Vaccines: Who would have guessed

1
Vaccines Who would have guessed?

• J. Scott Harward
• Vice President, US Vaccine Sales

2
Vaccines Role of NE US

• Philadelphia is center of 75 of US effort100
  miles 95 of effort
• Proximity to key policy centers FDA, DC, CDC,
  NIH, HHS
• Access to talent knowledge pool
• Access to Western European Vaccine Research
  centers WHO

3
Vaccines Mkt. in Rapid change

• Global rennaissance
• Mktg. to double in 9 yearsUS to lead way
• Prevention v.s. treatment
• Heavy investment Novartis, Pfizer, etc
• Media scrutiny/impact high
• WW governmental involvement
• Many new targets i.e. cancer
• Global scale still an issue
• Pandemic catalyst

4
Role of Federal and State Government
5
Media Pandemic!
6
Vaccines So Whats Different Here? commercial
view

• No Patients
• No Prescriptions
• No Prescribers
• No samples
• No generics
• Transactional commercial model
• 60 Govt. funded
• Prevention v.s. treatment

7
Commercial Success Drivers different

• Requires broad Public Health support pre-Phase 2
• Federal/State Policy capabilities key
• Advocacy involvement key
• Reimbursement expertise critical
• Public Relations role heightened
• Supply chain expertise key
• B2B demand generation

8
Vaccines Prevention Model
Market Shaping
FDA ACIP Recommendations Funding/Reimbursement
State/Federal Legislation
Generating Demand
B2B Relationship

• MD purchasing/ distribution
• risk on MD
• Operational vaccine infrastructure

• KOL Efforts
• SF Mobilization
• Consumer Activation

Account/ Practice
9
GSK Vaccines Mkt. / Channel (Summary) View
Total Mkt.
Private 40
Public 60
CDC
Offices / Clinics
Hosp./GPO
City/County State
Federal
ALT Care/ Other
Targeted Accounts
10
VFC Market Overview
NH
WA
VT
ME
MT
ND
MN
RI
NY
OR
WI
ID
SD
MI
MA
WY
CT
PA
IA
NJ
NE
OH
NV
IN
DE
IL
UT
WV
VA
CO
MO
KS
CA
MD
KY
NC
TN
OK
SC
AR
AZ
NM
GA
MS
AL
AK
LA
HI
TX
FL
VFC Choice
Univ. Choice
VFC Split (Choice/Non)
Univ. Non-Choice
VFC Non-Choice
11
Going Forward

• Public Health, Policy, Parents key childhood
  immunizations
• Technology changing adjuvants, cell culture,
  DNA
• Adult immunization infrastructure weak
• Supply chain rules
• Visibility increasing scrutiny follows no
  patients