International Division Presentation

INTERNATIONAL
COMPANY INFORMATION
2013
March 2014
OVERVIEW LACER INTERNATIONAL
INTERNATIONAL
Lacer:
L
a solid
lid partner
t
for
f consumer healthcare
h lth
Compound annual growth rate 2004-2013 in Spain: +9,6%
Lacer Personal Health ranking within top-ten OTC companies in Spain:
- Leader in Oral Care – Pharmacies (toothpastes + mouthwashes)
- Leader in Anti-Hair Loss – Pharmacies (lotions + shampoos)
82 0
82,0
71,3
73,2
2009
2010
86,0
76,3
68,4
64,9
56,8
45,6
40,4
35,8
2004
2
2005
2006
Source: INTERNAL SALES – LACER PERSONAL HEALTH BUSINESS UNIT
2007
2008
2011
2012
2013
2014 e
MARKET POSITION IN SPAIN
IN PHARMACIES
INTERNATIONAL
Sales in LITERS
MARKET SHARE
MARKET SHARE
Ytd C 13 2012 Ytd C 13 2013
1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
3
LACER
35,9
PROCTER & 21,3
GAMBLE
…..
13,9
…..
9,7
…..
3,4
…..
2,6
GSK
2,3
…..
1,5
J&J
1,7
…..
1,2
SUNSTAR
1,1
COLGATE
1
…..
11
1,1
BOIRON
0,4
…..
0,2
TOTAL TOOTHPASTES GROWTH
Sales in €
MARKET SHARE
MARKET SHARE
Ytd C 13 2012 Ytd C 13 2013
GROWTH
36,5
21,6
0,8%
0,4%
31,9
18,4
32,8
18,3
3,0%
‐0,5%
15
9,2
2,6
2,6
2,3
1,4
1,4
1,3
1,1
0,9
08
0,8
0,4
0,4
7,0%
‐5,1%
‐25,4%
‐4,1%
‐0,2%
‐8,2%
‐19,8%
6,7%
‐8,7%
‐9,4%
‐22,0%
22 0%
‐4,5%
68,9%
0,8%
13,3
9,5
2,7
4,1
3,7
1,9
2,9
1,2
1,5
1,3
21
2,1
0,7
0,1
14,7
8,9
2,4
4,1
3,6
1,9
2,3
1,1
1,4
1,3
17
1,7
0,7
0,1
11,0%
‐6,2%
‐11,8%
‐0,6%
‐1,6%
‐3,3%
‐22,6%
‐7,4%
‐4,1%
‐5,3%
‐19,5%
19 5%
‐4,6%
27,5%
0,1%
Source: AC Nielsen. Sell Out Farmacias + Parafarmacias
MARKET POSITION IN SPAIN
IN PHARMACIES
INTERNATIONAL
Sales in Units
MARKET SHARE
MARKET SHARE
MAT 12/2012 MAT 12/2013 GROWTH
1
2
3
4
5
6
7
8
9
10
11
12
4
LACER
15,6
14,9
………
13,7
13,5
………
7,5
6,8
VICHY
6,3
6,5
KLORANE
7,3
6,6
………
3,6
3,3
………
4,2
4,1
DUCRAY
3,4
3,6
GALDERMA
5
4,9
BAMA GEVE
2,4
2,3
………
3,5
3,6
………
0,7
2,9
TOTAL ANTI‐HAIRLOSS
Source: IMS
(*) JOINT VENTURE BETWEEN NESTLÉ AND LÓREAL
(**) SUBSIDIARY OF ALFA WASSERMAN
‐6,6%
‐3,2%
‐10,8%
0,3%
‐11,2%
‐11,9%
‐4,0%
4,6%
‐3,0%
‐2,0%
1,1%
328,3%
‐1,8%
Sales in €
MARKET SHARE
MARKET SHARE
Ytd C 13 2012 Ytd C 13 2013 GROWTH
13,2
13,1
12,2
8,6
4,8
4,0
4,0
3,5
3,6
3,4
2,9
0,7
12,8
12,4
11,7
10,4
4,3
3,8
3,7
3,5
3,4
3,1
2,9
2,9
1,3%
‐1,0%
‐0,2%
26,5%
‐6,0%
0,2%
‐3,0%
4,8%
0,9%
‐3,4%
3,0%
318,8%
4,6%
PRESENCE IN GEOGRAPHIC AREAS
INTERNATIONAL
International Presence by Geographic Area
Latin America
Europe
Middle East / Asia Pacific
5
LATIN AMERICA
INTERNATIONAL

Countries:
MEXICO
BRAZIL
DOMINICAN REPUBLIC
GUATEMALA
EL SALVADOR
PANAMA
COLOMBIA
HONDURAS
VENEZUELA
CHILE
ECUADOR
PERU
BOLIVIA

Brands, top 4:
- ORAL CARE – CHLORHEXIDINE LACER
- ORAL CARE - GINGILACER
- ANTI-HAIR LOSS – PILEXIL
- PERIPHERAL CIRCULATION – THROMBOCID
6
Source: DISTRIBUTOR’S INTERNAL GROSS SALES
EUROPE
INTERNATIONAL

Country:
PORTUGAL

Products, top 5:
-
7
ORAL
ORAL
ORAL
ORAL
ORAL
CARE
CARE
CARE
CARE
CARE
–
–
–
–
–
CHLORHEXIDINE LACER Mouthwash
FLUOR LACER Mouthwash
GINGILACER Toothpaste
T th
t
ORTOLACER Mouthwash
CHLORHEXIDINE LACER Bioadhesive gel
Source: DISTRIBUTOR’S INTERNAL GROSS SALES
MIDDLE EAST / ASIA PACIFIC
INTERNATIONAL

Countries:
MIDDLE EAST
ISRAEL
SAUDI ARABIA

Brands, top 4:
- ORAL CARE – GINGILACER
- ORAL CARE – CHLORHEXIDINE
- ORAL CARE – SENSILACER
- ANTI-HAIR LOSS – PILEXIL
8
Source: DISTRIBUTOR’S INTERNAL GROSS SALES
ASIA PACIFIC
JAPAN
HONG KONG
TAIWAN
MAIN COMPETITORS (ORAL CARE)
IN PHARMACIES
INTERNATIONAL
COMPANIES
9
BRANDS
PROCTER & GAMBLE
FLUOCARIL – PAROGENCYL – ORAL B – CREST – SCOPE - FLUORINSE
GABA (Colgate)
ELMEX – ARONAL - MERIDOL
GSK
SENSODYNE – PARODONTAX – CORSODYL – ASTRINGOSOL - BIOTENE
JOHNSON & JOHNSON
REMBRANDT – LISTERINE – REACH - DENTOSAN
SUNSTAR
GUM PAROEX
MAIN COMPETITORS (ANTI-HAIR LOSS)
IN PHARMACIES
INTERNATIONAL
COMPANIES
10
BRANDS
VICHY (L’OREAL Group)
AMINEXIL – DERCOS TECHNIQUE
JOHNSON & JOHNSON
REGAINE - PREGAINE
GALDERMA
AVICIS/AVIXIS
PIERRE FABRE
KLORANE – DUCRAY - ANASTIM
WHAT DO WE OFFER?
INTERNATIONAL
High quality products with scientific documentation support
Broad range of products in a specific market segment
Production in European Union with pharmaceutical standards
State-of-the-art manufacturing, operating under GMP criteria
Proven successful marketing approach resulting in leadership in certain markets
Support in the commercialization and promotion efforts
Original own formulas and continually strives to innovate
Expertise in the development of oral care and dermocosmetic products
A collaboration with a company of proven high reputation
11
BUSINESS MODELS
INTERNATIONAL
Flexible approach of introduction in specific countries
Strategy
Distribution
12
Joint Venture
Acquisition
BUSINESS MODEL I
Distribution model
INTERNATIONAL
Marketing
Lacer
Partner
Distribution
Promotion
13
Clients
BUSINESS MODEL II
Combined marketing / distribution model
INTERNATIONAL
Distribution
Lacer
P t
Partner
Clients
Promotion
Marketing
14
BUSINESS PURPOSE
INTERNATIONAL
Successful and long term alliance
We value in a distributor:
T k recordd off successful
Track
f l distributorships
di t ib t hi off third
thi d parties
ti products.
d t
Aggressive marketing and sales team performance.
Active
A
ti involvement
i l
t off the
th partner
t
i the
in
th managementt off the
th
alliance.
15
BUSINESS PURPOSE
INTERNATIONAL
Successful and long term alliance
We value in a distributor:
G d position
Good
iti andd knowledge
k
l d off llocall market.
k t
Long term distribution agreement, with sustainable sales growth
and active support from partner.
We are looking for a win-win
long term alliance
16
KEY FACTS
INTERNATIONAL
Distribution Agreement: main clauses
Products
Distribution rights (exclusive)
Forecast and minimum purchase quantities
Regulatory matters (if applicable)
Product supply
Price and payment conditions
Competing products
T d
Trademarks
k
Marketing obligations
Intellectual Property
p y rights
g
Disclosure of information and confidentiality
Term and Termination
Effects and performance upon termination
17
CONTACT
INTERNATIONAL
Ignacio Bassas
Area: AMERICA
LACER INTERNATIONAL
Alberto Puerta
Area: EMEA-AP(*)
LACER INTERNATIONAL
Sardenya, 350
08025 Barcelona
SPAIN
Sardenya, 350
08025 Barcelona
SPAIN
Tel. : +34-934-46-53-00
Mob. : +34-637-34-79-00
Fax : +34-934-46-53-33
Tel. : +34-934-46-53-00
Mob. : +34-600-46-96-81
Fax : +34-934-46-53-33
[email protected]
[email protected]
www.lacer.es
www.lacer.es
(*) Stands for EUROPE, MIDDLE EAST, AFRICA and ASIA-PACIFIC.
18
Thank you
CONFIDENTIAL INFORMATION
INFORMATION, PROPERTY OF LACER S
S.A.
A (SPAIN)
Only for internal and professional use - Full or partial reproduction is prohibited

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