The Hindu Business Line : Wockhardt sets up marketing arm in US

WOCKHARDT Ltd on Tuesday gave its operations in the US a booster shot by establishing its own sales and marketing organisation, in addition to its existing two-and-a-half-year-old research and clinical trials facility.

The new marketing and distribution subsidiary, Wockhardt USA Inc, is expected to fortify the Mumbai-based pharma company's plans in the US. Wockhardt Americas Inc, the research and clinical trials facility, has helped in increasing the drug filings made by the company in the US, company officials said.

"We are seeking an exponential growth in our US business over the next few years," the Wockhardt Chairman, Mr Habil Khorakiwala, said in a communiqué issued here today.

"Towards this end, we are beefing up the research and development, manufacturing, regulatory and legal infrastructure in India, and establishing a sales and marketing organisation in the US," he added.

Wockhardt is an estimated Rs 1,000-crore company and is one of the later pharma entrants into the US market. Revenues from the US constitute about 10 per cent of the company's revenue and this in less than three years.

Analysts point out that Wockhardt is one of several domestic pharma companies that has in recent times set up marketing offices in the US to gain proximity in the US, besides bringing in more alliances and business.

Commenting on this strategy, they point out: "Challenging drug patents of innovator companies is a strategy that has both a high risk and benefits. But some companies are taking the safe route of partnering with innovator companies to co-promote or license-in the products."

Other domestic companies that have recently unveiled plans for marketing in the US include — Nicholas Piramal India Ltd, that is expected to set up a marketing operation in the US from April this year, and Zydus Cadila that recently established Zydus Pharmaceutical US Inc to supply finished dosage forms of medicines.

Meanwhile, Wockhardt's reinforced thrust also involves the relocation of some personnel. Dr Sanjay Patel, President, Corporate Scientific Affairs, has been relocated in the US, where he will guide Wockhardt's scientific and technical affairs in India, Europe and the US. Mr Ramesh Sesha, Senior Vice-President, Intellectual Property, has also been relocated to the US office. Mr Arthur Maher, a marketing professional with over 20 years of experience in the generic pharmaceutical industry, has been appointed as President, Wockhardt USA Inc, to provide a new thrust to the company's US business.

Wockhardt currently sells four products in the US including ranitidine, enalapril, bethanecol chloride and captopril. It filed six new abbreviated new drug applications (ANDA) with the USFDA, last year and plans to file 15 ANDAs this year, the company note said.

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