birgli presentation
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Learn more about birgli and the services we provideTRANSCRIPT
birgli®
birgli® ag
seeing & doing more
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birgli? Sounds Swiss?!
l The Birgli is a small outcrop overlooking a valley in the Swiss Alps. It is not so high to lose detail but not so close to miss the big picture
l In Swiss German, Birgli means small castle or fortification. birgli is here to help boost your existing capabilities and capacity; to serve as a resource and ally in serving your customer’s needs
l birgli provides consulting services & interim management mixing experience with vision and innovation
l birgli seeks to support companies, consulting firms, and investors engaged in healthcare manufacturing, distribution, retail and healthcare services
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Where and why?
l Established January 2006, birgli is present in Europe and South East Asia l Includes a strong network in the United States, Eastern Europe, and CIS markets
l birgli has more than 200 years of senior management experience in the
Healthcare sectors of these markets
l birgli has hands on client-side and direct consulting experience in what it may propose while also understanding that there is no “one size fits all” approach to best address each client’s needs
l birgli can deal with complex company, product, and market-specific issues
l birgli has worked within other consulting firms as adjunct staff providing subject-matter, geographic, and market expertise enabling these firms to provide superior client service without the need to bring such expertise in-house
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birgli provides core project capabilities along 3 main axes
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Investor Groups
Consulting Groups
Verticals (Industries & Companies)
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Consulting Groups – Resource Augmentation Services
l Whether you need subject-matter expertise, part time or team solutions, birgli can supply the resources with the client-side knowledge base and country expertise of our consultant team to deliver seamless results for your clients
l Your benefits l Maintain your identity with the client
l Our team can perform an engagement on your behalf as temporary members of your team or work within an existing team on assignment
l Plug and play within your existing team l Fill subject matter, market, or geographic expertise requirements
l Provides staffing flexibility without long-term hire commitments and investment costs
Investors Consulting Groups
Verticals
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Investors (private equity, institutional, and strategic) – experience based support
l Financial and operational/commercial due-diligence
l Management support for portfolio companies including interim management l Executive and board level l General and functional support l Coaching
l Growth Strategy l Growth Opportunities & Capabilities Analysis l Tactical Planning and Implementation l Pipeline & Portfolio Analysis (product or service)
l Global Market Intelligence l Market Research & Analysis l Competitive Intelligence and profiling l Market Entry Strategy / Execution
Investors Consulting Groups
Verticals
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Verticals – business management solutions and support (I)
l Interim management for l Succession Planning l Leave of Absence
l Corporate Strategy & Implementation l Mergers & Acquisitions l Corporate Partnering l Investments, Joint Ventures l Commercial Due Diligence l Geographic Expansion/Market Entry l Corporate Analysis
l Business Development l Evaluate new products, services, &
customers
l Product Strategy & Support l Marketing Strategy Development l Product Lifecycle Management l Product Positioning l Demand Analysis l New Product Development / Product
Launch l New Indications/Applications
l Operations l Supply chain management l Warehousing development &
optimization l Business process review l Technology Acquisition /
Implementation
Investors Consulting Groups
Verticals
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Verticals – business management solutions and support (II)
l Finance l Working capital optimisation l Liquidity planning & monitoring l Set-up of financial systems (including
IT), controlling systems & procedures, organization, and structure
l Financial hedging and foreign exchange rate risk minimization
l Financial risk minimization and optimization
l Leverage and debt structure l Tax optimization
l Procurement l Global sourcing l Margin optimization l Private label development
l IT l Project management l ERP Implementation
l Platform independent l IT systems and business process
validation l Business process integration l Computer system validation (CSV) l IT architecture development
l Growth Strategy
l Growth Opportunities & Capabilities Analysis
l Tactical Planning and Implementation l Pipeline & Portfolio Analysis
Investors Consulting Groups
Verticals
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birgli provides executive experience across multiple dimensions – proven experience to meet your needs
Geographic • South East Asia • CEE/CIS • Europe • Middle East • Nordic • North America • Russia
Management Experience • Board – Exec & non-Exec • MD’s & GM’s • Regional Managers • CFOs • Industry Relations • Commercial Directors • Marketing Directors
Verticals • Healthcare sales & marketing • Healthcare & dental logistics, distribution, wholesaling
• Pharmacy retail • IT • Consumer Health • Commodities
Recent Deliverables • Market Assessment/Review • Operational and Strategic Review
• Due-diligence • Distributor Review and Selection
• Organization Structure Review and Alignment
• Interim Board Management
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birgli’s global executive experience has translated to global consulting engagements
geographies
Americas
Asia
Europe/CEE
Russia/CIS
executive experience
Canada, United States, Mexico
Philippines, Hong Kong, Singapore, Malaysia, Vietnam
Germany, United Kingdom, France, Switzerland,
Netherlands, Nordics. EMEA regional responsibility
Russia, Ukraine, CIS region responsibility
birgli engagements
United States
Philippines, Singapore, Vietnam, SEA in general,
Australia
Germany, Switzerland, Denmark, Romania, Croatia,
Serbia, Hungary, Slovenia
Russia, Ukraine, Belarus, Kazakhstan
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Industry Solutions – birgli experience spans a number of key areas
birgli Industry
Solutions
Distribution
Healthcare Sales &
Marketing
Pharmacy & Banner Pharmacy
Market Entry & Start-Up
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Industry Solutions– Healthcare Sales & Marketing - birgli brings proven capabilities and experience (I)
Healthcare Sales &
Marketing
Strategy • Partner selection • Portfolio/ in-out licensing
• Product lifecycle management
Execution • Direct to patient • Marketing & medical communication
• Greenfielding & representation
Control • Sales force effectiveness
• Performance measurement
• Training
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Industry Solutions – Pharmacy & Banner Pharmacy - birgli brings proven capabilities and experience (II)
Pharmacy & Banner Pharmacy
Concept Development &
Strategic Support
Logistics & Operations
Optimization
Working Capital Reduction
Supplier/Vendor Management
IT Development
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Industry Solutions – Healthcare Distribution - birgli brings proven capabilities and experience (III)
Distribution
Channel Management • DTP • 3PL selection
Network Optimization • Warehouse placement
• Transport optimization
Warehouse planning, building, implementation & optimization
Purchasing • Portfolio management
• Relationship building
Working Capital Management • Inventory • Payables • Receivables
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Industry Solutions – Market Entry / Start-up - birgli brings proven capabilities experience (IV)
Market Entry & Start-up
Interim Management
Business Plan
Establish Tax Optimized
Legal Entities
Hire Local/Regional Teams
Business Development
Subsidiary Development
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Functional & business process expertise to help you optimize your business – we understand how the pieces fit best together
IT Sales & Marketing ?
Finance Management ? Business Develop-
ment Operations ?
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A sample of birgli’s growing client base
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Who is birgli?
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Charles Gloor – Founding Partner
Charles Gloor
Europe [email protected] +44 755 784 7903 Zug, Switzerland
Prior to founding birgli in February 2006, Charles Gloor started and established AVS Health for Celesio (now Manufacturer Solutions) providing distribution and marketing services to nearly 400 healthcare companies through 10 subsidiaries in 8 countries throughout Europe. He was most recently Managing Director of Alphega Pharmacy, a business unit of Alliance Healthcare / Alliance Boots. As MD, he led a network of 7 subsidiaries throughout Europe and Russia with over 5'000 independent member community pharmacies. He previously established Zuellig Pharma as Vietnam’s largest foreign distributor and marketing/agency service provider of pharmaceutical & healthcare products with 4 branches, nearly 370 people, and 23% market share of the researched-based healthcare companies present. Prior to this he held positions with Trans Bussan and The Kroger Company. Charles holds a Marketing degree from Texas A&M University and a Master of International Management from the Thunderbird School of Global Management.
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Reiner Gloor – Co-Founder
Reiner Gloor
Asia [email protected] +63 917 8457 318 Manila, Philippines
Prior to co-founding birgli with Charles Gloor in early 2006, Reiner Gloor headed Zuellig Pharma Corporation in the Philippines, the largest company within Zuellig Pharma, the leading pharmaceutical service provider in South-East Asia. As head of Zuellig Pharma Corporation, Reiner was responsible for over 2’000 people in a US$1 billion business providing distribution and marketing services to over 70 pharmaceutical companies.
Reiner Gloor is presently non-executive Chairman of Zuellig Pharma and Vice President of the Zuellig Foundation. He is a board member and vice president of the PHAP (Pharmaceutical Healthcare Association of the Philippines) and serves as the chairman of the ethics committee of the industry. He is on the local boards of Rhodia, Schering-Plough, and Blue-Horizons – a travel agency. Reiner is an active Rotarian and is President of the Swiss Benevolent Foundation.
Prior to this Reiner worked with Schering Plough as Head of Schering-Plough in the Netherlands, General Manager Philippines, and Regional Finance Director Asia Pacific and Canada.
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Peter Kratz – Managing Director Peter brings with him 28 years of senior executive management experience. Peter was most recently the Managing Director of A. Marchon SA, a leading distributor and wholesaler of non-food products to the Swiss grocery retail market. Prior to this he was CFO of the Allreal Group, a listed Swiss real estate company and general contractor. Here he grew their debt asset base by CHF 700 million at very attractive rates and led a major improvement in working capital. Peter also served as CFO for the Watt Group and the Swiss Steel Group where he participated in a much discussed successful turnaround. He also brings experience from Asia as the CFO of the Zuellig Group, the largest player in pharmaceutical distribution and with businesses spanning feed & flour mills, trading, and other services. He is currently a member of the Board of Rekag AG, a leading trader of steel and metal products in Switzerland. Peter has a PhD of Business Administration and Law (Dr. oec. HSG) from The University of St. Gallen in Switzerland with a focus on business law and international taxation.
Peter Kratz
Europe [email protected] +41 79 698 81 88
Zürich, Switzerland
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James Chitwood – Associated Member
James Chitwood
[email protected] +43 664 202 5059 Salzburg, Austria
James (Jay) Chitwood has over 12 years experience in the healthcare and technology industr ies, inc luding pharmaceuticals, digital imaging, practice management and information technology. Most recently, he managed CIBA Vision’s US daily disposable contact lens portfolio in the United States – a $100MM business. Other roles include managing Kodak’s digital imaging and practice management solutions business for the dental industry, Product management for Novartis Ophthalmics allergy portfolio and leading both the internal corporate marketing group and pharmaceutical marketing practice for imc2 (Internet Marketing and Creative Concepts) where Jay had sole responsibility for building and leading the agency’s pharmaceutical practice serving clients such as Eli Lilly, Takeda Pharmaceuticals, GlaxoSmithKline and Novartis Pharmaceuticals. Jay holds a Masters in Business Administration (MBA) from Southern Methodist University’s Cox School of Business and a Bachelor of Arts from Emory University.
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Reiner Christensen – Associated Member Reiner Christensen is Managing Director of Chameleon Pharma Consulting in Berlin. Chameleon Pharma supports companies to establish their OTC, Pharma, Cosmetic, and Medical devices businesses in the CEE and CIS region in such markets as Russia, Kazakhstan, Ukraine, and Poland among others. This support includes identifying distribution partners, business development, M&A, market studies, as well as establishing a presence in the form of a representative of branch office. Reiner Christensen brings with him 15 years in Consumer Health and the Pharmaceutical Industry. He previously worked with Omega Pharma/Bittner Pharma AG where he was responsible for international markets including Russia, the UK, and the Netherlands. Prior to this he worked with Ferrosan in Copenhagen and Merck KGaA in their respective OTC divisions and was responsible for most of Nordic, European and CEE/CIS regions. Reiner holds an Dipl. Wirtschaftsing. degree and an Executive MBA from Ashridge, UK.
Reiner Christensen
Europe [email protected]
+41 44 586 95 48 Berlin, Germany
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Maurice Dantès – Associated Director Maurice Dantès brings with him extensive experience in Corporate Audit, Purchasing, and Corporate Social Responsibility (CSR). Maurice was most recently Director of Corporate Internal Audit at Franz Haniel & Cie, a family owned group which include leading companies such as Metro, Celesio, Takkt, and CWS. Prior to this appointment, he was Director of Corporate Industry Relations and Purchasing for Celesio and lead its CSR liaised with the WHO on Anti-Counterfeiting programs. He was earlier Director Corporate Internal Audit & Consulting Services. Prior to this he had roles in Wella (now Procter & Gamble) and Volkswagen. Maurice speaks and writes fluent French, English, and German and has a working knowledge of Spanish and Arabian. He has a Diploma of Trade and Management from the Ecole Superieure de Commerce de La Rochelle and undertook various senior management programs while with Celesio and Haniel.
Maurice Dantès
Europe [email protected]
+41 44 586 95 48 Wissembourg, France
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Jean-Francois Durand – Associated Member
Jean-Francois Durand
Europe [email protected]
+41 44 586 95 48 Marseille, France
Jean-Francois brings with him over 37 years of experience in the field of logistics and pharmaceutical wholesaling. Jean-Francois Durand was most recently the General Manager & Managing Director of Movianto France. Movianto is a provider of logistics and distribution solutions to the pharmaceutical and healthcare industry across Europe. Movianto is part of third division of Celesio’s Manufacturer Solutions division. Jean François Durand began his career with Celesio in 1971 with their OCP subsidiary and held several headquarters and branch manager positions since then. He was closely involved in warehouse development, builds, and general logistics infrastructure throughout France and the group in general. Jean François hold several degrees in Organization, Economy, Management, Law, from the “Conservatoire des Arts et Métiers” in Paris
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Max Evans – Associated Member
Max Evans
Europe [email protected]
+41 44 586 95 48 Essex, United Kingdom
Max brings with him over 30 years of experience in the pharmaceutical and healthcare industry. Most recently he was a member of the board of Healthcare Logistics (now called Movianto and part of the Celesio Group). Before becoming a board member of Healthcare Logistics, Max was Managing Director of Farillon, the leading pharmaceutical cold-chain distribution company in the UK. Under his leadership Farillon established the current childhood vaccination distribution system in the UK, the first to use refrigerated vehicles. He also introduced more than 25 healthcare companies to the UK market. Prior to this Max worked with Beecham Research Laboratories (now GSK) in sales and May & Baker (now Sanofi-Aventis) where he moved through product and marketing management with both UK and international responsibilities. Max is currently the Responsible Person (RP) for Vifor in the UK. Max has completed the management development program of INSEAD and has an Honors Degree in Pharmacology from London University.
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Ernesto Graefenhain – Associated Member Ernesto Graefenhain brings with him 15 years of experience in the Spanish Pharma Industry. He began his career in the marketing department Convatec, part of the Bristol-Myers Squibb (BMS). Following a short period at PA Consulting, Ernesto joined SEUR Pharma (now Movianto) first as the Commercial director and, following the acquisition by Celesio, spent the last 4 and half years as Managing Director. SEUR Pharma became one of the leading pharmaceutical distribution services providers under his leadership with sales of Euro 12 million (representing over €450 million in market volume) and 90 people. Ernesto has a masters degree in Law from Madrid Autonoma Univeristy, an MBA from the Instituto de Empresa, and a Master of Legal Management by the CEF.
Ernesto Graefenhain
Europe [email protected]
+41 44 586 95 48 Madrid, Spain
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Anton Führer – Associated Member
Anton Führer
Europe [email protected]
+41 44 586 95 48 Munich, Germany
Anton Führer brings with him more then 30 years of senior executive management experience in finance. Most recently he was Vice President & Managing Director of Henry Schein with various functions such as CFO for their European dental business and Head of Financial Shared Services. Besides setting up and harmonizing Henry Schein's financial processes within SAP, he executed a legal restructuring program for the German entities while focusing on the bottom line. Before that Anton was CFO and managing director for Geologistics GmbH (now Agility) and various financial director positions as Compaq Computer (now Hewlett Packard) within Germany and the EMEA. This experience included balance sheet restructuring, logistics facility development, various SAP system implementations as well financial management structures for their European Distribution Center in the Netherlands plus financial operations for the new sales companies in Russia, Israel, Greece and, Turkey. Anton holds a Master of Business Administration (MBA) from the Graduate School of Business Admin- istration Zürich and a Diplom-Betriebswirt (FH).
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Stefan Ladwein – Associated Member
Stefan Ladwein
Europe [email protected]
+41 44 586 95 48 Stuttgart, Germany
Stefan Ladwein is the managing director of Medstrata, a consulting company who supports healthcare and healthcare service companies in strategic development, portfolio management, product sourcing, strategic partnering and geographic expansion. Prior to founding Medstrata Stefan was Vice President AVS Health Pharma Marketing (Now part of Celesio Solutions) where he was responsible for Sanova Pharma, a €28 million Rx, OTC, and Medical systems Division in Austria, and the launch of the business model throughout Europe as part of a strategic push of Celesio into value added services for the pharmaceutical industry. He was previously with Novartis Pharma for 15 years with senior roles leading the Balkan and Arabian Gulf Regions, having successfully grown within the company through key marketing roles. Stefan has a degree in General Medical Pharmaceutical Education and a Master of Business Administration from the University of Trier
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Bharti Patel – Associated Director
Bharti brings a wealth of pharmaceutical and healthcare capabilities to birgli. In addition to her extensive experience in retail and wholesale customer organisations within the pharmaceutical sector, Bharti has particular expertise in commercial strategy, procurement, local and offshore sourcing and private label product development. Bharti was most recently Director of Procurement managing a spend in excess of £1.6bn and Operating Executive Director at Lloydspharmacy, a major UK retail pharmacy chain. She also worked extensively with its parent organisation, Celesio Europe, to optimise benefits of centralised procurement. Her recognised success in the industry includes developing sustainable sales and margin growth growth strategies, cost base optimisation, global sourcing and developing innovative commercial strategies to improve organisational profitability. Bharti also brings experience in NHS commissioning services in primary and secondary care as well as private sector. Bharti has been selected for various Government supported leadership and management programmes as well as programmes at Haniel, Celesio and Lloydspharmacy.
Bharti Patel UK
[email protected] +41 44 586 9548
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Manfred Paul – Associated Member Manfred Paul brings with him over 30 years experience in Pharma covering Russia, the Ukraine, Belarus, and Germany. Manfred was most recently Country Representative of Bayer Healthcare Russia and Country Division Head of Bayer Schering Pharma in Russia where he was led a CAGR of 25% from 2004 to the beginning of 2010. He launched 5 new products during this period each of which achieved a leading position in their respective therapeutic classes (oncology, oral contraceptives, hormones, PDE5 products). Prior to this he lead Schering AG in the Ukraine, and before being acquired by Schering, he was Head of the Export Department of Jenapharm in Jena, Germany. Manfred holds a Dr. of Economics from Friedrich-Schiller University in Jena. He speaks and writes German, Russian, and English fluently.
Manfred Paul
Europe [email protected]
+41 44 586 95 48 Stuttgart, Germany
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Jacques Pujol – Associated Member Jacques brings with him 30 years of IT experience in pharmaceutical distribution throughout Europe. He began his career with IT development and projects for Pharmatel and focussed on turn-key solutions for pharma-ceutical distribution centres. He supported projects in France, Monaco, Luxembourg, Belgium, and the French West Indies including IT support for the homeopathic company Sibourg/Boiron and the home care group Locapharm. He was an IT project manager and director with Celesio and was involved with the conception and integration of its internet e-commerce platform and various projects in a number of markets. He recently acted as a consultant supporting A&D Pharma to formalize and optimize their processes in preparation for the implementation of SAP in their pharmaceutical wholesale and pharmacy chain businesses. Jacques studied Computer science in CEPIA in Roquen-court, France and has a bachelors degree in Methodology and Computer Science for Enterprise Management (MIAGE) from Aix-Marseille University in France.
Jacques Pujol
Europe [email protected]
+41 44 586 95 48 Marseille, France
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Georg von Roda – Associated Member
Georg von Roda
Europe [email protected]
+41 44 586 95 48 Hann. Muenden, Germany
Georg is currently managing director of GVR Asian Business Services (www.vonroda-consult.com). With a presence in Germany, China, and Korea, GVR is well placed to support healthcare and healthcare service companies with their current activities in the region or to facilitate the entry of companies into these dynamic markets. Georg brings with him 28 years of experience from Asia in the pharmaceutical industry where he set-up the Asian presence of Jenapharm (now part of Bayer-Schering) across 11 countries. Prior to this he was a member of the board of Kaiser & Kraft (now Takkt) based in Hong Kong. His experience in Asia includes Jacobsen van der Berg and the Betty Barclay Group where he established their production facilities as well as managed their businesses in the region. He began his career with Daimler-Benz following his studies at the University of Mannheim in Germany where he earned an M.A. in Economics (Diplom Kaufmann).
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Antoine Thai – Associated Member
Antoine Thai
Europe [email protected]
+41 44 586 95 48 Madrid, Spain
Antoine Thai brings with him 10years of experience in the Pharmaceutical Distribution Industry. He began his career in the International Division of GEHE, now Celesio, and established a benchmarking system across the group and worked on numerous warehouse and process improvement projects across the group. He then joined the new division AVS Health, now Celesio Solutions - Movianto, to support the operational due diligence process for SEUR Pharma in Spain whereupon he was assigned to SEUR Pharma as Head of Operations. Antoine reorganised SEUR Pharma, implemented a Euro 1 million investment into its logistics systems and a Euro 3.5 million investment into a new pharmaceutical warehouse to support the drive for SEUR Pharma to become one of the leading pharmaceutical distribution services providers in Spain. Antoine has a masters degree in IT and a bachelors degree in International Business Administration from the University Aix en Provence in France.
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Appendix / Backup
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Sampling of our members’ prior employers
l A. Marchon SA l Alliance Healthcare /
Alliance Boots l Allreal Group l Bayer Schering l Bristol-Meyers Squibb l Celesio l CibaVision l Compaq (Hewlett
Packard) l Eastman Kodak
l Farillon l Ferrosan l Franz Haniel & Cie l Geologistics GmbH
(Agility) l GVR Asian Business
Solutions l Henry Schein l Jenapharm l The Kroger Company l Locapharm
l Medstrata l Merck KGaA l Novartis l Omega Pharma/
Bittner Pharma AG l Rekag AG l Sibourg/Boiron l Trans Bussan l World Health
Organization l Zuellig Pharma