An in­ter­view with En­rique Man­zoni Re­gional Man­ag­ing Di­rec­tor of Boehringer In­gel­heim

An in­ter­view with En­rique Man­zoni Re­gional Man­ag­ing Di­rec­tor of Boehringer In­gel­heim (Mid­dle East, Turkey, Africa (META) re­gion)

Middle East Business (English) - - CONTENTS -

Mid­dle East Busi­ness spoke with En­rique Man­zoni, Re­gional Man­ag­ing Di­rec­tor of Boehringer In­gel­heim in the Mid­dle East, Turkey, Africa (META) re­gion, about how the sec­tor is work­ing hard to pre­vent de­bil­i­tat­ing con­di­tions af­fect­ing our cit­i­zens.

Look­ing at the busi­ness of health­care and how it is im­pact­ing upon the re­gion, how is the land­scape chang­ing to meet the needs of the pub­lic as well as for gov­ern­ments, in­vestors and pol­icy mak­ers?

Ac­cord­ing to re­cent re­ports, the phar­ma­ceu­ti­cal sec­tor in the UAE is set to grow from just over $3 bil­lion in 2015 to $5.7 bil­lion by 2020.1 This is driven by in­creased health­care ex­pen­di­ture, health in­surance and the in­fra­struc­ture built around driv­ing the re­gion as a med­i­cal tourism hub. The GCC has some of the high­est in­ci­dences of life­style dis­eases, in­clud­ing heart dis­eases and di­a­betes. Such a sit­u­a­tion calls for an in­crease in sup­ply of medicines in the com­ing years. Health­care man­age­ment so­lu­tions that pre­vent these con­di­tions are at­tract­ing in­vest­ment from both gov­ern­ments and pri­vate in­sti­tu­tions.

To avert a na­tional health cri­sis, gov­ern­ments are fo­cus­ing on pre­ven­tion rather than treat­ment. The land­scape is evolv­ing with re­forms, ex­pan­sion in in­fra­struc­ture and reg­u­la­tory changes in or­der to achieve this aim. Along with gov­ern­ment fund­ing, the health­care sec­tor is see­ing con­sid­er­able pri­vate sec­tor par­tic­i­pa­tion and tech­nol­ogy in­vest­ment. In many GCC na­tions, this is in part driven by manda­tory health in­surance schemes, with in­vest­ments be­ing driven partly by Merger & Aqui­si­tion ( M& A) trans­ac­tions. Pri­vate sec­tor par­tic­i­pa­tion is es­pe­cially im­por­tant as the oil- cri­sis im­pacted upon gov­ern­ment spend­ing ( to some de­gree) in many GCC coun­tries. Dubai’s health­care strat­egy ac­tively en­cour­ages pri­vate sec­tor par­tic­i­pa­tion, with sev­eral pro­tec­tive mea­sures and in­cen­tives. Sev­eral spe­cial­ity clin­ics and hos­pi­tals are re­duc­ing the need for res­i­dents in the re­gion to travel abroad for treat­ment and in turn de­vel­op­ing med­i­cal tourism po­ten­tial. Digi­ti­sa­tion and use of in­for­ma­tion tech­nol­ogy in med­i­cal records, an­a­lyt­ics and pa­tient en­gage­ment is an­other growth area.

How is Boehringer In­gel­heim work­ing with the gov­ern­ment in or­der to in­flu­ence and achieve their health­care vi­sion - for ex­am­ple, UAE’s 2021 Vi­sion, and im­prov­ing the health­care sys­tem and lives of cit­i­zens?

The Dubai Health Strat­egy 2021 it­self has been drafted based on in­put from both pub­lic and pri­vate or­gan­i­sa­tions and is tes­ta­ment to the progress of the health­care sec­tor. Boehringer In­gel­heim is com­mit­ted to launch­ing new prod­ucts to man­age di­a­betes and other car­dio­vas­cu­lar dis­eases, as well as to con­tinue de­vel­op­ing en­hanced stroke cen­ters across the re­gion. Dubai’s ded­i­cated free zone au­thor­ity, DHCC, will be a huge boost to both for­eign in­vest­ment and med­i­cal tourism. This will in turn im­pact upon the sup­ply, dis­tri­bu­tion and pric­ing of phar­ma­ceu­ti­cals. In ad­di­tion, ear­lier this year, we signed a mem­o­ran­dum of un­der­stand­ing ( MOU) with the Min­istry of Health and Pre­ven­tion (MoHP), which fo­cused pri­mar­ily on driv­ing ro­bust stroke pre­ven­tion pro­grammes and bet­ter pa­tient man­age­ment care ap­proaches across the UAE.

The ul­ti­mate aim is to col­lab­o­rate with and as­sist MoHP hos­pi­tals in de­creas­ing mor­tal­ity rates re­sult­ing from heart at­tacks by de­creas­ing the de­lays in the stroke man­age­ment process from when the stroke oc­curs to when the pa­tient ar­rives at the hos­pi­tal. Un­der the MoU, MoHP will form a stroke panel to col­lab­o­rate with Boehringer In­gel­heim and as­sign two lead­ers based in two hos­pi­tals who will be re­spon­si­ble for rolling out the process of es­tab­lish­ing stroke units. The min­istry’s stroke teams will com­prise of neu­rol­o­gists, emer­gency room doc­tors, spe­cial­ist nurses, ra­di­ol­o­gists, lab­o­ra­tory spe­cial­ists as well as phar­ma­cists. Team mem­bers will col­late lo­cal data about stroke pa­tients, which will be used in an in­te­grated process that in­cludes a pre-hos­pi­tal, hos­pi­tal­i­sa­tion, and spe­cial­ist care phases. Our role in­cludes analysing stroke pa­tient path­way to iden­tify ar­eas of im­prove­ment and op­ti­mi­sa­tion, as­sess­ing the over­all stroke man­age­ment process, putting in place a strong stroke man­age­ment pro­to­col as well as pro­vid­ing ex­pert train­ing. In ad­di­tion, we’re also driv­ing this ini­tia­tive by fa­cil­i­tat­ing dis­cus­sions, sem­i­nars and work­shops to up­date med­i­cal pro­fes­sion­als in the UAE around stroke treat­ment, pro­to­cols, and pro­vid­ing ded­i­cated learn­ing ma­te­rial around de­creas­ing the doorto-nee­dle time, which is the in­ter­val be­tween pa­tient’s ar­rival to the hos­pi­tal and start­ing the treat­ment, and sav­ing stroke pa­tients’ lives.

How are pharma com­pa­nies in­vest­ing in the re­gion and pro­vid­ing in­no­va­tive so­lu­tions for health­care sys­tems?

For more than 130 years, Boehringer In­gel­heim has been com­mit­ted to the re­search and de­vel­op­ment of in­no­va­tive medicines that im­prove the lives of pa­tients and their fam­i­lies around the world.

The re­gion is set to be a key hub for the phar­ma­ceu­ti­cal sec­tor, boosted by de­mo­graphic and eco­nomic fac­tors, and a push from gov­ern­ments.

These fac­tors will in turn pos­i­tively im­pact upon ap­proval pro­cesses, in­fra­struc­ture de­vel­op­ment and greater af­ford­abil­ity, and con­tribute to pos­i­tive out­comes across ther­a­peu­tic ar­eas. Our fo­cus will re­main to drive in­no­va­tion, es­pe­cially in on­col­ogy, re­s­pi­ra­tory dis­eases and di­a­betes, to be able to pro­vide a bet­ter qual­ity of life and treat­ment out­comes. In­no­va­tion is at the core of our op­er­a­tions in the re­gion. We con­tinue to fa­cil­i­tate new ap­proaches to pro­vide pa­tients with

the lat­est treat­ment, rais­ing na­tional aware­ness lev­els on key dis­ease ar­eas to drive pre­ven­tive mea­sures as well as cre­at­ing tai­lor- made strate­gies that help pa­tients man­age their lives in a more sus­tain­able man­ner.

Boehringer In­gel­heim is ex­pand­ing into new mar­kets such as Africa and pro­vid­ing an ex­panded range of ser­vices to the re­gion. How do you see this im­pact­ing upon the health­care in­fra­struc­ture and the over­all busi­ness per­for­mance of this sec­tor?

We are proud of the suc­cess of this re­gion and will con­tinue on our growth path in the com­ing years. The team is com­mit­ted to main­tain­ing a strong growth tra­jec­tory in the re­gion by in­tro­duc­ing in­no­va­tive ini­tia­tives that cater to serv­ing pa­tients and achiev­ing bet­ter treat­ment out­comes in dif­fer­ent ther­a­peu­tic ar­eas. We are con­duct­ing var­i­ous clin­i­cal tri­als across dif­fer­ent ther­a­peu­tic ar­eas in di­a­betes and on­col­ogy - specif­i­cally for lung can­cer. The com­pany also re­ceived around 20 reg­is­tra­tion ap­provals all over the re­gion. We are also com­mit­ted to con­tinue with our mis­sion for stroke man­age­ment in the re­gion. Our re­la­tion­ship with Sanofi will also sub­stan­tially en­hance our po­si­tion in the fu­ture mar­ket for an­i­mal health.

Could you de­scribe the cur­rent health­care sec­tor land­scape in the GCC? Which are the most ac­tive/ suc­cess­ful mar­kets for your busi­ness right now?

The phar­ma­ceu­ti­cal and health­care sec­tors in MENA will con­tinue to be shaped by global trends in oil prices. The down­ward oil price trend has brought with it unique chal­lenges. De­mand for health­care so­lu­tions will con­tinue with ris­ing lifestylere­lated health con­cerns. So the need for health­care ser­vices that fo­cus on pre­ven­tion will be the norm. Health­care providers are con­tin­u­ing to di­ver­sify their ser­vices to adapt to this land­scape. In 2016, Boehringer In­gel­heim in the Mid­dle East and North Africa ( MENA) re­gion achieved 16% growth in sales re­spec­tively. Strong per­form­ing mar­kets in­cluded Saudi Ara­bia, United Arab Emi­rates, Lebanon, and Kuwait. We are proud of our con­tin­ued suc­cess and com­mit­ment to the re­gion and look for­ward to strong per­for­mance in the year ahead.

Look­ing for­ward, which busi­ness and in­dus­try trends do you see hav­ing an ef­fect on the health­care and phar­ma­ceu­ti­cal in­dus­try?

In­creased prod­uct di­ver­si­fi­ca­tion, pri­vate sec­tor in­vest­ments, rise in M& As, com­pul­sory health in­surance schemes will all be key growth driv­ers go­ing for­ward. The health­care sec­tor re­mains a top na­tional pri­or­ity across the re­gion. Ad­dress­ing in­creas­ing de­mand has of­ten fallen to the pub­lic sec­tor, how­ever, in re­cent years, pub­licpri­vate part­ner­ships are be­com­ing an in­creas­ingly com­mon model. A lager com­pany will also be more in­flu­en­tial with in­sur­ers, which in turn will ul­ti­mately ben­e­fit the con­sumer, by se­cur­ing ac­cess to spe­cial­ist ser­vices.

And fi­nally, how do you en­vis­age Boehringer In­gel­heim's sales growth within the phar­ma­ceu­ti­cal sec­tor dur­ing for 2017?

We will con­tinue with new prod­uct launches in the com­ing year, specif­i­cally in the re­gion. The re­gion will be a huge fo­cus for our busi­ness to serve the pa­tients in need. We are con­fi­dent that we are well po­si­tioned for growth and de­vel­op­ment in our var­i­ous mar­kets.

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