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Rx-to-OTC Switch Success Strategies & Opportunies

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Page 1: ^µ ^ P] K } µv] · u]P ]v U Z ] U }o GµUv ] ... Last Name_____Job Title ... (material will be sent when full payment is

Rx-to-OTC Switch Success Strategies & Opportunities

Page 2: ^µ ^ P] K } µv] · u]P ]v U Z ] U }o GµUv ] ... Last Name_____Job Title ... (material will be sent when full payment is

Making a switch from Rx-to-OTC can be a complex process, requiring dedicated input from many departments, including marketing, regulatory, medical and others. But the rewards of a successful switch can be high – from establishing a new consumer brand or entering a new niche to enabling new access to treatments or giving an Rx brand a second life.

This updated edition of the best-selling 2014 report again features the knowledge and insight of Switch expert Joseph McGovern along with Nicholas Hall’s industry expertise and sales data. The collaborative report takes an in-depth look at the global switch environment, assessing the opportunities and the barriers to success. It investigates the essential factors behind successful switches. Furthermore, the report offers country breakdowns of the key OTC markets – providing insight into the local switch environment, the latest switches and

regulatory changes – to give you the knowledge needed no matter where you are looking to make a switch.

Rx-to-OTC Switch Success Strategies & Opportunities

• New Edition – fully updated• Fresh insights & latest developments• Enhanced case studies with new brands added• All-new sections and up-to-date sales data

INTRODUCTION

SWITCH LEARNINGSReasons to switch

Switch driversBarriers to successful switch

Lessons from difficult switches

SWITCH STRATEGIESThe key to switch

Types of switchThe potential of pharmacies

Geographical disparity in switchChoosing the right brand to switch

OTCs form a vital part of the healthcare systemKey strategies of successful switchTen recommendations for switch

Building a switch teamThe importance of marketing in switch

Launch and beyond

REGION BY REGION ANALYSIS:

• Regional differences

NORTH AMERICA • Canada • USA

• Fundamentals of switching in the US

EUROPE

• EU’s Centralised Procedure for switch

WESTERN EUROPE • France • Germany

Italy • Spain • UK

• Other regional developments

C&E EUROPE • Poland • Russia

ASIA-PACIFIC • Australia • China • India

Japan • New Zealand • South Korea

LATIN AMERICA • Brazil • Mexico

CASE STUDIES OF SWITCHED BRANDS: Abreva • Advil • Alesion • Aleve • Allegra • Alli

Clamelle • Claritin • Dexak • Differin • Dovonex • ellaOne

Flonase • Formigran • Hascovir Control • Lamisil

Loxonin S • Maloff Protect • MaxOn Active

Meloxicam Adamed, Mel • MiraLAX • Mucinex

Nasacort • Nexium 24HR • Nicorette • Pepcid AC

Plan B • Prevacid 24HR • Prilosec OTC • Rhinocort • RiUP

Silvasta • Viagra Connect • Volini • Voltaren • Xenical

Xyzal • Zyrtec

LOOKING FORWARD: Potential switch areas

IntroductionAnalgesics

Cough, cold & allergyGastrointestinals

DermaLifestyle OTCs

CONCLUSIONKey switch learnings10 key switch lessons

TABLE OF CONTENTS

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Shining the spotlight on the switch procedure itself, and the regulatory hoops that must be jumped through to turn an Rx product into a successful OTC brand, the report aims to equip readers with a greater understanding of the ins & outs of switch. Key lessons and success factors for switch are drawn out via analysis of 30+ switched OTC brands. Finally, the future of switch is charted, with bold predictions and category-by-category analysis.

With governments struggling to sustain formal healthcare systems in the face of ageing populations, self-medication has the potential to support state healthcare by providing consumers with the necessary tools to play a greater role in managing their own health. Switch is a driver of long-term growth and, unlike devices and technology which can quickly become outdated, a good switch can provide revenue for years.

The major switches of the future are likely to be achieved via new OTC categories. Marketers must commit whole-heartedly to switch since a successful switch strategy requires corporate sponsorship and leadership from within. Switch is not without challenges or risks, but the potential rewards can be great. While the technical barriers might be higher than before, this does not detract from the main driver of switch – unmet consumer demand. Ultimately, switch can deliver new and more effective treatments into the hands of the consumer.

“The fundamentals of Switch have not changed but,

as the categories get more complex, the process becomes harder and needs new approaches.

Any of the leading OTC players are well placed to

drive major Rx-to-OTC switches, but they require management commitment and determination to drive because they are challenging.”

With nearly 40 case studies of switched brands, including recent and historical switches, and analysis of the switch process and major developments in 17 markets from around the globe, this report gives you the facts and insight needed to prepare for switch. The report looks ahead to potential switch areas of the future, shining a light on prospects within migraine, arthritis, cold & flu, antacids, antifungals, contraception, erectile dysfunction, cholesterol reduction and more.

"

ALL ABOUT SWITCH

JOSEPH MCGOVERN

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DELIVERY DETAILS

Mr/Mrs/Ms/Dr/Other______________ _________First Name__________________________________

Last Name_________________________________Job Title ____________________________________

Company__________________________________Address_____________________________________

_____________________________________________________________________________________

Post/zip code______________________________Country_____________________________________

Tel_______________________________________ Fax_________________________________________

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PAYMENT DETAILS

Please invoice my company quoting order number /reference:______________________________

(material will be sent when full payment is received)

VAT ID Number (EU only):____________________________________________________________

Signed:_____________________________________________ Date: DD / MM / YYYY

If you do not wish to receive future information from us, please tick as appropriate:

Mail Fax Email

Please fax the completed order form to +44 (0) 1702 220 241 or email to [email protected]

Priority Order Form for Rx-to-OTC Switch

T: +44 (0) 1702 220 200E: [email protected]: +44 (0) 1702 430 787W: www.NicholasHall.com

Nicholas Hall Europe Limited35 Alexandra Street, Southend-on-Sea, Essex, SS1 1BW, UK

A global licence will be required if you wish to put this report on your company’s intranet. All prices are quoted in British Pound Sterling.

Please tick as appropriate. I would like to order:

Global Licence Country Licence

Full report:

GBP £9,900GBP £13,000List Price:

"

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Please contact Owen at

[email protected] for more information about this report or visit our

website (http://bit.ly/Switch17) where you can view / download sample pages.

Rx-to-OTC Switch:Success Strategies & Opportunities

• 17 major markets covered from across the globe

• Invaluable insight from Switch expert Joseph McGovern along with Nicholas Hall’s industry expertise and sales data

• Over 30 brand case studies profiled

• Future trends examined across categories

GET IN TOUCH

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Get in touch!

Discover the world of OTC with the Nicholas Hall Group of Companies. Our range of services covers everything from consultancy and competitive intelligence to events and executive recruitment. Whatever your needs are in consumer healthcare, we’d like to hear from you! Contact Owen at [email protected]

Eye HealthEye Health is a market driven by innovation, environmental factors, an ageing population and changing lifestyles, making it a fascinating topic for this new report, covering 14 leading markets.

Publish date: September 2016

Nicholas Hall Group of Companies offers the world’s most complete consumer healthcare marketing & business solutions

Dedicated to benchmarking consumer healthcare markets and providing business solutions, we are specialists in consumer healthcare, with an international network of contacts, offering data & analysis, strategic advice and competitive intelligence on a global, regional or local basis.

Latest Nicholas Hall Reports:

Nicholas Hall Europe Ltd, 35 Alexandra Street, Southend-on-Sea, SS1 1BW, UKE: [email protected] • W: www.NicholasHall.com • T: +44(0)1702 220 200

Nicholas Hall’s OTC YearBook 2018Pre-order Nicholas Hall’s bestselling unique reference book which contains comprehensive market data through December 2017 drawn from our DB6 Global OTC database.

Publish date: April 2018

Vitamins, Minerals & SupplementsDedicated to the largest consumer healthcare category, this report breaks down the global VMS market into detailed country profiles, with analysis of regulatory changes and their implications.

Publish date: July 2016

OTC DermatologicalsCovering categories as diverse as acne remedies, antifungals, wound care, cold sore treatments, eczema, lip care and hair loss, this essential report covers OTC Derma across 15 major markets.

Publish date: November 2016

Heart HealthMore people die annually from cardiovascular diseases than from any other cause. This report takes an in-depth look at the self-care options, giving insight into the latest trends with detailed market analysis.

Publish date: June 2017

Healthy AgeingWith the population structure shifting to a new dynamic and the proportion of those aged over 50 steadily increasing, it’s essential that OTC marketers cater to the specific health needs associated with older age.

Publish date: February 2017

HEALTHY AGEING

The Expanding OTC Market for 50+ Consumers

AnalgesicsSystemic analgesics, Topical analgesics and Mouth & dental analgesics, plus supplements positioned for pain relief are analysed inthis report, including coverage of 16 major markets globally, with topline sales, new developments, launches and A+P campaigns.

Publish date: October 2017

ANALGESICSThe Evolving Self-Care

Market for Pain Relief

Upper GIsAn in-depth exploration of this catgory, including antacids, antiflatulents, antinauseants, digestive enzymes and liver & bile remedies and includes coverage of 15 major markets from across the globe, with topline sales, brand performances, new developments, launches and A+P campaigns.

Publish date: December 2017

Cold & FluAn in-depth explora on of the OTC Cold & Flu market, including Systemic cold & flu, Topical decongestants and Chest rubs & inhalants, plus VMS brands posi oned for immunity.

Publish date: August 2017

COLD & FLU

Global Review of Systemic Cold & Flu Remedies, Topical Decongestants and Chest Rubs & n a ants p us unit oosting supp e ents

Upper GIsInvestigating the Self-Care Market for Upper Gastrointestinals

Main features of the report

• An in-depth exploration of the Upper GIs market, including Antacids, Antiflatulents, Antinauseants, Digestive enzymes and Liver & bile remedies

• Landscaping 15 major markets from across the globe, with topline sales, brand performances, regulatory developments, launches and ad campaigns

• Mid-2017 sales from the newly-updated DB6, our dedicated OTC sales database

• In-depth look at the latest scientific studies

• Case studies of key brands, highlighting success factors, sales, NPD and A+P activity

• Forecast sales for all categories and countries, plus a look to what the future holds

OTC YEARBOOK

2018


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