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© 2019. All rights reserved. IQVIA® is a registered trademark of IQVIA Inc. in the United States, the European Union, and various other countries.
October 2019
OTC Growth in Belgium:
- Market trends and evolution
- How the market will develop
Luc Herman
Key Account Manager
Belgium
1
Compared to neighboring countries, Belgium is generally slower to pick-up ‘liberalization’ initiatives
• Online pharmacy
• Para pharmacies
• A low likeliness of liberalization of
OTC products
• Rx online
• POS initiatives
- ‘Rayon verts’ Carrefour
- Initiative DI (Drogisterie)
- Equiform
- …
• More then 8/10 consumers are loyal
to their pharmacy
• Majority of patients is also loyal
to the GP
• Health apps usage limited
• Powerful pharmacy and industry
associations
• Lower priority country for
product launches
Distribution Consumer Industry
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
2
1.244 1.272 1.288
1.330 1.342 1.354
-1,2%
2,2%
1,3%
3,2%
0,9% 0,9%
-1,0%
0,2%
-0,5%
1,8%
-0,9%
1,3%
-1,5%
-1,0%
-0,5%
0,0%
0,5%
1,0%
1,5%
2,0%
2,5%
3,0%
3,5%
0
200
400
600
800
1.000
1.200
1.400
1.600
juil-14 juil-15 juil-16 juil-17 juil-18 juil-19
Pre
vio
us p
eri
od
Gro
wth
%
Valu
e in P
UB
/EU
R
Year on Year Value Growth & OTC Market Size – Traditional pharmacies MAT 07 2019
Total OTC Mio Eur PPG OTC PPG retail
Belgian OTC market witnesses a drop over the last 2 years, aligned with the global picture
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
Note: Sales data for MAT 07 2019
Source: IQVIA OTC audits
Total retail = 4,545 PUB/ EUR
OTC Share = 29%
3
* Out of 73 IQVIATM OTC categories
Aspirational categories driving close to a third of market growth
Source: IQVIATM OTC Insights – MAT 07 2019
3%
4%
5%
6%
6%
7%
7%
7%
8%
10%
05F IMMUNOSTIMULANT PREP.
13B MOOD ENHANCING PRODUCTS
17B ANTI-SMOKING
03F PROBIOTICS DIGEST HEALTH
04E OTHER SPECIFIC VITAMINS
04C VITAMIN B GROUP
05C OTHER STIMULANTS
02C MIGRAINE RELIEF
13A CALMING AND SLEEPING PRODUCTS
01F NASAL SALINE SOLUTIONS
Fastest Growing Categories: 3 Year CAGR – MAT 07/2019
– All pharmacy channel – Above 5 Mio PUB/EUR sales
Symptom Relief Categories
Aspirational Categories
26%
of OTCvalue sales
56%
of OTCvalue growth
1 in 3Categories by number*
6 in 10fastest growing
categories
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
4
86,3 m
66,1 m
61,2 m
53,2 m
53,2 m
49,4 m
44,5 m
43,4 m
32,9 m
29,8 m
23,3 m
18,0 m
17,6 m
16,9 m
15,9 m
14,4 m
13,2 m
12,5 m
12,2 m
11,8 m
J&J CONS.
BRISTOL-M. SQUIBB
GLAXOSMITHKL.CHLT
SANOFI CHC
RECKITT BENCKISER
SMB LABORATOIRE
EG GENERICS
TAKEDA BELGIUM
MEDA PHARMA
MELISANA
QUALIPHAR
TEVA PHARM.BELGIUM
NORGINE
WILL-PHARMA
BIOCODEX BENELUX
SERVIER
ZAMBON
TILMAN
MERCK CONS.HLTH
SANDOZ
A flat growth for registered OTC products
Total Registered OTC: -0.0%
Top 20 OTC Companies Sales and Growth – All pharmacy channel REGISTERED
(Sales in PUB Price in €m and % difference compared to previous year; MAT/07/2019)
Source: IQVIATM OTC Insights – MAT 07 2019
2,3%
-1,7%
-9,6%
-0,4%
2,3%
0,5%
16,1%
1,2%
0,6%
-4,5%
4,5%
-7,7%
22,5%
6,3%
-0,2%
8,8%
6,9%
9,8%
-4,2%
-6,4%
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
5
Growth of 5.4% over the last MAT for non registered OTC
-2,3%
-1,8%
10,0%
9,6%
27,7%
1,6%
9,8%
9,9%
21,1%
5,6%
0,0%
-4,3%
2,9%
-0,6%
-2,2%
-7,0%
14,7%
0,8%
18,5%
10,7%
Total Non
Registered
OTC: +5.4%
Source: IQVIATM OTC Insights – MAT 07 2019
Top 20 OTC Companies Sales and Growth – All pharmacy channel NON REGISTERED
(Sales in PUB Price in €m and % difference compared to previous year; MAT/07/2019)
45,0 m
43,5 m
42,6 m
31,8 m
17,3 m
16,7 m
16,1 m
15,7 m
15,1 m
12,8 m
12,0 m
11,6 m
11,2 m
11,0 m
10,3 m
9,5 m
9,5 m
9,1 m
8,7 m
8,0 m
MERCK CONS.HLTH
PERRIGO
METAGENICS
TILMAN
EG CONSUMER CARE
TRENKER
MELISANA
THEA PHARMA
THERABEL
IXX PHARMA
BAYER CONSUMER…
TAKEDA BELGIUM
MEDA PHARMA
ASTEL MEDICA
QUALIPHAR
CERES PHARMA
PHARMA NORD
ARKOPHARMA BELUX
PURESSENTIEL BENELUX
URSAPHARM
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
6
Growth within the overall pharmacy channels is absolutely impressive for the ‘special facial care’ category
€ 2.566.575,05 € 2.148.759,89
-€ 686.122,18
€ 562.349,78 € 759.685,34
€ 8.446.937,32
€ 3.290.333,41
€ 2.418.521,83 € 2.181.179,34 € 2.000.802,68
82B SPEC.FACIAL CAREPRODUCT
83F SUN PRODUCTS 82F BODY BEAUTY CARE PRWOMEN
83A ANTI-SEBORRHOEICPRODUCTS
83H BEAUTY PRS RESTORINGSKIN
Absolute GROWTH PP 7/2018 Absolute GROWTH PP 7/2019
Online and Para pharmacies represents for some
companies already more than 35% of sales
Source: IQVIATM OTC Insights – MAT 07 2019
Absolute growth in PUB/EUR – Top 5 growth categories – All pharma channels
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
7
E-commerce continues to increase
2.95 Bn PUB
EUR Q1 2019
20% of total
shopping spend BE
Online purchases
through smartphone 15%
and laptop 50%
+8% vs. Q1 2018 Category Health and Beauty
shows strongest growth
(+47% vs. Q1 2018 – 10th position)
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
8
Decrease in the Belgian pharmacy landscape
Negative trend for the Belgian pharmacies due to cost reduction and governmental laws and the rise of online
distributors, changing consumer behaviour and new supply chain technologies
Evolution of the number of pharmaciesNumber of pharmacies per 10k
inhabitants (2019)
Share of private versus chain
pharmacies (2019)
4000
4200
4400
4600
4800
5000
5200
5400
1999
2013
2014
2015
2016
2017
2018
2019
2020
2022
2024
2026
2028
2030
Neighbouring countries: 1 pharmacy/8000 inhabitants
In Belgium this would mean 1375 pharmacies
At 1% loss each year: In 2030 still 4345 pharmacies in Belgium
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
9
In Belgium, consumers are evolving and shifting from curative products to preventive solutions
Benefits from
Integrated Solutions
Empowered
Digital Consumer
Focus on Wellness
and Prevention
Proactive and Coached
Health Management
Source: IQVIATM OTC Trends Report
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
10
Kaiser Permanent Risk Stratification Pyramid
With better prevention, self care support needed at a later stage
Case Management
Disease Management
Self-care Support
High Complexity Patients (5%)
High Risk Patients (15%)
Chronic Patients (70-80%)
Self-care
Professional Care
Prevention General Population
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
11
The industry is building new collaborative models to answer to changing consumer needs
• Selfcare will further gain in importance
- Opportunity for products in prevention
- Patient and Consumer data sharing becomes key
› Standardized approach with personal feel for end user
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
12
Changing role for pharmacies from supplier to healthcare partner
Evolution from TREATMENT TO PREVENTION through an OMNI-CHANNEL experience
Personalised treatment with the
pharmacy as entry-point into health
service through preventive screening
and reliable, rapid diagnostic testing
Patient Centered-care Pharmacy at Home
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
13
Pharmacy 2.0
The future of medicine will be such that it becomes more bespoke and tailored to individual requirements, and
nimble, updatable robots will be perfectly placed to respond to continually changing patient needs, particularly to those with
chronic health conditions
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
14
From healthcare partner to a healthcare coach
Personalized approach and healthcare coaching
• Increase medication adherence
• Buid Brand Awareness with sponsored content
• Grow Customer Loyalty
There is a need for Health Care Practitioners to be involved in the development of personalized care plans, coaching,
education and the delivery of patient-centered care
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
15
Tech, an opportunity for traditional consumer health and pharma
Opportunity for collaboration and new product
launches in terms of wearables, capturing
consumer information
IQVIA - BACHI Symposium, Brussels - October 2019 - Copyright © 2019 IQVIA. All rights reserved
Tech companies gathering more and more
information about the health of consumers, allowing
powerful analytics
Smart and digital ways of tracking health, getting
medical advice without physically engaging with a
HCP
16
“
17
– Wayne Dyer
“If you change the way you
look at things, the things you
look at change”
18
Thank you