Current Market Drivers

8/2/2019 Current Market Drivers

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4/8/12

Current market drivers

The 3 most important clinical attributes remained unchanged over past 3 waves.Attributes that have climbed up in the top 5 in past 3 waves..

Among CARD segment: “Supported by an extensive evidence-based clinical program”Among PCP segment: ‘Provides full 24-hour BP reduction”

Wave IIITop 10 Most Important Clinical Attributes (Relative Importance, 0 to

100) Total CARD PCP

Most effective at reducing BP 19.4 11.2 21.1

Reduces mortality & morbidity of MI, Stroke or Heart Failure 19.2 31.2 16.7

Gets more patients to goal 10.6 9.2 10.9

Provides full 24-hour BP reduction 6.7 3.8 7.3

Broadest formulary access/coverage 5.3 1.8 6.0

Reduces morbidity & mortality associated with renal complications 4.3 5.5 4.0

Supported by an extensive evidence-based clinical program 4.1 7.4 3.5

Low incidence of side effects 3.7 4.2 3.6

Most appropriate for broad range of patient types 3.1 2.2 3.3

Most appropriate for stage 2 HTN patients 2.4 2.2 2.4



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Exforge /HCT and Diovan/HCT have a strong brand image

Top 10Stated

ClinicalAttributes

Mosteffective atreducing

BP

ReducesM&M of

MI, Strokeor HeartFailure

Gets morepatients to

goal

Providesfull 24-

hour BPreduction

Broadestformularyaccess/cov

erage

ReducesM&M

associatedwith renalcomplicati

ons

Supportedby an

extensiveevidence-

basedclinical

program

Lowincidence

of sideeffects

Mostappropriat

e forbroad

range of patienttypes

Mostappropriate for stage

2 HTNpatients

Diovan21 52 20 37 27 43 50 61 57 21

DiovanHCT

51 46 46 48 27 38 52 49 53 51

Exforge62 41 62 63 15 43 40 35 53 68

ExforgeHCT

71 44 69 69 16 42 40 43 54 76

Valturna52 27 47 65 8 36 28 47 46 54

Exforge /HCT outperform especially on Most effective at reducing BP , Gets more patients to goal andMost appropriate for stage 2 HTN patients

Perception for Diovan/HCT are viewed as safe, reduce M&M of MI, stroke and HF , have broad coverage ,and are supported by evidence-based clinical programs .

Valturna a new brand scores averagely as viewed as Provides full 24-hour BP reduction , Most appropriate

for stage 2 HTN patients as , Most effective at reducing BP



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Perceptions of Mono Therapy Antihypertensive

Top 10 Stated Clinical Attributes Diovan Cozaar Norvasc Zestril

Most effective at reducing BP 21 10 25 19

Reduces M&M of MI, Stroke or HeartFailure

52 33 21 46

Gets more patients to goal 20 8 19 15

Provides full 24-hour BP reduction 37 23 42 37

Broadest formulary access/coverage 27 66 75 86

Reduces M&M associated with renalcomplications

43 44 15 45

Supported by an extensive evidence-based clinical program

50 41 28 46

Low incidence of side effects 61 57 21 32

Most appropriate for broad range of patient types

57 41 39 52

Most appropriate for stage 2 HTNpatients

21 16 27 22

The attribute Reduces M&M of MI, Stroke or Heart Failure and also Supported by an extensiveevidence-based clinical program is high in Diovan and Cozaar

Zestril, Norvasc and Cozaar is high Broadest formulary access/coverage



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Perceptions of Fixed DoseCombinations Antihypertensives

Top 10 Stated Clinical Attributes Diovan HCT Exforge Exforge HCT Hyzaar Lotrel Valturna

Most effective at reducing BP 51 62 71 21 52 52

Reduces M&M of MI, Stroke or HeartFailure

46 41 44 30 29 27

Gets more patients to goal 46 62 69 19 45 47

Provides full 24-hour BP reduction 48 63 69 26 51 65

Broadest formulary access/coverage 27 15 16 64 53 8


38 43 42 36 43 36

Supported by an extensive evidence-basedclinical program

52 40 40 38 36 28

Low incidence of side effects 49 35 43 41 23 47

Most appropriate for broad range of patienttypes

53 53 54 39 53 46

Most appropriate for stage 2 HTN patients 51 68 76 30 59 54

• The high perception for the attribute Most effective at reducing BP , Gets more patients to goa is Exforge HCT and Exforge

• Broadest formulary access/coverage is Hyzaar and Lotrel

• The attribute Supported by an extensive evidence-based clinical program is high in Diovan HCT

• Most appropriate for stage 2 HTN patients Exforge and Exforge HCT



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4/8/12

Perceptions of Fixed Dose CombinationsAntihypertensives

The high perception for the attribute Most effective at reducing BP , Gets more patients to goalis Exforge HCT and ExforgeBroadest formulary access/coverage is Hyzaar and LotrelThe attribute Supported by an extensive evidence-based clinical program is high in Diovan HCTMost appropriate for stage 2 HTN patients Exforge and Exforge HCT

Top 10 Stated Clinical Attributes Diovan HCT Exforge Exforge HCT Hyzaar Lotrel Valturna

Most effective at reducing BP 51 62 71 21 52 52Reduces M&M of MI, Stroke or Heart

Failure46 41 44 30 29 27

Gets more patients to goal 46 62 69 19 45 47

Provides full 24-hour BP reduction 48 63 69 26 51 65

Broadest formulary access/coverage 27 15 16 64 53 8


38 43 42 36 43 36

Supported by an extensive evidence-basedclinical program

52 40 40 38 36 28

Low incidence of side effects 49 35 43 41 23 47

Most appropriate for broad range of patienttypes

53 53 54 39 53 46

Most appropriate for stage 2 HTN patients 51 68 76 30 59 54



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COMAPARISON IN PERCEPTION IN WAVE IIIVS. WAVE II

Perception of divon by cardio

Among cardio, earlier improvement in brand perceptions (in wave 2 vs. wave 1) overrun by downward movement of image ratings

in this wave (vs. wave2).

Perception of divon by PCP

Among PCP too, Diovan now inferior on key image attributes vs. earlier wave - inferiority significant for Gets more patients to

goal, Supported by an extensive evidence-based clinical program, Most appropriate for stage 2 HTN patients has drastically

decreased In wave III

Perception of divon HCT by PCP

however among PCP, sharp decline across attributes Gets more patients to goal, Supported by an extensive evidence-based

Clinical program, Low incidence of side effects Most appropriate for broad range of patient types vs. last wave is a concern.

Perception of Exforge HCT by cardio

Wave III vs. last wave, exforge HCT now has better perception among cardio on almost all attributes - significant superiority attainedon "most



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Perception of tetkurna by Card

the brand has overall weak standing on most attributes, which further attribute of Supported by an extensive

evidence-based clinical program tetkurna has fallen down has slightly declined this wave - however, "low

incidence of side effects" has a consistent increase

Perception of tetkurna by PCP

tekturna story similar among PCP with no major movement & low absolute standing As compared by wave II

attribute of Provides full 24-hour BP reduction has slightly increased Tetkurna

Perception of tetkurna Hct by Card

tekturna HCT rated directionally lower vs. last wave by cardio on most attributes. conversely, brand improves

on "supported by an extensive evidence-based clinical program" significantly & Provides full 24-hour BP

reduction has decreased

Perception of tetkurna Hct by Pcp:

tekturna's image sees no major change vs last waves among PCP As compared by wave II attribute of Provides

full 24-hour BP reduction has slightly increased and Supported by an extensive evidence-based clinical

program has slightly decreased



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Perceptions of Antihypertensive Agents on EmotionalAttributes

Diovan Diovan HCT Exforge Exforge HCT Valturna

Attentive 20 23 24 22 19

Confident 40 49 54 51 35

Dependable 46 55 56 60 38

Promising 26 29 37 38 48

Protective 45 41 42 43 35

Confusing 3 3 3 3 8

Disappointing 4 3 3 5 5

Frustrating 2 4 5 6 7

Skeptical 3 3 3 5 7

Stressful 3 4 6 5 6

Exforge /HCT is believed to be have most of the positiveemotional attributesFollowed by Divon/Hct



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Perceptions of Fixed Dose CombinationsAntihypertensives on Emotional Attributes

Diovan HCT Exforge Exforge HCT Hyzaar Valturna

Attentive 23 24 22 13 19

Confident 49 54 51 18 35

Dependable 55 56 60 21 38

Promising 29 37 38 14 48

Protective 41 42 43 27 35

Confusing 3 3 3 2 8

Disappointing 3 3 5 13 5

Frustrating 4 5 6 8 7

Skeptical 3 3 5 9 7

Stressful 4 6 5 4 6

Though Hyzaar scored the highest % on disappointing ground

it was not confusing,frustrating,skeptical and stressful as Tribenzor.

On positive attributes also it managed to gain certainpercentage which otherwise would have been enjoyed byother brands



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Perceptions of Mono TherapyAntihypertensives on Emotional Attributes

Diovan Cozaar Norvasc

Attentive 20 12 13

Confident 40 20 33

Dependable 46 23 37

Promising 26 14 14

Protective 45 38 20

Confusing 3 3 5

Disappointing 4 18 4

Frustrating 2 10 6

Skeptical 3 13 4

Stressful 3 5 4

Cozaar is also well perceived as protective which isfollowed after divon



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Cozaar

0

2

4

6

8

10

12

0

2

4

6

8

10

12

Cozaar

Cozaar would be most preferred among others, this drug hasthe lowest side effect off all and Highest broadest formularyhence revenue would increase as the volume would go up



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Hyzaar

0

2

4

6

8

10

12

0

2

4

6

8

10

12

Hyzaar

Broadest Formulary coverage basedon fixed doze combination



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ValturnaValturna

Attentive 19

Confident 35

Dependable 38

Promising 48

Protective 35

Confusing 8

Disappointing 5

Frustrating 7

Skeptical 7

Stressful 6

Though velturna newly launched product, it has gained the faith from

the TG whichshows as the “promising brand”



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The new introduced Drug veltuna was considered as promising by both CARD and PCPsegments.On clinical attributes the top associations were

Provides full 24-hour BP reductionMost effective at reducing BP

0

2

4

6

8

10

12

0

2

4

6

8

10

12

CAR

D

PCP

Current Market Drivers

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