Interview Page_ 02 pages ENG.ai - Kotra Pharma

ENGLISH TRANSLATED VERSION
Kotra Pharma’s
COMMITMENT FOR A HEALTHIER VIETNAM
Can you brief about Kotra Pharma
history and its main brands?
Kotra Pharma is celebrating its 30th
birthday this year. We were established in
1982 and our headquarters is in the historical
city of Melaka, Malaysia. We are a public
listed company in Bursa Malaysia, the
Malaysia stock exchange. Kotra Pharma
specializes in pharmaceutical and
nutraceutical products. Our products are
marketed to 30 countries worldwide.
Our vision is Humanising Health where
we believe everyone deserves a healthier
tomorrow. In line with our vision, the theme
for our launch is “For a Healthier Vietnam”
We have launched 3 key brands in the
Vietnam market, and I believe some of you
may have seen and heard of these brands.
AXCEL medications specialized in the
treatment of skin diseases, paediatric
illnesses and infectious diseases.
VAXCEL medications specialized in the
treatment of severe infectious diseases.
APPETON products specialized in health
supplements and nutraceuticals. Among the
famous products in Vietnam are Appeton
Weight Gain and Appeton with Lysine
Mr. Cheah Ming Loong
GENERAL MANAGER - ETHICAL DIVISION
We are here today to launch Kotra
Pharma and the Axcel and Vaxcel ranges of
products. We launch these ranges of
medicinal products because we feel that
there is an urgent need for quality medicines
in Vietnam. We also see that that the
following diseases are increasingly affecting
Vietnam population due to rapid
development.
Skin diseases like allergic dermatitis are
increasingly becoming problematic because
of the deteriorating environment, food
intake, and chemicals contact.
Allergic rhinitis and asthma attack, in
both children and adult, increases as the air
pollution increases.
Infectious diseases are increasingly
difficult to treat because of bacteria
resistance due to the over usage of
antibiotics.
The products that we launch today
address some of these diseases.
Antihistamines for allergic dermatitis and
allergic rhinitis. New generation of
Cephalosporin antibiotics for infectious
diseases. Steroids cream for dermatitis.
What make you proud most about the
company?
There are 3 achievements that make me
proud of Kotra Pharma.
Kotra Pharma was awarded the Malaysia
Pharmaceutical Company of the Year 2011 by
the U.S. based consulting firm, Frost &
Sullivan. The award was for leadership in
customer value and innovation in the generic
drugs category.
Kotra Pharma Technology Centre is a
USD 50 million fully automated state-of-the
art manufacturing facilities. It was
commissioned for production last year. Some
of the technologies used in these
manufacturing facilities are the first in
Malaysia and the first in ASEAN countries.
Kotra Pharma’s Good Manufacturing
Practice (GMP) is recognised by drug
authorities of the Pharmaceutical Inspection
Co-operation Scheme (PIC/S) whose
members are mainly European countries.
These awards and achievements meant
that Axcel and Vaxcel medicines are quality
medicines manufactured to meet
international standards.
How do you predict the future of
Axcel and Vaxcel in general?
The future of Axcel and Vaxcel is indeed
an exciting one. These two brands represent
the generic medicines. Generic medicines
are the same product as the patent medicine
in terms of efficacy and safety. We are able to
produce generic medicine once the branded
medicine is no longer patent-protected. In
most cases, generic medicines are more
cost-effective than patent-protected
medicines.
Major pharmaceutical companies of the
world are facing the “patent cliff” syndrome.
Their research pipeline has declined, and
now they are venturing into selling generic
medicines themselves. At one time, major
pharmaceutical companies shun from
marketing generic medicines. According to
Business Insight, between now to 2014 there
are 20 major patents expiring that is worth
USD 104 billion.
Kotra Pharma will have the opportunity
to launch some of the 20 major patents
products under the brand name Axcel and
Vaxcel.
What is your most successful market
in the world? What is your fastest
growing market?
Our products (Axcel, Vaxcel and Appeton)
are marketed to 30 countries worldwide in
ASEAN countries, Central Asia, Middle East,
Africa and Latin America. We are also starting
to make in-road to developed countries like
Australia.
Our most successful market is in the
ASEAN countries like Malaysia, Myanmar and
Cambodia. The half a billion population in
ASEAN and her strong economic
fundamentals make this region an attractive
market. Now with the dynamism of Vietnam
added to Kotra Pharma’s portfolio, ASEAN is
undoubtedly our fastest growing market.
What is Kotra Pharma's
philosophy in manufacturing
medicine such as Axcel or Vaxcel?
Kotra Pharma’s philosopy in
manufacturing Axcel and Vaxcel is guided by
our vision “Humanising Health where we
believe everyone deserves a healthier
tomorrow.” We are committed to
manufacture quality medicines that are
cost-effective and accessible to all patients.
That’s the reason why Axcel and Vaxcel is
dedicated to generic medicines which often
is cost-effective.

ENGLISH TRANSLATED VERSION
Mr.Le Beng Hai
Vietnam Chief Rep. Office
How long has Kotra Pharma
operated in Vietnam?
Kotra Pharma has been operating in
Vietnam for the past 1 year. Although we
are still in the infant stage of operation,
we remain focus & committed in
expanding our business in Vietnam.
How do you think about Vietnam
Pharmaceutical market?
With a population of 87 million and
increasing demand for better healthcare
services, Vietnam is definitely an attractive
Pharmaceutical market to venture in. The
current Pharmaceutical market of USD1.2
Ms.Huynh Kim Ha
Sales Manager
What Kotra Pharma's products gain the
highest revenue in the Vietnamese market?
And what product do you expect is good to
penetrate to pharmaceutical market?
Axcel Paediatric Care range, such as Axcel
Parcetamol syrup, Axcel Loratadine syrup and Axcel
Cetirizine syrup, are bringing us the highest
revenue in Vietnam market. In a recent study
conducted by Frost & Sullivan, Axcel
Paediatric Care products are more palatable
than its leading competitors in terms of
taste, smell, flavour, bitterness and
after-taste.
For parents, what this means is that your
children are more acceptable to Axcel
medicinal syrup than other brands. You will
have less sleepless night trying to convince
them to take medicinal syrup with Axcel.
Apart from that, we have a strong presence
in dermatology. Axcel Dermatological Care
range has a comprehensive range of steroids to
combat skin diseases such as dermatitis. Our
creams are special because the active
ingredients are micronized to improve efficacy
and healing.
Do you meet any obstacles handling
marketing and sales in Pharmaceutical
market ? If have, what is your solutions ?
As with all new brands, there is the issue of
trust with customers. We have difficulty
penetrating into hospitals, private clinics and
pharmacies. Second, our price is higher than
products from other Asian countries.
billion is relatively small among ASEAN
countries, but it is expected to continue to
grow in double digits for the next 5 years,
making it one of the fastest growing
Pharmaceutical markets in this region.
Nevertheless, concerns over volatile
VND-USD exchange rate and effective
control of drug prices remained the
challenges faced while doing business in
Vietnam.
How about your plan in Vietnam for
next year?
We are expecting a rapid growth in
Vietnam and contribute to significant
revenue to Kotra Pharma’s International
Business next year. In terms of
geographical coverage, we are expanding
our coverage to Northern & Central
Vietnam. We will continue to drive the
sales of Axcel brand, which covers the oral
& topical range of products, by expanding
our Anti-infective products. Besides, we’ll
also bring in our Cephalosporin Injectable
range, which is marketed under the brand
name of Vaxcel.
We solve the trust and price issues in 3
simple steps. First, we believe in the
quality of Axcel and Vaxcel ourselves. I am
convinced after I have seen all the
certification, awards and achievements
conferred by the leading authorities
internationally. Second, we convey our
quality commitment by explaining to our
doctors and pharmacists. Third, we
provide samples to doctors and
pharmacists to try our products and get
their feedback. Their response has been
encouraging as some of them actually said
Axcel and Vaxcel efficacy is as good as the
European products but at a lower price.
The Axcel and Vaxcel brand is only 1
year old and we still have a lot of work to
do to increase the awareness of this brand.
We hoped our launched theme “For a
Healthier Vietnam” will increase the
awareness of Axcel and Vaxcel to the
medical community.
Can you quote some opinions by
doctors about your products?
“Axcel and Vaxcel are quality products
at moderate price. Kotra Pharma should
submit for tender next year 2013 for poor
patients. Because of its high quality and
moderate price, it can benefit all classes of
people”. This is from Binh Duong Province
– Dermatologist.