Marimer Nasal Care for the Whole Family

NASAL CARE

FOR THE WHOLE FAMILY

ALLERGENS

NASAL HYGIENE

Nasal Hygiene is mandatory in order to

prevent from allergies and colds, rhinitis

and sinusitis

+ It favours ENT TREATMENTS

VIRUS/ BACTERIAE POLLUTION WINTER WEATHER

MARIMER RANGE

MARIMERTHE CONCENTRATED FORCES OF THE SEA

Seawater solution – 100 % diluted and sterile seawater– 2 available salt concentrations

• ISOTONIC ( 0,9 % NaCl) : daily hygiene• HYPERTONIC (2,2 NaCl): blocked nose

Solution rich in minerals and trace elements (Cu, Mn, Zn…)

+ An accessory: The Baby Nasal Cleaner

PRODUCTS PRESENTATIONPRODUCTS PRESENTATION

Poor nasal hygiene

Colds / Rhinitis

ENT secondary infections

Marimer® ISOTONIC has a prophylactic actionagainst ENT infections

Marimer® HYPERTONIC acts as a complement to treatments for ENT disorders

THE MARIMER RANGETHE MARIMER RANGE

MARIMER ISOTONICMARIMER ISOTONIC

Solution having the same salt concentration than human cells and blood, unlike a hypotonic or a hypertonic solution.

Concentration: 0,9 % NaCl

ISOTONIC DEFINITION:

MARIMERIsotonic

0,9%0 % 3,5%

Sea water

hypotonic hypertonic

2,2 %

MARIMERhypertonic

NaCl

Purified water


PREVENTIVE ACTION : HUMIDIFICATION OF THE MUCUS:• Use one spray per nostril 3 to 6 times per day

• Mucus regains ability to capture aggravating particle and the fluidity needed to evacuate them by the cilia

CURATIVE ACTION : WASHING AND DRAINAGE:• Prolonged spray in each nostril (2 to 3 secs) several times per day


• Restores the filter and barrier abilities (cilia more mobile)

• Helps in cellular renewal (trace elements)

• Cleans and humidifies the mucus, deeply but gently (thanks to microdiffusion)

ACTION MODE


DAILY NASAL HYGIENEAGGRESSION, DRYNESS of the nasal mucosae

•Isotonic sea water (0.9%)

•Cleans, protects and hydrates

•Infants, Children and Adults


• Better control of the quantity

• Handling easier with babies

• Sterile monodose for one sole use

• Can be carried everywhere

• Economic

Seawater identical to spray

The same benefits of oligo-elements, but in form of monodose packaging - more useful for infants:

SINGLEDOSE PRESENTATIONSINGLEDOSE PRESENTATION

• New level of security : ideal for newborns

• Anatomical shape and soft plastic = reduction of risk of injuries

• Pratic dosage for a COMPLET cleaning of nasal mucus

• Unidoses – dropper are useful and without any danger at home, in travelling and in office : they are light and unbreakable

SINGLEDOSE PRESENTATIONSINGLEDOSE PRESENTATION

MARIMER HYPERTONICMARIMER HYPERTONIC

In case of sinusitis, rhinitis or cold the nasal mucosa gets

inflamed and congested

The use of MARIMER® hypertonic solution permits to

hydrate the nasal mucose and so to decongest the nose

MARIMER® Hypertonic, natural product, is a sea water

hypertonic solution steril and microdiffused

MARIMER MARIMER HYPERTONICHYPERTONIC

NASAL CELL

Hpertonic solution2.2 % NaCl

Cell Membrane

Nasal flow0,9 % NaCl

Water flow.

With a higher concentration of salts

(2.2%) than an isotonic solution

(0.9%), on contact with the nasal

mucosa, a hypertonic solution will

naturally provoke the secretion of

water and thus dilute the viscous

mucous that has accumulated on the

mucosa


•Indications:• Cleaning of the nasal passages,• Decongestion of the blocked nose,• In complement to the treatments of ORL

infections.

• Suitable for :• Children• Adults

• Posology• 1 to 2 pulverisation per nostril, 1 to 3 times a day

depending on needs.


• The accumulated mucous is fluidified.

• The inflammation is reduced

• Provokes the natural secretion of water (osmotic effect)

ACTION MODE


BLOCKED NOSE Rhinitis, colds, sinusitis

Postoperative Care

• Hypertonic seawater (2.2%)

• Decongests by osmotic effects• Improves ENT treatments


ISOTONIC HYPERTONIC

Daily hygiene Punctual treatment

Soft cleaning and hydration of the mucous membrane.

Cleaning and decongestion of the blocked nose

Nose protection Nose care

Cu + Mn

ISOTONICISOTONIC vsvs HYPERTONIC HYPERTONIC

BABY NASAL CLEANER

• Newborns don't know how to blow themselves• They are the most vulnerable to infections

• Cleansing of the nose should be performed in 2 stages:

FOR A GENTLE ASPIRATION OF MUCOSITIES

1. Instillation of MARIMER® isotonic solution (spray or unidoses), to humidify the mucosities

2. Aspiration of the mucosities to free the nose of the mucosities that congest it.

RESULT : NEWBORNS CAN BREATH THROUGH THEIR NOSE AGAIN, AND THUS SLEEP AND EAT MORE EASILY.

BABY NASAL CLEANERBABY NASAL CLEANER

• A new generation of ultra-practical products

for your baby.

• The nozzles have been designed to guarantee

safe, effective suction

• The rounded shape enables them to be inserted

into your baby's nostril without any risk of injury.

BABY NASAL CLEANERBABY NASAL CLEANER

CLINICAL STUDIESCLINICAL STUDIES

CLINICAL STUDY #1

• The symptoms of nasal pruritus and sneezing were reduced in the patients presenting

with symptoms of allergic rhinitis treated by MARIMER®, in addition to the

pharmacological treatment

• We also recorded an improvement in the thermal activity and humidification of the

nose

The influence of the isotonic solution of seawater (MARIMER®) application on nasal mucosa in allergic rhinitis sufferers. Polish journal of Environmental Studies 2007 (w druku) P. Rapiejko, A. Wojadas, D. Jurkiewicz

ISOTONIC CLINICAL STUDY (*)

• Symptoms of nasal pruritus and sneezing were significantly reduced among

patients

suffering of rhinitis whom were treated w/ MARIMER®, in addition to

their pharmacological treatment.

• An improvement of the thermal activity and humidification of the nose were also

recorded among patients using w/ MARIMER®, in addition to their treatment.

HYPERTONIC CLINICAL STUDY (*)

Use of Marimer Hypertonic sea-water solution in patients with rhinosinusitis »Prof. dr hab. med. Dariusz Jurkiewicz, Dr n. med. Piotr Rapiejko

This study will be published on the 2nd semester of 2010

•The use of Marimer Hypertonic, as a complement of standards treatments, permits a faster amelioration of the health status of the patient and a global decrease of characteristics symptoms of the rhinosinusitis

•By cleaning the mucosa and improving the nasal permability, Marimer Hypertonic allows a better efficacity of the corticosteroids and improves tolerance toward corticosteroids in cases of treatments against ARS/CRS.

•In cases of ARS: the use of Marimer Hypertonic decreases the risks of complications (otitis, developpment of a chronic form of rhinosinusitis…)

POSITIONINGPOSITIONING

USP SWOT ADVANTAGES BENCHMARKING

USP

MARIMER RangeA complete range of safe and sterile seawater solutions dedicated to nose hygiene and treatment.

MARIMER IsotonicA sterile seawater spray with a nozzle adapted to babies

MARIMER HypertonicA natural nose decongestant, which helps the nose to recover its natural defenses.

MARIMER Single-dosesAlternative to the isotonic spray for new-born and travelers

Strengths • Sterile and totally safe• Natural & Preservative free• Micro-diffusion, administrable in every positions• 1 presentation adapted to the whole family

Weaknesses • Premium Price

Opportunities• Raising interest for safety and natural products• Global prevalence of allergies and “city” diseases (Pollution, Condi. Air,…)• More and more studies show the importance of nasal hygiene• Population are not yet enough aware of importance of nasal hygiene and risks of ENT infections

Threats• More and more competitors• Weak awareness of the seawater benefits• Buying power

SWOT ANALYSIS

CONVENIENCE & SAFETYPackaging

EFFICACY

NATURAL COMPOSITIONoceanic water, native and safe

INNOVATIVE

Consumer’s Buying Criteria Perception of Marimer

SAFE

EFFECTIVE

NATURAL

AFFORDABLE

Sources : various focus group

PRODUCT MOTIVATION

The Seawater Isotonic Nasal Spray Consumer is :

60% : Children under 5 years oldLess than 1 year From 1 to 4 years From 5 to 11 years

Prescriptions 30% 30% 20%

Sources : average of various IMS prescriptions

CONSUMER TARGET

Pediatrics ENT’s GP’s

Prescriptions 72% 15% 10%

Who deliver the Isotonic Seawater Nasal Spray Prescriptions ?

87% : Pediatricians & ENT’s Specialists


PRESCRIPTIONS

Principal Affections to get Seawater Nasal Sprays :

• J00 - Acute Rhinopharyngitis• J06 - Acute Upper Respiratory Tract Infection• J30 - Allergic Rhinitis• J31 - Chronic Rhinitis/ Naso/ Pharyngitis• J32 - Chronic Sinusitis


PRESCRIPTIONS

the NATURAL & EFFECTIVE remedythe NATURAL & EFFECTIVE remedy

for Daily Hygiene

Based on Ocean’s Healing Properties for : Cleansing - Protection - Moisturization

ISOTONIC Positioning

Features ConsequencesMARIMER benefits

what the product can do

Emotional benefit The psychological benefit

Desired end-point

Highest quality of Seawater from FranceRich in Trace Elements

PREVENT & TREAT ColdDOES NOT IRRITATE

Safe Nasal Care

Microdiffusion Aerosol GENTLE NASAL CLEANSING

Effectiveness with extra Safety Profile

Sterile presentations Anti-Backflow Valve

Preservative FreeNO RISK OF

CONTAMINATION

Safety even in newborn infants, pregnant…

ISOTONIC Key Messages

the NATURAL & EFFECTIVE remedythe NATURAL & EFFECTIVE remedy

for Decongestion of Blocked Nose

Based on Ocean’s Healing Properties Against :

Cold - Rhinitis – Sinusitis – After Surgeries

HYPERTONIC Positioning

Features ConsequencesMARIMER benefits

what the product can do

Emotional benefit The psychological benefit

Desired end-point

Osmotic action NATURAL DECONGESTIONING

An efficient and quick solution

Double trace elements concentration

HELPS MUCOSA CELLS TO REGENERATE

Treats and prevents from infections

Natural treatment NO RISK OF REBOUND EFFECT

Safety even in infants, pregnant…

Same benefits as IsotonicSame benefits as Isotonic + +

HYPERTONIC Key messages

Children

Adults

Nasal Hygiene

ENT Treatment

Hypertonic

Isotonic

Single-dose

PRODUCTS MAP

BENCHMARKING

VS Physiomer

Several presentations with no significant differences

No microdiffusion Not sterile

1st advantage of Marimer : one sole presentation

Physiomer ==> 3 products (Baby / Children / Adults )

The same product can’t be used for many cases or many ages.

Moreover, the nozzle can’t be sterilized

Marimer is more economical

BENCHMARKING

Physiomer jet is straight and discontinue No micro diffusion, there is no fine drop. The jet don’t cover the entire nasal mucosa.

2nd advantage of Marimer : the micro diffusion

BENCHMARKING

BENCHMARKING

VS Sterimar 50 ml

Not sterile Price for 1 ml is higher Nozzle non adapted to baby nose

BENCHMARKING

VS Sinomarin

Only hypertonicNo significant difference

between adult and pediatric forms

Contamination of the metered spray 28 days after opening

Ajouter nom des sociétés

BENCHMARKING

VS Otrivin Baby

Not seawaterSodium Chloride: no benefits of

seawater Contamination of the metered

spray 28 days after opening

BENCHMARKING

VS Normal Saline

Sodium Chloride: no benefits of seawater: Micro-elements

Contamination of the metered spray 28 days after opening

To sum up, MARIMER is the most completerange: DAILY NASAL HYGIENE 100% SEA WATER NATURAL STERILE RICH IN TRACE ELEMENTS PRESERVATIVE FREE SUITABLE FOR ALL FAMILY NO DURATION LIMIT OF USE

SAFE

BENCHMARKING

COMMERCIAL INFORMATIONSCOMMERCIAL INFORMATIONS

AN INTERNATIONAL BRAND

• MARIMER is sold in 50 countries

• Our lead markets :

• Eastern Europe ( Poland, Russia, Romania)

• Middle East (KSA, Lebanon)

• Asia (Indonesia, Vietnam, China)

• Our new markets in 2010 and 2011:• Colombia,• Greece, • Israel, • Palestine,• Turkey,• China

MARIMER SALES

0

500

1000

1500

2000

2500

3000

3500

2007 2008 2009 2010 2011 2012

x 10

00 u

nits

TOTAL

Isotonic

Hypertonic

Single-Dose (12x5ml)

Nasal Aspirator

• Estimated global value of Marimer sales : 20 millions of Euros

(based on average public prices).

• The biggest markets of Marimer

•Poland: 500.000 units

•Russia: 700.000 units

•Algeria: 400.000 units

•China: 250.000 units

MARIMER SALES

OUR SUCCES FACTORS

• A complete range of Nasal Hygiene

• A excellent reputation, and an image of expert of the nasal

hygiene

• An adapted segmentation and a well-focused communication

• An efficiency proved by clinical studies

• Publication of the clinical studies on specialized magazines

• An adapted medical visit targeting GP’s, ENT specialists, Paediatricians

FOCUS ON THE FRENCH MARKETFOCUS ON THE FRENCH MARKET• Normal Saline (NaCl) in single-dose presentations

• Seawater solution in spray presentations (Isotonic, Hypertonic or enriched formulas)

IMS DATA FRANCE10/2008 – 09/2011

FRENCH MARKET GENERAL DATA

•Market value : 56,4 millions of Euros (+ 3,18 % in 2011)

• Normal saline (single-doses): 22,8 millions of Euros (+8,37 % in 2011)

• Seawater (sprays) : 33,6 million of Euros (-0,09 % in 2011)

•32 laboratories and 150 SKU’S •Leading brand of the market : PHYSIODOSE ( 18,75 % of MS in value)

• Normal saline: PHYSIODOSE ( 38,13 % of MS in value)

• Seawater: PHYSIOMER ( 25,13 % of MS in value)


SEAWATER MARKET

•In France the MARIMER seawater range has been renamed PHYSIODOSE in 2006.

•Since then the sales have growth every year (from 100.000 units to 400.000 units):

• Introduction of 2 SKU’s: hypertonic and flux solutions

• Joined promotion with NaCl

•However the price competition is very hard:• Average public price : - 2.45 % for the global market (Vs -0.9 % for Physiodose)


SALINE SOLUTIONS: VOLUME 2009-2011

2009x 1000 units x 1000 units Evol. x 1000 units Evol.

GILBERT / PHYSIODOSE 2 449 2 625 7,17% 3 523 34,24%GIFRER ET BARBEZAT 2 559 2 691 5,19% 2 664 -1,02%SANOFI / PHYSIOMER 1 544 1 497 -3,01% 1 465 -2,11%OMEGA PHARMA FRANC 1 517 1 603 5,69% 1 485 -7,39%FUMOUZE / STERIMAR 953 1 010 5,99% 1 109 9,81%URGO / HUMER 765 745 -2,59% 710 -4,71%COOPER 820 823 0,43% 768 -6,76%NEPENTHES 213 342 60,36% 384 12,20%Other 220 brands 1 095 1 366 24,77% 1 542 12,93%

TOTAL 11 914 12 703 6,62% 13 650 7,46%

VOLUME (01/10 - 30/09)

2010 2011


2009K€ K€ Evol. K€ Evol.

GILBERT / PHYSIODOSE 7 680 8 099 5,46% 10 580 30,63%GIFRER ET BARBEZAT 9 693 9 442 -2,59% 9 182 -2,76%SANOFI / PHYSIOMER 9 013 8 696 -3,51% 8 432 -3,04%OMEGA PHARMA FRANC 7 698 7 806 1,40% 7 036 -9,87%FUMOUZE / STERIMAR 6 693 6 995 4,51% 7 316 4,59%URGO / HUMER 4 319 4 079 -5,57% 3 841 -5,84%COOPER 2 876 2 871 -0,17% 2 680 -6,67%NEPENTHES 791 1 213 53,35% 1 400 15,41%Other 220 brands 4 788 5 466 14,16% 5 939 8,64%

TOTAL 53 552 54 669 2,09% 56 405 3,18%

2010 2011

VALUE (01/10 - 30/09)



SALINE SOLUTIONS: VALUE 2009-2011

0

2 000

4 000

6 000

8 000

10 000

12 000

GIFRER ETBARBEZAT

GILBERT /PHYSIODOSE

SANOFI /PHYSIOMER

OMEGA /SINOMARIN

FUMOUZE /STERIMAR

URGO /HUMER

COOPER

K E

UR

OS

2009

2010

2011



0

500

1 000

1 500

2 000

2 500

3 000

3 500

4 000x

1000

un

its

2009

2010

2011


SALINE SOLUTIONS: MS VOLUME 2011

VCA_PPUB

GILBERT / PHYSIODOSE

19%

GIFRER ET BARBEZAT

16%

SANOFI / PHYSIOMER

15%

FUMOUZE / STERIMAR

13%

OMEGA / SINOMARIN

12%

URGO / HUMER7%

COOPER5%

NEPENTHES2%

Others 21 brands11%


SALINE SOLUTIONS: MS VALUE 2011

VCA_PPUB


19%

GIFRER ET BARBEZAT

16%

SANOFI / PHYSIOMER

15%

FUMOUZE / STERIMAR

13%

OMEGA / SINOMARIN

12%

URGO / HUMER7%

COOPER5%

NEPENTHES2%

Others 21 brands11%


SALINE SOLUTIONS

•Only Phyisodose and Sterimar are growing

•Physiodose is leading the market thanks to a strong rise of the normal saline sales. The seawater sprays sales also benefit from those growth.

•The sales of Physiodose products are supported by a global strategy dedicated to baby products market

• Joined promotion with other babies products: infant milks, diaper products, babies accessories, teething gels,…

• Partnerships with biggest French pharmacies and pharmacist purchase associations (70% of the global market).


SEAWATER MARKET


SANOFI / PHYSIOMER 1 544 1 497 -3,01% 1 465 -2,11%FUMOUZE / STERIMAR 953 1 010 5,99% 1 109 9,81%OMEGA / SINOMARIN 762 776 1,81% 728 -6,26%URGO / HUMER 765 745 -2,59% 710 -4,71%GILBERT / PHYSIODOSE 340 373 9,66% 408 9,33%GIFRER ET BARBEZAT 399 421 5,56% 400 -5,01%COOPER 156 205 31,35% 197 -4,13%other 27 brands 792 900 13,74% 1 025 13,85%TOTAL 5 711 5 928 3,80% 6 042 1,92%

VOLUME (01/10 - 30/09)

2010 2011


SEAWATER MARKET


SANOFI / PHYSIOMER 9 013 8 696 -3,51% 8 432 -3,04%FUMOUZE / STERIMAR 6 693 6 995 4,51% 7 316 4,59%OMEGA / SINOMARIN 5 099 5 032 -1,31% 4 604 -8,50%URGO / HUMER 4 319 4 079 -5,57% 3 841 -5,84%GILBERT / PHYSIODOSE 1 578 1 715 8,69% 1 866 8,78%GIFRER ET BARBEZAT 1 926 1 981 2,87% 1 857 -6,29%COOPER 738 951 28,95% 925 -2,79%other 27 brands 3 795 4 130 8,84% 4 710 14,04%TOTAL 33 161 33 581 1,27% 33 551 -0,09%

VALUE (01/10 - 30/09)

2010 2011


SEAWATER: MS VOLUME 2011VUN

SANOFI / PHYSIOMER

24%

FUMOUZE / STERIMAR

18%OMEGA / SINOMARIN

12%URGO / HUMER

12%


7%

GIFRER ET BARBEZAT

7%

COOPER3%

NEPENTHES3%

Others 18 brands14%


SEAWATER: MS VALUE 2011

VCA_PPUB

SANOFI / PHYSIOMER

24%

FUMOUZE / STERIMAR

22%OMEGA / SINOMARIN

14%URGO / HUMER11%


6%

GIFRER ET BARBEZAT

6%

COOPER3%

NEPENTHES2%

Others 18 brands12%


SEAWATER: VALUE 2009-2011

0

1 000

2 000

3 000

4 000

5 000

6 000

7 000

8 000

9 000

10 000

SANOFI / PHYSIO

MER

FUMOUZE

/ STERIM

AR

OMEGA / S

INOM

ARIN

URGO / HUM

ER

GIFRER E

T BARBEZAT

GILBERT

/ PHYSIO

DOSE

COOPER

K €

2009

2010

2011


SEAWATER: VOLUME 2009-2011

0

200

400

600

800

1 000

1 200

1 400

1 600

1 800

x 10

00 u

nits

2009

2010

2011


NaCl MARKET


GILBERT / PHYSIODOSE 2 109 2 252 6,77% 3 116 38,36%

GIFRER ET BARBEZAT 2 160 2 270 5,12% 2 264 -0,28%

OMEGA / BEBISOL 755 827 9,62% 757 -8,46%

COOPER 664 618 -6,84% 571 -7,63%

Other 10 brands 516 807 56,39% 901 11,58%

TOTAL 6 203 6 775 9,22% 7 609 12,31%

VOLUME (01/10 - 30/09)2010 2011


GILBERT / PHYSIODOSE 6102 6384 4,62% 8715 36,50%GIFRER ET BARBEZAT 7767 7461 -3,94% 7325 -1,82%OMEGA / BEBISOL 2599 2774 6,73% 2431 -12,36%COOPER 2139 1920 -10,22% 1755 -8,60%Other 10 brands 1785 2549 42,84% 2629 3,12%

TOTAL 20392 21089 3,42% 22855 8,37%

VALUE (01/10 - 30/09)2010 2011


NaCl: MS VOLUME 2011

VUN


40%

GIFRER ET BARBEZAT

30%

OMEGA / BEBISOL10%

COOPER8%

Other 10 brands12%


NaCl: MS VALUE 2011

VCA_PPUB


37%

GIFRER ET BARBEZAT

32%

OMEGA / BEBISOL11%

COOPER8%

Other 10 brands12%


NaCl MARKET: VALUE 2009-2011

0

1 000

2 000

3 000

4 000

5 000

6 000

7 000

8 000

9 000

10 000

GIFRER ET BARBEZAT GILBERT / PHYSIODOSE OMEGA / BEBISOL COOPER

K €

2009

2010

2011


NaCl MARKET: VOLUME 2009-2011

0

1 000

2 000

3 000

4 000

5 000

6 000

7 000

8 000

9 000

10 000

GIFRER ETBARBEZAT

GILBERT /PHYSIODOSE

OMEGA / BEBISOL COOPER

x 10

00 u

nits

2009

2010

2011


NaCl MARKET

•Physiodose is leading the market

•The best SKU’s is the promotional box of 40 units of single-doses + 5 free units.

•According to some pharmacists, PHYSIODOSE is their 2nd leading products after DOLIPRANE (Sanofi-Paracetamol).

•However the market is harder and harder, due to a price competition:

• Average public price : - 5.31 % for the global market (Vs -2% for Physiodose)


PROMOTION STRATEGYPROMOTION STRATEGY

A Well Focused Communication

3 MAIN TARGETS

DOCTORS PHARMACISTS GENERAL PUBLIC

Target DOCTORS

Means of action • Adapted product/target speech Isotonic: GP Hypertonic: ENT specialists Isotonic + Baby Nasal Aspirator: Paedestricians • An organized Medical visit scheduled according to an annual calendar (according to seasons, allergies …)• Participation to meetings and congress dealing with the (reaching targets)• Good relation with K.O.L and medical societies

GLOBAL STRATEGY

Target PHARMACISTS

Means of action • Create an adapted commercial offer/ promotions/ commercials conditions

• Promotional materials tools to ensure Marimer’s products visibility

•Train pharmacists to the benefits and advantages of Marimer products

• Get ready for a possible offensive of competitors on the prices

GLOBAL STRATEGY

Target General public

Means of action • Communicate on the importance of a daily nasal hygiene for children and infantsEducate to the use of Marimer products

• Information Campaign (ad campaign, Local specialist publications, lifestyle magazines, radio and tv)

• Press publications

• Web support 2.0 technologies (blogs, forums…)

• Gimmicks and leaflets offer to kids

GLOBAL STRATEGY

MEDICAL PROMOTIONMEDICAL PROMOTION

STRATEGY MESSAGES MATERIAL

MARIMER POTENTIALTotal population of the country X

Allergic rhinitis C%

Treated by saline D%

Not loyal to the main competitors F%

Not loyal to the main competitors G%

App. X(AxBxDxF)/100 + X(AxCxExG)/100

Common cold B%

Middle and high income A%

Treated by saline E%

Prophylactic usage upgrades potential

Actions has one only aim = reach our main target : the patient.

Nurses Association

PATIENT

KOL

Free samples Paediatricians

ENT DoctorsPosters and leaflets Pharmacists

PR & Advertising

STRATEGY

Medical visit:Adapt the speech and the tools according to targets:

• Pediatricians, ENT specialists, and GP’s

• Other targets: nurses, midwives, …

• Participation to meetings and congress dealing with the prevalence of daily nasal hygiene, the effects of allergies on human health.

Pharmaceutical visit:Create an adapted commercial offer

Train the pharmacist and his team to advice the brand to consumers

Get ready for a possible offensive of competitors on the prices

STRATEGY

Patients:

• Educate to the use of Marimer products

• Importance of a daily nasal hygiene for children and infants in order to avoid nasal congestion and ENT infections..

• Develop loyalty to the brand

• Information Campaign (ad campaign, Local specialist publications)

STRATEGY

To be effective and non repetitive, the medical visit must be planned according to an annual calendar. It must be organized around themes bound to the products you want to introduce.

For example

MEDICAL VISIT

Theme Product Target Period

Allergies and allergic rhinitises

Marimer Isotonic General practitioners Paediatricians

February/April (these months corresponding to the come back of seasonal allergies, anticipated of a month)

To widen our field of action, The MARIMER range can be segmented in three axes:

MEDICAL VISIT

Axes Products

General practitioners

• MARIMER ISOTONIC (spray et single doses)• MARIMER HYPERTONIC

ENT specialists • MARIMER HYPERTONIC

Paediatricians • MARIMER ISOTONIC (Spray et Single doses) • BABY NASAL ASPIRATOR

This segmentation allows to target and to distinguish the influencers. In order, to guarantee an targeted and effective medical visit.The purpose of the medical visit is to incite the specialists to prescribe and to recommend our products.

To distinguish well Isotonic and hypertonic sprays, the appropriate communication for both products must be targeted and every product must be presented in a precise context.

The axes of communication of MARIMER Isotonic:

The ideal care product for children The daily nasal hygiene for all the family The benefits of trace elements. The cleansing of the nasal pits, allows assuring a smooth running of the nasal mucous membrane.

COMMUNICATION STRATEGY

Marimer Isotonic has to be presented as a product of daily nasal hygiene participating to the well-being, thanks to the contribution of trace elements.

Its regular use, allows to cleanse the nasal mucous membrane, and thus, to avoid an accumulation of impurities. So, by extension the drainage of the impurities outside the nasal cavities allows to avoid the development and the proliferation of germs towards the whole respiratory system.

Consequently the use of MARIMER Isotonic participates in the prevention of ENT diseases.


The single-dose size can point up thank to the characteristics of the size:

Hygienic Safe Nomad Economic

It can be presented as an alternative to the spray, in particular for the infants.


The axes of communication of MARIMER HYPERTONIC:Hypertonic Marimer can be used:

In case of stuffed nose As a supplement to ENT treatments, After nasal surgeries: helps to remove blood residues + healing….

It participates in the faster enfeeblement of the symptoms It may optimize the associated treatments It Decreases the duration of treatments


PHARMACEUTICAL PROMOTIONPHARMACEUTICAL PROMOTION

STRATEGY MESSAGES MATERIAL

The commercial offer, the key element of the pharmaceutical visit allows to:

Develop the distribution of products by the pharmacist Make sure of a strong linear presence in pharmacy Direct the consumers to the purchase of the products of the range MARIMER

PHARMACEUTICAL VISIT

The commercial offers can be various, for example: Creation of prizes/ Packs Offering a gadget for the purchase of a product Discount/ Promotion operations

The display of the MARIMER range allows via a merchandising: To increase the visibility in pharmacy To increase the visibility of all the products


PHARMACY TEAM TRAINING

To help the pharmacy team to advise and sell the products, the training of the team is necessary:

Training session in the pharmacy Meeting/seminaries in a meeting room (hotel)


OTHER PROMOTIONOTHER PROMOTION

PRESS ACTIVITY MEDICAL SOCIETIES ADVERSTISING CLOSED TO THE MOTHER INTERNET THE WHALE

The press activity has 2 aims:

Increase the awareness of the seawater benefits and of the nasal hygiene Associate our Brand to this awareness

That involves a good contact with the journalists and the organization of special events: press conference with an opinion leader speech

PRESS ACTIVITY

Many topics could be chosen: The winter pathologies within children Spring and allergic rhinitis The seawater: benefits for the nose and the health The nose: crossroad of every ENT pathologies

Those topics could be also developed in a press kit, with the help of an opinion leader.

PRESS ACTIVITY

PRESS ACTIVITY

Examples: 4 sponsored articles concerning sneezing nose, alergy etc. with product information written by a KOLHead of ENT Dept, The Children’s Memorial Health Institute.

MEDICAL SOCIETIES

Our product have to be present in many medical congresses (ORL, Pediatrics, …). The participation could be as different ways:

Having a stand (med reps, leaflets, Roller banner, samples,…) Sponsoring the congress (gifts for doctors,…) Organizing a conference with a KOL

Announce to the doctors the presence in the congress

Take in charge the travel for the best prescribers (International congresses)

ADVERTISINGThe advertising is really needed to increase customer’s education and brand awareness.

Many stage in the advertising

-Insert in medical journal Target the practitioner

-Insert in family / health magazine – banner on website Target the main buyer: the mother

-Insert in news, lifestyle, TV magazines – banner on website The product is becoming a “mass market” good

-Radio advertising or sponsoring (Weather, Health/family program) The product is becoming a “mass market” good

-TV advertising or sponsoring (Weather, Health/family program) The competition becomes strong. TV is the “main way of promotion”

ADVERTISING

With Marimer, I take care of my family

Marimer,A Healthy nose for a

healthy life

SEAWATER FOR A HEALTHY NOSE

CLOSED TO THE MOTHERMothers, and especially the new mothers are looking for the best advices.They are confident in:

The doctorsThe midwivesThe nursesThe guides received from the maternityThe parental magazinesThe dedicated website

During the pregnancy, after the birth, the goal is to be present where the mother is. With the help of the professionals, she may learn how to use saline products.

I will be Mom, Magnet stocker , Distributed at birth schools

Girl or a boy

Magnet sticker

Gyanegological consulting rooms

Parents Kit

Brief case+ guidebook

Hospitals (cities above 100 tys. Citizens )

Pregnancy

From conception to birth - 3 times a year

BIRTH CHILD 0 - 1

First year together guidebook - 3 times a year

Toddlers treasure

Guide book

Hospitals (all Poland)

CLOSED TO THE MOTHER

• To Give Birth Humanly Foundation

> 5 trainings for futue birthschools coaches (20 people / training) – conducted by nurse Nepentes Ambassador

> Conference„Holistic midwifery– new challenges in mother and child care ”

• Gynecological doctors, obstetricians and neonatologists• midwives• Psychologists

app. 300 participants

Stand with Nepentes products

CLOSED TO THE MOTHER

INTERNET

The confidence in information found in the Internet is growing, even for health or new-born issues. A new trend is the online consultations.

Identify the most famous medical websites Build a partnership: banner on the websites, users mailing,

sponsored articles, competitions,…

It’s also important to be present on the forums: fake mothers who advise the Marimer range

Marimer.com is a window for the range, with a wide technical information, dedicated to both consumers and professionals.

Think to buy your omain name (marimer.”your country”). We can design and host your local website.

INTERNET

The confidence in information found in the Internet is growing, even for health or new-born issues. A new trend is the online consultations.

Identify the most famous medical websites Build a partnership: banner on the websites, users mailing,

sponsored articles, competitions,…

It’s also important to be present on the forums: fake mothers who advise the Marimer range

Marimer.com is a window for the range, with a wide technical information, dedicated to both consumers and professionals.

Think to buy your omain name (marimer.”your country”). We can design and host your local website.

Dziecko24.pl

•The only portal in Poland with pediatric consultations on-line

•Health Vortal– 60 000 unique users/ month

•Over 13 500 active users

•Frequency of visits at least once per week : 36% registered

users

Forms of cooperation:

•Users mailings

•Banner

•Positioning in medical consultations for parents

•PR articles

•Competitions for the users

INTERNET

INTERNETPOLAND

PROMOTIONAL MATERIALPROMOTIONAL MATERIAL

MEDICAL VISIT

Zoom

POSOLOGY LEAFLET:INTERNATIONAL

Zoom

BROCHURE : MARIMER ISOTONIC

• For: General practitioners

• Format: 4 pages

• Page 1: product introduction

• Page 2: Illustrated speech about the external aggressors and their effects on the nose. The importance of a daily nasal hygiene.

• Page 3: Product indications, describing the isotonic’s effect of the product.

• Page 4: Detailed description of the products and each benefits of the use of MARIMER ISOTONIC.

INTERNATIONAL

MEDICAL VISIT

Zoom

BROCHURE : MARIMER ISOTONIC

• For: Paediatricians

• Format: 4 pages

• Page 1: product introduction

• Page 2: Illustrated speech about the hypersensitivity of children.

• Page 3: Detailed description of the products and each benefits of the use of MARIMER ISOTONIC for young children and infants.

• Page 4: Product Reminder

INTERNATIONAL

MEDICAL VISIT

Zoom

BROCHURE : MARIMER HYPERTONIC

• For: ENT specialists, GP

• Format: 4 pages

• Page 1: product’s introduction

• Page 2: Illustrated speech about the main syndromes due to nasal inflammation

• Page 3: Detailed description of the product and the osmotic effect.

• Page 4: Reminder of the clinical study

INTERNATIONAL

MEDICAL VISIT

Zoom

BROCHURE: MARIMER BABY NASALASPIRATOR

• For: Paediatricians

• Format: 4 pages

• Page 1: product’s introduction

• Page 2: Illustrated speech about babies nasal congestion

• Page 3: Detailed description of the product and how to use it.

• Page 4: Reminder of the product and MARIMER ISOTONIC.

INTERNATIONAL

MEDICAL VISIT

Zoom

MARIMER’S POSTERS

3 versions:• MARIMER ISOTONIC: for GP’s waiting room• MARIMER Baby nasal aspirator and isotonic

spray and single doses: for Paediatricians waiting room

• MARIMER HYPERTONIC: for ENT specialists waiting room.

Aim: Patients, those posters are conceived in oder to give more visibility To MARIMER’s RANGE.

INTERNATIONAL

MEDICAL VISIT

Zoom

MARIMER mothers leaflet

• For mothers.

• this guide describes the importance of babies nasal hygiene

• It describes how to use the products

Distribution in Pharmacies, waiting rooms, maternity,…

INTERNATIONAL

MEDICAL VISIT

POLAND

MEDICAL VISIT

Hypertonic leaflet Spray’s comparison Aspirator folder

Materials handed to:•Medical representatives•Pharmaceutical representatives•Nurses – Nepentes ambassadors •Brith schools

POLAND

MEDICAL VISIT

How properly use nose sprays and ampoulsHanded to:Medical representatives NursesBirth schoolsDistributed at conferences

Poster

Compendium for the patients

POLAND

MEDICAL VISIT

Leaflets summarizing the result of the Ist part of the research

Goal: communication of the main results of the research-Increasing perscriptions for Marimer Hypertonic-Material devoted to doctors and pharmacists

handed to: pharmaceutical and medical representatives

POLAND

MEDICAL VISIT

Brave patient stickers - matrial for doctors (to be handed out to small patients)Goal: Building brand awareness-left at padiatricians, building brand awareness

handed to medical representatives

POLAND

MEDICAL VISIT

Marimer pads for doctors and pharmacistsGoal: specialists education- information on Marimer range- Underlining differences and usage of particular products

handed to: pharmaceutical and medical representatives

POLAND

MEDICAL VISIT

Marimer 2009Loyalty program “Atlantic Breeze “

Main objectives: 1)Increase doctor recommendations of

Marimer2) Collecting data base of high prescribers

Sea Club «Atlantic Breez”

Period: January - MarchSeptember - December

Activities: educational programs, sampling,Clinical approbation, arc isles

Gifts: sailor striped vest, key ring

RUSSIA

MEDICAL VISIT

Brochure for specialistsRUSSIA

MEDICAL VISIT

RUSSIA

Med Rep brochure

MEDICAL VISIT

SMS leaflet for doctors

RUSSIA

Loyalty program inscription

MEDICAL VISIT

Slide 127

POSM 2011

COLOMBIA

Med Rep brochure

MEDICAL VISIT

Slide 128

POSM 2011

COLOMBIA

MEDICAL VISIT

INVITATION

COLOMBIA

MEDICAL VISIT

PHARMACEUTICAL VISITINTERNATIONAL

BROCHURE

ADVColombie

PHARMACEUTICAL VISITCOLOMBIA

BROCHURE

COLOMBIA

Promotion in pharmacy


BROCHURE

PHARMACEUTICAL VISITUKRAINE

LEAFLETS Colombie

COLOMBIA


LEAFLET

COLOMBIA


•Daily nose hygiene

•Restoring nose breathability•Daliy nose hygiene, alergies

Contains:-Manganese –antialergic-Copper–antibacterial

•Restoring nose breathability for babies

Safe endingDoes not require additional filters

•cold, sinusitis

Natural alternative to nose drops containing xsylomethazolinum or oxymethazolinum

Children 0-6 months Adults and children above 6 months

Marimer Ampouls, 12 x 5 mlMarimer Ampouls, 12 x 5 ml Marimer isotonic nose spray 100 mlMarimer isotonic nose spray 100 ml

Marimer AspiratorMarimer Aspirator

Babies and small children

Marimer Hipertonic, 100 mlMarimer Hipertonic, 100 ml

Adults and children above 18 months.

PHARMACEUTICAL VISITEXPRESS TRAINING FOR

PHARMACIES EMPLOYEES IN POLAND

POS AND MERCHANDISINGPOS AND MERCHANDISING


POS MATERIALINTERNATIONAL

Shelf talkers


WINDOW DISPLAY


COUNTER DISPLAYS

Slide 141

Roll-up stand

Shelf-talker

POSM 2011

RUSSIA

POS MATERIAL

SHELF TALKER

POS MATERIALCOLOMBIA

PHARMACEUTICAL VISITPOLISH DISPLAY

PHARMACIES WINDOWSLEBANON

PHARMACIES WINDOWSLEBANON

PHARMACIES ANIMATIONPOLAND

POS MATERIALFRANCE

DISPLAYS

(sold under PHYSIODOSE brandname in France)

SALINE PRODUCTS

Merchandising plan for all the baby products of Gilbert

POS MATERIALFRANCE

SALINE PRODUCTS

Example of French pharmacies

POS MATERIALFRANCE

Example of French pharmacies:

PHYSIODOSE stand with an other Best seller: MUSTELLA.

POS MATERIALFRANCE

COMMUNICATIONCOMMUNICATION


• GIMMICK’S

• ADVERTISING

• EVENTS

Inflatable spray [ height: 1.80m; diameter:0.50m]

Inflatable whaleSmall

[ length: 26 cm; height: 13 cm]Big

[ length: 120 cm; height: 60 cm]

MARIMER pen

GIMMICKS:

PROMOTIONAL MATERIAL

Water powered clock

INTERNATIONAL

Mini tea-e-pot Big Fancy towel

RUSSIA

Маример


POSM 2011

Water thermometer

Bag holder Shoe bag

RUSSIA


Rubber bands as a small souvenir for pharmacists

RUSSIA


ADVERTISINGINTERNATIONAL



ADVERTISINGRUSSIA

http://www.youtube.com/watch?v=BkQ0fi7YwAM

POLAND

ADVERTISING

ADVERTISINGSUBWAY - MOSCOW



ADVERTISINGCROATIA

AFFICHAGE BUS Roumanie

ADVERTISINGROMANIA

PHARMACIST EVENTRUSSIA

- Unforgettable product knowledge in unusual format of flash ppt

- Quiz for product knowledge + ocean world, France etc.

Flash video shown to Each and every key OTC client

PHARMACIST EVENTRUSSIA

PHARMACIST TRAININGPALESTINE

PHARMACIST CONGRESSSENEGAL

PUBLIC EVENTSRUSSIA

Child Contest of pictures: “Marimer’s portrait”

RUSSIA

PUBLIC EVENTS

RUSSIA

PUBLIC EVENTS

Healthcare

Marimer Nasal Care for the Whole Family