Brazilian pharma targets internationalization

Brazilian pharmaceutical companies announce plans of internationalization. Latin America is primary target. The idea is to build partnerships, license  and distribute branded products,  but investment of investing in green field abroad is also a possibility.

This is the case Hypermarcas, that has in the second half of this year begins to develop a plan for growth for the international market by exporting. The business plan provides for the marketing of both drugs as consumer goods, according to the manufacturer’s export manager, Ingo Thaler.

“We understand the market, which follows the rules of the National Agency of Sanitary Surveillance [Anvisa]. Now it’s time to understand how the overseas segment, and closing international partnerships for distribution of products and in the future, even consider opening manufacturing plants outside the country, “said Thaler. According to the executive Hypermarcas, it is essential to better understand the possible competitors, regulatory issues and processes of the foreign market.

Another company looking into other markets is EMS Pharma, who now exports  only 5% of company revenues, or $ 3.3 million in 2010 as the manager of New Business of the company, José Piccolotto.

“Today it is very difficult to export, particularly due to high cost to be paid for the information market in which it wishes to enter, and in contact with these potential customers. It is essential to have government support. “he said.

According to the manager of EMS, the entry into other markets is not new to the company. The Brazilian laboratory has already signed licensing and distribution agreements for distribution of two drugs intellectual property in Poland.

“Our intention is to start exporting our brand name drugs because generics are less appreciated abroad, particularly in Latin America,” added Piccolotto.

Apex Brasil supports the initiative

To assist companies in this sector in Brazil, Apex Brazil, the export promotion agency under the Ministry of Development, Industry and Foreign Trade (MDIC), struck a partnership with the Brazilian Association of Pharmacology and Pharmaceutical Ingredients (Abiquif) that will support and promote the internationalization of national brands along with some countries.

One of the measures will be to incentive participation in international fairs, business meetings with foreign buyers and business intelligence studies.

Apex Brazil has defined the priority markets. In pharmaceuticals, Russia, Germany, Spain, Argentina, Colombia, Mexico, Saudi Arabia, South Africa, Angola and Venezuela.

Published by Hildete Vodopives

Hildete de Moraes Vodopives is founder of Brazil Global and of the Harvard Strategists Group. She has a PhD in Economic History and advises companies and investment agencies in international business development.She served as Corporate Relations Director and later, on the board of the Brazilian Investment Analysts Association (APIMEC).

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