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1. Deals in Pharma Business
Dr. Hatem Kandel
Business Development Manager
Cigala Pharma
Marketing Club Instructor

3. Deals
i n
P h a r m a B u s i n e s s

4.  a

5. What is
Business Model ?

6. Business model
A company’s business model is the means by which it makes a profit – how it addresses its marketplace, the
offerings it develops and the business relationships it deploys to do so.”
Business Model Canvas

7. NDA
 Non-Disclosure Agreement (NDA)
 Confidential Disclosure Agreement (CDA)
 Secrecy Agreement
What's an NDA, anyway? In its most basic form, a nondisclosure agreement is a
legally enforceable contract that creates a confidential relationship between a
person who holds some kind of trade secret (or other information) and a person to
whom the secret will be disclosed. NDAs protect sensitive information.

8. Due Diligence
Due diligence is the investigation or
exercise of care that a reasonable
business or person is expected to
take before entering into an
agreement or contract with another
party, or an act with a certain
standard of care. It can be a legal
obligation, but the term will more
commonly apply to voluntary
investigations.

9. Pharma Industry- Key Playing Fields
• Parallel Trade
• Generic vs. Patented
• M&A -Branded vs.
Unbranded
• Effectiveness in
Drugs
• Growth in
Technologies
• Outsourced Model
• Pre and Post Patent
Strategies
• R&D
• Targeted Treatments
• Marketing Network
• Limited Purchasing
Capacity
• Reduced Productivity
in R&D
• Reducing Net Selling
Prices
• Reduced Consumption
Restraining
Factors
Market Share
Drivers
Dynamic
Shifts
Growth
Factors

10. Areas of deals
Distribution
deals
Sales and
Marketing
deals
Manufacturing
deals.
Miscellaneous
3rd Parties
services

11. Manufacturing deals
1. Know how or Tech transfer.
2. Dossiers Trade.
3. CDMO Contract Development and Manufacuring organization.
4. CMO Contract Manufacuring organization.
5. Private label & Toll Manufacturing.
6. Raw Materials sourcing.
7. Primary and Secondary Packaging.

12. CDMO and CMO

13. CDMO and CMO

14. Difference Between
Contract Manufacturing and Private Label
Private Label manufacturing
 These products are typically those that are made by one company but are marketed under another company’s label.
 The manufacturing company retains the control over the product (specifications, quality etc).
 In other terms, the manufacturer is the owner of the product, and are positioned as a low-cost alternative to well-
known products of same or different brand.
 For example, many superstores sell their own brands along with other well-known brands. They are generally more profitable
to the store.
Contract manufacturing
 Contract manufacturing on the other hand is simply outsourcing of the manufacturing process to another company.
 The owner company gives the specification of the product along with specific units of the products to be made.
 The contract manufacturer has no say in changing the specification of the products, so contract manufacturing is simply process
execution.
Ref : Christopher Morgan Fulfillment Services https://www.cmorgan.com/blog/difference-contract-manufacturing-private-label/

15. Sales and Marketing deals
 MAH : Marketing authorization holder
 Merge and Acquisition
 Licensing in and out
 Marketing support
 Full Scientific office services

16. Distribution deals
 Pack to Pack
 Supply chain management

17. Example of a contract ( 1 of 5)
 DISTRIBUTION AGREEMENT
 This Distribution Agreement (“Agreement”) signed on this____________, 2019 (Effective
Date) by and between;
 Partner 1 & Partner 2
 WHEREAS
 SCOPE OF AGREEMENT
 1.1 Appointment.
 1.2 Additional Services.
 1.3 Subcontracting.
 1.4 Territory.

18. Example of a contract ( 2 of 5)
2 PURCHASE OF PRODUCTS; DISTRIBUTION COMMISSION
 2.1 Prices.
 2.2 Payments.
 2.3 Distribution Commission
 (i) Private Market (
 (ii) Tender Market:
 (iii) The Marketing & Promotion compensation to the Distributor:
3 FORECASTING, ORDERING AND SUPPLY
 3.1 Purchase Orders.
 3.2 Estimated Forecasts.
 3.3 Minimum Order Quantities.
 3.4 Delivery; Risk of Loss.

19. Example of a contract ( 3 of 5)
 4 ADDITIONAL RESPONSIBILITIES OF DISTRIBUTOR
4.1 Distributor will use best efforts to promote the sale of Products within the Territory and acts as full
representation of company interests in the Territory. Distributor will also coordinate the
distribution of Products in the Territory with its customers and service providers and use best
efforts to scientifically promote the Products in the Territory.
4.2 Licenses.
4.3 Customer Complaints.
4.4 Assistance & Support.
4.5 Marketing Activities.
4.6 PRODUCT REGISTRATION

20. Example of a contract ( 4 of 5)
 5.1 TRADEMARKS
 6.1 Trademarks.
 7. RECALL
 7.1 RECALL
 8. TERM AND TERMINATION
 8.1 Term.
 8.2 Termination.
 9. CONFIDENTIALITY

21. Example of a contract ( 5 of 5)
10. FORCE MAJEURE
ENGLISH LANGUAGE
GOVERNING LAW, JURISDICTION
INTERPRETATION
Annex 1: Territory
Annex 2: List of Products

22. Thanks
Q & A