

Welcome
Nycomed is a privately owned pharmaceutical company that OUR MISSION
provides medicines for hospitals, specialists and general practitioners, Our mission is to bring medicines that matter
as well as over-the-counter medicines in selected markets.
to patients and healthcare providers.
The company is active in a range of therapeutic areas. Its key products are
aimed at gastroenterology, pain management, osteoporosis, respiratory
diseases and tissue management. OUR VISION
New products are sourced both from our own research and from business Our vision is to become the preferred
partners. Partnerships in all parts of the value chain play an essential role in pharmaceutical company by being responsive,
Nycomed’s business strategy. reliable and focusing on results.

NYCOMED AUSTRALIA NYCOMED GLOBAL

TOTAL NET TURNOVER TOTAL NET TURNOVER

($A millions) (€ millions)

130 3,500
120
3,000
110
2,500
(PBS price impact)

100
90 2,000
80
1,500
70
1,000
60
50 500

2004 2005 2006 2007 2004* 2005* 2006* 2007*

Includes Partnership Products Altana Pharma Nycomed

Source IMS * combined proforma-non audited

NUMBER OF EMPLOYEES NUMBER OF EMPLOYEES

140 12,000
120
100 9,000
80
60 6,000
40
20 3,000

2004 2005 2006 2007 2004* 2005* 2006* 2007

* combined proforma-non audited

SALES BY PRODUCT SALES BY PRODUCT

($A millions) (€ millions)

PRODUCT THERAPEUTIC AREA SALES 2007 UNIT GROWTH PRODUCT THERAPEUTIC AREA SALES 2007 UNIT GROWTH

SOMAC (Pantoprazole) Gastroenterology 96.3 +12.30% Pantoprazole Gastroenterology 1,685 +6.2%

Alvesco (Cliclesonide) Respiratory diseases 1.7 +49.9%
Source IMS
Actovegin Neurology 92 +17.3%
Calcium Osteoporosis 89 -4.7%
TachoSil Tissue Management 64 +5.5%
Alvesco Respiratory diseases 38 +110.1%
Xefo Pain 31 -0.3%
Matrifen Pain 9 +144.3%
Preotact Osteoporosis 18 +2,395.3%

Source IMS


 Partners in Practice
Section 1
Gary Bower
Sales & Marketing Director: Pharma
Building valued partnerships with the medical
professionals who prescribe and recommend our
products is both Nycomed’s greatest challenge
and our greatest reward. These aspirations as
well as our commitment to provide medicines
that offer real promise to patients, drives us to
seek innovative and efficient ways of presenting
our products to the Australian market.
For our medicines to be considered as the first
option within their therapeutic area, Nycomed
understands that we must first earn this place
in the minds of those who prescribe and
recommend our medicines.
Through our commitment to the ethical
and professional delivery of quality medical
education, Nycomed is continually building
valued relationships with the medical
“Building valued community. This is achieved by the creation of
focused disease state education programs, and
partnerships with the the facilitation of knowledge sharing between
medical professionals thought leaders and primary care practitioners.
While we always strive to keep Somac®
who prescribe and (pantoprazole) and Alvesco® (ciclesonide) at
recommend our the “top of the mind” of Australian prescribers,
our activities are often unrelated to our
products is both products and instead focus on topics of clearly
Nycomed’s greatest identified educational needs within the areas of
Gastroenterology and Respiratory Medicine.
challenge and our In addition to building relationships with
greatest reward.” individual healthcare professionals, Nycomed
seeks to develop productive partnerships with
the peak bodies that share our therapeutic
focus. For example, The Gastroenterological
Society of Australia guides us in the field of
gastroenterology. In the area of respiratory
medicine, our organisation has developed
positive relationships with both the National
Asthma Council and the Thoracic Society of

Australia and New Zealand. Nycomed is also
excited by the prospect of pioneering new
relationships with peak bodies in our
emerging areas of therapeutic interest.
As a member of Medicines Australia,
Nycomed is devoted to strengthening the
pharmaceutical industry’s position as a partner
in quality healthcare delivery. This is achieved
through the ethical promotion of our products
and our support of the Medicines Australia
Code of Conduct. Nycomed and its people
are proud of their contribution to the
Australian healthcare environment and seek
to ensure
that our organisation acts as a trusted phar-
maceutical partner.
Our commitment to providing quality medicines
also encompasses our focus on delivering treat-
ments that are considered cost effective
by government and private funders. By offering
value for money we ensure that our products are
widely available to the Australian community.
Every day across Australia, our highly trained
industry-accredited representatives bring life
to our products and services. They are the
face of Nycomed. Our professional team
is committed to our vision to become the
preferred pharmaceutical company by being
responsive, reliable and by understanding cus-
tomer needs. We look forward to building
a trusted partnership with you and positively
contributing to the health of Australians.
Gary Bower is your prescription medicines
commercial partner at Nycomed.
Gary can be contacted at Gary.Bower@nycomed.com
 Section 2: Partners in Practice
Jennifer Connolly
Regulatory Affairs Manager

The Nycomed Scientific Affairs Department is a The expertise of our department is broad and
focal point for the introduction of our extensive encompasses more than prescription
pipeline of innovative new medicines. As an medications. Scientific Affairs plays an important
integral part of Nycomed’s global research role in making Nycomed’s innovative products
and development network, we ensure that more widely available to Australians as they
new discoveries generated from our in-house transition from prescription to over-the-counter
discovery programmes and from our partnerships use. Also, we are actively involved in supporting
with biotechs, academia and pharmaceutical Nycomed’s emerging consumer health business
companies are made available to Australians. through the registration of new pharmacy-only
Our role starts early in the life of our products. non-prescription medicines.
As an active partner in Nycomed’s global Through our valued scientific, medical and
clinical trials program Nycomed Australia has business partnerships the Nycomed Scientific
undertaken clinical trials involving over 50 Affairs Department contributes to all phases the
Australian trial sites and hundreds of patients product lifecycle and we look forward to bringing
across Australia. Our commitment to local you new medicines that offer real promise for
clinical partnerships is strong and we are proud Australian patients.
that Australian researchers have contributed
significantly to the body of scientific evidence
“We look forward to supporting Somac® (pantoprazole), Alvesco® Jennifer Connolly is your scientific affairs partner at Nycomed.
bringing you new (ciclesonide) and Daxas® (roflumilast). Jennifer can be contacted at Jennifer.Connolly@nycomed.com
medicines that offer Making new medicines available to Australians
extends beyond our quality clinical research.
real promise for The Scientific Affairs Department ensures that
Australian patients.” Nycomed products meet the highest regulatory
standards. Our involvement begins at the initial
regulatory submission and continues throughout
a product’s lifecycle as we support our marketing
teams in attaining the highest standards of ethi-
cal marketing and promotion demanded by our
industry’s Code of Coduct.
The Scientific Affairs Department also provides
a comprehensive range of medical services,
product information and safety monitoring to
ensure that all our products are supported to the
highest standards.


 Partners in Pharmacy

Section 2

Peter Dydusiak
Sales and Marketing Director: Consumer Healthcare

Nycomed? Our company is dedicated to sustaining lasting

Although Nycomed is not a name immediately
associated with Australian pharmacy, we
are the world’s 15th largest provider of
over-the-counter products. Therefore, from a
global perspective, Nycomed is well known for
bringing quality, clinically focused therapeutic
brands to consumers.
In Australia, Nycomed has ambitious plans to
replicate our global success in the Australian
market. This will be achieved through the
launch of an innovative range of premium
pharmacy-only brands. Our partnership with
Australian pharmacies will begin with a
pioneering switch product that will provide
significant clinical benefit to patients and
an attractive category growth opportunity
partnerships and we recognise that it is essential
for Nycomed to partner with pharmacy at all
levels. Through our active and ongoing con-
sultation with the Pharmacy Guild of Australia
and the Pharmaceutical Society of Australia we
seek to ensure our plans align with the evolving
needs of Australian pharmacies. As pharmacy
business models evolve, Nycomed’s adaptability
will ensure its commitment to our pharmacy
partnerships remains strong.
Nycomed? It’s a partner worth remembering.
Peter Dydusiak is your OTC medicines commercial
partner at Nycomed.
Peter can be contacted at Peter.Dydusiak@nycomed.com

“We look forward for pharmacies. Our focus will be on the

introduction of well-differentiated products
to the ongoing within our areas of global and local expertise.
introduction of Our products will have a strong clinical heritage,
which will reassure patients and inspire
exciting products confidence in those who recommend them.
from our rich product We look forward to the ongoing introduction of
exciting products from our rich product pipeline
pipeline and global and global business alliances.
business alliances.” Nycomed has a strong commitment to our
emerging brands and pharmacy partners who
recommend our products. Our dedicated
consumer health team will provide product
support ranging from national accounts
management to tailored in-store assistance.
Pharmacy customers can look forward to a
fully integrated programme of brand support
incorporating professional staff education,
quality merchandising, high impact consumer
advertising and prescriber recommendation.


 Section 2: Partners in Pharmacy
Top 10 Australian OTC Categories
Millions $A (MAT Mar 08)

400
350
379

300
250
200
222

198

184

150
144

100
99

50
80

74

66

54

& gy ics al al
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ld y lo s
st
in er ul tio te ica tio
co lerg to lge e in m sa ys og ra
,
h l a na nt m or ce
s ls ol pa
ug l a rm a ro
i tf ta m re
co asa de st s& n in
g le al
ga in in
fa
ok sk
e th gp
n m h in
ita sm l o- op m
v cu sli
m
us
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Nycomed Expertise
Source IMS API - March 2008


 Partners in Delivery

Section 3

Rob Hanna
Finance and Human Resources Director

Nycomed’s commitment to providing quality

medicines to Australians extends beyond our
expertise in research, development and product
support. Ensuring the availability of Nycomed
products and services for our customers in the
most efficient manner requires an integrated
approach. Nycomed’s operational activities are
part of the entire company value stream.
Nycomed provides quality medicines and
customer service to:
Major Pharmaceutical Wholesalers
Government bodies
Public Hospital
Private Hospitals
Pharmacy Groups
Individual Pharmacies
To ensure that the needs of our customers are
met, Nycomed has formed alliances with expert
“Our capacity to logistics partners providing state-of-the-art
adapt to evolving infrastructure to deliver the speed and flexibility
expected by our diverse customer groups. Our
pharmaceutical capacity to adapt to evolving pharmaceutical
delivery channels delivery channels means we can efficiently
service the unique needs of wholesalers,
means we can hospitals and varying models of pharmacy.
efficiently service As we enter the consumer health arena
our proven ability to deliver prescription
the unique needs of pharmaceuticals across Australia will ensure
wholesalers, hospitals we meet the needs of Australian community
pharmacy. Nycomed has a strong global
and varying models over-the-counter heritage and we are excited
of pharmacy.” by the prospect of pioneering closer partnerships
with pharmacies across Australia.

Rob Hanna is your logistics partner at Nycomed.

Rob can be contacted at Rob.Hanna@nycomed.com


 Section 3: Partners in Delivery

Nycomed Delivery Performance

100%
100%

99.99%

99.98%

75%

50%

25%

April 2008 May 2008 June 2008

% Despatched on-time

 Partners in
Business Development
Section 4

Cathy Harvey
Business Development Manager

Central to Nycomed’s success is our ability
to form strong and enduring partnerships.
Our alliances with some of Australia’s largest
pharmaceutical companies has proven our
ability to create shared value in primary care
and specialty markets.
We aim to drive our future success through the
development of an impressive and balanced
product portfolio. This will be achieved by a
series of collaborations and acquisitions that
leverage our research, development, regulatory,
marketing and sales expertise. Our business
development team will manage all collaborative
opportunities in a rapid and responsible
manner. The flexible and creative approach to
collaborations allows us to consider a range of
business development models with the aim
of creating a mutually beneficial outcome for
“Our alliances with Nycomed and our potential partners.
some of Australia’s The Nycomed Business Development
largest pharmaceutical Team would like to hear from organisations
with products or projects at all stages of
companies has proven development. Our company offers extensive
our ability to create expertise and infrastructure across the
Australian, New Zealand and Asia Pacific
shared value in markets to maximise the potential of our
primary care and business alliances.
Nycomed aims to partner with companies
seeking collaborations in the following areas:
Product or portfolio divestment
Out-licensing
Co-promotion and co-marketing
Joint ventures
Outsourced management of non-strategic
or under-promoted brands
In-licensing of selected Nycomed products
We are also actively seeking growth
opportunities through the acquisition of
companies in the prescription and over-the
counter market segments.
If proven partnership credentials are essential
to your future success, make Nycomed your
preferred partner.
Cathy Harvey is your business development partner
at Nycomed.
Cathy can be contacted at Cathy.Harvey@nycomed.com

specialty markets.”

10
 Section 4: Partners in Business Development
Nycomed’s
Partnership Credentials
Infrastructure
Fully formed pharmaceutical organisation with primary care, specialty and
consumer health expertise

Sales
Sales organisation comprising over 70 primary care and specialist areas
Sales professionals who exceed industry benchmarks for sales force efficiency

Marketing
Proven ability to launch and manage high value primary care prescription
brands in competitive markets
Proven ability to launch complex specialty products in niche markets.

Regulatory
Capacity to generate, submit and maintain regulatory documentation to
Therapeutic Goods Administration standards

Reimbursement
Demonstrated reimbursement success in demanding health-outcome
driven environments

Logistics
Ability to efficiently deliver pharmaceuticals to diverse customers
across Australia.

Partnership Culture
Experience in alliance management
Flexible and creative approach to collaborations
Objective and rapid response to partnering opportunities
Results driven culture

Partnership Focus
Focused existing product portfolio allows for significant attention to
partner products
High level of regard and value for partners

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 Pioneering a new career
Section 5

If you are seeking to begin a career in the

pharmaceutical industry or aiming to
expand your industry experience then your
contribution will be valued at Nycomed.
At Nycomed, you will join a dynamic, transparent organisation, living its
values and constantly striving to pioneer new ways to excel. We encourage
a spirit of partnership which drives a mutual commitment to our values and
business goals.

Recognition
Nycomed Australia has created an environment that celebrates success and
recognises the contribution of individuals to our shared goals. As a medium
sized pharmaceutical company Nycomed offers team members the opportunity
to be more readily recognised for their achievements.

Reward
Nycomed seeks to be an employer of choice by offering highly competitive
packages and employment conditions. We also recognise not all rewards are
tangible and we believe our values of Courage, Empathy, Trust and Motivation
create a culture in which our employees thrive.

Development
Our people create our success and we are committed to partnering with
our employees to help them achieve their short and long term career goals.
We encourage all employees to reach their full potential through active
participation in our career development processes.
If you would like to apply for a role at Nycomed Pty Ltd, we encourage you to
visit the Careers section of our website (www.nycomed.com.au) or contact our
Human Resources Department via email at au-recruitment@nycomed.com.

12
> Our Values

Section 5: Pioneering a new career

Courage
Acting quickly and results oriented
Fighting for ideas and objectives
Daring to take unpopular decisions
Facing the truth and accepting reality

Empathy
Listening
Showing respect
Showing commitment
Showing intercultural understanding

Trust
Being loyal
Keeping agreements
Being honest and sincere
Having continuous communication

Motivation
Encouraging enthusiasm, creativity and innovation
Optimising energy, for groups and individuals
Giving adequate support and challenge
Empowering your people

13
 Partnering for future success
Section 6

Strong and trustworthy Nycomed will unlock the full potential of our products for the
benefit of patients by actively seeking line extensions and new

partnerships combined formulations that increase convenience and compliance. Australians

will benefit from medicines provided by our rich R&D pipeline and

with impressive organic through our collaborations with trusted business partners in the
fields of gastroenterology, respiratory medicine, pain management

growth will define and over-the-counter care. Our R&D investment and collaborative
partnerships will allow us to develop a risk profile that supports a

Nycomed Australia’s
balanced participation in the reimbursed and non-reimbursed
sectors of the Australian pharmaceutical market.

future success. To deliver on this promise we will continue to focus on operational

excellence delivered by our motivated staff. This will ensure our
ability to provide world-class customer service to all internal and
external stakeholders.
In a rapidly changing industry environment, success is born from new
ideas, the right expertise and strong networks. Reliable partnerships
—both within and outside Nycomed—will enable us to grow by
bringing medicines that matter to patients and healthcare providers.

Nycomed Leadership Team

To help us become your preferred partner we invite you to
contribute to our ‘Quality Partnerships’ survey available at
www.nycomed.com.au/partnerships
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Pioneering Milestones

Section 6: Partnering for Future Success

2001: The Start
• January: company incorporation as Byk Gulden Pty Ltd
• September: First office opens at 71 Epping Road, North Ryde
• Clinical research activities commence as a bridgehead to
commercial market entry

2002: Year of Pioneering

• Business Development commences and R&D activities intensify 2006: Year of Strength
• Local management and support of Somac license partner • Strengthening of organisational functions through system &
• Name change to ALTANA Pharma Pty Ltd process improvement
• Pioneering business culture introduced • Increased competitiveness through the development of a best
in class sales organisation
2003: Year of Commitment • Preparation for Somac governance
• Commercial activities commence with first Somac co-promotion • Organisational growth to 120 staff
sales team
• Increased Business Development activities 2007: Year of Integration
• Organisational growth to 60 employees • Nycomed acquires ALTANA Pharma shares followed by local
integration process
2004: Year of Breakthrough • Renewed Business Development focus
• First country to achieve Alvesco registration. • Full Somac governance ending successful co-promotion
• Enhanced company profile in the Australian market • Market sales exceed $100 million
• Full potential of Somac co-promotion partnership realised
• Consolidation of Sales and Marketing organisation 2008: Year of Future
• Foundation for future through the introduction of the
2005: Year of Change Nycomed strategic growth program
• Company expansion and relocation to new offices at 2 Lyonpark Road, • Intensive Business Development activities
North Ryde. • Nycomed corporate values introduced
• Alvesco launched • Consumer Healthcare Division launched
• Focus on developing valued customer offerings • Increased external communication with new stakeholder groups
• Organisational growth to 100 employees • Organisational growth to 140 staff

15
 Willem Dekker
Managing Director
Willem.Dekker@nycomed.com

Gary Bower
Sales & Marketing Director: Pharma
Gary.Bower@nycomed.com

Jennifer Connolly
Regulatory Affairs Manager
Jennifer.Connolly@nycomed.com

Peter Dydusiak
Sales and Marketing Director: Consumer Healthcare
Peter.Dydusiak@nycomed.com

Rob Hanna
Finance and Human Resources Director
Rob.Hanna@nycomed.com

Cathy Harvey
Business Development Manager
Cathy.Harvey@nycomed.com

Nycomed Pty Ltd

2 Lyonpark Road
NORTH RYDE NSW 2113
Phone: (02) 9859 6900
Fax: (02) 9859 6950
Free Call Number: 1800 675 957
www.nycomed.com.au

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Publisher
Nycomed Pty Ltd
Concept design and copywriting
Antidote Marketing
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 Pioneerin
partner
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