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GALDERMA CORPORATE SERVICES - Tour Europlaza - 20, Avenue André Prothin - 92927 La Défense Cedex – France. www.galderma.com. This document has been prepared by the Corporate & Digital Communications Department. . June 2013. Photos: Kim Executive director: Humberto C. Antunes - Executive editor: Sébastien Cros - Senior editor: Nadège des Closets - Design and production: Freeman, Tom Hussey Photography, LLC, Gavin Jowitt/Capa Pictures, Michel Labelle, Yannick Labrousse, Yann Leborgne, Mats Lundqvist, Nathalie Oundjian-Guréghian, Corbis, Plainpicture, iStock, BSIP, Phanie, Getty Images, Thinkstock, Galderma, R.R. - Epiduo, Oracea, Clobex, Differin, Rozex/MetroGel, Silkis/Vectical, Benzac, Tri-Luma, Loceryl, Cetaphil, Metvix, Azzalure, Restylane and Emervel are registered trademarks of Galderma. Dysport is a trademark of Ipsen.
CONTENTS INTERVIEW WITH HUMBERTO C. ANTUNES EXECUTIVE COMMITTEE 2012 KEY FACTS 2012 KEY FIGURES
PAGE 06 PAGE 08 PAGE 10 PAGE 12
We are committed to delivering PAGES 14 TO 21
PAGES 22 TO 31
innovative medical solutions to meet PAGES 32 TO 39
the dermatological needs of people throughout their lifetime while PAGES 40 TO 45
serving healthcare professionals around the world. PAGES 46 TO 53
Doing the right thing every day What is the driving force behind Galderma’s ambition statement? We want to provide the best medical solutions in dermatology. That is what Galderma stands for. But how we do business is just as important as the products and services we offer. Galderma has evolved from a mainly prescription medication company to one that also offers Aesthetic & Corrective solutions and Self-medication drugs. Our Prescription business has thrived in ways that were unimaginable before. As we developed these businesses, we realized that each had a specific model. We also examined how people - patients, healthcare professionals, stakeholders and regulators - interacted with the company. Now, we see the future differently.
How does this statement reflect changes in the company and its environment? We are at a turning point, due to demographic evolution, the distribution of wealth in new markets and increased social mobility. Access to better, more innovative products is improving. Communications have changed, so have regulations. Our new ambition statement stems from our fundamental objective to provide innovative medical solutions for people with skin, hair and nail needs. Our model is based on research and development and evidence-based treatments. It is a medical business, and we are focusing on solutions, not just drugs. We meet patients’ needs through the convergence of science and technology: chemistry, physics, devices, and even light. As we are providing solutions for people with medical needs in dermatology, we are working more closely with healthcare professionals, who are in the best position to diagnose a problem and prescribe the right solution.
Are you broadening your audience? Providing the right solutions is not simply about inventing them. We have to make them accessible. The world has become very complex. Developing a breakthrough drug does not necessarily mean it will become accessible. It requires regulatory approval and listing in patients’ formularies. Insurance companies need to recognize its value and agree to pay for it. Pharmacies, hospitals or clinics need to carry it. We must work with all these partners to ensure the availability of our products and treatments. Patients are becoming more demanding too: they want solutions immediately - and they deserve to get them! The world’s one million dermatology-related healthcare providers have a huge impact.We will talk to them. Hundreds of thousands of pharmacists carry our products. We are registering products in more places and reaching new cities in countries where we have sometimes been for a long time. We are launching products, of course, but the biggest change is our role as a catalyst. It will energize us to go the extra mile and ensure that anybody who needs to, can have access to Galderma’s medical solutions.
Why was the company reorganized into three Global Business Units? We restructured into business units that work together, transversally. Why? Because the solutions people need do not just come from standalone Prescriptions, Selfmedication or Aesthetic & Corrective treatments, but from a combination of all of these. We offer solutions through a transversal, holistic approach to treatment. A skin cancer patient, for example, needs a selfmedication solution that helps prevent sun damage, he/ she also needs prescription drugs to treat the lesions and procedures that will correct or restore part of the damage.Today, Galderma offers all three of these solutions.We have the same approach for milder afflictions.
Galderma's strategy is to be a 'lifetime' brand: what is behind this approach? Healthy skin is a very precious asset throughout our entire life, and people are becoming increasingly aware of this. The world's population is ageing, not just in Europe but also in countries like Brazil or China. As we live longer, we aspire to a better quality of life. Galderma’s approach is very positive and optimistic: supporting people take care of their skin and appearance helps them to live a longer, happier life.
We are focusing on solutions, not just drugs. Galderma’s culture is founded on ethical values: how does that influence your business? Dermatology is fascinating. It is medical, so it has an impact on the body. However in aesthetic dermatology, you can also change lives by having an impact on the soul and spirit. At Galderma, we have a mission, a vision and an ambition.We wish to serve people throughout the whole of their lifetime, so the way in which we do that is extremely important. The sustainability of our business and our mission depends on doing things right, every day. Respecting the rules, of course, but also answering needs and building on the responsible principles we share. In the digital age, it is important to train all our teams to communicate effectively with physicians and patients, to know the rules and regulations. It is about interaction with the outside world but also how we proceed internally, how Galderma respects the environment and diversity. We are committed. HUMBERTO C. ANTUNES PRESIDENT & CEO
Executive Committee ALAIN KIRSCH VICE-PRESIDENT HUMAN RESOURCES
ALAIN JACOT VICE-PRESIDENT SCIENTIFIC DIVISION JANUSZ CZERNIELEWSKI VICE-PRESIDENT MEDICAL AFFAIRS LYDIE FRÈRE GENERAL COUNSEL
ALBERT DRAAIJER VICE-PRESIDENT BUSINESS DEVELOPMENT & MARKETS, VICE-PRESIDENT SELF-MEDICATION GLOBAL BUSINESS UNIT, VICE-PRESIDENT A&C GLOBAL BUSINESS UNIT
CHRISTIAN MATTON VICE-PRESIDENT CORPORATE GENERAL COUNSEL CÉCILE DUSSART VICE-PRESIDENT MANUFACTURING & TECHNICAL OPERATIONS
VIVIANE MONGES VICE-PRESIDENT FINANCE & ADMINISTRATION & CFO HUMBERTO C. ANTUNES PRESIDENT & CHIEF EXECUTIVE OFFICER
FRANÇOIS FOURNIER VICE-PRESIDENT NORTH AMERICA & PRESIDENT USA, VICE-PRESIDENT PRESCRIPTION GLOBAL BUSINESS UNIT
Key facts 2012 Rosacea campaign
A NEW ORGANIZATION, A NEW AMBITION STATEMENT, NUMEROUS PRODUCT LAUNCHES AND THE CONTINUED INTERNATIONAL EXPANSION: 2012 IMPROVED GALDERMA'S LEADERSHIP IN THE FIELD OF DERMATOLOGY.
EPIDUO In June 2012, Galderma confirmed its commitment to delivering medical solutions to patients, consumers and healthcare professionals, with a new ambition statement.
The “U.S. Face-to-Face with Rosacea” campaign features Cynthia Nixon, actress in Sex and the City, who was herself diagnosed with rosacea. The campaign aims at changing the way people view rosacea, to help improve patients’ quality of life.
92% has been the No. 1 prescribed branded topical agent used in the acne therapeutic field in the World since 2011(1).
New office in Shanghai
participation rate for the first global employee survey, showing how willing Galderma people are to contribute to the company’s evolution.
3 Global Business Units Galderma is implementing a new organization to better serve its 3 markets: Prescription, Self-medication and Aesthetic & Corrective.
Restylane Skinboosters After launching a campaign combining outdoor, print, digital and PR communications with an in-clinic campaign in Sweden and Mexico. Restylane Skinboosters sales rose by more than 60% in the two test countries during the project period.
Launch of Cetaphil Dermacontrol
New territories for Dysport Ipsen and Galderma increased their collaboration for Dysport, one of the leaders in the aesthetic muscle relaxant market. Both companies renewed their partnership in Brazil and Argentina, and extended it to Australia and South Korea.
a cosmetic range designed for use in patients treated for acne. The Cetaphil range has offered patients cleansing and moisturizing skincare solutions for over 60 years. Today, it includes 16 products.
At the end of 2012, Galderma China(2) inaugurated its new office facilities in Shanghai, which have become the headquarters for the Greater China region.
1,500 attendees at the two Galderma symposia for acne and rosacea during the European Academy of Dermatology and Venereology (EADV) in Prague. 10
Galderma and Spirig
have been enrolled in the phase II clinical study of NVC-422 for Impetigo. This formulation, developed by a Galderma and NovaBay R&D partnership, could replace traditional antibiotics in the treatment of Impetigo.
entered into a definitive agreement under which Galderma will acquire Spirig, the leader in dermatology in Switzerland.
(1) Source: IMS Health - Monthly Midas database, all countries selected - Topical anti acne market - Nov. 2012 MAT, retail Rx Market - at sales manufacturerlocal currency dollar value. (2) Under the Q-Med legal entity.
SALES BY FRANCHISE in million Euros
Acne 356.1 Therapeutic Skincare Line 290.6 Rosacea 287.3 Aesthetic & Corrective 268.6 Psoriasis 117.4 Onychomycosis 103.7 Skin Cancer 23.2 Pigmentary Disorders 5.1 Other Products 138.9
2012 FIVE YEARS OF GROWTH HAVE TURNED GALDERMA INTO A COMPANY OPERATING WORLDWIDE, WITH A BALANCED PORTFOLIO OF MEDICAL SOLUTIONS AND BRANDS IN DERMATOLOGY.
The company has wholly-owned affiliates in 31 countries with a worldwide network of exclusive distributors and employs more than 4,200 people around the world.
SALES BY GEOGRAPHIC AREA SALES BY BUSINESS LINES
AESTHETIC & CORRECTIVE
GROWTH OVER FIVE YEARS in million Euros - Sales more than doubled in five years. 1,591
Source: Company data at the end of December 2012 - At published rates.
Galderma's overall growth rate in 2012 versus 2011 went up 5.9% like-for-like and 12.9% based on reported figures. Galderma made the most of 2012 by redefining its ambition statement, striking the right balance in its growth drivers and continuing its international expansion.
North America 49%
Latin America 12%
Asia Pacific 15%
Galderma conducts research in 8 key therapeutic areas.
of sales are invested to discover and develop new products and access innovative technologies.
new patents registered in 2012. 6,500 patent applications and patents have been filed by Galderma since its creation.
new chemical entities in development and 7 products tested in Phase II and Phase III clinical studies.
ALBERT DRAAIJER AND FRANÇOIS FOURNIER DISCUSS HOW GALDERMA IS GEARING UP TO FACE NEW OPPORTUNITIES. What is the aim of the new organization? FRANÇOIS FOURNIER VICE-PRESIDENT OF THE PRESCRIPTION GLOBAL BUSINESS UNIT
François Fournier: We have exciting opportunities ahead of us. Our new organization in Global Business Units empowers us to achieve our ambitions in the Prescription, Self-medication and Aesthetic &
Corrective businesses simultaneously. It will enable us to embrace market diversity, from a changing landscape in the U.S., to new needs in Europe and opportunities in the fastest growing economies. Albert Draaijer: We are experiencing a global spread of interest for dermatology with increasing demand for new products and solutions. Latin America and Asia are growing fast. The new organization is going to allow us to leverage and accelerate the development of each of our three businesses. How does this change translate Galderma’s ambitions? AD: We have put the triple business model in place. As a result, almost every country has a Prescription team, a Self-medication team and an Aesthetic & Corrective team. With the help of the functions represented in the GBUs, we have been very successful in opening new fields of dermatology in various countries. FF: We are rolling out our extended portfolio geographically, with more global products for greater impact and alignment. We work closely with the markets so that we can adjust to local specificities.
How do you see the future? FF: People will remain at the heart of our actions. Dermatology is a specialty with a strong human component. We think about patients first, providing them with effective and safe solutions. We will strengthen our partnerships with dermatology organizations and our long-established relationships with healthcare professionals.With a lifetime portfolio, three businesses, global reach and reinforced competitiveness, our future is bright. AD: Galderma was a very young company 10 years ago. We were well established in the US, with a smaller presence in other parts of the world. Today, we have a sound geographic balance, with a presence in more than 70 countries. We are poised for growth because we are rolling out to the whole world and strengthening our leadership in dermatology.
We are committed... 06
ALBERT DRAAIJER VICE-PRESIDENT OF THE SELF-MEDICATION AND AESTHETIC & CORRECTIVE GLOBAL BUSINESS UNITS
Achieving true potential Building a stronger position in the Aesthetic & Corrective and Selfmedication markets, while sustaining the high growth level in the core Prescription business are key. A new organization leveraging company resources and skills has therefore been set up. Answering dermatological needs throughout the world Galderma has experienced remarkable growth in recent years. In a short time span, the company has changed from an essentially dermatological prescription-based business into
a worldwide leader with three global businesses in more than 70 countries: Prescription, Self-medication and Aesthetic & Corrective. Taken together, these businesses offer the most comprehensive range of skin health solutions available to patients and consumers worldwide. While activities share the same values, they function in different ways. Models and access to markets vary; customers may be patients, consumers, healthcare professionals, or all three; distribution channels and prescribers change depending on the country, and product launches and life cycle management
differ. They all nevertheless have a common goal: to answer dermatological needs with the same level of engagement and innovation, of service and product quality. Reaching that goal requires specialized skills and a strong vision of the future of dermatology. Today, Galderma's commitment is to move from being a market leader to becoming a global company that shapes the dermatology market. Anticipating needs, reducing time to market and partnering closely with healthcare professionals and listening to patients and consumers are the vital steps to fulfilling this vision.
GLOBAL BUSINESS UNITS WERE CREATED IN 2012, ONE FOR EACH OF GALDERMA’S CORNERSTONE ACTIVITIES.
THE COMPANY’S OVERALL GROWTH RATE IN 2012 VERSUS 2011 (BASED ON REPORTED FIGURES).
4,230 EMPLOYEES WORLDWIDE. MORE THAN 300 PEOPLE JOINED GALDERMA IN 2012.
Excellence in aesthetics
Moving from a market leader to becoming a global company that shapes the dermatology market.
A three-fold strategy In June 2012, Galderma announced its decision to create three Global Business Units (GBU); one for each of its cornerstone activities. Working with all the teams at regional and country levels, this new organization will offer a stronger strategic focus, consolidate skills and resources, and boost innovation and execution capabilities across different geographic regions. It represents a new way to conduct business, to better serve customers and patients. The first mission of the three Global Business Units is to sharpen the strategy. Making sure that the right products
in the right portfolios are available on time; ensuring that high-potential solutions are being developed; and organizing, prioritizing and developing product ranges. As a result, the company is focused, investing and working on key markets where growth potential can be maximized. On a global level, product launches will accelerate. A new treatment for rosacea is expected to be rolled out over the globe after grant of market authorizations. This international launch is prepared by the Prescription Global Business Unit in very close cooperation with local markets.
GALDERMA’S SHARE OF THE GLOBAL DERMATOLOGY MARKET.
BILLION EUROS: GALDERMA’S 2012 SALES.
Source: IMS data - D+J1A+J2A (dermatology only), MAT December 2012 – 39 countries
Located in Uppsala, Sweden, Galderma’s Global Center of Excellence concentrates the discovery, development, manufacturing, medical and regulatory affairs as well as strategic brand and channel management of the Aesthetic & Corrective (A&C) Global Business Unit. The state of the art R&D team drives the innovation on hyaluronic acid-based gels and in particular uses the patented NASHA technology to develop stabilized, non-animal hyaluronic acid-based products and also anticipate for the products of the future. The annual production capacity of 10 million units spans a comprehensive portfolio of medical solutions. This is in total more than 400 people committed to the A&C business operating for Galderma in Uppsala.
Coordination between all functions makes it possible to plan this important operation seamlessly. It also shows a new way of functioning within the company: faster execution, more efficiency and offering better visibility to all involved. Transversal expertise The new organization impacts operations at all levels. Delivering demanddriven dermatological medical solutions, the company is offering its three categories of products and services on all markets. At country level, affiliates are now dealing with three families of solutions, Prescription, Self-medication and Aesthetic & Corrective. Each category remains unique and different, requiring a high level of specialized knowledge and dedicated resources. The pivotal role of the local teams is strengthened by the transversal expertise provided by the specialized Global Business Units,
Monitoring patient safety Vigilance Department collects, monitors and assesses adverse events reported in relation with use of Galderma products. Galderma’s close relationship with prescribers and authorities is key in facilitating the reporting of reactions to products. Often, healthcare professionals will mention the problems they encountered to Galderma’s
so that together they deliver the best solutions and services to healthcare professionals and patients. Expertise in the Aesthetic field, for example, does not rest in the simple sale of a product. It is more specifically about providing the proper service to a physician and ensuring the best patient experience. It might well involve helping a doctor develop his practice in a field with which he is not necessarily familiar. In this respect, providing physicians with services such as training sessions is essential. Similarly, the role of the Global Business Unit goes beyond developing and manufacturing new products. It also helps to earmark resources and build comprehensive programs to better deliver the Aesthetic & Corrective experience.
ties throughout the company. Sharing services, production facilities and R&D across all three segments is essential. Integrating operations by monitoring results, providing guidelines and best practices is a common need. New synergies are identified between the different categories of products. Self-medication products, for instance, are derived from Prescription solutions or developed independently. Specific Self-medication marketing know-how and packaging are optimized for other categories of solutions, on consumer-driven markets where brand perception is crucial.
Leveraging opportunities Another challenge of the new organization is leveraging existing opportuni-
Focusing on simplicity Galderma’s commitment is to develop business by keeping in touch and answering market needs.The human factor is ever present. The challenge of working across divisions and Global Business Units is first and foremost a question of
sales representatives, who forward the information to a local safety officer, a local function in charge of product safety. All reports are processed in the company’s global database and assessed in terms of seriousness, listedness and causality. In 2012, the company put in place a new global pharmacovigilance system, accessible for the main affiliates. Acting proactively, the same system will ultimately be used
for product vigilance in the Aesthetic & Corrective field as well, in order to handle all vigilance issues regardless of the type of medicinal products (ie. drugs, medical devices or cosmetic) or any combination of these. Galderma is also actively adapting its processes to meet the new European legislation, with a shared emphasis on quality and compliance. Patient safety is ever the priority.
helping people work together efficiently. For that reason, the company aims for simplicity. An entrepreneurial spirit is a precious asset for any fast-growing company, and Galderma strives to nurture that mindset. Its new organization aims at helping employees reach their goals and fulfill their ambitions. The foundation may be based on strategy, products and timely execution, but ultimately it is about sharing the same passion for and commitment to dermatology.
The challenge of working across divisions and Global Business Units is first and foremost a question of helping people work together efficiently.
+15.9% GROWTH IN THE SELF-MEDICATION SEGMENT IN 2012.
Galderma UK: new models and partnerships Galderma’s broadening focus and three business models strategy have received strong feedback from affiliates and some markets have been prompt to implement these changes. The UK context has been particularly challenging as dermatology has been gradually pushed outside of the treatment scope of the National Health Service. As a result, fewer patients are referred to a dermatologist; GPs and nurses are encouraged to prescribe and treat. The government even created a Pharmacy “P” category, which allows the patient to obtain a prescription product from the pharmacist, bypassing a
physician’s consultation fee. “Over the next five years, Self-medication products are expected to rival our Prescription business,” observes Larry Potgieter, General Manager Galderma UK & Ireland. “We plan to increase the Selfmedication team to support the doubling of this business every three years, and expand on our capabilities in the Aesthetic & Corrective business.” Developing promotion campaigns and building business partnerships are key for the Self-medication skin, hair and nail categories. In 2012, Galderma UK implemented a media campaign for Curanail,
4.73 DAYS OF TRAINING BY EMPLOYEE IN 2012.
OF WOMEN A BALANCED GENDER DISTRIBUTION.
resulting in 26% sales growth year-on-year and consolidating its leadership position in a highly competitive space. Another development is Galderma UK’s strategic alliance with Boots, leader in UK pharmacy retail. The partnership is structured to include Prescription to OTC switches as well as developing a ‘Serious Skincare Section’ in their pharmacies. As a result, Galderma UK reported a strong year, with a sales record of over €62 million in addition to winning numerous awards. These achievements reflect the priority of moving even closer to consumers while ensuring sales force excellence.
Engaged employees, empowered teams Alain Kirsch,Vice-President Human Resources, tells us about the first global employee survey conducted at Galderma.
SURVEY: A VERY HIGH PARTICIPATION
The global employee survey was conducted over three weeks in June and July 2012, through an online questionnaire made available by Towers Watson, an HR consulting firm. Employee participation was very high: 92% filled in the form and one person in two volunteered additional comments, a remarkable qualitative contribution. The main finding of the survey is a very strong engagement of all employees, from senior managers to support staff.
Why carry out a global employee survey? Alain Kirsch: In 2012, we felt the moment was right, given the recent change and growth we had experienced. It was the right time to take the pulse of our employees, to find out how they felt in the company and what areas we could improve. What did the survey show? AK: A very large amount of data! There is plenty to learn in the comments our employees shared with us as part of the survey. Overall, the results show higher positive scores than our sector, the pharmaceutical industry sector, and reflect the high level of engagement. Galderma is seen as a good employer.
72.4% AVERAGE FAVORABLE SCORE ACROSS ALL CATEGORIES, RANGING BY ITEM FROM 60% TO 90%, VERSUS 70% IN THE PHARMACEUTICAL NORM, (RANGING FROM 57% TO 87%).
What actions will ensue? AK: We will continue sharing our vision, strategies and ambitions. A bigger investment in training will be made, particularly in locations where learning activities were lacking. Several initiatives at global and local level are planned to improve people’s opportunities for developing employee evolution. Regarding organization effectiveness, delegation and empowerment, changes have been made, improving governance and project management prioritization processes. In response to the survey, many other initiatives will be launched in 2013.
FAVORABLE FEEDBACK ON “GOALS AND OBJECTIVES”, THE HIGHEST SCORE OF THE SURVEY, AND EVEN HIGHER THAN THE HIGH PERFORMANCE COMPANIES.
FAVORABLE FEEDBACK ON “TRAINING”, THE LOWEST SCORE OF THE SURVEY.
Empowering teams for optimal performance How does Australia’s performance reflect the level of employee commitment? Given the changes and extraordinary growth (+35.1%) we were experiencing as a business, 2012 was a critical period for managing compliance, commitment and communication. Our team was dedicated to achieving objectives that were clearly communicated and agreed upon. What initiatives were taken to further engage employees? Staff received strong encouragement to reach beyond targeted objectives and find creative solutions within a framework. Management techniques were reviewed
that expected outcomes were communicated, information was consistent and campaigns aligned. Business updates circulated via email, newsletters and presentations at sales meetings and staff communication sessions.
and employees helped to develop their knowledge and skills. All managers answered a 360° survey to identify best practices and areas of potential improvement for reaching superior employee engagement. Employees, in turn, were encouraged to be accountable for their results and empowered to “do business with customers”. Delegation and decision-making processes were optimized. Formal reports and customer reviews enabled staff to monitor and track results.
How did individual training contribute? We encouraged individuals to be accountable for their own learning and development, and provided access to an online selfdevelopment assessment tool. Employees received reports and strategic pointers to work on improvement areas. As a result, Australian employees are empowered to drive their own development, steer themselves and own their tasks.
What about improving team empowerment? Effective knowledge sharing stimulates true employee empowerment. We actively promoted transparency, ensuring
“Effective knowledge sharing stimulates true employee empowerment.” LISA GEORGE, HR MANAGER GALDERMA AUSTRALIA
Values, ethics and compliance are part of Galderma’s culture. The values set the framework for daily operations and are viewed as assets for the organization. High performance and high integrity are objectives that, far from clashing, work very well together. At Galderma, training and open dialogue related to ethics, compliance and legal topics are constants. Quality Assurance and compliance teams work hard to understand the business and always keep the company’s strategies and objectives in mind. Throughout the world, government and public scrutiny of the pharmaceutical industry is growing, notably regarding interactions with healthcare professionals. Relations between Galderma and healthcare professionals are transparent and focused on medical and scientific exchanges on diseases and their treatments. More generally, Galderma strives to meet the high standards of ethical practices in all its operations. The company’s Code of Ethics is more a statement of values and conduct than a set of rules. It addresses principles on interactions with healthcare professionals but also focuses on the patient and more generally people, caring for individuals and their balance, diversity and responsibility. The company requires employees to always act according to the Company values and Code of Ethics, with a strong reminder that the well-being of patients comes first and foremost. At Galderma, ethical behavior has no finish lines, we always strive to be better.
NICOLE LAUDIGNON AND THIERRY BILBAULT TALK ABOUT WHAT GOES INTO CULTIVATING INNOVATION THROUGH TEAMWORK, FROM EARLY R&D TO FULL-SCALE MANUFACTURING. How do you work together? Nicole Laudignon: The Full Development Department develops products from their inception to their submission to Regulatory Authorities. Work with Manufacturing & Technical Operations (M&TO) begins at the very early stages of development, optimizing the progress from drug discovery to product
development and full scale commercialization. Production knowledge and experience has to be transferred to M&TO as seamlessly as possible. Thierry Bilbault: Because we engage with R&D teams at the early development stage of a new chemical entity, we know which projects move into the scope of the Full Development team and when. Main deliverables and their timelines are determined together and monthly follow-up meetings on specific projects are held. How do you deliver an innovative medical solution? NL: Our job is to design and develop innovative formulations, not only for new chemical entities but also throughout our products' life cycle management. TB: Beyond launching a product for the first time, innovation is how fast it can be rolled out to the rest of the world. Managing product life cycle is innovative: whether maintaining an existing solution on a market or finding new markets for it. Packaging must also be innovative, as we constantly strive to find the best way for patients to use a product with new features and benefits. Tell us about a successful innovation…
...to delivering innovative medical solutions...
NL: Pliaglis Cream is a topical local anesthetic. It is applied as a cream and then dries to form a flexible membrane that can be peeled from the skin.The formulation of the product, composed of the two molecules, lidocaine and tetracaine, has been challenging: the “mixture” forms a homogeneous oil but needs to be integrated in a high water content to hydrate the skin. A solution for an optimized formulation was created by our development teams and successfully transferred to M&TO. TB: Working in tandem with the Full development team, in 2012 we launched, within 12 months after its transfer from Full Development to Manufacturing, Cetaphil Dermacontrol, a range of two cosmetic products designed for use in patients treated for acne including Cetaphil Dermacontrol Oil Control Foam Wash, a unique foaming formula packaged in an innovative packaging. Delivering a commercial product in fast track mode was a key deliverable and illustration of the speed-to-market process.
NICOLE LAUDIGNON DIRECTOR OF FULL DEVELOPMENT (R&D)
THIERRY BILBAULT TECHNICAL DIRECTOR (M&TO)
A unique capability in dermatological R&D Research & Development centers are spread across different continents to focus on local needs, discover new molecules and launch products able to help patients all through their lives. Innovation is built into Galderma’s DNA Today Galderma stands among the few companies capable of inventing, developing and bringing to market dermatological solutions that are truly innovative. The extent of its strong commitment to R&D and access to innovative technologies is reflected in an annual investment equivalent to 19% of the company’s
sales. Beyond figures, creativity is also a mindset in all the company’s activities. The teams at Galderma’s major research facilities actively pursue creativity on a grand scale, through discovering and testing new molecules and compounds, adapting new packaging to new uses, and sourcing new functions and partnerships for existing products in cooperation with the world’s leading biotechnology companies and dermatological research units. Shaping the future At Galderma, innovation implies a global approach. It starts by observing and
Some of Galderma’s extensive clinical studies involve over 1,000 patients in 30 to 60 different locations.
600 MORE THAN 600 EMPLOYEES IN THE SCIENTIFIC DIVISION.
anticipating the global dermatological needs of patients, which are often very different in nature. Then, solutions are developed to answer these needs very specifically. Solutions are technology-based, in the broadest sense of the term, from molecules and new chemical entities (NCE) to various means of administration (oral, topical or injectable) and the regulatory status attributed to the solution, such as Prescription drugs, Self-medication products or Aesthetic & Corrective medical devices. Combining patient needs with innovation is what allows Galderma to contribute to shaping the future of dermatology.
19% OF GALDERMA’S SALES ARE DEDICATED TO R&D AND ACCESS TO INNOVATIVE TECHNOLOGIES.
A global R&D presence
Galderma is the leader in filing patents within the field of dermatology.
Patent champion If patent applications are an accurate measure of innovation, the results are consistent. For several years, Galderma has been the leader in filing patents within the field of dermatology, with over 50 applications registered each year. In all, the company has filed more than 6,500 patent applications and patents worldwide since its founding. Innovation patents cover new molecules, galenic formulas, dermatology indications, manufacturing processes, packaging and many other categories. Throughout the years, Galderma has continually supported core research
57 NEW PATENTS WERE REGISTERED IN 2012.
activities. For Prescription drugs, these range from early discovery phases to regulatory submissions and span several main therapeutic areas like acne, rosacea, steroid-responsive dermatoses, pigmentary disorders and nonmelanoma skin cancer. At each stage and across every field, innovation is a constant, even for well-established products. For example, Epiduo, the most prescribed branded topical agent used in the acne therapeutic field in the world(1), has just been approved for populations aged 9 to 11 in the United States: a powerful innovation, based on the evidence of an effective and
6,500 PATENT APPLICATIONS AND PATENTS HAVE BEEN FILED BY GALDERMA SINCE ITS CREATION.
Galderma has research and development facilities in France, Sweden, the United States and Japan. The Sophia Antipolis site in France is the world’s largest R&D center specialized in dermatology and has a staff of about 500. The center hosts Galderma's in-house research, pre-clinical and core development activities. In Uppsala (Sweden), the Global Aesthetic Center of Excellence is dedicated to Aesthetic & Corrective treatments. Its 80 researchers have built extensive expertise in the field of hyaluronic acid. The Princeton center (New Jersey, USA) is focused on clinical development projects, aiming at the registration of products in the US and Canada. Clinical studies also support regulatory submissions around the world. In Tokyo, the R&D team is dedicated to the development and registration of new products for Japan.
12 NEW CHEMICAL ENTITIES ARE IN DEVELOPMENT AND 7 PRODUCTS ARE CURRENTLY BEING TESTED IN PHASE II AND PHASE III CLINICAL STUDIES.
safety-driven solution. Major new Prescription products are slated for launch over the next three years. New areas of research Self-medication offers a world of possibilities for innovation. Research is required to switch a Prescription product into a Self-medicated solution and file a successful submission to regulatory authorities. Loceryl nail lacquer is a good example of a category switch, allowing patients to self-treat. In the short term, a number of new Self-medication formulations and brands are expected to address the needs of patients satisfactorily. Improving patient compliance also means developing innovative products that are easy to use. The Aesthetic & Corrective segment is also a core research area, with a dedicated Center of Excellence in Uppsala, Sweden, where research and develop-
ment of hyaluronic acid gel-based treatments is carried out. A key area of development is how to optimize product use and achieve excellent results with two or three times less product injections, for instance. Another key focus is clinical research: consumers, physicians and authorities alike are expressing an ongoing need for evidence-based, safe products. Ongoing development R&D resourcing is constantly being driven forward. New people are regularly recruited to strengthen teams and expand expertise. Establishing new collaborations with the best partners possible, be they small biotechnology companies or large pharmaceutical groups, is also a key source of creativity. A partnership with a major biopharmaceutical leader, the innovation-driven AstraZeneca, is currently exploring compounds developed for other indications, which
could prove very useful in dermatology. Licensing agreements with other industry partners also provide synergistic frameworks that give the company an innovative edge within strategic areas of research, such as rare skin diseases. In the critical field of skin cancer, where many medical needs are still left unanswered, Galderma further expanded its collaborations this year with two leading dermatologists and authorities on skin cancers, and their teams: Professor Martine Bagot, of the Saint-Louis Hospital in Paris, France, and Professor Madeleine Duvic, Deputy Chairman of the Department of Dermatology at The University of Texas, MD Anderson Cancer Center in Houston,Texas, USA. Major innovations in the pipeline Galderma’s large network of experts also contributes to research, notably through carrying out clinical studies.
Some studies are very extensive, involving 1,000 patients or more and span 30 to 60 different locations at a given time around the globe. Currently, twelve new chemical entities are in development and seven products are tested in Phase II and Phase III clinical studies. In terms of research volume, diversity and skills, Galderma is well-positioned to come up with great new solutions. It is even possible that the company is reaching a major turning point. Over the last decade, it has been highly successful in finding new molecules and its knowledge base has expanded considerably. A substantial number of major innovations are now in the pipeline. Over the next five years, the company’s portfolio of marketed products will be deeply renewed across categories. Finding innovative solutions for people around the world will continue to be the strongest contribution Galderma can make to the future of dermatology. (1) Source: IMS Health - Monthly Midas database, all countries selected - Topical anti acne market Nov.2012 MAT, retail Rx Market - at sales manufacturer local currency dollar value
25,000 SQ.METER THE SOPHIA ANTIPOLIS R&D CENTER IS GALDERMA’S LARGEST FACILITY.
1,700 SCIENTIFIC PUBLICATIONS IN 2012.
9-11 EPIDUO HAS JUST BEEN APPROVED AS AN ADDITIONAL INDICATION FOR POPULATIONS AGED 9 TO 11 IN THE UNITED STATES.
A partnership against antibiotic resistant impetigo Galderma has established a long-term Research and Development partnership with California-based biotech company NovaBay, to develop an effective treatment against impetigo and conduct its phase II clinical studies. Impetigo is a highly infectious bacterial skin disease that affects mostly children which, when left untreated, can lead to complications such as pneumonia or arthritis. Antibiotic treatments for the disease are increasingly obsolete, as the bacteria responsible for impetigo's transmission, Staphylococcus aureus and Streptococcus
pyogenes, develop resistance to the agents used to overcome them. The non antibiotic, antiinfective, proprietary NVC-422 topical formulation (also known as Aganocide treatment), developed by the Galderma and NovaBay partnership, could replace traditional antibiotics in the treatment of impetigo. The topical NVC-422 preclinical and clinical safety has been established by Galderma, with the successful completion of studies involving more than 300 healthy volunteers at 24 clinical sites in four countries, as well as the feasibility of manufacturing scale-up
11,000 MORE THAN 11,000 MOLECULES TESTED BY END OF 2012.
PHARMACEUTICAL REGISTRATIONS IN ALL GALDERMA'S AREAS OF EXPERTISE
and long-term shelf life. In early 2013, the expansion of the phase IIb clinical trial for NVC-422 will take place in South Africa. The incidence of the disease is known to be particularly high in tropical countries, including sub-Saharan Africa. "The treatment of impetigo is a significant unmet need in South Africa, and the expansion of this international study into that market is an important step for our partner Galderma," said Dr. Ron Najafi, Chairman and Chief Executive Officer of NovaBay.
Reactive and quality-driven manufacturing Because they are market-driven and flexible, Galderma’s Manufacturing and Technical Operations (the M&TO Division) provide an uninterrupted supply of the highest quality of Prescription, Self-medication and Aesthetic & Corrective products to affiliates and distributors around a fast changing world. Internalizing production At Galderma, manufacturing relies on four principles: safety, quality, service and cost efficiency. It is reviewed on an ongoing basis to provide the best level of performance while keeping unit
costs in check. Market developments are also tracked closely, and processes are reorganized and adapted wherever growth potential is found. In 2012, 75% of Galderma products were produced internally, compared to 15% in 2000. When demand for new solutions reaches critical mass and forecasts point to sustainable demand, the M&TO Division evaluates the opportunity to internalize production, further improving product supply, quality, safety and reducing costs. This ongoing effort at Galderma should reach an in-house production target of
Internalizing production is a top priority for Galderma’s Manufacturing and Technical Operations.
80% by 2020; the current production exceeds 120 million units per year. Leveraging Galderma's know-how The production facility in Alby-surChéran (France) was opened in 1994 and expanded to include the Industrial Development team in 1998. This site counts 270 employees, produces more than 40 million units per year and serves over 70 countries. The Industrial Development department spearheads development of clinical batches for trial worldwide, hones manufacturing processes for new
products, acquisitions and transfers. In short, it is in charge of leveraging Galderma’s technical know-how, leading to improved global production performance. The Uppsala (Sweden) production site, formerly Q-Med, is part of the Center of Excellence for Aesthetic & Corrective solutions. As such, it is fully dedicated to the manufacturing of products in the aesthetics category, notably hyaluronic acid-based injectables. Uppsala counts 175 employees, and has an annual capacity of 10 million units, a production rate that allows the company to meet growing demands in the Aesthetic & Corrective dermatology market. Serving regional demand Since the year 2000, the manufacturing site at Baie d’Urfé (Canada) produces Prescription products for the US market and Self-medication products for all markets, in both liquid and semi-liquid formulas. Annual production here is 65 million units, with a headcount of 270 employees.
75% OF GALDERMA PRODUCTS ARE SOURCED INTERNALLY.
152 MILLION UNITS PRODUCED IN 2012.
Life cycle management brings more to products Patient needs differ from one region or country to another. Galderma life cycle management addresses these specificities while helping to keep products on a certain market or find new markets for existing ones. A classic example is switching a Prescription product into a Self-medication solution. In China, for instance, Government policy and consumer habits favor over-thecounter medication, and the rollout of accessible, effective consumerdriven brands suits local market conditions. In certain markets, products can also be updated to bring new
benefits to patients. Introducing a new pump application system, for example, has been shown to improve patient compliance. Once a patient need is identified, a comprehensive presentation of technical options makes it possible to evaluate and test concepts or prototypes with patients and customers. The company’s Industrial Development team and associated packaging development teams oversee the execution of packaging-based initiatives that make a real difference to consumers and patients. The first challenge is to collect input from all
relevant stakeholders including markets, global marketing, Research & Development, industrial sites and functions, then identify innovative and global packaging solutions that will meet required criteria: patient acceptability, technical aspects, cost, speed to market, etc. In 2012, examples of new life cycle management product launches in 2012 included the US launches of Epiduo pump (under development for global roll-out), Differin 0.3%, Metrogel pumps and Clobex Spray Improved Nozzle.
800 EMPLOYEES IN THE MANUFACTURING & TECHNICAL OPERATIONS DIVISION.
PRODUCTION CAPACITY AFTER PLANT EXTENSIONS IN FRANCE AND CANADA IN 2011.
Since 2004, a production site in Hortolândia (Brazil) has served the Latin American market; it also manufactures some solutions for the global market (excluding the U.S.). The site, which has a staff of 50, has a production of 6 million units in liquid and paste form per year. However, Hortolândia’s capacity is quickly expanding in order to better serve a fast-growing regional market and anticipate new needs. Shaping a new industrial landscape The Alby, Baie d’Urfé and Hortolândia sites are ISO 14001 (environment) and OHSAS 18001 (safety) certified. All sites are regularly audited by health authorities such as the FDA (United States), ANVISA (Brazil), ANSM (France) or the KFDA (South Korea). The acquisition of Spirig, announced at the end of 2012, offers Galderma
an opportunity to shape a new industrial landscape and forge a new path to the manufacturing of solids, one of the Swiss company’s areas of expertise. Spirig’s Egerkingen headquarters will become a Center of Excellence with a strong manufacturing arm. Galderma’s remaining production is outsourced to some 40 subcontractors, which comply with same set of specifications and requirements exercised by the company in its own plants. Each supplier is fully committed to applying the Galderma Code of Ethics, as part of the company’s general purchasing terms. A dedicated team of the M&TO Division works closely with subcontractors, who are audited according to the same key performance indicators observed in Galderma’s units. Nevertheless, internalizing production remains a top priority.The high standards of quality and productivity within the compa-
4 MANUFACTURING SITES: FRANCE (ALBY-SUR-CHÉRAN) SWEDEN (UPPSALA), CANADA (BAIE D’URFÉ), AND BRAZIL (HORTOLÂNDIA).
The announcement of Spirig acquisition will bring additional manufacturing and R&D capabilities in Egerkingen. 30
A 10-YEAR INDUSTRIAL PLAN DRIVEN BY GROWTH
ny make it possible to leverage 20% of costs when a product is manufactured in-house. Manufacturing at Galderma is in a constant state of flux: thanks to new or increased capacity, geographical expansion and market opportunities, production organization is striving for a leaner, more reactive and flexible outfit.
Optimized supply chain “Flexibility” is the key word for Galderma’s future supply chain across the organization. One of the company’s main challenges for the future is serving consumer-driven market needs, as in the case of Self-medication solutions. This fast moving market is less predictable and more volatile than traditional product categories such as Prescription. To act quickly and efficiently on these segments, the company must involve all its main functions in product launches and structure a responsive supply chain. Specifically, the new organization will improve time to market for all products. A lean
and subcontracting. An improved businessdriven process will bring significant savings to the company while serving market needs more efficiently.
and transversal process is now in motion, based on a three-year roadmap and key performance indicators, involving both global business units and teams at market level. A pillar of future logistics is a new regional organization. Regional Sales and Operational Planning, for instance, will improve industrial resource management and support better sales forecast. Planning functions are combined, with a regional supply chain management for enhanced efficiency. The benefits expected from this new organization are decreasing air freight and reducing product obsolescence, inventory
Over the next ten years, the company will focus on growth markets and increase its manufacturing capacity according to market potential. Bringing production closer to the demand is a logical move. Being able to manufacture in a more reactive and flexible way will meet market needs better. This priority is backed by a new transversal approach to manufacturing, in which dedicated teams track markets and strive to fully understand needs. This knowledge is then translated into a proactive production strategy. Since it was first implemented in North America, the growth-driven production principle has rolled out to Brazil, where Galderma’s Hortôlandia plant will expand to better serve this high-growth market and other Latin American countries. China, India and South East Asia are also priorities.
At Galderma, manufacturing relies on four principles: safety, quality, service and cost efficiency.
SUBCONTRACTORS, COMPLYING WITH SAME SET OF SPECIFICATIONS AND REQUIREMENTS EXERCISED BY THE COMPANY IN ITS OWN PLANTS.
WENDY ADAMS AND MARC WANNHOFF TALK ABOUT HOW GALDERMA GROWS AND EVOLVES THROUGH A CLOSE RELATIONSHIP WITH PATIENTS. What new needs are patients expressing today? Wendy Adams: In Canada, ethnic diversity is prevalent and changing quickly. Patients want products that care for their specific needs and easier access to dermatologists. Fewer new medications are getting reimbursed, so increasing the Self-medication portfolio
WENDY ADAMS GENERAL MANAGER GALDERMA CANADA
helps address cost containment. Also, the Aesthetics & Corrective category is growing as the population lives longer. Mark Wannhoff: In Germany also, the interest in aesthetic solutions is growing. As the population ages, people want to look as good as they feel inside. How are you responding to those needs? MW: We don’t only offer selective treatments in dermatology; we provide a full approach. In Germany, almost 100 sales reps have daily contact with customers, nearly 1,000 exchanges per day.That’s the basis for everything, and it cascades within our organization. We demonstrate our commitment to dermatology through funding various awards for scientific research in dermatology, for example, and market activities such as in-pharmacy patient information days and awareness campaigns, like the ‘Skin Health Days’ events held about 15 times per year. WA: We’ve been fortunate in putting products on the market for Prescription and Self-medication and we’re considering Pliaglis within our Aesthetic & Corrective business. We’re simplifying our solutions, which also helps with compliance. Patient education is a focus: we reach out to teens in their lingo and our Cetaphil club has over 30,000 online members.
...to meeting the dermatological needs of people throughout their lifetime...
What future developments are you excited about now? WA: We’ve begun installing computer terminals in dermatology and family physicians’ clinics to help educate patients. Dermatology is so visual: Galderma is leading the way with this initiative. MW: Interaction is key: getting feedback from patients about what they need and what has helped them deal with their issues in daily life is deeply gratifying.
MARK WANNHOFF GENERAL MANAGER GALDERMA GERMANY
A new dermatology landscape The field of dermatology is changing fast: the emergence of new markets, the maturing of established ones and the importance of the digital age demand targeted, customtailored and evidence-based solutions for patients, healthcare professionals and authorities alike. A tectonic shift is underway in the dermatology landscape. New populations of consumers are growing exponentially. People in traditional markets are changing how and where they consume; response to health reforms and a desire to age gracefully are also at play.
Consequently dermatology is receiving a lot of attention and Galderma is spearheading the change. Its roll-out of innovative medical solutions in the Prescription, Self-medication or Aesthetic & Corrective segments has significantly increased, serving patients all around the world. For example, the creation of a Global Aesthetic Center of Excellence, in Uppsala (Sweden), underscores the company’s holistic commitment to better serving an expanding market. As new needs appear, Galderma is working closely with healthcare professionals, focusing on services, solutions and better serving patients. Building new product
Responding to new market needs The population explosion in emerging countries has opened an important new area for dermatology: by 2030, 80% of the global middle class will live there. The rise of younger, Internet
95% OF 1.4 BILLION NEW INHABITANTS IN THE WORLD OVER THE NEXT TWENTY YEARS ARE EXPECTED TO BE BORN IN ASIA AND AFRICA.(1)
segments, focusing on demands, investment and reactivity, Galderma is organized to deliver a synergistic portfolio across its three businesses. By adapting offers to customers and practitioners within various markets, by remaining close to patient feelings and aspirations, the company has improved the dermatological experience for all.
BILLION PEOPLE IN 2030 WILL BE AGED OVER 65 YEARS BY 2030, VERSUS 8% TODAY(1). (1) Source: U.N. Population Prospects, The 2010 Revision.
Cetaphil: an expanding asset
Galderma is adapting its offers to customers and practitioners within various markets.
and media-savvy consumers in places such as Asia, Eastern Europe, India and Brazil shows the importance in getting the right product to the right consumer, swiftly. Building trust is key. Thanks to demographics’, growing spending power and increasingly well-informed interest in proper skincare, Galderma has responded to strong needs across its three businesses within new markets. In the Prescription business, for example, treatments for acne and rosacea serve significant demand across regions, with Epiduo as a leading drug bringing efficacy and safety in the treatment of mild, moderate and severe acne. Recent
launches such as Oracea, or the increasing interest in Rozex, even strengthen the comprehensive drug portfolio. In 2014, Galderma will reinforce this momentum with the roll-out of a new treatment of erythema associated with rosacea. Promoting synergies between markets While facilitating global roll-outs, the company is also capitalizing on lessons learned in new markets, leveraging them to better serve previously established ones. The strong support of specific innovative initiatives facilitates synergies among disparate markets,
+5.8% THE PROJECTED ANNUAL INCREASE OF GLOBAL HEALTH SPENDING UP TO 2020, OUTSTRIPPING PROJECTED GLOBAL ECONOMIC GROWTH.
BILLION PEOPLE WILL BELONG TO THE GLOBAL MIDDLE CLASS BY 2020, VERSUS 1.8 BILLION IN 2010.
Source: Bain (2011), The Great Eight – Trillion Dollar Growth Trends to 2020.
Source: OEDC Development Centre, The Emerging Middle Class.
Cetaphil products have offered patients effective and adapted cleansing and moisturizing skincare solutions for over sixty years. The range has evolved over the years to address more specific needs and today includes 16 products. The DiseaseSpecific Product (DSP) range has been developed to meet the requirements of physicians for a specially adapted therapeutic skincare range, such as Cetaphil Restoraderm for people suffering from atopic dermatitis, the number 1 skin condition encountered by dermatologists. The recent launch of Cetaphil Dermacontrol provides a therapeutic skincare range for patients treated for acne, in particular, a face wash and facial moisturizer SPF 30 which make the daily treatment regime easier to follow. The DSP portfolio registers the highest sales growth of the brand: +37% in 2012.
with products from all portfolios earmarked to receive extra resources and focus. One of these products was the highpotential Restylane Skinboosters treatment. Two countries in different stages of development were chosen to source best practices: Mexico, a high potential market, and Sweden, with a solid customer base. After launching a campaign combining outdoor, print, digital and PR communications with an in-clinic campaign, Restylane Skinboosters established itself as the major aesthetic treatment in each market. Promoting international exchanges Today, healthcare reform dominates headlines in mature markets. Governments in Europe and around the world continue to cut costs by de-reimbursing certain categories of prescription treatments. Products become generic or over-the-counter and patients and consumers are increas-
Camp Wonder: a special summer for children with skin diseases Young patients with chronic and lifethreatening skin diseases as well as their families are subjected to an unusual set of constraints. In the U.S., Galderma partners through the brand Cetaphil with the non-
ingly forced to pay out of their pocket. A new market for reliable and value priced self-medicated dermatological solutions is emerging, in which Galderma is bringing innovative and high-quality offers. The ageing of the European population has created new needs. People remain active both inside and outside of the professional arena. Consumers want to look as good as they feel and an increasing number of quality injectors and techniques drive strong growth in the Aesthetic & Corrective category. Patient demand for more strictly regulated product approval and marketing of facial fillers favor evidence-based companies, such as Galderma. Building strong partnerships with authorities to ensure appropriate consumer safety is a necessity. To this end, Galderma is reinforcing its engagement in clinical studies worldwide, forging partnerships with academic institutions and organizations, supporting
educational programs like Euroderm Excellence (see page 43). Promoting better knowledge of dermatology, diseases and treatments, the company has devoted considerable energy and investment to supporting global and local congresses in the field. It vows to promote exchange and attain a deeper understanding of what physicians and patients are looking for now and in the future.
profit Children Skin’s Disease Foundation, the founder of Camp Wonder. Camp Wonder is a free of charge summer camp in California, where 100 children aged 7 to 16 can get a week away from stares and bullies and instead experience the childhood joys of summer camp. Acceptance and empowerment are the foundation of Camp Wonder’s philosophy. Counselors are often former campers, facilities are fully
handicapped accessible and activities are tailored for every camper’s needs. A large on-site medical staff of volunteer physicians, nurses, medical students and other healthcare professionals offer children a safe and happy experience. As a proud supporter of Camp Wonder, Galderma provides a generous grant and employee volunteers during the camp and throughout the year. Learn more on: http://www.csdf.org
Connecting with people Today, Galderma is an industry leader in anticipating patient needs, researching and developing new ideas. Experience demonstrates that, no matter what the medical field or platform may be, investing time in cultivating relationships and exchanging information will always be an organization’s greatest strength. In times of change, the best way to prepare for the future is to connect with people. All of them.
IMPROVING MEDICATION AGAINST ROSACEA
Lena’s aesthetic treatment “I decided to have some aesthetic treatment when I discovered that the older I got, the more I was fighting a losing battle against gravity. Everything started going downwards! It is a fact of life, but nonetheless a sad one. So when I realized you can do something about it without a major procedure, I set up a time for a consultation with a clinic. I wanted to do something about my tired-looking eyes. Also, the wrinkles around my mouth made me look annoyed and irritated, which is really something I am not! I was surprised at how little time
I feel a lot fresher now, I think the treatments have made me look at least 6–7 years younger. It has really been a lift for me mentally as well because I think that the connection between looking good and feeling good is really strong. The funny thing is that although a lot of people have told me I look much more alert now, no one has suspected anything or asked if I have had a procedure done. Which is quite amazing, because I can easily tell the difference from looking at photos of myself before and after the treatment.”
it took to do the treatment, I had thought it would be much more complicated, but it only took half an hour and wasn't dramatic at all. I got a small bruise from the injection, but could easily cover it with a concealer and no-one could see anything the day after. While I was at the clinic, I learned about the skinboosters and became curious about them, because my skin was a bit dry. I booked a series of treatments, as you have to repeat them for maximum effect. I am amazed when I look at the results today.
“It has really been a lift for me mentally as well. I think the connection between looking good and feeling good is really strong.” LENA AUGUSTSSON , STOCKHOLM, SWEDEN
Leader on the rosacea market, Galderma is about to bring to market a new solution for redness, subject to approval by health authorities. Rosacea is a common, chronic inflammatory skin disease. Fair-skinned individuals and women tend to be more prone to the disease. Both genetic and environmental factors may be involved in the pathogenesis, but research has yet to reveal its exact causes. Sufferers' most frequent complaint is about intense redness of the facial skin, often accompanied by flushing, visible blood vessels and pimples. Rosacea can cause emotional distress including embarrassment, anxiety and low self-esteem. This is a major reason why the proper treatment of rosacea through the improvement of the physical signs and symptoms of the disease can contribute to patients’ psychosocial well-being. While there is still no cure for rosacea, Galderma has long been the leader in providing sufferers with effective and safe treatments like Rozex/Metro and Oracea. On condition of its approval by health authorities, Galderma should offer a new innovative treatment for the erythema of rosacea. In clinical studies, once daily application of the gel was well-tolerated, offering fast and durable relief from redness. It would be the first approved medication specifically developed to directly target the erythema of rosacea. As part of Galderma’s holistic approach to providing innovative dermatological solutions, besides prescription drugs, patients need to be counseled about potential trigger factors for rosacea and on the use of gentle, nonirritating skin care products.
Galderma’s key therapeutic areas ACNE
Acne is a chronic inflammatory skin disease of the pilosebaceous gland, linked to changes in hormone levels, the condition can last several years. Acne occurs when the follicular canals of the gland become blocked with excess sebum (a fatty secretion) and dead cells and presents as inflamed pustules and painful red pimples, most commonly on the face, but also on the back and chest.
Rosacea is a chronic inflammatory skin condition characterized by facial redness, which is by firstly intermittent but then becomes permanent. The disorder, which affects the T-zone (nose, cheeks, forehead and chin), can produce other symptoms such as broken blood vessels and, occasionally, papules and pustules which can look like acne. Rosacea mostly affects people between the ages of 30 and 60 and tends to occur more frequently among fair-skinned individuals with light-colored eyes. Two to five percent of North Europeans and Americans suffer from this disorder.
Pigmentary disorders are characterized by an increase or decrease in skin pigment. Melasma (commonly known as the pregnancy mask) is the most frequent disorder, affecting 50 to 70% of pregnant women. This hyperpigmentation disorder can occur following exposure to the sun or hormonal changes. Vitiligo is a pigmentary disorder that affects 0.5 to 2% of the global population. It is characterized by white patches on the skin, usually on the face, hands, feet and frictional areas.
Onychomycosis (or nail mycosis) is an increasingly common disorder, affecting around 10% of the world population. One in two people over the age of 70 suffers from it. Onychomycosis is caused by a microscopic fungus and tends to be more common in the toe nails. It is a highly contagious disorder that can destroy the nail if not treated.
PSORIASIS Psoriasis is a chronic, inflammatory skin disorder characterized by red, scaly and sometimes itchy patches. It affects around 2 to 3 % of the world population. It is a lifelong condition with relapses and remissions that are both emotionally and physically stressful. Psoriasis often develops on the scalp and nails, and can involve swelling and pain in the joints (psoriatic arthritis). There is currently no cure, but existing treatments help sufferers manage their symptoms.
SKIN RARE SKIN SENESCENCE SKIN CANCER DISEASES Skin aging is caused by the passage of time, but also by exposure to the sun and UV rays (photoaging). Its effects can be treated with drugs and medical procedures such as injections or laser therapies.
Actinic keratoses are precancerous lesions frequently found in fair-skinned patients, especially with chronic sun exposure. The lesions appear as rough, scaly patches on sun-exposed areas of the body. If left untreated, they can develop into a fast-evolving form of skin cancer called squamous cell carcinoma. Basal cell carcinoma is the most common skin cancer among fair-skinned people. It affects mainly sun-exposed areas of the skin. It is not life-threatening, but the carcinomas enlarge, become locally invasive and can ulcerate. Melanoma is a skin cancer developing from cells producing melanin in the skin, known as melanocytes. It is the most life-threatening skin cancer, and often presents as an asymmetric pigmented lesion with irregular borders. Any change in its color, size or shape requires immediate consultation with a dermatologist.
Galderma is currently exploring the treatment of few rare skin diseases. Congenital ichthyosis often occurs in a severe form in the first years of life. Later on it causes thick, dry, white scales to appear on the skin which can be debilitating in their more severe forms. Palmoplantar keratodermas are characterized by an abnormal thickening of the skin on the palms and soles. Cutaneous T-cell lymphomas result from uncontrolled proliferation of T lymphocytes. Clinically, it is evidenced by red scaly patches which are sometimes pruritic and can evolve into cutaneous, lymph nodes or visceral tumors. Gorlin syndrome is an inherited disease mainly affecting the skin and causing basal cell carcinomas to appear early in life.
PARTNERING WITH HEALTHCARE PROFESSIONALS TO DELIVER VALUE IS A PRIORITY FOR BENOIT CHARDON AND BRIAN JOHNSON.
Adherence and Performance) program for Epiduo helps teenagers and young adults follow their treatment and interact with the brand. We participate in disease awareness programs like “Face-to-face” for rosacea, and support events like those organized by the National Psoriasis Foundation.
How do you best serve healthcare professionals in your markets?
BC: In South Korea and China, we launched a successful Restylane celebrity campaign on TV, building market and brand equity. In EMEA & Latin America, a disruptive “before & after” campaign in waiting rooms associated for the first time premium quality photos with real-life people testimonials. Direct to consumer communication is considered by healthcare professionals as one of the best business drivers.
Benoit Chardon: The Aesthetic & Corrective business is driven by physicians. Beyond supplying innovative, high-quality and safe products, we help them build their practices. Our Alliance Service Program includes advanced medical education, patient management, business consulting, merchandising and soon an e-learning platform.
Brian Johnson: We meet practitioners every day and understand their medical and business needs. Explaining how new treatments serve their practice helps them. Patients’ needs change and clarify: it is easier to exchange with physicians when we have the right solution for them.We also support continuous medical education programs for dermatologists. What has changed in your service to healthcare providers? BC: With new research on consumer behavior towards aesthetic procedures, physicians understand better their new role in serving consumers. They realize that “patients” are expecting a premium service rather than a treatment for illness.
...while serving healthcare professionals...
BJ: We help practitioners provide value in new situations, by providing the widest range of innovative products and services. For example, Tri-Luma, the only FDA-approved treatment for melasma, can now be either dispensed by the physician in his office or prescribed to the patient. How do you talk directly to patients? BJ: We help patients understand their disease and improve their experience. The TAP (Treatment,
BENOÎT CHARDON HEAD OF FACIAL AESTHETICS
BRIAN JOHNSON VICE-PRESIDENT PRESCRIPTION MARKETING GALDERMA USA
A professional commitment With the Internet and new forms of media, the dependence of patients on a healthcare professional’s advice has changed. Like elsewhere, proactive self-education and shared responsibility are strong trends in dermatology. Partnering with professionals Galderma shares with healthcare professionals the mission of finding the right solutions for the changing needs of patients. A key part of that goal is developing partnerships with these professionals, to help them understand and better explain treatment benefits to
patients who are more aware of their condition than before. Dermatologists are the most highly qualified medical professionals to deal with skin conditions, but there are many other healthcare providers who help patients find the right treatments for their needs. Among them, general practitioners, pediatricians, plastic surgeons, oncologists and gynecologists are increasingly treating skin conditions. Nurses are in constant contact with patients. Pharmacists play a key role in ensuring that the right products and solutions reach the patient, particularly in the case of Self-medication.
Source: Wolters Kluwer.
Helping future practitioners Programs sponsored by the company are essential to the relationship with professionals. With the guidance of the Medical Affairs department,
OF DERMATOLOGY DRUGS IN NORTH AMERICA ARE PRESCRIBED BY DERMATOLOGISTS, 33% BY GENERAL PRACTITIONERS AND 19% BY PEDIATRICIANS.
Galderma engages with all of these professionals in a transparent and open way. Clinical studies provide a very practical point of contact with healthcare professionals. They offer physicians a firsthand view on Galderma treatments and their effectiveness. The company’s diligence on pharmacovigilance is another valuable contact point.
IN JAPAN, ACNE-RELATED PATIENT CONSULTATION RATES JUMPED FROM 14% TO 19%, FOLLOWING AN ACNE AWARENESS PROGRAM SPONSORED BY GALDERMA.
Helping healthcare professionals understand and better explain treatment benefits to patients.
Galderma is supporting a number of initiatives to provide valuable services helping physicians in their daily practice of dermatology. Furthermore, the company is also committed to supporting a high level of education for dermatology residents. The residents’ program (see box on the right side), which the company supports through the European Dermatology Forum, is a seminar that puts future practitioners in touch with leading authorities in dermatology. Another initiative, which Galderma supports in the United States, helps student residents prepare for their final board examination in dermatology.
30,000 PEOPLE IN CANADA ARE MEMBERS OF THE CETAPHIL SKINCARE CLUB.
Improving professional experience In the Aesthetic & Corrective field, training physicians in procedures is central and provides ample resources for better understanding of their needs. Some are medical, such as demonstrating how physicians should use new product injection techniques for better results and an enhanced patient experience. But change is also afoot in the way physicians run their aesthetic practice. These courses provided by Galderma, part of the Alliance Ser vice Program, help professionals improve their practice management and patient service.
The purpose of Galderma's Harmony Program is to teaching aesthetic physicians to achieve good, balanced results with 2 to 3 injections, versus up to 10. 43
THE AVERAGE NUMBER OF DAILY CONTACTS BETWEEN HEALTHCARE PROFESSIONALS AND GALDERMA’S SALES FORCE IN GERMANY.
A new generation of European Dermatologists The European Dermatology Forum (EDF) organizes Euroderm Excellence, an annual training program for European Residents in dermatology. Galderma is the exclusive sponsor of this program that provides strong academic value for students, bringing qualitative and practical knowledge to them. The course gathers the best dermatology residents from European countries. This 4-day training program in practical clinical dermatology deals with all aspects of research and practical skills. Since the beginning, over 1,400 students and 100 of the most famous teachers have joined this international training course. It is a great opportunity for all participants to develop their professional network and further their skills and education. This event is shared across universities all over Europe, and the 10th anniversary will be celebrated in 2013.
Likewise, Galderma’s Harmony program offers a complete holistic diagnostic approach so that physicians can listen to patients better and understand what they expect from an aesthetic consultation. Providing reliable information Communicating with patients is part of Galderma’s commitment. This includes educating them, helping them consult a doctor and understanding their disease and its treatment. With the Internet, patients are exposed to a huge amount of information, not all of it accurate or complete. The company works with medical institutions and patient advocacy groups all over the world to provide patients with the most appropriate and reliable information. Treatment compliance is a big issue.
Ensuring that the patient follows prescriptions precisely, in the right quantity and frequency, is essential. Often, the answer lies in product innovation. Offering Epiduo in a pump format has improved acne treatment compliance for teenagers. A mobile application allows Epiduo patients to track progress and share with their practitioners. The growing importance of Self-medication has prompted Galderma to step up its efforts in patient education. Initiatives such as online Cetaphil clubs have built large communities. Sometimes, people do not know that there is a medical solution for what ails them. In Germany, “Skin Health Days” are an important disease awareness campaign about rosacea, which informs those suffering from that condition on how it can be treated. Feedback has been overwhelming.
CLOSE TO PHARMACISTS
Building confidence Helping people acquire a better awareness of skin conditions and treatments contributes to building a virtual circle between patients and healthcare professionals. Ultimately, positive patient experiences delivered via the right solution prescribed or recommended by wellinformed healthcare professionals are what count most at Galderma. Good experiences and testimonials serve as reminders that people are at the heart of everything the company does.
Caring for the Littlest Patients Dr. Manju Elizabeth George is pediatric dermatologist in Palm Beach Gardens, Florida. She is boardcertified in adult and pediatric dermatology. What new dermatological needs are you now seeing in your practice? In my practice I am now encountering younger children (ages 8-10) and adolescents with acne. Also, there are many infants and children with atopic dermatitis (eczema), whose parents are highly knowledgeable: they prefer organic and natural products, they know about parabens and are environmentally aware.
Reaching out online To encourage new means of exchange and interactions amongst dermatologists and healthcare professionals, Galderma supports online educational platforms and services. Among them, Dermquest.com is a website dedicated to practicing and future dermatologists. It features one of the
largest image bank with more than 23,000 photos available, expert opinions, case notes and resources relevant to the practice of dermatology. A panel of respected international dermatologists sits on the editorial board and helps continuously improving the platform in order to meet the needs of its members. Derm101.com offers access to the most current research about
diagnosis and treatment of skin diseases, and the platform is also tailored to meet the specific needs of pediatricians and family physicians practicing dermatology. The new mobile applications in both English and Spanish make this platform even more accessible and helpful in the daily practice. More than 50,000 physicians in the world are already members.
Is it difficult for patients to follow treatment protocol? Yes, at times it can be difficult because
How do you work with Galderma? I work with Galderma in developing acne education in the pediatric world, for providers who may be seeing acne first line in their office. I really enjoy talking to the community about something we can all prevent.
medications and treatment protocol can be complicated. I often provide handouts and write out instructions clearly, numbered in order. Very often, I show parents how to apply a medication. I always ask them to call the office if they have any questions and tell them, "Things should be getting better, not worse so please call me.”
What does interaction with Galderma bring you as a physician? Galderma is providing me with all the resources I need as a practitioner: studies and handouts help me understand a particular product. I also learn from other pediatric dermatologists and pediatricians and this interaction really makes me a better physician. We all learn from each other.
How do you work to improve patient outcomes? I often tell patients, "I can give you all the products you want but if you don't use them it doesn't matter". If patients like the product, they will use it. Patient satisfaction and tolerability are key.
"I really enjoy talking to the community about something we can all prevent." DR. MANJU ELIZABETH GEORGE, PEDIATRIC DERMATOLOGIST
Galderma takes special pride in working closely with pharmacists. As one-stop providers for many solutions and products, pharmacies not only distribute Prescription products, naturally, but also the fast-growing category of Self-medication solutions, which pharmacists recommend to patients and consumers. In Brazil, for example, Galderma has developed a close partnership with pharmacies, offering a variety of services in about 3,000 pharmacies. With over 425 events in 2012, impacting almost 7,500 pharmacists and their assistants in the different categories and brands of Galderma products, the company has shown its long-term commitment to this relationship. Special Cetaphil and Dermotivin corners were set up and pharmacists received training sessions for Loceryl. Many new or emerging markets, such as Brazil or China, rely increasingly on Self-medication brands; Galderma is helping pharmacists better serve their customers while delivering high-quality training and materials.
THREE EXECUTIVES DISCUSS HOW GLOBAL STRATEGY WAS ALIGNED WITH LOCAL BUSINESS MODELS TO BOOST GROWTH IN 2012. TODD ZAVODNICK SENIOR REGIONAL DIRECTOR LATIN AMERICA
How did you overcome market challenges ? Lee Heeson: In light of a challenging economy and loss of exclusivity, generating demand through our promoted brands across the 3 businesses was key. By focusing on cornerstone brands in Self-medication – Loceryl, Cetaphil and Benzac – and through talent acquisition and development, we successfully started the journey to create the dermatology category in pharmacies. The total value proposition of our world-class facial injectables portfolio, injector training and practice development support enabled us to drive market share gain in
the A&C market. Finally, leadership development was a major focus with particular emphasis on strategic vision and agility. What is driving growth in your areas ? Todd Zavodnick: Latin America is a region where our main focus is to drive brand development and also shape and expand the overall market with initiatives across the three businesses. We expect strong double digit growth from all three business units within the current 10-year plan horizon. A key focus for us in Latin America is the expansion of the Aesthetic & Corrective marketplace, as today only 39% of physicians and surgeons are participating in non-invasive Aesthetic & Corrective procedures. We are executing numerous training initiatives to help grow the market in quantity, but at the same time ensuring they are quality injectors, achieving successful, repeatable outcomes over time. The commitment to our people and their development is of the utmost importance to achieve our objectives for today and tomorrow. What have been the strong points in your region ?
...around the world.
Kamal Abbasi: Firstly the ‘can do’ attitude prevailing across the APAC region.The Asian economic boom and demographic shift, along with the increase of disposable income, and higher expectation on quality are benefiting our existing brands and is key for the future portfolio. It is expected that China will soon be the second biggest pharmaceutical market in the world. Restylane is successful and growing fast, with an Aesthetic & Corrective business in China showing strong potential. We also sold 5 million units of Cetaphil in China –the second highest performance in units after the U.S. Australia, our most successful affiliate to date, has become a benchmark for us in our 3 business strategy execution. In Korea, Cetaphil, recommended by dermatologists, took advantage of a business model including innovative online presence.
LEE HEESON SENIOR REGIONAL DIRECTOR EUROPE, MIDDLE-EAST, AFRICA
KAMAL ABBASI SENIOR REGIONAL DIRECTOR ASIA-PACIFIC
Positioned for worldwide growth
Galderma is strongly focusing on new markets, particularly Asia and Latin America.
China: a clear priority The company’s objectives in China are clear: to reinforce a leading Aesthetic & Corrective business while
Following a year of growth in 2012, Galderma is preparing for another year of promising results driven by innovation. It is also a time of geog raphic expansion, with products available in more than 70 countries and improved coverage in areas where the company was already present. A complete spectrum of solutions Galderma’s global strategy relies on the simple principle of bringing innovative Prescription, Self-medication and Aesthetic & Corrective solutions to pa-
tients and customers in every market where there is a need. Galderma aims to strengthen its presence with patients and healthcare professionals by means of a vast portfolio of innovative medical solutions for everyone, at every age. This strategy then determines the company’s structure, notably as seen in the creation of new global business units. Strong brands are Galderma’s key asset. Four of them are ranked in the Top 20 in the dermatology Prescription segment(1). Epiduo is the most prescribed branded topical acne agent in the world(2). Oracea, the first systemic treatment for rosacea, has met with huge
success of sales in countries where it has been introduced. Loceryl, originally a Prescription brand, illustrates the potential of re-categorizing products as Self-medication: in Germany, sales of Loceryl have risen sharply since this treatment for fungal nail infections was made available over-the-counter in pharmacies. In the Aesthetic & Correctiveaera, Galderma can rely on a complete spectrum of solutions for medical practitioners, with its hyaluronic acidbased dermal fillers (Restylane and Emervel), a botulinum toxin type A (Azzalure), and complementary products such as Pliaglis and Metvix.
Continued expansion In 2012, the Company recorded overall sales growth of 12.9% based on reported figures, with particularly good results in Germany, China and Australia. Mature markets generally consolidated their performance in 2012. In North America, the dermatology market transformed in 2012: reshaping of the competitive landscape, healthcare changes and generics exposure for branded drugs. In this challenging environment, Galderma continued its expansion during a year marked by five product launches and three registrations in both the United States and
Canada, where Galderma is a leader in the Prescription market with strong growing brands. As recessionary Europe tightens its public medical coverage, Germany leveraged commercial efforts and advertising campaigns.
accelerating the Selfmedication and Prescription categories through developing local organizational and production capacities. A&C and Selfmedication are strong growth
Focusing on emerging markets There is a clear demarcation between mature countries and the bustling emergent markets, which are a strong focus for Galderma. Asia and Latin America are still in growth mode as markets take shape. Opportunities abound, both through the launch of products already available elsewhere
drivers. In A&C, Restylane has drawn more customers through increased brand equity and geographical coverage. Cetaphil continued to grow fast via increased distribution to drugstores and chain pharmacies. The Self-medication market holds great promise for switch products based on Prescription formulas, such as Loceryl Nail Lacquer. The Prescription portfolio is being actively developed and will add significant growth opportunities moving forward. In 2012, Galderma doubled its sales in this strategic market.
No. 1 US DERMATOLOGISTS RECOGNIZED GALDERMA AS NO. 1 DERMATOLOGICAL COMPANY FOR SEVEN CONSECUTIVE YEARS.
BRAZIL WAS GALDERMA’S SECOND LARGEST MARKET AFTER THE US IN 2012.
Source: SDI Company Image Survey. Results in Dermatology, 2011.
Source: Company data, at the end of 2012, at comparable rates.
THE COMPANY’S GLOBAL HEADCOUNT INCREASE IN 2012.
MILLION EUROS 2012 GALDERMA SALES IN GREATER CHINA(1).
17% GALDERMA GREW OVER 17% IN GERMANY DESPITE CHALLENGING MARKET CONDITIONS (1). (1) Source: Company data, at the end of 2012, at comparable rates.
and through investing in new regions, such as South East Asia. Among the leading market-building opportunities are Singapore, the Philippines and Indonesia, (one of the most highly populated countries in the world), followed by Malaysia and Thailand. Powerful opportunities In Asia, and perhaps around the world, China presents the highest potential for growth. With three-digit sales growth in 2012, China is set to become the world’s second-biggest market for pharmaceuticals in the next five years. Galderma has been operating there for several years, and 2012 marked the beginning of its expansion in this area, with the inauguration of an affiliate, and sales doubled in 2012. Australia also performed very well, with a strategy based on the three businesses and Dysport, Cetaphil and Epiduo as key
growth drivers. In Latin America, the rise of the middle class eager to spend on medical and consumer products to improve wellness has mirrored Galderma’s capacity for training physicians on treatment solutions. Both new markets and brands are expanding rapidly. Brazil represents the largest potential, reporting 60% of the region’s total revenue and high opportunity across categories but many other markets, such as Mexico, are showing a strong increase in patient-driven needs. Responsible growth Because the company now serves nearly 7% of the world’s dermatology market(1) and is investing in high potential markets, it is poised for further growth. The organic growth strategy is complemented by its external growth strategy. For example, in December, the brand announced the acquisition of the Swiss
laboratory Spirig, the dermatology market leader in Switzerland. In 2012, for the first time in the history of Galderma, more than half of sales were generated outside the United States: the company has truly become international. Galderma is more conscious than ever of its increased responsibilities towards patients and stakeholders, and of the importance of driving a business with compliance and respect. (1) Source: IMS data - D+J1A+J2A (dermatology only), MAT December 2012 – 39 countries. (2) Source: IMS Health - Monthly Midas database, all countries selected - Topical anti acne market Nov.2012 MAT, retail Rx Market - at sales manufacturer local currency dollar value.
THE COMPANY’S GROWTH IN CHINA IN 2012. CHINA IS SET TO BECOME THE WORLD’S 2ND PHARMACEUTICALS MARKET IN THE NEXT 5 YEARS.
THE NUMBER OF EMPLOYEES IN THE ASIA PACIFIC REGION MORE THAN DOUBLED IN 2012.
Source: Company data, at the end of 2012, at comparable rates.
Brazil: Three-category leader Brazil is a standout example of how Galderma shapes local markets by responding to local needs with a complete portfolio and three businesses at play. In the Prescription market, Epiduo consolidated its leadership as the first topical acne treatment. The third “Acne Day” in São Paulo was a success, with 700 physicians attending. Clobex, Avicis and Loceryl significantly gained market share. The Self-medication products lead in four of the six market segments where they are present, taking the leadership for the first time in the moisturizer market with 22.4% market share, thanks to the support of a dedicated sales team covering 3,000 pharmacies. Aquaclin was launched as the first OTC brand for acne treatment. As part of Galderma’s scientific studies support, the first Brazilian epidemiological study in onychomycosis “ONO” was presented. In Aesthetic & Corrective, Dysport is the leading brand on the botulinum toxin dermatology market, with 54% of market share. Restylane reached record sales of 100,000 units. The symposium addressing the global approach of facial anatomy and treatment with Dysport and Restylane drew 3,500 participants during the National Brazilian Congress. The Alliance service platform in the aesthetic area was launched adding significant value to the brands with a cluster management model. These results were possible due to a complete professional relationship program. Among many other initiatives, the ‘Fellowship Program’ reached 600 fellows, supporting various scientific projects and initiatives.
Transformation and reinforcement in the US With about 600 employees, Galderma’s number one market continues to expand, generating sales of around $1 billion. The company made news in the US in 2012 with four product launches (Epiduo, Metrogel, Differin 0.3% pumps and Cetaphil Dermacontrol for acne-prone skin), two registrations and ten FDA consultations while championing compliance and safety. A leader in the US Prescription market, Galderma’s brand growth and performance has surpassed demand with Clobex Spray, Epiduo and Oracea. The Selfmedication category was also reinforced thanks to the continued strength of flagship brand Cetaphil – one product is sold every second and the successful launch of Cetaphil Dermacontrol among the dermatology and pediatric community. The supplement approved by the FDA for Pliaglis, a topical anesthetic as well as the comeback of Tri-Luma, treating pigmentary disorders marked new steps reinforcing Galderma’s presence in the Aesthetic & Corrective area. Galderma’s dedicated Managed Care team promotes quality healthcare for dermatology patients by partnering with managed care organizations, insurers and third-party payers. The company actively supports dermatologic and pediatric organizations via direct, unrestricted grants and donations amounting to $20 million in the last five years. Last but not least, US-based dermatologists have recognized Galderma as the No.1 dermatological company for seven consecutive years(3).
Sources: IMS, CUP, SAFE System, Research - A&C Census.
(3) SDI Company Image Survey — Results in Dermatology, 2011.
PARIS FRANCE CORPORATE SERVICES
ASIA-PACIFIC AUSTRALIA CHINA HONG KONG INDIA JAPAN PHILIPPINES SOUTH KOREA SINGAPORE TAIWAN
UPPSALA SWEDEN R&D AND PRODUCTION
EUROPE - MIDDLE EAST AFRICA BELGIUM FRANCE GERMANY GREECE ITALY POLAND PORTUGAL RUSSIA SOUTH AFRICA SPAIN SWEDEN SWITZERLAND THE NETHERLANDS UNITED KINGDOM
PRINCETON NEW JERSEY, USA R&D
FORT WORTH TEXAS, USA NORTH AMERICA HEADQUARTERS
BAIE D'URFÉ CANADA PRODUCTION
LATIN AMERICA ARGENTINA BRAZIL CHILE COLOMBIA MEXICO VENEZUELA
SOPHIA ANTIPOLIS FRANCE R&D TOKYO JAPAN R&D
LAUSANNE SWITZERLAND GLOBAL HEADQUARTERS
GALDERMA IS EXPANDING ITS INTERNATIONAL PRESENCE, COVERING MORE THAN 70 COUNTRIES TODAY.
ALBY-SUR-CHÉRAN FRANCE PRODUCTION
With 31 affiliates and exclusive representatives throughout the world, Galderma is developing markets in high potential regions while answering global needs in its three businesses: Prescription, Self-medication and Aesthetic & Corrective medical solutions.
HORTOLÂNDIA BRAZIL PRODUCTION
FIND ALL GALDERMA OFFICES AROUND THE WORLD ON WWW.GALDERMA.COM
NORTH AMERICA CANADA UNITED STATES OF AMERICA
Galderma locations VISIT ALL THE AFFILIATES WEBSITES ON WWW.GALDERMA.COM
HEADQUARTERS SWITZERLAND GALDERMA SA Avenue Gratta-Paille 2 1018 LAUSANNE Tel.: 41 21 642 78 00
CORPORATE SERVICES FRANCE GALDERMA INTERNATIONAL S.A.S. Tour Europlaza La Défense 4 20 avenue André Prothin 92927 La Défense Cedex Tel.: 33 1 58 86 45 45 SWITZERLAND GALDERMA SA Avenue Gratta-Paille 2 1018 LAUSANNE Tel.: 41 21 642 78 00
R&D FRANCE GALDERMA R&D S.N.C. Les Templiers 2400, route des Colles 06410 Biot Tel.: 33 4 93 95 70 70 JAPAN GALDERMA KK (Japan) 9th Floor, Sumitomo Fudosan Iidabashi No.3 Building 13-1 Nishi-Gokencho Shinjuku-ku Tokyo 162-0812 Tel.: 81 3 5229 6900 SWEDEN Q-MED AB Seminariegatan 21 Visitors: Fyrisvallsgatan 7 752 28 Uppsala Tel.: 46 18 474 90 00 UNITED STATES GALDERMA R&D LLC 5 Cedar Brook Drive - Suite 1 Cranbury, NJ 08512 Tel.: 1 609 409 77 01
PRODUCTION SITES BRAZIL GALDERMA BRASIL Ltda. Rodovia SP 101 Campinas-Monte Mor, Km 9 Condominio Techtown CEP 13186-904 Hortolândia-SP Tel.: 55 19 3045 6900
CANADA GALDERMA PRODUCTION CANADA INC 19400 Trans-Canada Hwy Baie d'Urfé, Québec H9X 3S4 TEL.: 1 514 457 33 66
CHINA GALDERMA INTERNATIONAL 3708 Lippo Plaza No. 222 Middle Huaihai Rd. Shanghai 200021 - P.R.China Tel.: 86 21 2315 9666
FRANCE LABORATOIRES GALDERMA S.A.S. Zone Industrielle - Touvière 74540 Alby sur Chéran Tel.: 33 1 58 86 45 45
COLOMBIA GALDERMA COLOMBIA S.A. Carrera 14 N93 B-32 Oficina 504 - Bogota, DC Tel.: 57 1622 7560 ext 201
SWEDEN Q-MED AB Seminariegatan 21 Visitors: Fyrisvallsgatan 7 752 28 Uppsala Tel.: 46 18 474 90 00
AFFILIATES ARGENTINA GALDERMA ARGENTINA S.A. Juramento 1775 8° Piso (C1428DNA) Ciudad de Buenos Aires Tel.: 54 11 4124 0454 AUSTRALIA / NEW ZEALAND GALDERMA AUSTRALIA (PTY) LTD. Suite 4, 13B Narabang Way Belrose NSW 2085 Tel.: 61 2 9479 0600 BELGIUM GALDERMA BELGILUX BN p/a Multiburo Keivitplein 20C/12 2018 Antwerpen Tel.: 32 3 897 19 00 BRAZIL GALDERMA BRASIL LTDA. R. Surubim, 373 - 4th floor Cid. Monções - São Paulo / SP 04571-050 Tel.: 55 11 3524 6300 CANADA GALDERMA CANADA INC. 105 Commerce Valley Drive West - Suite 300 Thornhill, Ontario L3T 7W3 Tel.: 1 905 762 2500 CHILE LABORATORIOS GALDERMA CHILE LTDA. Mc Iver N 440 Office N 701 Santiago Centro Tel.: 56 2480 7500
FRANCE GALDERMA INTERNATIONAL SAS Tour Europlaza - La Défense 4 20, Avenue André Prothin 92927 La Défense Cedex Tel.: 33 1 5 8 86 45 45 GERMANY GALDERMA LABORATORIUM GMBH Georg-Glock-Strasse 8 40474 Düsseldorf Tel.: 49 211 58 601 00 GREECE GALDERMA HELLAS TRADE OF PHARMACEUTICAL PRODUCTS S.A. Pendelis Avenue 37A 15235 Vrilissia Attica Tel.: 30 210 81 04 190 HONG KONG GALDERMA HONG KONG LTD. Suite 3501-02, 35/F, Cambridge House, Taikoo Place, 979 King's Road Island East, Hong Kong Tel.: 852 28240333 INDIA GALDERMA INDIA PVT. LTD. 23, Steelmade Industrial Estate, 2nd Floor - Marol Village, Andheri (E) - Mumbai 400 059 Tel.: 91 22 6726 1818 ITALY GALDERMA ITALIA S.p.A. Centro Direzionale Colleoni Palazzo Taurus - Ingresso 1 20864 Agrate Brianza (MB) Tel.: 39 039 63 46 91 JAPAN GALDERMA KK (Japan) 9th Floor, Sumitomo Fudosan Iidabashi No.3 Building 13-1 Nishi-Gokencho Shinjyuku-ku Tokyo 162-0812 Tel.: 81 3 5229 6900
MEXICO GALDERMA MEXICO S.A. de CV Mariano Escobedo N°. 476 - Piso 10, Torre Polanco Col. Anzures Delegación Miguel Hidalgo 11590 México, D.F. Tel.: 52 55 9126 2000 PHILIPPINES GALDERMA PHILIPPINES INC. Unit 3001 Atlanta Centre 31 Annapolis Street Greenhills, San Juan Metro Manila 1502 Tel.: 63 2 470 8000 POLAND GALDERMA POLSKA Sp.z.o.o. ul. Laczyny 4 02-820 Warsaw Tel.: 48 22 331 21 80 PORTUGAL GALDERMA INTERNATIONAL Sucursal em Portugal R. Dr. Antonio Loureiro - Borges, n7 - 6 Andar Arquiparque - Miraflores 1495 - 131 Alges Tel.: 351 21 315 19 40/41
SPAIN LABORATORIOS GALDERMA S.A. C/ Agustín de Foxá, 29 - 4 Pl. 28036 Madrid Tel.: 34 902 02 7595 SWEDEN GALDERMA NORDIC AB Seminariegatan 21 752 28 Uppsala Tel.: 46 18 444 0330 SWITZERLAND GALDERMA S.A. Postfach 492 - 6330 Cham Tel.: 41 41 7803828 TAIWAN GALDERMA HK LTD Taiwan Branch 4-6, 9F, N° 17, Sec. 1 Chengde Rd., Datong Dist. Taipei City 103 Tel.: 886 22 555 8850 THE NETHERLANDS GALDERMA BENELUX BV Postbus 2892 3000 CW Rotterdam Visitors: Weena 723 C7.082 Rotterdam Tel.: 31 183 69 19 19
RUSSIA GALDERMA LLC. Leningradskiy prospect 31A, building 1 - Business Center Monarkh Tower - 21st floor 125284, Moscow Tel.: 7 495 540 5017
UNITED KINGDOM GALDERMA (UK) LTD. Meridien House, 1st Floor 69 - 71 Clarendon Road Watford, Hertfordshire WD17 1DS Tel.: 44 1923 208 950
SINGAPORE GALDERMA SINGAPORE PVT. LTD. 1 Kim Seng Promenade #14-10, Great World City West Tower - Singapore 237994 Tel.: 65 6838 9360
UNITED STATES GALDERMA LABORATORIES L.P. 14501 North Freeway Fort Worth, TX 76177 Tel.: 1 817 961 5000
SOUTH AFRICA GALDERMA LABORATORIES SOUTH AFRICA (PTY) LTD. Wedgefield Office Park 17 Muswell Road South Bryanston - Phase 2, Block D, 1st Floor - P.O. Box 71150 Bryanston 2021 Tel.: 27 11 706 23 39 SOUTH KOREA GALDERMA KOREA Ltd. 6F, 7F Bando Building 26 Gromurae-Ro 10-Gil Seocho-Gu, Seoul, 137-802 Tel.: 82 2 6717 2000
VENEZUELA LABORATORIOS GALDERMA VENEZUELA S.A. Urbanizacion Sorocaima Calle Altagracia Edificio Procter & Gamble, Nivel Plaza, Mezzanina Sector La Trinidad - ZP 1080, Caracas - Edo. Miranda Tel.: 58 212 820 83 80