Miltenyi Biotec in Asia Pacific Regional diversity, opportunities & challenges Dr. Boris Stoffel 4th Life Science Conference, 17th May 2011, Frankfurt
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Miltenyi Biotec in Asia Pacific
Regional diversity, opportunities & challenges
Dr. Boris Stoffel4th Life Science Conference, 17th May 2011, Frankfurt
IN OR OUT?
Sculpture Park Cologne Garden Gallery, Exhibition Köln Skulptur #6 Sou Fujimoto, 2011
Germany‘s largest independent, privately owned Biotech Company
Founded in 1989 by Dipl. Phys. Stefan Miltenyi, President / CEO
More than 1200 employees in 18 countries
More than 300 employees in R&D reagents, engineering & clinical development
Profitable since inception; revenues 2010 > 170 Mio US$
Key facts
Miltenyi Biotec
Number of employees 1989 - 2010
3101
203
1200
0
200
400
600
800
1000
1200
1400
1989 1995 2000 2010Year
75% in Germany
25% Subsidaries
…but only 15% of global revenues are generated in the DACh sales region!
Miltenyi Biotec is committed to advancingscientific understanding and medicine
by providing tools forbiomedical research and cellular therapy.
Mission
Miltenyi Biotec portfolio management
MACS separation principle
Magnetic separation
Magnetic labeling Positively selected fraction
Core technology
MACS® Columns and Separators
Gentle to cells Thorough rinsing procedure Convenient for working under sterile conditions Straightforward to automate
MACS® Column in strong permanent magnet
Spherical steel matrixin column induces
high-gradient magnetic field
High-gradient magnetic fieldefficiently retains magnetically
labeled cells in column
Technologies
Miltenyi Biotec portfolio management
Cell Culture
Molecular Analysis KIR Typing Kit
MACS Reagents
CellularAnalysis Biomolecule
SeparationmRNA isolation Kit
Sample Preparation gentleMACS™ tubes & MACSmix Tube Rotator
Cell Separation
OctoMACS Starting Kit
Adding value to the workflow
MACS Media® & Cytokines
Genomic Services
Miltenyi Biotec’s research instrument portfolioserves hundreds of applications
Sample Preparation
Bio-molecule Separation
Molecular Analysis
Cell Analysis
Cell Culture
Cell SeparationgentleMACS™
Dissociator
MultiMACS™M96 (thermo) Separator
autoMACS® Pro Separator
MultiMACS™ Cell24 Separator
MACSQuant®Analyzer
Research instrument portfolio: Ease of use
The translational approach
Donor / patient
Cell Material Cell selection
Cell expansionor differentiation
Quality control
Cryopreservation
Administration to patient
Where cells replace or support drug regiments: from bench to bedside
The translational approach
Donor / patient
Cell Material Cell selection
Cell expansionor differentiation
Quality control
CryopreservationCliniMACSReagents MACS GMP Media
Cell culture bags
MACS GMP Cytokines
Cell differentiation bags
Administration to patient
CryoMACSFreezing Bags
+ + ++=
++
New benchmark in cellular therapy
+ + ++=
++
New benchmark in cellular therapy
CliniMACS Prodigy
Hematology / Graft engineering(blood & marrow transplantation)
Adoptive immunotherapy
Regulatory T cell therapy
Dendritic cell therapy
Regenerative medicine (heart, liver, bone, nervous system, …)
Use of the CliniMACS System
Miltenyi-sponsored Phase III trial ‘PERFECT‘
Intramyocardial injection of BM-derived CD133+ stemcells during bypass surgery
CD133+ stem cells for liver regeneration Randomized, controlled, prospective, multicenter
approval trial
Test balloon for de-centralized cell manufacturing in EU
How do the first results look?
0
10
20
30
40
50
60
70
Control CD133D
ays
to S
urge
ry
0
2
4
6
8
10
12
14
16
Control CD133
Dai
ly G
row
th R
ate
(mL)
Patients grow their liver faster
Patients get surgery faster
1989 1992 1996 1998 2003 2003 / 2004 2008 2011/2012
Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Germany US UK France, Italy & Regulatory Affairs Australia, Japan China China
Spain Boston, US Singapore Rep. Offices Trading Shanghai companyBeijing
1989 1992 1996 1998 2003 2003 / 2004 2008 2011/2012
Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Miltenyi Biotec Germany US UK France, Italy & Regulatory Affairs Australia, Japan China China
Spain Boston, US Singapore Rep. Offices Trading Shanghai companyBeijing
Inception Miltenyi Biotec subsidiaries 1989 - 2012
Asia Pacific employee development 2008 - 2011
Singapore distributor network covering
India
Pakistan
Bangladesh
Thailand
Malaysia
Indonesia
Taiwan
Korea
Singapore distributor network covering
India
Pakistan
Bangladesh
Thailand
Malaysia
Indonesia
Taiwan
Korea
Employees 2008 2009 2010 2011
MB Australia 6 6 7 9MB China 10 11 12 13MB Japan 24 25 29 31MB Singapore 10 11 9 11
Asia Pacific Overall Sales 2008 – 2010 vs. US – EU – RoW
Annual averagegrowth 2008 - 2010Europe 12%Asia Pacific 15%USA 10%RoW 20%
Asia Pacific Overall Subsidiary Sales 2008 – 2010
Annual averagegrowth 2008 - 2010Australia 20%Japan 12%Singapore 19%China 20%
Asia Pacific Region Research Sales 2008 – 2010 vs. US – EU – RoW
Annual averagegrowth 2008 - 2010Europe 15%Asia Pacific 14%USA 9%RoW 26%
Asia Pacific Subsidiary Research Sales 2008 – 2010
Annual averagegrowth 2008 - 2010Australia 22%Japan 11%Singapore 17%China 23%
Asia Pacific Region Clinical Sales 2008 – 2010 vs. US – EU – RoW
Annual averagegrowth 2008 - 2010Europe 5%Asia Pacific 26%USA 20%RoW 16%
Asia Pacific Subsidiary Clinical Sales 2008 – 2010
Annual averagegrowth 2008 - 2010Australia 9%Japan 186%Singapore 136%China 22%
Miltenyi Biotec Australia
Growth in %
Review . Challenges . Opportunities
Funding situation unstable
Cellular therapies: new strategic focus
Past focus towards US and Europe, now more networking in APAC
Hugh geography to be covered
Miltenyi Biotec Australia Pty. Ltd.
Inception 2003
Office 1 / Sydney
Employee increase since inception + 50%
Contribution to MB group revenue (2010) 2%
Contribution to APAC revenue (2010) 14%
Average growth 2006 - 2010 12%
Clinical / Research split 7 / 93
+29% 2010
+17% 2009
+14% 2008
+8% 2007
-7% 2006
Miltenyi Biotec Singapore / Asia Pacific
Growth in %
Review . Challenges . Opportunities
Increasing cost of living
Increasing cost of labour
Increasing cost of rent
Recruitment of skillful people extremely difficult
Too far away from major APAC markets
Miltenyi Biotec Asia Pacific Pte Ltd.
Inception 2003
Office 1 / Singapore
Employee increase since inception + 10%
Contribution to MB group revenue (2010) 4%
Contribution to APAC revenue (2010) 23%
Average growth 2006 - 2010 20%
Clinical / Research split 17 / 83+8% 2010
+19% 2009
+28% 2008
+14% 2007
+32% 2006
Miltenyi Biotec Japan
Growth in %
Review . Challenges . Opportunities
2008/2009 change in management
2010 MB KK. Japan – number one Life Science company in Japan
Strong team of dedicated people of the „younger“ generation
High quality products extremely valued in Japan (Made in Germany)
Excellent market knowledge
Outstanding technical support
Miltenyi Biotec K.K.
Inception 2003
Office 1 - Tokyo
Employee increase since inception + 30%
Contribution to MB group revenue (2010) 8%
Contribution to APAC revenue (2010) 52%
Average growth 2006 - 2010 14%
Clinical / Research split 7 / 93 +15% 2010
+18% 2009
+1% 2008
+6% 2007
+28% 2006
Miltenyi Biotec China
Review . Challenges . Opportunities
2008 we changed our management
Cultural challenges – language, trust, metality, intransparency
Increasing labour cost / compensation packages
Complexity in clinical regulatory affairs
Supplement international management & experts to support market development
2011 trading company to penetrate market with distributor network and direct sales
Analyze partnering opportunities for production
Create products especially for the chinese market
Growth in %
Miltenyi Biotec China Shanghai / Beijing
Inception 2008
Rep. offices 1 - Shanghai, 1 - Beijing
Employee increase since inception + 100 %
Contribution to MB group revenue (2010) 2%
Contribution to APAC revenue (2010) 11%
Average growth 2006 - 2010 14%
Clinical / Research split 20 / 80 +21% 2010
+33% 2009
+7% 2008
-1% 2007
12% 2006
In or out?
Sculpture Park Cologne Garden Gallery, Exhibition Köln Skulptur #6 Sou Fujimoto, 2011
Miltenyi Biotec China
Miltenyi Biotec China Shanghai / Beijing
Inception 2008
Rep. offices 1 - Shanghai, 1 - Beijing
Employee increase since inception + 100 %
Contribution to MB group revenue (2010) 2%
Contribution to APAC revenue (2010) 11%
Average growth 2006 - 2010 14%
Clinical / Research split 20 / 80
Review . Challenges . Opportunities• 2008 management change
• Increasing labour cost / compensation packages• Language barríer• Scarcity of experts for HR recruitment• Market penetration with diverse product portfolios• Representative office status preventing direct sales approaches. Required to act legally as a sales
organisation in China• Clinical regulatory affair complexity• 5 year planning for instrument investments
• Tie up competitive HR packages, compensation• Supplement international management & experts to support Chinese staff • Switch Representative office to a legal entity / trading company to penetrate the Chinese market
with distributor network and direct sales• Strategic repositioning of office location in China
+21% 2010
+33% 2009
+7% 2008
-1% 2007
12% 2006
Growth in %
Miltenyi Biotec Singapore / Asia Pacific
Miltenyi Biotec Asia Pacific Pte Ltd.
Inception 2003
Office 1 / Singapore
Employee increase since inception + 50%
Contribution to MB group revenue (2010) 3%
Contribution to APAC revenue (2010) 23%
Average growth 2006 - 2010 20%
Clinical / Research split 17 / 83+8% 2010
+19% 2009
+28% 2008
+14% 2007
+32% 2006
Growth in %
Review . Challenges . Opportunities
Miltenyi Biotec Australia
Miltenyi Biotec Australia Pty. Ltd.
Inception 2003
Office 1 / Sydney
Employee increase since inception + 50%
Contribution to MB group revenue (2010) 2%
Contribution to APAC revenue (2010) 14%
Average growth 2006 - 2010 12%
Clinical / Research split 7 / 93
+29% 2010
+17% 2009
+14% 2008
+8% 2007
-7% 2006
Growth in %
Review . Challenges . Opportunities
Miltenyi Biotec Japan
Miltenyi Biotec K.K.
Inception 2003
Office 1 - Tokyo
Employee increase since inception + 30%
Contribution to MB group revenue (2010) 8%
Contribution to APAC revenue (2010) 52%
Average growth 2006 - 2010 12%
Clinical / Research split 7 / 93
+15% 2010
+18% 2009
+1% 2008
+6% 2007
+28% 2006
Growth in %
Review . Challenges . Opportunities
• 2008/2009 change in Management
• 2011 Miltenyi Biotec Japan – number one Life Science company in Japan
Miltenyi Biotec Asia Pacific Region
Miltenyi Biotec APAC region
Inception 2003 - 2008
Offices 1 - Shanghai, 1 - Beijing1 - Singapore 1 - Tokyo1 - Sydney
Employee increase since inception + 20%
Contribution to MB group revenue (2010) 15%
Average growth 2006 - 2010 13%
Clinical / Research split 20 / 80
Challenges & Opportunities
• Future growth and expansion can only be realised by setting the right Management structure and functions.
• Dedicated experts for the specific region are key to drive strategic and operative changes within the APAC region.
• Close mentorship by Headquartermanagement has to be accepted and lived in the entire organisation.
• It is all about people management and the right management mix. Headquarter globally is taking part in exchange programs between subsidiaries to mutually prepare management to fit the geographical needs.
• Due to Miltenyi‘s large and diverse product portfolio, experts with indepth market knowledge combined with the right touch for regional specific business models and opportunities are needed.
• Central logistical hub in the APAC region to overcome constant delivery bottlenecks• Strategic repositioning of office location in China
Global Marketing teams and Global employee exchange programs to fit global needs
RoW
US / Canada
EX EuropeAsia Pacific
Europe
USA
Malaysia
United Kingdom
Vietnam
Turkey
Switzerland
CryoMACS 2010 vs Baxter Cryocyte sales
CryoMACSFreezing Bags
CryoMACS 2010 vs Baxter Cryocyte sales
CryoMACSFreezing Bags
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