Indonesia Pharmaceutical

Executive Summary Q4 2018

April 2019

Copyright © 2017 IQVIA. All rights reserved.

 + IQVIA Introduction

+ SEA Market Overview

+ IQVIA Info Offerings Update

+ Indonesia Total Market Trends

Table of + Ethical Market Trends

Contents + OTC Market Trends

+ Channel Dynamics (Combined Audit)

+ IMDI Snapshot

+ Medibus Introduction

+ Summary

1
 2
© IQVIA 2017. All rights reserved.
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Discovery Development Launch Commercialization Extension Retirement

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Registration Studies Patient registries

(Phase 1-3)
Investigator-Initiated Studies
Biosimilar Studies
Observational/outcomes studies

Dose/Treatment optimization studies

Line extension studies

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Claims substantiation

Phase IV studies

Regulatory Support (Approvals, Variations, Line extension)

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WRITING / SUBMISSION SUBMISSION RECRUITMENT MANAGEMENT MONITORING REPORTING STATISTICS MANUSCRIPT
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IQVIA has helped to commercialized 98 of the top 100 brands in 2015

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Clinical development Commercialization
access

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pharma market necessary for successful business Prescription
decisions and strategies Audits

Address critical client issues via our best-in-class market

Market
research methodologies, with results immediately Research
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Realize growth opportunities and maximize business Analytics

potential with data analytics and strategic consulting and
given vast healthcare knowledge and experience Consulting

6
Source: National Sales Audit (NSA) Q 3 2017
SEA Overview

7
Global growth is expected to average 5% over ‘18 – ’22, a
slowdown from previous highs
Global pharmaceutical sales
(Constant currency USD bn)
Notes
1600 12%
Forecasted
• Geographically, the key growth
1400
drivers for the global market
10% continue to be the US and
1200
Pharmerging countries

8%
1000
• Other major developed markets
Pharmerging
Pha
such as the EU5 are expected to
800 6%
see slower growth
Global
600 growth
4%
Major
Developed
400

2%
200

0 0%
2016 2017 2018 2019 2020 2021 2022

Global sales

Major developed: US, EU5, Japan and Canada. Pharmerging: 21 major emerging markets include China, India, Russia, Brazil and others but with a GDP per 8
capita of less than USD30,000. Source: IQVIA Market Prognosis Q3 2018
 The APAC pharmaceutical market is in line with global growth
and pushing ahead of Europe in terms of size
Global pharmaceutical market overview
Global markets pharmaceutical sales CAGR Global pharma market sales CAGR
by value 2018(f) (USD, Bn) 2013-18(f) (%) by ATC 2013-18(f) (%)

North America +7% Antineoplastic +Immunomodulatory +13%

Blood + B. Forming organs +10%

507 Alimentary tract, metabolism +9%

Systemic Anti-infectives +7%
$1152 Musculo-skeletal system +6%
+6% APAC
+6%
Dermatological +6%
304
Global markets Respiratory system +6%
pharmaceutical
spend (USD) Others* +5%
EUROPE +5%

259 Nervous system +2%

G.U. system & Sex Hormons +2%
LATAM 57 +7%
25 +9% Cardiovascular system -3%
Note: 2018(forecast) based on sales to Q3 2018 *includes systemic hormones, hospital solutions, parasitology,
sensory organs, diagnostic agents, various other classes 9
Source: IQVIA market prognosis Q3 2018
In SEA, sales grew by a steady 8% in MATQ3 2018. Vietnam and
the Philippines were notable outperformers
SEA Pharmaceutical market by segment
(Ex-Manufacture, Constant currency USD) Key insights
MATQ3 2018
8% growth • Vietnam and Philippines have been
7%
17.1bn strong outperformers, growing strong
Singap
Singapore 6% double digits
15.8bn
14.9bn Malaysia
Malaysi 10%
• Indonesia market has declined -1.2% in
Indonesia -1.2%1
2018

Philippines 11%

Vietnam 11%

Thailand
Thailan 8%

MATQ3 2016 MATQ3 2017 MATQ3 2018

1: ITMA MAT Q4 2018 growth rate 10
Source: MIDAS®
In this environment, specialty medicines, such as oncology and
vaccines, maintained their outperformance
Top SEA therapy areas
(Constant currency USD)
Historic & recent outperformance
35%
Historic CAGR
Corresponds to
market MATQ3
30% 2018 sales

Recent growth > Historic growth

25% Vaccines
Recent growth < Historic growth
MATQ3 2018 y-o-y growth

20%

Lipid Anti
15% regulators Renin- Thromobitc
angioten
Vitamins Cough
10% MATQ3 2018 y-o-y growth & Cold
Analgesics

5% Asthma
COPD
Ophthalmology
0% Anti-bacterials Anti
rheumatic
Antacids,
-5%
Anti-flatulents
Anti-ulcerants
-10%
-5% 0% 5% 10% 15% 20% 25%
CAGR MATQ3 2015 - 2018

By ATC level 2 11
Source: MIDAS
In this landscape, innovative strategies are being used to navigate
cost-containment while leveraging growth opportunities
Key trends the region

DEMONSTRATING PRIVATE SECTOR NEW CHANNEL UNLOCKING

VALUE POTENTIAL STRATEGIES DIGITAL

Technology adoption to
Continued increase in cost Steady rise of income levels,
A shift of service delivery and existing processes/systems
containment measures are lack of trust in public
touch points for customer continues, with the focus
driving a need to work with healthcare delivery and gov’t
interaction due to new policy shifting to innovative
public policy makers and initiatives drive increased
focus and a strengthening coordinated approaches to
payers to enhance product out of pocket spending
retail segment, gives rise to increase engagement
value propositions beyond and expansion of private
change in channel strategy across the value chain via
simple price cuts insurance
technology

12
Source: IQVIA research & analysis
Indonesia Information Offerings -
Initiatives and Update

13
Currently, IQVIA audits three out of the eight Pharma channels
Manufacturers

Distributors Sub-Distributors & W/S

Modern General
Pharmacies Drugstores Hospitals Clinics Puskesmas Midwives
Trade Trade

• Has pharmacy license • Has drug store • Has hospital license • Private practice • Primary care facilities • Primarily work in • Self-service •• Served
Served by shop
• Must have pharmacist license • Must have pharmacist • Can be a single funded by b
women health • Has cash registers keeper
• Can sell prescription • Doesn’t have • Public and private doctor or multiple government • Has bigger role • Cannot sell • No cash register
drugs pharmacist • Chain & independent doctors practice • Can sell prescription particularly in rural prescription drugs • Cannot sell
• Chain & independent • Cannot sell type • Doctors also dispense drugs
areas • Extensive product prescription drugs
type prescription drugs drugs • Middle to lower class
• Middle to upper class • Middle to lower assortment • Limited product
• Middle to lower class customers
consumers class customers • Middle to upper assortment
consumers
class consumers • Middle to lower
class consumers

Audited Channel Consumers

14
Moving forward, we will have full view of the market by re-
launching ITMA and maintaining channel audits
Indonesia Total
Channel Audits
Market Audit

Projected Not
Non covered
contributors
Indonesia
Pharmaceutical
Hospital Audit

Indonesia Projected
Contributor Direct sales Drugstore Audit

Indonesia
Pharmacy Audit

Supply (Sell-In) Demand (Sell-out)

15
In-line with the new complexities of the Indonesia market,
ITMA factors in more variables and attributes
ITMA 1.0 methodology ITMA 2.0 methodology
Stratification and projection by Stratification and projection by

Non-Oncology/ Pack form (Injectables vs others)

Immunology
Domestic/ Foreign

Generic status

E-catalogue status (BPJS)

Ethical status Tender Distribution
Ethical status

Oncology/
E-catalogue status (BPJS)
Immunology

• BPJS not considered • BPJS considered (E-catalogue flag)

• Based on channel distribution/penetration of a • Based on detailed product segments
pack

16
ITMA will improve as we invest into enhancing our panels- both
existing medical and new Modern/General trade channels
Indonesia Total Market

More robust channel audits are used to

estimate the market

Modern Gen eral

Pharmacies
Phar Drugstores Hospitals Clinics Puskesmas Midwives Trade
Trade Trade
Tr

• Has pharmacy
ph license • Has drug store • Has hospital license • Private practice • Primary ca re facilities • Primarily work in • Self-service •• Served
Served by
b shop
• Must have pharmacist license • Must have pharmacist • Can be a single funded by women health • Has cash registers keeper
• Can sell prescription • Doesn’t have • Public and private government • Cannot sell • No cash egister
doctor or multiple • Has bigger role
drugs pharmacist • Chain & independent • Can sell prescription r prescriptiondrugs
prescription drugs • Cannotsell
• Cannot
• Chain & independent • Cannot sell doctors practice particularly in rural
type • Extensive product prescript drugs
type • Doctors also dispense drugs areas prescription
prescription drugs • Limited oduct
drugs • Middle to lower class assortment
• Middle to upper class • Middle to lower class • Middle to lower
consumers consumers
customers
class customers • pr
Middle to upper assortme nt
lower
class consumers • Middle to sumers
class con

17
While our Channel Audits measures demand based on sampled
panels and gain further insights on key channels
Channel Audits
Key Attributes

Reporting
Audit Data Source Sample Size Price
Level
Not
covered Indonesia - National
HNA
Pharmaceutical Panel 500 - Chain vs
WAP
Audit Independent
Indonesia
Pharmaceutical
Hospital Audit
Indonesia HNA
Panel 175 National
Drugstore Audit WAP
Indonesia
Drugstore Audit
- National
Indonesia HNA
Indonesia - Public vs Private
Pharmaceutical Panel 250 E-catalogue
Pharmacy Audit - BPJS vs Non- WAP
Hospital Audit
BPJS

Key Benefits
• Gain insights on public vs private in hospital channel
• View of independent vs chain pharmacy

18
The channel audits are key to understanding channel trends and
competitor benchmarking
Channel Audits CHANNEL TREND TC TREND
40,000
80,000

35,000
70,000

30,000
Not 60,000 65,762
covered 25,000
50,000

20,000 40,000
Indonesia
Drugstore Audit 15,000 30,000

23,360
10,000
20,000
Indonesia 14,546
Pharmacy Audit 5,000 10,000
0 2,888 2,352

Indonesia 0 QTR
1/ 16QTR
2/ 16QTR
3/ 16QTR
4/ 16QTR
1/ 17QTR
2/ 17QTR
3/ 17QTR
4/ 17QT
118
1/ R
,1Q2/8TR9
18

Pharmaceutical BRAND A BRAND B

Hospital Audit BRAND C
BRAND E
BRAND D
Drug Stores Hospital Pharmacy

1Q15
2Q15
3Q15
4Q15
1Q16
2Q16
3Q16
4Q16
1Q17
2Q17
3Q17
4Q17
19
 Moreover, there are further splits in the channels, especially for
Hospital sector to assess impact of BPJS in public vs private
MAT Q3 2017
(HNA price, IDR)

Pharmacy Medical Channel Hospital

12% Drugstore -4.9%

Chain
0.5% 28%
Pharmacy
Private
45% 7.8%
41% Pharmacy
P 2.9% Hospital

Public
55%
Independent 72% 47% Hospital
Ho 5.3% Hospital 3.4%
Pharmacy 3.8%

Pharmacy Medical channels Hospital

20
IQVIA will deliver ITMA and channel reports to have a full view of
pharma market, from both supply and demand side
Indonesia Total
Channel Audits
Market Audit

Projected Not
Non covered
contributors
Indonesia
Pharmaceutical
Hospital Audit

Indonesia Projected
Contributor Direct sales Drugstore Audit

Indonesia
Pharmacy Audit

Supply Demand

21
Indonesia Pharma Market

22
Indonesia Pharmaceutical Market Overview
Indonesia pharmaceutical market has decrease to -1.2% in MAT Q4 2018

MAT Gr QTR Gr
-1.2%
IDR 83,783 Bio
-4.7%

Free Sales: 24,567 Bio Unbranded: 16,946 Bio

-5.1% Gr MNC: 21,356 Bio 11.4% Gr
2.7% Gr

Domestic: 62,428 Bio

Ethical: 59,217 Bio -2.5% Gr
Branded: 66,837
0.5% Gr
-4.0% Gr

MARKET TYPE MANUFACTURER TYPE GENERIC FLAG

Source: Indonesia Total Market Q4 2018 23

Pharmaceutical Market Development

29%

3Yr CAGR
Free Sales Ethical Total Pharma: 3.6%
Ethical: 6.0%
Free Sales: -1.3%
71%

9.4%
8.5%
0.5%
(4.32.%
4 (4.0%) (3.9%) Ethical contribute for more
Growth 3.0%
(1.8%) %) than 70% of market share
(5.1%) (5.4%) (6.9%)
79,041 84,842 83,783 19,664 21,252 22,615
In MAT Q4 2018, Free sales
25,892 24,567 decrease after having positive
25,134
growth in 2017

53,908 58,951 59,217

6,297 6,108
6,127
13,537 14,955 16,507

MAT 12/16 MAT 12/17 MAT 12/18 QTR 2/ 18 QTR 3/ 18 QTR 4/ 18

Source:
Source:Indonesia TotalTotal
Indonesia Market Q4 2018
Market Q4 2018 24
Pharmaceutical Market by Generic Flag

20%
3Yr CAGR
Total Pharma: 3.6%
Branded : 1.3%
Branded Unbranded
Unbranded : 15.5%

80%

19.7% 11.4%
Growth 15.5% 23.7%
(0.8%)
2.5% 8.6% (5.5%) Branded products have
5.7%
(4.0%)
0.4% (11.2%) decreased to -4.0% in MAT
79,041 84,842 83,783 19,664 21,252 22,615
Q4 2018 after had positive
growth in MAT Q4 2017
15,211
13,173 16,946

65,868 69,631 66,837

3,808 4,202 5,405
15,855 17,050 17,210

MAT 12/16 MAT 12/17 MAT 12/18 QTR 2/ 18 QTR 3/ 18 QTR 4/ 18

Source: Indonesia Total Market Q4 2018 25

 Pharmaceutical Market by Manufacturer Type

25%

3Yr CAGR
Total Pharma: 3.6%
MNC Domestic
MNC: 2.7%
Domestic: 3.9%

75%

7.4%
5.9% 8.9% 2.7% 1.6%
2.9% 2.0%
Growth 2.6% (1.3%) MNC companies maintain
(2.5%) (6.7%)
positive growth while
(6.3%) Domestic have decreased
79,041 84,842 83,783 19,664 21,252 22,615 both in MAT and QTR Q4
2018
20,794 21,356
20,204

67,044 63,153
58,952

14,393 15,831 17,152

MAT 12/16 MAT 12/17 MAT 12/18 QTR 2/ 18 QTR 3/ 18 QTR 4/ 18

Source: Indonesia Total Market Q4 2018 26

Biofarma and Kimia Farma (domestic) are the top performer in Q4 2018

35

CAGR 3 Y
MAT GROWTH = -1.2%

30 KIMIA FARMA, 3,105

IDR 83.783 Billion NOVELL PHARM, 2,882
Company Level
-1.2% -1.2% 25 B.INGELHEIM, 1,398 BIOFARMA
MAT Gr YTD Gr Value : 4,366 Bio IDR
MAT Growth : 80.3 %
-4.7% 3.6%
QTR Gr 3Yr CAGR 20
DEXA MEDICA, 5,643

DARYA VARIA, 1,493 ASTRAZENECA, 1,324

15
SOHO, 1,213 SANBE, 4,275 OTSUKA, 1,206
Therapeutic NOVARTIS, 2,102
10
Class
LAPI, 1,894
CAGR MARKET 3Y = 3.6%
PFIZER, 1,393
5

KALBE FARMA, 3,835 FERRON PAR PHARM, 1,312 MAT

MAT GROW
GROWTH
0
Brand -25 -20 -15 -10 -5 0 5 10 15 20 25 30 35
Level
-5 FAHRENHEIT, 1,632
BAYER INDONESIA, 1,272
INTERBAT, 1,314
PHAROS -10
Value : 1,430 Bio IDR SANOFI-AVENTIS, 1,504
MAT Growth : -33.3%
-15

Source: Indonesia Total Market Q4 2018 27

 Chronic categories such as Cardiometabolic, Oncology, Respiratory and Diabetic are
high value TA’s and consistently growing above market rate
30
Decelerating Sustainable J07-vaccines

CAGR
Value : 5,349 Bio IDR
MAT Growth : 62.3 %
25 B01-ANTITHROMBOTIC
IDR 83.783 Billion AGENTS
N05-PSYCHOLEPTICS
-1.2% -1.2%
Company Level MAT Gr YTD Gr 20 A10-DRUGS USED IN
DIABETES
-4.7% 3.6% D07-Topical Corticosteroids
3Yr CAGR K01-INTRAVENOUS 1-
1-OPHTHALMOLOGICALS
QTR Gr Value : 1,139 Bio IDR
SOLUTIONS S0
15 MAT Growth : 52.6 %
V03-OTHER THERAP.PROD. R03-ANTI-ASTHMA & COPD C09-RENIN-ANGIOTEN SYST
PROD AGENT
AGENT M02-ANTIRHEUMATI
Top 20 TC2: PROD M02-ANTIRHEUMATI CS
TOPICAL
10
IDR 59.984 Billion R05-COUGH & COLD
PREPARATIONS
C08-CALCIUM ANTAGONISTS
Therapeutic L01-ANTINEOPLASTICS

Class 71.6% 3.2% 5 M01-ANTIRHEUMATIC SYSTEM

Shr MAT Gr CAGR 3Y Market = 3.6%

3.2% 2.0% C10-LIPID-REG/ANTI- MAT Growth

YTD Gr QTR Gr ATHEROMA
0
-25 -20 -15 -10 -5 0 5 10 15 20 25 30 35
A02-A-ACID A-FLAT A-
J01-SYSTEMIC U LCERANTS
ANTIBACTERIALS
-5
A11-VITAMINS
Brand N02-ANALGESICS
Level
-10

Stagnant MAT Growth Market = -1.2% Emerging

-15

Source: Indonesia Total Market Q4 2018 28

 Top 20 ATC3 Total Market
30 Sustainable
Decelerating

CAGR 3Y
A10C-HUMAN
INSULIN+ANALOGUES

25
B01C-PLATELET AGGREG L01H-PROTEIN KINASE INH A-NEO
IDR 83.783 Billion INHIBITRS

-1.2% -1.2% 20 ines

Company Level MAT Gr YTD Gr J07B-
Value :Combi
4,009 of vacc
Bio IDR
Value : 4,009: Bio
MAT Growth 98.8ID%
-4.7% 3.6% MAT Growth : 98.8
QTR Gr 3Yr CAGR C10A-
15 N03A-ANTI-EPILEPTICS
CHOLEST&TRIGLY.REGULATOR C09C-ANGIOTENS-II ANTAG,
PLAIN
M
M01A-ANTIRHEUMATIC NON-
K01A-ELECTROLYTE SOL
Top 20 TC3: OVER100ML STEROID
10
IDR 40.094 Billion A02B-ANTIULCERANTS C08A-CALCIUM ANTAGONISTS
PLAIN M02A-TOP A-RHEUMATICS &
R05A-COLD PREPARATIONS ANALG
Therapeutic
47.9% 5.9% CAGR 3Y Market = 3.6%
Class 5
Shr MAT Gr

5.9% 2.0% R05D-ANTITUSSIVES V03X-ALL OTH.THERAPEUTIC

YTD Gr QTR Gr R05C-EXPE CTORANTS PRDS MAT
0 Growth
-20 -15 -10 -5 0 5 10 15 20 25 30

-5 A02A-ANTACIDS
Brand ANTIFLATULENTS
Level J0 1D-CEPHALOSPORINS &
COMBS

N02B-NON-NARCOTIC -10
J01C-BROAD SPECTRUM ANALGESICS
PENICILLIN
MAT Growth Market = -1.2%
Stagnant Emerging
-15

Source: Indonesia Total Market Q4 2018 29

Top 20 Molecules (OTC+Ethical Excluding Vaccine)

Absolute increase in Bio IDR %Growth

BETAMETHASONE 464.44 902%
CANDESARTAN CILEXETIL 445.84 66%
RITUXIMAB 229.98 149%

RISPERIDONE 163.65 96%

DOCETAXEL 135.48 40%

CAPECITABINE 129.63 89%

GLIMEPIRIDE 123.51 31%

94.60 184%
LACTOBACILLUS REUTERI
86.31 59%
LEVOCARNITINE+THIOCTIC ACID+UBIQUINONE(S)
79.29 57%
NILOTINIB
73.51 76%
GENTAMICIN
65.12 41%
BUDESONIDE+FORMOTEROL
64.48 1038%
CALCIUM+GLUCOSE+SODIUM+SODIUM
51.37 302%
AFATINIB
43.00 39%
TIOTROPIUM BROMIDE
36. 51%
ARIPIPRAZOLE
35. 32%
GLUCOSAMINE
34. 71%
VINORELBINE 33%
32.
FONDAPARINUX SODIUM 34%
30.
NEVIRAPINE

Source: Indonesia Total Market Q4 2018 30

 Top 20 products and their movement over the last three years

MAT 4Q16 MAT 4Q17 MAT 4Q18

RANK PRODUCT BIO IDR RANK PRODUCT BIO IDR RANK PRODUCT BIO IDR

SELECTED TOTAL 79,041 SELECTED TOTAL 84,842 SELECTED TOTAL 83,783

IDR 83.783 Billion 1 PENTABIO BFR 791 1 PENTABIO BFR 1,596 1 PENTABIO BFR 3,031
2 PROMAG KLB 632 2  CLOPIDOGREL DX/ 694 2 CLOPIDOGREL DX/ 801
Company Level -1.2% -1.2% 3 VIOSTIN DS P-I 613 3  FERRIPROX SYF 690 3  CANDESARTAN DX/ 791
MAT Gr YTD Gr
4 CANDESARTAN DX/ 532 4  SCABIMITE GPH 679 4  FRESHCARE ULK 703
-4.7% 3.6% 5 FRESHCARE ULK 507 5  PROMAG KLB 628 5 PROMAG KLB 647
QTR Gr 3Yr CAGR
6 NOURISH SKIN P-I 502 6  FRESHCARE ULK 568 6  VAKSIN TD BFR 609
7 MICARDIS B.I 448 7 MICARDIS B.I 503 7  GLIVEC NVR 519
8 IMBOOST SHO 407 8  GLIVEC NVR 478 8  NOVORAPID N-N 510
9 MINYAK KP CAP LANG EIN 358 9  VIOSTIN DS P-I 471 9  IMBOOST SHO 491
Therapeutic 10 NEUROBION MCK 332 10  IMBOOST SHO 463 10  MICARDIS B.I 489
Class 11 NOVORAPID N-N 332 11 NOVORAPID N-N 421 11  BETAMETHASONE KM7 486
12 TOLAK ANGIN SMU 327 12  CANDESARTAN DX/ 420 12  MINYAK KP CAP LANG EIN 428
13 SANMOL SN5 312 13  MINYAK KP CAP LANG EIN 411 13  CONCOR MCK 402
14 BODREX TFC 312 14  OMEPRAZOLE DX/ 396 14  MABTHERA ROC 384
Top 20 Brands:
15 KOMIX G FORMULA BTJ 308 15  KENALOG IN ORABASE TIP 387 15  TOLAK ANGIN SMU 369
IDR 12.354 Billion 16 VAKSIN HEPA-B BFR 302 16  TAMBAH DARAH PHP 377 16  OMEPRAZOLE DX/ 358

Brand 17 OTSU RL OTS 293 17  NOURISH SKIN P-I 371 17  BREXEL KLB 354
14.7% 43.3%
Shr MAT Gr 18 VAKSIN CAMPAK BFR 290 18  TOLAK ANGIN SMU 339 18  CETAPHIL GLD 342
Level
43.3% 50.4% 19 RINGER LAKTAT(OGB) WIB 277 19  BODREX TFC 328 19  OTSU RL OTS 321
YTD Gr QTR Gr
20 ALBOTHYL NYE 268 20  SANMOL SN5 317 20 SANMOL SN5 320

Source: Indonesia Total Market Q4 2018 31

Ethical Market Trends

32
 Ethical Only
In Ethical category, AstraZeneca, Merck (MNC), Kimia Farma, Biofarma (domestic)
are the top performers in Q4 2018
30 KIMIA FARMA
Value : Bio 2,614 IDR

CAGR 3 Y
MAT Growth : 38.8%

25 NOVELL PHARM, 1,868

IDR 59.217 Billion
Company Level B.INGELHEIM, 1,398 NOVO NORDISK, 1,057
0.5% 0.5% 20 BIOFARMA
MAT Gr YTD Gr Value : 4,366 Bio IDR
MAT Growth : 80.3%
8.1% 6.0%
QTR Gr 3Yr CAGR DEXA MEDICA, 5,120 MERCK INDONESIA, 987
15

OTSUKA, 9.36 ASTRAZENECA, 1,324

10 NOVARTIS, 2,098
HEXPHARM
Therapeutic V alue : Bio 1,017IDR SANBE, 3,607
V CAGR MARKET 3Y = 6.0%
MAT Growth : -32.9%
Class
5 PFIZER, 1,393
LAPI, 1,145
FAHRENHEIT, 1,481
FERRON PAR PHARM, 1,088 MAT
MAT GROW
GROWTH
0
-
-25 -20 -15 -10 -5 0 5 10 15 20 25 30 35
Brand BAYER INDONESIA, 928
Level KALBE FARMA, 2,680 -5

INTERBAT, 944
SANOFI-AVENTIS, 1,147 -10

-15 MAT GROWTH = 0.5%

Source: Indonesia Total Market Q4 2018 33

 Ethical Only
Chronic categories such as Cardiometabolic, Oncology, Respiratory and
Diabetic are high value TA’s and consistently growing above market rate
30 J07-vaccines
Decelerating Sustainable Value : 5,349 Bio IDR
MAT Growth : 62.3 %

CAGR
N05-PSYCHOLEPTICS

IDR 25
59.217 Billion N03-ANTI-EPILEPTICS R03-ANTI-ASTHMA & COPD
PROD
Company Level 0.5% 0.5%
MAT Gr YTD Gr
20 A10-DRUGS USED IN DIABETES
01-ANTITHROMBOTIC
8.1% 6.0% B
AGENTS
QTR Gr 3Yr CAGR
D07-Topical Corticosteroids
Value : 1,139 Bio IDR
15
MAT Growth : 52.6 %
Top 20 TC2:
N01-ANAESTHETICS
C09-RENIN-ANGIOTEN SYST
S01-OPHTHALMOLOGICALS AGENT
IDR 44.721 Billion C10-LIPID-REG/ANTI-
Therapeutic ATHEROMA
10

Class 75.5% 6.5% C08-CALCIUM ANTAGONISTS L01-ANTINEOPLASTICS

Shr MAT Gr CAGR 3Y Market = 6.0%
K01-INTRAVENOUS
SOLUTIONS
6.5% 7.0% 5
YTD Gr QTR Gr M01-ANTIRHEUMATIC SYSTEM
A02-A-ACID A-FLAT A-
ULCERANTS G03-SEX HORMONES
HORMONES MATGrowth
MAT
G03-SEX
0 Growt
5 -20 -15 -10 -5 5 10 15 20 25 3
-25 -20 -15 -10 -5 0 0

Brand N02-ANALGESICS H02-SYSTEMIC

J01-SYSTEMIC -5 CORTICOSTEROIDS
Level
ANTIBACTERIALS
MAT Growth Market = 0.5%

Emerging
Stagnant -10

Source: Indonesia Total Market Q4 2018 34

 Ethical Only

Top 20 ATC3 Total Market

30 Sustainable J07B-Combi of vaccines
Decelerating

CAGR 3Y
Value : 4,009 Bio IDR
MAT Growth : 98.8 %

25 L01H-PROTEIN KINASE INH A-NEO

IDR 59.217 Billion N05A-ANTIPSYCHOTICS

B01C-PLATELET AGGREG
0.5% 0.5% 20 INHIBITRS A10C-HUMAN
Company Level MAT Gr YTD Gr INSULIN+ANALOGUES D07A-Top Corticosteroids plain
Value : 871 Bio IDR
8.1% 6.0% MAT Growth : 100.3 %
QTR Gr 3Yr CAGR N03A-ANTI-EPILEPTICS
15
C09C-ANGIOTENS-II ANTAG, PLAIN

Top 20 TC3: M01A-ANTIR HEUMATIC NON-

K01A-ELECTROLYTE SOL STEROID
OVER100ML 10
IDR 31.864 Billion C08A-CALCIUM ANTAGONISTS PLAIN L01C-PLANT-BASED A-
CAGR 3Y Market = 6.0% NEOPLASTIC
Therapeutic
53.8% 9.6%
Class 5
Shr MAT Gr
C10A-CHOLEST&TRIGLY.REGULATOR
9.6% 9.9% J01D-CEPHALOSPORINS &
COMBS
YTD Gr QTR Gr H02A-PLAIN CORTICOSTEROIDS MAT Growth
A02B-ANTIULCERANTS 0
5 10 15 20 25 30 3
-20 -15 -10 -5 0 5

J01C-BROAD SPECTRUM
PENICILLIN -5
Brand
Level J07E-VIRAL VACCINES
A

J01G-FLUOROQUINOLONES
-10
N02B-NON-NARCOTIC
ANALGESICS MAT Growth Market = 0.5%

Stagnant -15
Emerging

Source: Indonesia Total Market Q4 2018 35

OTC Market Trends

36
 Free Sales Only
In Free Sales category, Ultra Sakti (Domestic) and Novell (MNC) are the top
performer in Q4 2018
35

CAGR 3 Y
KIMIA FARMA, 491
PHAPROS, 401 30
IDR
MAT Growth : -39.5%
24.567 Billion
Company Level
-5.12% -5.12% 25
MAT Gr YTD Gr
ULTRA SAKTI, 776
-6.90% -1.35% MAT Growth: 33.7%
QTR Gr 3Yr CAGR 20 SIDO MUNCUL, 410
SOHO, 1,205
15 NOVELL PHARM, 1,014
DARYA VARIA, 809 LAPI, 748
Therapeutic EAGLE INDO PHARMA, 1,058
10
Class DEXA MEDICA, 523
BINTANG TOEDJOE, 534
5
SANBE, 669 MAT GR
GROWTH
CAGR MARKET 3Y = -1.3%

0
Brand -25 -20 -15 -10 -5 0 5 10 15 20 25
Level PHAROS, 1,430 COMBIPHAR, 589
MAT Growth: -36.5% -5
KONIMEX, 993
KALBE FARMA, 1,155 GLAXOSMITHKLINE CH, 528
-10
TEMPO SCAN PACIFIC, 969
DANKOS, 376
MAT GROWTH = -5.1% -15

Source: Indonesia Total Market Q4 2018 37

 Free Sales Only
03F and 02E and are the highest growth TC’s and consistently growing
above market rate

Decelerating Sustainable
17
IDR 02G-JOINT CARE
24.567 Billion PRODUCT, 503
02E-MUSCULAR PAIN RELIEF

CAGR
MAT Growth: -45% 05F-IMMUNOSTIMULANT 04K-COENZYME Q10
-5.12% -5.12% 12
PREPARAT. PRODUCTS
Company Level MAT Gr YTD Gr
03G-ACID CONT & H EARTBUR
-6.90% -1.35% PRD N 03F-PROBIOTICS DIGEST
DI
QTR Gr 3Yr CAGR 01B-COLD REMEDIES HEALTH

7 03D-ANTIDIARRHOEALS
07A-EYE CARE

Top 20 TC2: 04F-MINERAL SUPPLEMENTS 18A-MISCELLANEOUS

01A-COUGH REMEDIES 2 03C-LAXATIVES
MAT GROWTH
IDR 19.445 Billion -27 -22 -17 -12 -7 -2 3 8 13 18 23 28 3
Therapeutic -32 3

Class 79% -4 % 04D-VITAMIN C PRODUCTS

-3 CAGR 3Y Market = -1.35.%
Shr MAT Gr 02A-GENERAL PAIN RELIEF

04B-MULTIVIT.WITHOUT
-4 % -5% 04E-OTHER SPECIFIC MINERALS
YTD Gr QTR Gr -8
VITAMINS

04A-MULTIVITAMINS WITH
MINERA -13
04C-VITAMIN B GROUP

Brand
Level -18
82B-SPEC FACE CARE PROD
WOMEN

MAT Growth Market = -5.1% -23

Stagnant Emerging

Source: Indonesia Total Market Q4 2018 38

 Free Sales Only

Top 20 OTC3 Total Market

20 Sustainable
Decelerating

CAGR 3Y
02A2-GEN PAIN RELIEF 02E1-MUSCULAR PAIN RELIEF
PAEDIATR 15 03G1-ANTACIDS TOPI
0
4F2-IRON 04K1-COENZYME Q10
IDR SUPPLEMENTS, 328
24.567 Billion MAT Growth: -54% 01B1-COLD OR FLU REMEDIES PRODUCTS
10 05F1-
-5.12% -5.12% IMMUNOSTIMULANT
Company Level MAT Gr YTD Gr PREPARAT.
03F1-PROBIOTICS DIGEST
-6.90% -1.35% 01A1-COUGH RELIEVERS HEALTH
QTR Gr 3Yr CAGR 5
18A2-ALL OTHER N-
CL.HERBAL PRD

Top 20 TC3: 0
-5
-35 -30 -25 -20 -15 -10 -5 0 5 10 15 20 25 30 35
IDR 16.348 Billion 04D2-VITAMIN C CAGR 3Y Market = -1.3%
COMBINATIONS 04F1-CALCIUM SUPPLEMENTS
Therapeutic 01A2-EXPECTORANTS -5
67% -4%
Class Shr MAT Gr 04A1-M/VIT+MIN AD(EXC
SNR&NAT) 07A5-EYE DECONG & ANTI-INFLAM
-4% -7%
QTR Gr 02G2-JOINT CARE
YTD Gr -10
02A1-GENER PAIN RELIEF
PRDS(SYSTEMIC), 466
MAT Growth = -47% 04A4-M/VIT+MIN ER ADULTS
PERINATAL US
PERINATAL US E

-15
Brand 04C4-VITAMIN B
COMBINATIONS
Level
82B5-A-AGE/A-WRINKLE FAC -20
WOMEN

Emerging
Stagnant MAT Growth Market = -5.1%
-25

Source: Indonesia Total Market Q4 2018 39

Channel Dynamics (Combined Audit)

40
Hospital continue to grow in MAT Q4 2018, especially for Domestic Ethical
MAT 3Q18 VALUE SHARE (PHARMACY, HOSPITAL, DRUGSTORE) – HNA PRICE

Growth
-7.0% 16.9% -13.5%
100% 1% 0%
7% 7%
9% 9%
90%

32% 31%
80% 25%
MNC 26%
25% 26%
70%
5% 4%
60%
26% 24%
50% 33% 32%
IC
40% S
T
M
30% E 62% 64%
D
20% O
43% 44%
34% 33%
10%
Pharmacy Hospital Drugstore
0%
MAT 4Q17 MAT 4Q18 MAT 4Q17 MAT 4Q18 MAT 4Q17 MAT 4Q18

DOMESTIC ETHICAL DOMESTIC FREE SALES MNC ETHICAL MNC FREE SALES
19.3 12.1
Growth in %
-7.9 -4.9 -15.0 -10.8
DOMESTIC MNC
Source : Pharmacy, Hospital, and Drugstore 4Q18
Combined Audit measure consumption from outlets to patients 41
Hospital & Pharmacy account for almost 90% of medical channels with
Hospital driving higher growth particularly in Private
COMBINED AUDIT* (BIO IDR) – MAT VALUE RELEVANT HNA

Combined Audit

Market Growth in Medical Channels Market Growth in Hospital Channel

(in Bio Relevant HNA) (in Bio Relevant HNA)
MAT Growth
MAT Growth
45,141
43,583 23,324 +18.2%
5,482 3.6%
6,284 (12.1%)
(14.4%) 19,734
-12.8%

+28.8%
16,335 12,756
-7.0%
17,565 (36.2%) 9,904 (54.7%)
(40.3%)
(50.2%)

+18.2%

23,324 9,830 10,568 +7.5%

19,734 (51.7%) (49.8%) (45.3%)
(45.3%)

MAT 4Q17 MAT 4Q18 MAT 4Q17 MAT 4Q18

Hospital Pharmacy Drugstore Public Private

Source : Combined Audit Q4 2018 42

 Both of Private and Public hospital have increase, especially in Private which
have double digit growth in MAT Q4 2018
HOSPITAL PRIVATE* (BIO IDR) – MAT VALUE RELEVANT HNA HOSPITAL PUBLIC* (BIO IDR) – MAT VALUE RELEVANT HNA

12,756
14,000 Growth 10,568
14,000 Growth
28.8% 7.5%
9,904 863 12,000
12,000 9,830

10,000
10,000
806
8,000
8,000
8,445
6,647
6,170
6,000
6,000 6,537

4,000
4,000

2,000 3,558
2,000 3,288
3,369
2,476
-
-
MAT 4Q17 MAT 4Q18 MAT 4Q17 MAT 4Q18
MNC ETHICAL MNC FREE SALES DOMESTIC ETHICAL DOMESTIC FREE SALES
MNC ETHICAL MNC FREE SALES DOMESTIC ETHICAL DOMESTIC FREE SALES

HOSPITAL PRIVATE MAT 4Q17 vs MAT 4Q18 HOSPITAL PUBLIC MAT 4Q17 vs MAT 4Q18
Growth RELEVANT HNA Growth RELEVANT HNA
(in %) TOTAL MNC DOMESTIC (in %) TOTAL MNC DOMESTIC
TOTAL 28.8 34.7 26.7 TOTAL 7.5 8.1 7.2
ETHICAL 31.1 36.1 29.2 ETHICAL 7.9 8.2 7.7
ETHICAL BRANDED 15.8 36.7 5.6 ETHICAL BRANDED 8.9 8.9 8.9
UNBRANDED GENERIC 98.8 9.1 101.9 UNBRANDED GENERIC 5.9 -13.1 6.6
FREE SALES 5.7 -6.9 7.0 FREE SALES -2.7 -7.0 -2.3

Source : Hospital 4Q18 43

IMDI Snapshot

44
Which Specialties Prescribe your product?

How much prescriptions? For How long?

For what kind of indication and Diagnose?

Prescribing as a single or shared with

other products?

New , Recurrent or Referral Patient?

Patient and Doctor Profile?

45
IMDI – INDONESIA MEDICAL DATA INDEX

IMDI is a unique record of the patterns and treatment

of diseases in primary care often providing a picture of
changing habits and trends.

IMDI allows the generation of a composite profile of

diagnosis treatment.
Diagnose
Therapy
Patient
Doctor

46
IMDI - COVERAGE

Doctor Specialties Region

General Practice Gynecology Jakarta East Java

Internal Medicine Otorhinolaryngology West Java Sumatra

Pediatric Orthopedy Central Java East Indonesia

Rheumatology Pulmology
1020 Doctors Gastroenterology/Hepat Neurology
Cardiology Psychiatry
General Surgery Nephrology
Dermatology Oncology
Endocrinology

47
Insights on Branded vs Unbranded
Prescriptions

48
Unbranded generics dominate ethical
TOTAL ETHICAL
prescription due to BPJS 1st Semester 2017
Top 20 Prescribed Brands
Rank Prescribed Brands %Shr
1 AMLODIPINE GGM 2.3%
2 MEFENAMIC ACID GGM 2.0%
3 CEFIXIME GGM 1.7%
4 CEFADROXIL GGM 1.5%
5 AMBROXOL GGM 1.4%
6 METHYLPREDNISOLONE GGM 1.4%
7 RANITIDINE GGM 1.4%
8 CIPROFLOXACIN GGM 1.4%
9 CETIRIZINE GGM 1.4%
10 AMOXYCILLIN GGM 1.2%
11 METFORMIN GGM 1.2%
12 OMEPRAZOLE GGM 1.1%
13 DEXAMETHASONE GGM 1.1%
14 LANSOPRAZOLE GGM 0.9%
15 SIMVASTATIN GGM 0.8%
16 MEFINAL SN5 0.8%
17 DOMPERIDONE GGM 0.8%
18 CTM GGM 0.8%
19 SALBUTAMOL GGM 0.8%
20 ACYCLOVIR GGM 0.8%

49
Source: IMDI, 1S 2017
For OTC, doctor preference is a mix between
TOTAL OTC
branded and unbranded generics 1st Semester 2017
Top 20 Prescribed Brands
Rank Prescribed Brands %Shr
1 PARACETAMOL GGM 9.5%
2 SANMOL SN5 5.6%
3 NEURODEX DX_ 3.0%
4 VITAMIN B COMPLEX GGM 1.9%
5 NEUROBION MCK 1.7%
6 IBUPROFEN GGM 1.6%
7 PARATUSIN D_V 1.4%
8 ASPILETS D_V 1.4%
9 VITAMIN C GGM 1.4%
10 SUMAGESIC D_V 1.3%
11 IMBOOST SHO 1.2%
12 NEUROSANBE SN5 1.2%
13 FOLIC ACID GGM 1.2%
14 NEW DIATABS D_V 1.2%
15 PAMOL IBT 0.9%
16 FOLAMIL DX_ 0.8%
17 ENZYPLEX D_V 0.8%
18 DEXTRAL MXA 0.8%
19 ZINC GGM 0.8%
20 OBAT BATUK HITAM GGM 0.8%

50
Source: IMDI, 1S 2017
Insights on Rx Behavior

51
G04C Prescription Pattern by Specialty
Harnal is prescribed more by GP but for Cardio and Neuro/Pyschiatry Hytrin is more dominated.

G04C by Specialty G04C by Product

1%
1%
1% 3% 6% 1% 2% 6%
2%
6% 12%
11% 3% 27%
29%

18%
21% 23% 64%
7% 13%
60%

50% 94%

2% 65% 62% 60%

56%

32% 36%
24%

G.P. CARDIO. INT/PUL NEU/PSY SURG. G/H NEP

G.P. INT/PUL SURG. NEU/PSY CARDIO. NEP G/H

HARNAL AES AVODART GSK URIEF EIS HYTRIN ABT PROSTAM NLL

52
DIAGNOSIS by PRODUCT
Harnal and Prostam is mostly have a similar diagnose, while Avodart is Prescribe in Inflam Dis Prostate Unsp .

HARNAL AES AVODART GSK PROSTAM NLL

HYPERPLASIA OF PROSTATE 296685
HYPERPLASIA OF PROSTATE 101168 HYPERPLASIA OF PROSTATE 13774
NOT STATED DIAG DOC 10071
CALCULUS OF KIDNEY 6581 INFLAM DIS PROSTATE UNSP 2514 OTH/UNSP HYDRONEPHROSIS 428
UNSPECIFIED RENAL COLIC 4574
CHR KIDNEY DISEASE UNSP 428
OBS OTH SUSP DIS/COND 4438
CYSTITIS UNSPECIFIED 3080 UNSPECIFIED RENAL COLIC 428
ESSENTIAL (PRIM) HYPERT 2489 URIN TRACT INF-ST UNSPEC 507
RETENTION OF URINE 2467
BLADDER DISORDER UNSP 2352 RETENTION OF URINE 1270
URINARY CALCULUS UNSP 2232
CALCULUS OF URETER 1856
URIN TRACT INF-ST UNSPEC 1773
HYPERPLASIA OF PROSTATE
DYSURIA 1713
CONGESTIVE HEART FAILURE 928
DIS CALCIUM METABOLISM 913 3%
CONSTIPATION 913
OTH SPEC DIS PROSTATE 747 25%
URETHRAL STRICTURE UNSP 704
HARNAL
CHR ULCER OF SKIN NEC 704
HYPERTROPHY OF SAL GLAND 620
AVODART
CHR OBST PULM DIS UNSP 599
ACUTE PROSTATITIS 428
POLYURIA 276 72% PROSTAM
UNSP HAEMORRHOIDS 249
DIS KIDNEY & URETER UNSP 249

53
IMDI insight on prescribers profile
Prescriber profile by specialties and type of payment

Prescriber profile by specialties Prescriber profile by payment type

54
Medibus Introduction

55
The fastest, cost-effective way to survey healthcare professionals
on key questions
QUICK turnaround, COST-EFFECTIVE SAMPLE
Simple business objectives addressed with 10 or less Randomly selected respondents from IQVIA online
key questions, with shared data collection costs panel of healthcare professionals

3 week turnaround for Robust, nationally

results delivery representative sample

ONLINE METHODOLOGY POWERPOINT DELIVERABLE

with key findings
IQVIA online questionnaire design includes Data tables and verbatim available
necessary quality and pharmacovigilance checks at no additional charge

Real-time quality checks and Simple, actionable insights for

adverse event reporting each question

56
Summary

57
Key Highlights
• Moving forward, we will have full view of the market by re-launching ITMA and maintaining channel audits
- In-line with the new complexities of the Indonesia market,
ITMA factors in more variables and attributes
- ITMA will improve as we invest into enhancing our panels- both existing medical and new Modern/General trade
channels
- While our Channel Audits measures demand based on sampled panels and gain further insights on key channels
• Global pharma is expected to grow at 5% in the next 5 years and APAC is aligned at 6% growth during same
period, driven by specialty medication, with Oncology as the main driver across the markets
• In SEA, Vietnam and Philippines are notable high performers while Indonesia has remained into low single digit
growth
• In 2018, the pharma market has declined by -1.2%, as we see flat growth in Ethical market and contineous decline
of the OTC sector
- Vaccines from Biofarma has registered tremendous growth due to government initiatives
- Chronic categories such as Cardio, Diabetes, Respiratory and Oncology, remains to be sustainable categories
• Hospital Channel remains to drive growth due to impact of BPJS while retail channels continue to decline
- Private hospitals are driving more growth compared to public
58
THANK YOU!
Please contact us for more information:

Elena Lam Ikhsan Aminudin

General Manager Associate Offering Development Director

[email protected] [email protected]
+62 (21) 2953-7916 +62 (21) 2953-7917

Jowel Tacata Paulus Sapto Indratmo

Sales Director Client Service Executive

[email protected] [email protected]
+62 (21) 2953-7930 +62 (21) 2953-7918

Rezadiaz Winardi Kemal Azka

Account Manager Client Service Analyst

[email protected] [email protected]
+62 (816) 913-374 +62 (21) 2953-7943