1- THE MAGAZINE FOR PHARMACEUTICAL & MEDICAL INDUSTRY SALES & MARKETING PROFESSIONALS PharmaSales Vol 9 Issue 4 * July/August 2012 SOUTH AFRICA Litigation over PMB's Designated Service Provider/JP HEALTH MINISTER calls for lipt*AR Overhaul of Public Healthcare Race for Pace

'We moved to Favo Health at the beginning of20 12, and we al ready after6 months have seen a dramatic improvement in our contract detail ing force efficiency and the recruitment has been spot on. Favo Health is atrue partner addi ng val ue to our business" Contact us for your Recruitment and Contract Sales Requirements: 012 940 9168 / admin@favohealth.co.za. Submit your CV at www.favohealth.co.za

Editors Comment Over the last 6 months we have seen changes in the Industry and therefore changes have been necessary in the PharmaSales magazine to ensure that we are keeping you, the reader, up to date. You will see in the next issue the new areas of our industry that we are going to be covering, and in conjunction with the various Pharmaceutical and Medical associations we will be covering the Marketing code and also looking at the controlling of Hospital and Specialist costs in South Africa. We have included a new page on African news, which is becoming more relevant as more of the SA based companies look to expand into sub Saharan Africa. Having recently been involved in this area of our industry, I can tell you that there are many great opportunities in both East and West Africa. While it is necessary to be very selective about whom you work with, strong returns are on offer in a lot of cases. Moving forward we will be introducing new sections into the magazine and we welcome any feedback and or stories that you think will be of interest to our readers. Pharmasales Magazine continues to be the only industry magazine exclusively covering the happenings in the Pharmaceutical and Medical industries in South Africa at present, something that we are proud of and will continue to expand on. I look forward to any comments from our readers. Chris Fletcher Editor 11111 11 n nova tive 1 i S

THE MAGAZINE FOR PHARMACEUTICAL & MEDICAL INDUSTRY SALES & MARKETING PROFESSIONALS PharmaSaleP Vol M ISSES 4 July/August 2012 SOUTH AFRICA Litigation over PMB's HEALTH MINISTER calls for Overhaul of Public Healthcare Race for Pace ( ADVERTISING INDEX Page Favo Health Prostaff Recruitment Bayer HealthCare Quintiles Cameron Recruitment Safrimed Innovative Healthcare Solutions Medsearch National Recruiting Specialists Ultra Pharmaceutical Placements MNA Recruiting Eta Lyons Medical Recruitment Pharmajobs 28 Recruitment Specialists in the Pharmaceutical and Healthcare Industry Pharmaceuticals Medical Diagnostics Managed Health Care Product Management & Marketing Sales Management Business Unit Management General Management Clinical Research Regulatory Affairs Medical Advisors & Directors - Office support Human resources Financial Management & Accounts Key Accounts IFC 4,5 7 9,25 11 14,15 17 21 23 19 27 IBC OBC

* Contract Sales Organisations * * Local News Product News Page The measure of our effectiveness is how swiftly we respond and the calibre of our candidates. Please contact Geoff Lipman: geoff@prostaff.co.za or Nathalie Mayhew: nathalie@prostaff.co.za 5 Morris Street West, Rivonia 2128, P0 Box 1212, Fourways 2055 Tel: +27 (0)11 807 6066 Fax: +27(0)11 807 6081 Visit our website at: www.prostaff.co.za 6 Pharmasales (SA) is published by DHF Publishing & Advertising cc It is a bi-monthly publication and is distributed on a subscription basis to Healthcare Sales Professionals, Sales Managers and Directors, Marketing and Product Managers, HR and Training Departments, Medical Personnel, Financial Managers, General Managers & CEO's. Please send all correspondence to: * African News 12 Pharmasales P.O. Box 360 Hilton, 3245 * Designated Service Providers 16 8 10 Tel I 033 343 2793 * Health Minister calls for Overhaul Fax I 086 698 0028 Email I editor@pharmasales.co.za of Public Healthcare 18 Website I www.pharmasales.co.za * Litigation of PMB's 20 Editor I Chris Fletcher Design & Layout: * Multi-lingual Labels 28 M DESIGN I 033 3457792 I marise@haybar.co.za ©Copyright * Race for Pace 32 The Content of and information contained in this publication are the opinions of the contributors and the authors of such content and / or information. * Shot at a New Drug 34 DHF Publishing & Advertising cc accepts no responsibility or liability for any loss, claim or expense arising from any reliance on such comment or information. No copying may take place without the written permission of the publisher and the copyright owner. \PROSTAFF RECRUITMENT SPECIALISTS

A great way to break into Pharmaceutical Sales? Pharmaceutical Contract Sales Organisation's and Contract Sales Positions are growing in popularity. With all the difficulties candidates experience in getting into a Sales position in the Pharmaceutical and Medical Industry, should this be your goal? First, let's cover the basics. Pharmaceutical Contract Sales Companies/Organisations (C.S.O's) do not only provide both pharmaceutical sales representatives and managers, but also now days' supply more and more clinical and marketing personnel to pharmaceutical and medical companies. Pharmaceutical sales representatives working for these organizations are often referred to as "contract representatives" and may work on a full or part-time basis. A large percentage of Pharmaceutical and Medical Companies in South Africa now prefer to access new rookie representatives through this source, as it creates a try-before-youbuy model. The South African model, (where the representative's success is measured by how quickly they get taken on to headcount) is very different to the rest of the world. In most other major markets, the C.S.O's actively retain the representatives and encourage a career pathway within the C.S.O. This distinguishes the C.S.O. from labour brokers, and a lot of emphasis is put on training and personal development during the representative's career. Having worked myself in C.S.O's in various European markets, I have seen the benefits first hand. My personal development opportunities came quickly and my career 6 Pharmasales progression was not limited in any way. I could go as high up in the organisation as I wanted, as long as I put in the hard work and produced the results. From a job satisfaction point of view our teams had a great time. In most cases there are differences in the compensation between Pharmaceutical Contract Sales Organisations (C.S.O's) and Pharmaceutical and Medical Companies. The salary and benefits from pharmaceutical companies tend to be higher than that of contract representatives. Contract representatives may be paid a salary with or without commission on top, or paid per doctor call depending on the terms of the contract. In addition, contract representatives are not typically provided a company car, but given a vehicle allowance for using their personal vehicle. This said, more and more Pharmaceutical companies have moved away from the traditional company car policy to a car allowance offering. However as with most Pharmaceutical and Medical companies, most C.S.O's will offer cell phone allowances and contributions towards medical aid. So the difference if any is just the idea of working for the Pharmaceutical Company or a C.S.O. Pharmaceutical C.S.O's are in more and more demand as pharmaceutical companies increasingly utilize them for a variety of reasons which include: * New Product Launches, * Sales Force Expansions * Temporary boost in their Sales Force to meet their product goals. As a result, quite a few contract representatives enjoy permanent pharmaceutical positions within the contract sales organization and wish to stay there. Remember, as someone looking to make a career of Medical Sales, it's a great opportunity to gain experience in the pharmaceutical sales field. Another advantage is that many contract representatives enjoy the variety that comes from working on different contracts with diverse pharmaceutical companies. This gives them an exposure to a range of companies and they then can decide which company they want to work with if they intend to move across. But the biggest advantage with starting your career with a C.S.O. is that the entry requirements are usually less strict than those of the pharmaceutical company, so it's easier to get in. So at the end of the day it is up to you to decide. We have quite a few C.S.O.'s in South Africa, and you will also find some of the recruitment companies running the odd contract. I Listed below are a few of the larger contract sales organisations in South Africa at present * Quintiles http://www.quintiles.com * Safrimed http://www.safrimed.co.za * Favo Health http://www.favohealth.co.za * Innovative Healthcare Solutions

10550/FPFC/PS Over 1 Million patients treated worldwide with Xarelto ® 10 following Total Hip and Total Knee Replacement surgery APPROVED Reduce the risk Venous Thromboembolism clinically presenting as deep vein thrombosis or pulmonary embolism remains a major cause of morbidity and mortality worldwide. 1 Why have so many professionals put their trust in Xarelto ® 10 to reduce the risk of VTE? * * Extensively studied: investigated in 9 successful Phase III studies * Increased protection: against DVT, PE and death 2 * * Reassuring safety: comparable to enoxaparin 2 * Convenience: one 10 mg tablet daily with no dose adjustment for age, gender or body weight 3 * Sustained confidence: protection from hospital to home 2 * European Union's EMA and US FDA approved * Xarelto ® 10 is from Bayer HealthCare: innovator and leader in many therapeutic categories REFERENCES: 1. Cohen AT, Dobromirski M, Lin S-l, Wills JO. Venous Thromboembolism: The Magnitude of the Problem in Europe and the World. Adv Venous Arterial Thromb 2011;1(2):39-45. 2. Duggan ST, Scott LJ, Plosker GL. Rivaroxaban. A Review of its Use for the Prevention of Venous Thromboembolism After Total Hip or Knee Replacement Surgery. Drugs 2009; 69 (13):1829-1851. 3. XARELTO ® 10 Package Insert. * DVT - deep vein thrombosis PE - pulmonary embolism VTE - venous thromboembolism. For full information, please refer to the package insert approved by the Medicines Regulatory Authority (MCC). S4 XARELTO ® 10 (Film-coated tablets). Reg. No.: 42/8.2/1046. Each fi lm-coated tablet contains rivaroxaban 10 mg. PHARMACOLOGICAL CLASSIFICATION: A. 8.2 Anticoagulants. INDICATION: Prevention of venous thromboembolism (VTE) in patients undergoing major orthopaedic surgery of the lower limbs. HCR: Bayer (Pty) Ltd, Reg. No.: 1968/011192/07, 27 Wrench Road, Isando, 1609. Tel: 011 921 5044. Fax: 011 921 5041. DATE: December 2011. L.ZA.GM.2011.03.60

RANBAXY ANNOUNCES NEW CEO RANBAXY is proud to announce the appointment of Desmond Brothers as Chief Executive Officer of Ranbaxy and Be-Tabs in South Africa. Desmond was previously a member of the Ranbaxy team from 2001 - 2009 and occupied the CEO position for the last six years of that period. Desmond has spent the past twenty two years in the pharma MULTI-DRUG RESISTANT TUBERCULOSIS: WHAT YOU NEED TO KNOW The recent South African tuberculosis (TB) Conference that was held in Durban brought a few critical issues to light regarding the fight against TB in Sub- Saharan Africa. It was stated during one of the presentations that up to 32% of patients are wrongly diagnosed as having multi-drug resistant (MDR) TB and therefore mistakenly treated as a result of certain methods currently utilised to diagnose MDR-TB infection. Anti-tuberculosis medication is known to be Ototoxic, causing hearing loss and tinnitus. "In one case, a patient was incorrectly diagnosed as having an MDR- TB infection and was subsequently treated with second line drugs. This particular patient incurred extensive damage to her hearing, which could have been prevented if she was diagnosed correctly," says Hennie Rossouw, the General Manager of Hain Lifescience SA, a manufacturer and distributor of molecular biology diagnostic systems for laboratories. According to guidelines published on the World Health Organisation (WHO) website, a true MDR-TB can only be identified when both Rifampicin and 8 Pharmasales Isoniazid sensitivity results are available. "Some diagnostic methods currently implemented in South Africa use the resistance of Rifampicin as a marker for MDR-TB. Except for the fact that this is contradictory to the WHO's definition of a true MDR-TB, data presented indicate that Rifampicin is not a reliable marker for accurate MDR-TB diagnosis," says Rossouw. As a result, two major discussions arose from the TB industry, fulfilling roles in sales, marketing and general management, within innovator, generic, and health logistics companies. Desmond says, "I am very happy to be back with the Ranbaxy team, and we look forward to maintaining our role as key partners in the local healthcare industry." Conference around Rifampicin and Isoniazid mono resistance, as well as the issue of diagnosing patients as having MDR-TB without knowing the resistance profile of both Rifampicin and Isoniazid, the two most powerful anti-TB drugs. During the South African TB Conference, Hain Lifescience SA launched MTBDRplus Ver 2.0, the only singular analytical procedure (assay) currently in use that provides a result for TB, in addition to indicating Rifampicin and Isoniazid sensitivity. "It effectively means that the Line Probe Assay (LPA) from Hain Lifescience is able to effectively diagnose MDR-TB, which is key to the correct and effective treatment of TB," explains Rossouw. Being armed with knowledge about TB diagnostics could be a major advantage to any patient. "You have a right to ask questions and to go for a second opinion. The misdiagnosis of MDR-TB and the subsequent mismanaged MDR- TB treatment, could very well lead to the patient developing extensively Drug- Resistant Tuberculosis (XDR-TB)," warns Rossouw.

COFACE: PHARMACEUTICAL INDUSTRY REVIEW (Positive Outlook) By Saijil Singh, lead analyst, Coface South Africa Coface, the international credit insurer, has released its latest industry risk review covering the Pharmaceutical sector. The pharmaceutical industry is the largest of its kind in Africa, and has been identified by government as a key driver of economic growth; ensuring affordable healthcare is available to the private and public health sector. While the industry remains dominated by local companies, a number of multinationals distribute and some have become involved in local manufacturing. The country has a relatively well-developed industry, comprising a complex network of manufacturers, distributors and dispensers. Domestic companies produce, almost exclusively, generic pharmaceuticals, which are mainly targeted at the local market. Very little is exported, and what is, normally makes its way to other African countries. Government has earmarked the South African pharmaceutical industry as an area of growth. Preference will be given to local companies when it comes to national tenders for the supply of medicine. Change is likely to continue in the areas of funding and industry SENIOR BUSINESS DEVELOPMENT DIRECTOR SA AND SSA QUINTILES COMMERCIAL SOLUTIONS is looking for a Gauteng based, Senior Business Development Director having a proven track record with more than 10 years of experience in Pharmaceutical Sales or Marketing Management and with a solid understanding of commercial principles. structure with a view to providing increased access to healthcare to all South Africans as efficiently and costeffectively as possible. Plans announced by government to build SA's first active public sector pharmaceutical ingredients (API) plant, in a joint venture between the South African government through Pelchem and a leading global pharmaceutical company Lonza. This is an example of a public-private partnership being created to reduce costs and increase accessibility. Government expects the development to boost South African drug makers and multinationals who have invested in local manufacturing. Companies operating in this sector normally secure large-scale and longterm tenders from the public sector, ensuring stable income levels and minimal risk. Margins are often predetermined and income guaranteed with minimal chance of a major changes in input costs. These companies are well secured and run minimal risk of failure, even though the sector traditionally operates on low margins. This position is suited to a candidate that preferably has extensive product knowledge, as you will be dealing with a wide variety of clients in the Pharmaceutical industry in both SA and SSA. The ideal candidate will already have well established relationships within the industry, and be in possession of a suitable tertiary qualification with excellent oral, presentation, and written communication skills. If you meet the abovementioned criteria, please register your CV with Job Code: 1209481 at https://quintiles.taleo.neticareersection/10000/jobsearch.ftl PIASA WELCOMES 2012/2013 EXECUTIVE COUNCIL AND PRESIDENT The Pharmaceutical Industry Association of South Africa (PIASA) is delighted to announce that Pierre Bosch, Area Director sub-Saharan Africa for Alcon Laboratories, has been re-elected as the industry body's president for 2012/2013. "Pierre has more than 20 years' experience in the pharmaceutical industry and has been a member of the PIASA Executive Council for the past four years. His knowledge of the industry, coupled with his enthusiasm, has added immense value to the team and we are delighted to welcome him as President for a second year," says Vicki St Quintin, COO for PIASA. Joining Bosch on the PIASA management council is Laura Engelbrecht-Joubert (Abbott Laboratories), Jonathan Louw (Adcock Ingram Healthcare) and Steve Speller (Servier). Other members of the executive council for 2012/2013, who will offer strategic direction and counsel to the association include: Guni Goolab (AstraZeneca Pharmaceuticals); Richard de Chastelain (Bayer Healthcare Pharmaceuticals); Barry Wren (Covidien); Kobus Venter (Janssen); Magnet de Wet (Key Oncologics); Timothy Kedijang (Novo Nordisk); and Amanda Wilde (Umsinsi Health Care). Pharmasales 9

KROKO BLISTER PLASTERS Kroko recently introduced Kroko Blister Plasters to their range of foot care products. Kroko Blister Plasters are available in two sizes, medium and large and are excellent for treating blisters. These waterproof plasters have a specially incorporated hydrocolloid layer which provides rapid relief and promotes natural healing whilst protecting the affected areas from dirt and bacteria. Blisters are fluid filled pockets which form on the outer layers of the skin and are caused by rubbing and friction. The most common type of blisters are caused by friction as a result of ill-fitting shoes or sport shoes. Blisters develop if the skin is rubbed in one area over a long period or if there is very intense rubbing of the skin over a shorter period and they usually occur on either the feet or hands. If blisters become infected, they can become exceedingly painful and may even require medical attention. When treating blisters, the affected area should be cleaned with an antiseptic and then dried thoroughly. A suitable sized Kroko Blister Plaster should be placed over the blister and then left in place until the pressure of fluid in the blister diminishes and the plaster loosens on its own. The plaster will need to be replaced on a regular basis until the blister has drained and healing has commenced. Blisters can usually be treated at home but if they do become infected, a pharmacist or doctor may need to be consulted. Each pack of Kroko Blister Plasters contains 6 plasters and they are available from UPD Wholesalers and AlphaPharm. The packs are shrinkwrapped in 6's. Visit http://www.kroko.co.za Enquiries: 021 8555976 10 Pharmasales GIVE YOUR BODY A BREAK FROM YOUR ALLERGY An allergy occurs when the body reacts to a particular food or substance as though it were a foreign invader causing the immune system to put up its defences. The problem here is that when there is a reaction to a food that is eaten regularly (or something unavoidable in the environment) the immune system is constantly going into defence mode. This exhausts and depletes the body of basic nutrients so that when a real bug enters the body, the depleted immune system doesn't have adequate defences to fight back. The long term effects of an allergy are frequent colds, infections and an unhappy gut. World renowned nutritionist Patrick Holford advises that if you suspect an allergy to a certain foods to see a nutrition consultant or an allergy specialist who can test you and solve any underlying digestive imbalances that provoke allergies. According to Holford vitamin C, calcium and magnesium can help to reduce the severity of allergic reactions. The nutrient L-glutamine can help to heal the gut and support the immune system, reducing the allergic potential. He recommends abstaining NRF VITA-C 2000 & VITA-C 300 NRF Vita-C 2000 and NRF Vita-C 300 not only help keep illness at bay, but also address many other health problems. The body cannot manufacture vitamin C on its own so it is important to complement the diet with a good vitamin C supplement. Besides the common cold and flu, vitamin C plays an important role in helping to prevent other ailments and maintain a healthy lifestyle. It has been established that most body processes and diseases are influenced by vitamin C. NRF Vita-C 2000 is a concentrate in granule form which contains Bioflavonoids and Rutin and should be taken on an empty stomach to be fully effective. NRF Vita-C 300 tablets also contain Bioflavonoids and should be taken regularly for ongoing well-being. NRF natural health products are ALLEX"' ALLERGEN AND HISTAMINE CONTROL ■ASIO himuk.in from the "offending" food for two months and to begin re-introducing it every fourth day as our cells have a "memory" and may have "forgotten" the culprit. For extra support for your allergies Holford's Allex is a unique formulation of amino acids and antioxidants designed to give immune support by reducing inflammation and assisting in healing of the lining of the gut. Allex is free from gluten, milk products, yeast, corn, soya and any other of the common allergens. Allex retails at R169.95 and is available from Dis-Chem, Clicks and leading pharmacies and health stores or online at www.holforddirect.co.za manufactured from pure raw materials and FoodMatrix"" (plant protein & mixed carotenoids) which are unique to all NRF Health products and 100% safe. *Pregnant ladies should always check with their doctors before taking any supplements, just to be on the safe side. NRF Health products are available from UPD, Alpha Pharm and other wholesalers. Enquiries: NRF Health 0800 005 744