СОДЕРЖАНИЕ 1 Макроэкономические показатели в РК 2 Фармацевтический

СОДЕРЖАНИЕ 1. Макроэкономические показатели в РК 2. Фармацевтический рынок РК 3. Структура фармацевтической компании 4. Работа в фармацевтической компании 0

MACRO ENVIRONMENT AND MARKET OPPORTUNITY 1

Key Country Facts • President is a guarantor of stable political situation • Flat oil output and weaker prices will weigh on Republic budget in 2015 - 2017 Key facts Geodemography • Impact to Health Care Sector • Reforms of Healthcare System: “Salamatty KZ 2011 -2015” and new program - «Densaulyk» (2016 -2019) • HC expenditure from GDP is remaining quite stable (about 5%) • Complicated MA system with 40% of governmental funding, no revision of MOH 10 program since 2011 Growing population of 17, 4 mio/+1, 2% Economy • GDP growth deceleration in 2015 from 4, 0 to 1, 2 • 20% currency devaluation in Feb’ 14, 100% devaluation in 2015 vs 2014 • High dependence from natural resources (Kashagan oilfield), oil price decreasing from $80 to 50$ in 2015 -2017, 60$ in 2018+ • Regional budget cutting down as a consequence of economic growth deceleration • High dependence from Russian & CIS economic situation • OMI system implementation since 2017 • EAEU implications after 2015: Politics • Nursultan Nazarbayev won a further presidential term in an early election on April 26 th 2015 with 97, 7% rating • EAEU new agreement on May 2014, WTO in 2015, EXPO 2017 - Implementation of common Custom duty since 2015 - Mutual recognition of GMP producers registration certificates CIS - Common pharma market since 2016 with pricing alignment • WTO implications on HC sector: - Standartization & patent protection • EXPO 2017 implications: - Potential decreas of regional HC budget 2

Health Care Sector Evolution • Ongoing HC system reforms lead to regulation strengthening & looking for new sources of funding • Janssen monitors HC changes & proactively shapes environment to provide business growth till 2014 Ø SNHCS (Single national healthcare system) Ø CU (Custom union) Ø SKF (Single national distributor) 2015 - 2016 Ø KNF (KZ National formulary) Ø EAEU, WTO (Eurasian economic union) Ø Pricing (Legislation) Ø PPP in HC sector 2017+ Ø OMI (Obligatory Medical Insurance) Ø E-HC system (Electronic healthcare system) Reforms are going in frame of Country strategy and according to Government HC programs «Salamatty Kazakhstan» (2011 -2015) and new program - «Densaulyk» (2016 -2019)

Obligatory Medical Insurance Prerequisites of implementation Growing demand in HC among patients & introduction of new technologies TOP 30 by 2050 (achievement KPIs of OECD* countries, incl. HC sector) Joint responsibility Quality and safety medical care Balance of guarantees and commitments Main principles Priority of primary medical care Equality of access *KZ # 42 in Global Competitiveness Index, Davos Forum - 2015 *Organization for Economic Cooperation and Development

Obligatory Medical Insurance • Introduction of medical insurance system will provide increasing funding of HC system to the level of developed countries and will enable to improve HC KPIs 3 stages of development 2015 - 2016 1) Legal regulation 2) Reorganization in MOHSD and HC system 2017 - 2020 2021 - 2030 1) Introduction of solidarity responsibilities (total 2% in 2017 and 7% in 2020) employers - 2% in 2017 till 5 % in 2020 citizens -1% in 2019 till 2% since 2020 1) Financing of all types and forms of care included in the GVFMC by fund 2) Financing certain types and forms of care by fund 2) Increase revenue in Fund (the excise tax on alcohol beverages and tobacco products) 3) Stage-by-stage increase funding for HC system to the level of OECD countries 3) Regular improvement of the lists in GVFMC

KZ Pharmaceutical market in value, KZT & USD • Pharmaceutical market growth is driven by Government budget segment • GDP growth deceleration & local currency devaluation are the main causes of market decreasing in USD +8% Bln KZT Mio USD -17% +12% 604 599 135 109 41% 151 48% 46% 166 49% 674 525 432 114 128 2012 2013 160 157 2014 2015 Out of pocket 2016 2017 2012 876 843 767 173 165 2013 Budget 2014 Out of pocket 465 470 91 42% 78 484 2016 2017 799 2015 Budget Market in KZT 2013 2014 2015 2016 2017 Market in USD 2013 2014 2015 2016 2017 Total market 219 265 295 316 339 Total market 1 442 1 480 1 474 902 950 Total growth 14% 21% 11% 7% 7% Total growth 12% 3% 0% -39% 5% OOP growth 12% 2% 3% 3% OOP growth 10% 4% -9% -41% 3% Budget growth 16% 19% 24% 12% 10% Budget growth 14% 1% 12% -36% 8% Source: IMS, ex-man prices = trade prices*0, 8 6

TOP 10 компаний на фарм. рынке и в сегменте гос. финансирования в 2015 г. НА ФАРМАЦЕВТИЧЕСКОМ РЫНКЕ В СЕГМЕНТЕ ГОС. ФИНАНСИРОВАНИЯ AKRIKHIN-PHARMA 4. 3% PFIZER SANOFI-AVENTIS 4. 3% BAXTER NYCOMED/TAKEDA GLAXOSMITHKLINE 3. 9% 6. 3% 5. 9% JOHNSON & JOHNSON 5. 6% ROCHE 5. 5% 3. 8% PFIZER 3. 6% AKRIKHIN-PHARMA BAYER 3. 6% SANOFI-AVENTIS JOHNSON & JOHNSON 3. 1% GLAXOSMITHKLINE 5. 0% 4. 6% 4. 0% ROCHE 2. 7% BAYER BAXTER 2. 7% NYCOMED/TAKEDA 3. 2% ABBOTT 2. 6% OCTAPHARMA 3. 1% Source: IMS data, YTD MTH 11 2015 vs YTD MTH 11 2014 3. 6%

СТРУКТУРА ФАРМАЦЕВТИЧЕСКОЙ КОМПАНИИ 8

Структура компании Country Manager Market Access Manager Commercial Specialist National Area Manager Regional managers KAMs Marketing Manager MAF Manager HCC Specialist Product Medical Managers Advisor Marketing coordinator PV Specialist Product MAF Specialists coordinator MRs Regulatory Specialist 9

Позиции в фарм. компаний Медицинский представитель Менеджер по работе с ключевыми клиентами Медицинский советник Продакт-менеджер Специалист по регистрации

СПАСИБО ЗА ВНИМАНИЕ 11