DKSH HEC Overview Brief July 2016

© DKSH

DKSH Healthcare

Bijay V. Singh

Vice President, Business Development, Healthcare

July 2016

About DKSH

DKSH is a successful market leader

About DKSH

Source: DKSH AR 2014

No. 1 Market Expansion Services

provider with a focus on Asia

More than150years in Asia

USD

10.1 billionNet Sales 2015

5,500clients

28,300employees

>10 years>3 countriesaverage client relationship1)

500,000customers

770business locations;

720 in Asia

Healthcare Performance Materials TechnologyConsumer Goods

Four highly specialized Business Units

We are a professional partner for the long run

A culture of quality, integrity and trust

Publicly listed with a focus on

long-term sustainable growth

High compliance, transparency

and reporting requirements

Committed to quality through

dedicated teams and regular

auditsSwiss reliability… …and Asian can-do attitude

DKSH Healthcare

The proven leader in integrated MES healthcare

solutions in Asia

About DKSH Business Unit Healthcare

Country operations in (outside Switzerland)

Region Countries

North Asia China, Hong Kong, Korea, Macao, Taiwan

Indochina Cambodia, Laos, Myanmar, Vietnam

South East Asia Malaysia, Brunei, Singapore, Thailand

Key facts 2015

Net Sales USD 5.0 billion

Active in 13 countries

Business locations 150

Distribution centers 33* (GMP & ISO certified)

Employees Around 9,590

Client accounts 380

Customer accounts 150,000

* excl. branch warehouses

What we doWe support companies to grow their business in and with Asia…

We generate growth opportunities

through a comprehensive, tailor-made

portfolio of Market Expansion Services

• Helping companies to grow their business

in new and existing markets

• Providing business partners with the

knowledge, advice, relationships, and on-

the-ground logistics to reach their individual

growth goals

• Expanding their access to knowledge, their

sourcing base, revenue opportunities, and

ultimately, their market shares

This is what we define as

Market Expansion Services

Three specialized Business Lines


PharmaceuticalsOver-the-counter (OTC) &

Consumer HealthMedical Devices

• Dermatology

• Gastrointestinal

• Urology - men’s health

• Neurology

• Pediatrics

• Gerontology

• Endocrinology

• Obstetrics and Gynecology

• Nutrition supplements

• Others

• Dermatology

• Gastrointestinal

• Urology - men’s health

• Nutrition supplements

• Beauty i.e. cosmeceuticals

• Nutrition - VMS and IMF

• Lifestyle

• Others

• Ophthalmology

• Orthopedics

• Cardiovascular

• Diagnostics

• Wound care

• Dental

• Surgical

• Others

Commercial services

Logistic services

Distribution services

Client

We register, market, sell and distribute our

clients products in new and existing markets.

Business Line Country Platform

Customerspharmacies,

drugstores,

hospitals,

doctors, online

We provide our customers with the best

products and brands at the best prices in the

most convenient way

Consumerpatient, end user

We strive to improve the lives of

patients throughout Asia by

enabling them to access

healthcare products

We provide integrated solutions…


…that cover a broad range of services


Commercial value

Professional tender administration Customer Care CenterDistribution

Credit and collection management Client management

Custom

clearance and

importation

Redressing WarehousingOrder

processingTransportation Reporting

Logistics

Market research and

analysisPharmacy promotion

Hospital and clinic

sales

Market access

hospital / government

Commercial

Regulatory Marketing Sales

We link business partners in Healthcare…


Over 420 client accounts 150,000 customers*

*customer drop points

Client Customer

DKSH Healthcare can help you grow your businessBecause we are…

Integrated Regional

Proven

420 USD 5.0 bn 150,000client accounts net sales customer drop points

Commercial

Logistics

Distribution

Hospitals

Clinics

Modern

Trade

Independent

Pharmacies

Source: DKSH AR 2015

PharmaMed

Device

Consumer

Health


Established in Asia

…at every stage of expansion in Asia,


New to Asia Expanding within Asia

Drive market expansion

into Asia

Leverage opportunities in ‘new’

Asian markets

Grow business within existing

Asian markets

…and at every step of the product life-cycle


Time

Development Launch Growth Maturity Decline

Sales volume

Existing products

Expand geographic,

channel, or

account coverage

Mature and

non-core

products

Full outsourcing

(entire business

or portfolio)

New

products and

indications

Launch

support

Pre launch

Regulatory

Support

We surpass standard MES providers’ service offer

Our service

objectives

TransparencyGlobal SAP solution with BW

web based portal access

QualityRegional and local QA teams

& SOPs, GMP, GDP, ISO

9001, ISO 13485 certified

ServicesBroad range of services

along the value chain from

registration to after sales

services

ReliabilityFocus on traceability and

accurate reporting to ensure

reliable service executiion

MeasurabilityStrong KPI culture to

benchmark performance

FlexibilityTailor-made service solutions

according to client needs

ComplianceCode of Conduct, regular

compliance and quality audits


There are different models of partnership…

Distribution and

logistics

Sales• Dedicated team

• Shared team

3PL

Distribution and

logistics

Credit & collection

4PLContract Sales

Organization (CSO)

Distribution and

logistics

Credit collection

Sales• Dedicated team

• Shared team

Marketing

Full Agency

Partner buys productsABC cost Service fee: sales margin

Distribution and

logistics

Credit & collection

Our Rx Own Brand division

7core brands

90% SalesSouth East Asia

15 Launchessince 2008

35%5Y CAGR

Over 300 Professionals

10Countries with

Direct Ops

Rx Own Brands Business in a Nutshell

10 LaunchesSku in Pipeline

75% SalesPain-Respi-GI- WH

Markets

Thailand

Hong-Kong

Malaysia

Singapore

Taiwan

Vietnam

Myanmar

Cambodia

Philippines

Laos

© DKSH

Own Brands: Regional focus on 3 primary care

segments

Hierarchy charts

Pain

Acute/ Post Surgery

Chronic/ Neuropathy/OA

G-IHepatology

Ulcer-Liver Protection

Hep.B Virus

Respiratory

Asthma - Bronchitis

COPD - Rhinitis

Others

Cardio

Endocrinology

Own Brands: Regional focus on Women’s Health

Vaginal Infectious

Vaginosis

Candida

Vaginal flora restoration

Menopause

Cycle Disorders

Atrophic Vag.

Estrogen deff.

Family Planning

Contraception Fertility -Anemia

Uterine

Disorders

Endometriosis

UF - HMB

Existing Segments:

Therapeutic Indications:

Brands:

Brands:

We help you grow your business

Market Expansion Services

Thank you

Disclaimer

• Due care has been used in preparation of this presentation and DKSH makes every effort

to provide accurate and up-to-date information. Nevertheless, this presentation may be

subject to technical inaccuracies, information that is not up-to-date or typographical errors

DKSH does not assume liability for relevance, accuracy and completeness of the

information provided. DKSH reserves the right to change, supplement, or delete some or

all of the information on this presentation without notice

The layout, graphics and other contents in this presentation are protected by copyright law

and should not be reproduced or used without DKSH’s written permission

DKSH HEC Overview Brief July 2016

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