Transcript Genexis and the Brazilian Pharmaceutical Industry

Genexis and the Brazilian
Pharmaceutical Industry
Background
• In 1994 wanted to render services on the
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consumption of electrical power to the state, but
contract was terminated
Switched to supporting Bristol-Myers Squibb to
gather, format, and summarize drug sales
information and register clients of all distributors
on a daily instead of monthly basis
– Learn true demand per outlet
• In 1995 applied the approach to a larger group,
which grew to 20 labs and 300 wholesalers by
1996
Background
• In 1999 the Genexis portal appeared, covering
– Genexis Farma: for pharmaceutical segment,
supplying real-time information on demand that
supports decisions and products that optimize
demand, production, marketing, and sales processes
– Genexis Healthcare: offers connectivity and added
value services for relationships between health
operators, service companies, and professionals
Challenges
• Opportunities for profits and cost reduction in
the pharmaceutical chain
– Need coordination and cohesive management
• Some of the Genexis services provided
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competencies that would be at the core of this
new business (e.g., daily gathering of demand
info at the outlets)
How to become capable of offering Value Added
Network (VAN) services for the pharmaceutical
sector and later for other sectors
Questions
• 1. Primary issue: how to get cooperation from all
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chain participants
2. Launch Genexis initiatives in other segments
such as confectionary industry, that have a
similar structure; problems with broadening their
service
3. Genexis competencies to maintain and grow
in its current market; what strategic alliances to
create to establish its VAN or service supply
network