Acquistare e vendere in Cina

Transcript

1 Acquistare e vendere in Cina S. Donalisio VP Procurement FIS Ottobre 2015 Documento riservato e non riproducibile in nessuna forma.

2 Professional History Sergio Donalisio Teleco Cavi SpA Solvay Chimica Italia SpA Deputy del Direttore Acquisti Direttore Acquisti Direttore Acquisti CPO

3 FIS at a glance Sales: 304 M 920 Employees 2 Production Plants 3 Commercial Office (IT, China, USA) +60 Countries 660 DMF registered Established in 1957, F.I.S. is the largest Italian manufacturer for Active Pharmaceutical Ingredients (*): Generics APIs Intermediates Custom Synthesis & CMO F.I.S. S.p.A. belongs to Holding F.I.S., an international and independent group of companies. A leading pharmaceutical - chemical manufacturer group offering integrated service to end users from R&D to full scale production. (*) In terms of Sales and considering CMO companies (excluding Beta Lactam Antibiotics)

4 WHO WE ARE F.I.S. S.p.A. belongs to Holding F.I.S., an international and independent group of companies. A leading pharmaceutical chemicals manufacturer offering an integrated service to end users from R&D to full scale production, from grams to tons. F.I.S.team is committed to develop, produce and deliver high quality substances for the pharmaceutical industry worldwide : Active Ingredients Key Intermediates Building Blocks Documento riservato e non riproducibile in nessuna forma.

5 WHERE WE ARE Holding F.I.S. F.I.S. Fabbrica Italiana Sintetici S.p.A. Montecchio Maggiore (VI) - Italy Ph Fax NEW Delmar Chemicals LaSalle Québec - Canada Ph Fax PHF SA Lugano - Switzerland Ph Fax ARETA International Gerenzano (VA) - Italy Ph Fax NEW New Ways of Partnership in the Fine Chemicals Global Development

6 WHERE WE ARE F.I.S. F.I.S. Montecchio (VI) Montecchio Maggiore (VI) - Italy Ph Fax US Office Glen Rock -NJ -USA Ph Fax CHINA Office Shanghai - China Ph Fax F.I.S. Termoli (CB) Termoli (CB) - Italy Ph Fax New Ways of Partnership in the Fine Chemicals Global Development

7 MANUFACTURING SITES F.I.S. Fabbrica Italiana Sintetici S.p.A. Site of Montecchio Viale Milano 26, Montecchio Maggiore (VI) -Italy F.I.S. Fabbrica Italiana Sintetici S.p.A. Site of Termoli Via Massimo D Antona Zona Industriale Termoli (CB) - Italy

8 EXTERNAL ACTIVE COLLABORATION / CONSULTANCIES University of Padova, Dept. of Organic Chemistry on Process Intensification University of Padova, Dept. of Biology on Industrial Biotechnology University of Venice, Dept. of Organic Chemistry, on discovery and implementation on new synthetic methods FIS R&D support an sponsor three grants at University of Padova: PhD in Biotechnology PhD in Molecular Sciences of Microfluidics and Microreactors Contract research on Industrial Biotechnology

9 F.I.S. BY NUMBERS 970employees 2100m3 cgmpproduction capacity 6manufacturing units 89reaction trains 1launch/small cgmp production plant 560mt of API 2 production sites 590mt of cgmp intermediates 660DMFs worldwide 60active ingredients

10 EQUIPMENT

11 Target Purchasing Operating Model IL CONTRIBUTO DELLA DIREZIONE ACQUISTI La funzione acquisti ha tre Obiettivi Principali: Consolidare un Saving misurabile sul TCO Fornire all azienda prodotti e tecnologie innovative, che l azienda diversamente non avrebbe Gestire i Rischi attraverso un approccio strutturato di Supply Chain Risk Management & Competitive Intelligence O-TSR Documento riservato e non riproducibile in nessuna forma.

12 CAMBIAMENTO NELLA VISIONE DEL SOURCING STRATEGICO «Low cost country» «Best cost country» «Best value country» Strategia a breve termine Basata sul costo e la conoscenza delle opportunità «geografiche» Strategia a lungo termine Cost-driven; TCO e altri fattori qualitativi finalizzati ad ottenere la best performance Approccio Sostenibile Best practice basate sul TCO, fattori qualitativi ed innovativi e soprattutto un focus sulla creazione di valore per l azienda

13 COMPETITIVE INTELLIGENCE A systematic & ethical program for gathering, analyzing & managing external information that can affect your company s plans, decisions,and operations. SCIP(Society of Competitive Intelligence Professionals) Documento riservato e non riproducibile in nessuna forma.

14 COMPETITIVE INTELLIGENCE Competitive Intelligence: Ponte tra Informazione e Azione Produzionedi Contenuti Aggregazione delle Informazioni Competitive Intelligence Strategia Business Action Magazines Newswires Web Sites Market Research Newspapers Business Intelligence Software News Portals Online Directories Database Suppliers Profiling Competitors Profiling SWOT Analysis Trend Analysis Simulation Forecasting Communications Marketing Position Human Resources Suppliers Mergers/Acquisition Financial Product Dev. Business Dev. Public Relations Marketing Information Documento riservato e non riproducibile in nessuna forma.

15 COMPETITIVE INTELLIGENCE Company s Environment Suppliers Environment Customers Environment Suppliers Supplier and Market Intelligence Company Customer and Market Intelligence Customers Business Intelligence La Competitive Intelligence è la convergenzadi tuttee trele attività di informazione (raccolta, analisi, diffusione e risposta). Documento riservato e non riproducibile in nessuna forma.

16 STRATEGIA COMMERCIALE Qual è la strategia commerciale che potrebbe permettere di esprimere al meglio il nostro potenziale? Analisi del mercato cinese Analisi del posizionamento dei nostri prodotti verso il mercato cinese Documento riservato e non riproducibile in nessuna forma.

17 ANALISI DEL MERCATO CINESE Popolazione e Reddito 2013 Popolazione Mondiale (M) % China 19% Popolazione Cina (M) Urbana (M) Rurale (M) Documento riservato e non riproducibile in nessuna forma. Grafico 1: reddito pro-capite urbano vs reddito pro-capite rurale 1,2

18 ANALISI DEL MERCATO CINESE Mercato Farmaceutico Documento riservato e non riproducibile in nessuna forma. Grafico 2: ranking per fatturato del mercato farmaceutico mondiale suddiviso per nazione. 3

19 ANALISI DEL MERCATO CINESE Grafico 3: vendite consolidate e proiezioni mercato farmaceutico in Cina. 4 Documento riservato e non riproducibile in nessuna forma.

20 ANALISI DEL MERCATO CINESE In January 2006, Chinese President Hu Jintao announced China s aim to build an innovation-oriented country by Pursuant to this goal, China s R&D expenditure ranked 3 rd worldwide in 2006 (by purchasing power parity), trailing only the US and Japan. Between 2000 and 2007, China s R&D expenditure grew at an average rate of 26.5% annually. A growing number of global pharmaceutical MNCs have set up R&D centresin China over the last few years, including AstraZeneca and Novo Nordisk in 2002; Eli Lily and GSK in 2003; Roche in 2004; and Pfizer, Sanofi-Aventis and Johnson & Johnson the following years. China currently offers a number of key advantages for conducting domestic pharmaceutical research: Lower costs: the gap between local wages and that of developed countries is expected to remain substantial in the near term. Talent pool: The local talent pool for R&D resources continues to expand: In 2007, China had 4.64 million university graduates. Pharmaceutical and biotech clusters: A large number of companies, both MNCs and domestic players, choose to set up their research facilities in various biotech parks around the country. Government support: The Chinese government currently provides strong incentive programmesto support and foster the domestic pharmaceutical and biotechnology industry. These incentives include tax reliefs, direct funding opportunities, as well as the development of numerous technology parks. Documento riservato e non riproducibile in nessuna forma.

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22 Documento riservato e non riproducibile in nessuna forma. THANK YOU