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Acquistare e vendere in Cina
S. Donalisio VP Procurement FIS
Ottobre 2015
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Professional HistorySergio Donalisio
Teleco Cavi SpA
Deputy del Direttore Acquisti
Direttore Acquisti Direttore Acquisti
Solvay Chimica Italia SpA
CPO
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)
Established in 1957, F.I.S. is the largest Italian manufacturer for Active Pharmaceutical Ingredients (*):
• Sales: 304 M€• 920 Employees • 2 Production Plants• 3 Commercial Office (IT,
China, USA) • +60 Countries• 660 DMF registered
� Generics APIs� Intermediates� Custom Synthesis & CMO
FIS at a glance
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 IngredientsKey Intermediates
Building Blocks
WHO WE ARE
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New Ways of Partnership in the Fine Chemicals Global Development
PHF SA
Lugano - Switzerland
Ph. +41 91 9800760Fax +41 91 9809777www.phfsa.com
NEWDelmar Chemicals
LaSalle – Québec - Canada
Ph. +514 366 7950Fax +514 366 5665www.delmarchem.com
NEWARETA International
Gerenzano (VA) - Italy
Ph. +39 02 96 47 48 04Fax +39 02 96 47 48 00www.aretaint.com
WHERE WE ARE – Holding F.I.S.
F.I.S. – Fabbrica Italiana Sintetici S.p.A.
Montecchio Maggiore (VI) - Italy
Ph. +39 0444 708011Fax +39 0444 698094www.fisvi.com
CHINA Office
Shanghai - ChinaPh. +86 21 3387 0528Fax +86 21 3387 0526
F.I.S. – Montecchio (VI)
Montecchio Maggiore (VI) - Italy
Ph. +39 0444 708011Fax +39 0444 698094www.fisvi.com
New Ways of Partnership in the Fine Chemicals Global Development
WHERE WE ARE – F.I.S.
F.I.S. – Termoli (CB)
Termoli (CB) - Italy
Ph. +39 0875 75351Fax +39 0875 751827
US Office
Glen Rock - NJ - USAPh. +1 201 445 8422Fax +1 201 445 8427
F.I.S. – Fabbrica Italiana Sintetici S.p.A.Site of MontecchioViale Milano 26, 36075 Montecchio Maggiore (VI) - Italy
F.I.S. – Fabbrica Italiana Sintetici S.p.A.Site of Termoli Via Massimo D’AntonaZona Industriale86039 Termoli (CB) - Italy
MANUFACTURING SITES
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
EXTERNAL ACTIVE COLLABORATION / CONSULTANCIES
F.I.S. BY NUMBERS
2100 m3 cGMP production capacity
970 employees
660 DMFs worldwide
560 mt of API
590 mt of cGMP intermediates
89 reaction trains
60 active ingredients
6 manufacturing units
2 production sites
1 launch/small cGMP production plant
EQUIPMENT
� 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 RiskManagement & Competitive Intelligence
� O-TSR
Target Purchasing Operating Model IL CONTRIBUTO DELLA DIREZIONE ACQUISTI
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CAMBIAMENTO NELLA VISIONE DEL
SOURCING STRATEGICO
«Low cost
country»
Strategia a breve
termine
Basata sul costo e
la conoscenza delle
opportunità
«geografiche»
«Best cost
country»
Strategia a lungo
termine
Cost-driven; TCO e
altri fattori qualitativi
finalizzati ad ottenere
la “best performance”
«Best value
country»
Approccio Sostenibile
Best practice basate
sul TCO, fattori
qualitativi ed innovativi
e soprattutto un focus
sulla creazione di
valore per l’azienda
A systematic & ethical program for gathering,analyzing & managing external information that canaffect your company’s plans, decisions ,andoperations.SCIP (Society of Competitive Intelligence Professionals)
COMPETITIVE INTELLIGENCE
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Competitive Intelligence: Ponte tra Informazione e Azione
Produzione di Contenuti
Aggregazionedelle
InformazioniStrategia
BusinessAction
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
Competitive
Intelligence
COMPETITIVE INTELLIGENCE
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La Competitive Intelligence è la convergenza di tutte e tre le attività di informazione (raccolta, analisi, diffusione e risposta).
COMPETITIVE INTELLIGENCE
CustomersSuppliers
Suppliers’ Environment Customers’ Environment
Company
Company’s Environment
Customer and Market Intelligence
Supplier and Market Intelligence
Business Intelligence
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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
STRATEGIA COMMERCIALE
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ANALISI DEL MERCATO CINESE
2010 2011 2012 2013 2014 2015
Popolazione Cina (M) 1.341 1.348 1.354 1.361 1.368 1.375
Urbana (M) 634 648 662 677 691 705
Rurale (M) 707 699 692 685 677 669
2013
Popolazione Mondiale (M) 7.177
% China 19%
Grafico 1: reddito pro-capite urbano vs reddito pro-capite rurale1,2
Popolazione e Reddito
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Grafico 2: ranking per fatturato del mercato farmaceutico mondiale suddiviso per nazione.3
ANALISI DEL MERCATO CINESE
Mercato Farmaceutico
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ANALISI DEL MERCATO CINESE
Grafico 3: vendite consolidate e proiezioni mercato farmaceutico in Cina.4
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ANALISI DEL MERCATO CINESE
In January 2006, Chinese President Hu Jintao announced China’s aim to build an innovation-oriented country by 2020.
Pursuant to this goal, China’s R&D expenditure ranked 3rd 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 centres in 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 pharmaceuticalresearch:
• Lower costs: the gap between local wages and that of developed countriesis 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 programmes to 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.
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THANK YOU
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