Dr Reddys & GSK

IB assignment
9/26/2012 Group 1 A

Bareth M Deepak Kumar Agarwal Rohith Krishnan Sujith P

Indian Company Dr. Reddysi.Brief Background to the Company

1. History

Dr. Reddys is one of the most successful pharmaceutical companies in India. It is a global pharmaceutical company committed to providing affordable and innovative medicines for healthier lives through our three core businesses: Pharmaceutical Services and Active Ingredients, Global generics and Proprietary Products. It was founded by Dr. K Anji Reddy in 1984 in Hyderabad, India at a capital outlay of 25 lakhs. The certificate of incorporation is issued on 24th February 1984 and on the same day the first meeting of the board of directors of Dr. Reddys Laboratories private limited is held at its registered office, which was attended by Dr. K. Anji Reddy and Mrs. K. Samarajyam. Mr. M.P. Chari, who is the General Manager of Production at Standard Organics Limited, becomes the first Managing Director of Dr. Reddys laboratories. The same year, Dr. Anji Reddy and Mr. Murali K. Divi (Currently Chairman of Divis Laboratories) take over Cheminor Drugs and Murali Divi becomes the Managing Director of the company. The construction of the first API manufacturing facility at Bollaram, Hyderabad starts on 1st May 1984 and is successfully commissioned in June 1985. 1986 sees the company going public with listing in the Bombay Stock Exchange (BSE). Dr. Reddys Laboratories offers 7,50,000 equity shares of Rs. 10 each for cash at par linked to 1,50,000, 15% secured redeemable non convertible debentures of Rs 100 each for cash at par. Formulation Operations begin with formation of Stangen Pharmaceuticals. Mr. K.B. Sankar Rao takes over as the production manager and Mr. T.R. Bhoopathy as the head of marketing of the company. Stangen Pharmaceuticals starts expanding its marketing network to Eastern, North Eastern, Northern and Central India. Dr. Reddys becomes the first Indian pharma company to exports Norfloxacin and Ciprofloxacin to Europe and Far East. Its expansion state started after 1990. 22nd April 1991 sees the launch of Omez, Dr. Reddys brand of Omeprazole which goes on to become Dr. Reddys first Rs 100 crore brand. Across India, Omez heralds the birth of a new class of compounds in the treatment of acid-peptic disorders and revolutionizes the treatment of acid-peptic disorders. Omez is the first brand of omeprazole to enter the Indian market. Today, it is the top brand of omeprazole in 11 countries.

In 1993 Dr. Reddys and Cheminor Drugs jointly establish the Dr. Reddys Research Foundation (DRF). Dr. Reddys becomes the first company to start work on drug discovery programs in the country In 1994 Reddys raises USD 48 million through the GDR issue. In 1997 Reddys became the first Indian company to out-license an original molecule , glitazones [DRF 2593 (Balaglitazone)] to Novo Nordisk A/s of Denmark, the world leader in the diabetes. Dr. Reddy's becomes India's third largest pharmaceutical company with the merger of Cheminor Drugs Limed (CDL) a group company, on December 11, 2000. Dr. Reddys becomes the first Asia Pacific pharmaceutical company, outside Japan, to list on the New York Stock Exchange. It listed in NYSE with the symbol RDY on April 11, 2001. In 2012 Dr. Reddys reached US$ 2 million revenue.

2. Current Operations-

Currently Dr. Reddy's Laboratories Limited has established subsidiaries across the globe - the USA, Germany, the UK, and Russia, to name a few. It is engaged in marketing its products in more than 100 countries. Now its the 2nd largest firm in India in terms of sales, after Ranbaxy. Dr. Reddys is having his units throughout the world, now its operating globally. Currently Dr. Reddys is having its API Manufacturing Units: India 6, UK 1, Mexico 1 [All United State Food and Drugs Administration (USFDA) approved] Finished Dosages : India 7 [2 USFDA approved], US 2 [USFDA approved] Biologics Facility : India 1 [audited by multiple regulatory agencies] Custom Pharma : 3 Technology Development Centers [2 in India & 1 in Cambridge, UK] Services R&D Centers : Integrated Product Development Organization [IPDO] in Hyderabad, India NCE R&D center in Hyderabad, India Aurigene R&D center in Bangalore, India

Currently It is operating in its products in more than 100 countries with a focus on North America, Europe, India and Russia.

3. Major Product linesDr. Reddys is providing solution to all most all the diseases, it is having a vast product lines and its are coming in the market for consumer as Tablets Capsules Body wash Liquid Orals Injections Tooth filler liquid Cream Toothpaste Inhalers Cosmetics Gel Infusion Topical Solution Nasal Sprays Powders for inhalation Ointments Bathing Bar Pregnancy Testing Kit

Moreover Dr. Reddys integrated business model spanning 3 segments as follows1. Pharmaceutical services and Active ingredients 2. Global Generics 3. Proprietary Products 1. Pharmaceuticals services and Active ingredientsThrough Dr. Reddys Pharmaceutical Services & Active Ingredients (PSAI) business, which comprises the Active Pharmaceutical Ingredients (API) and Custom Pharmaceutical Services (CPS)businesses, it offer IP advantaged, speedy product development, cost-effective and robust manufacturing services to its customers which includes both generic companies and innovators.

This API business seeks to make its generics customers successful, early and always. At the outset, Dr. Reddys enables its customers to be the first to launch a generic product by leveraging on IP strengths. Their highly skilled API global team ensures that our customers gain the full benefits of timely product development and supply, in line with all regulatory and quality requirements. Whereas the CPS business serves several 'innovators', both Big Pharma and emerging biotech. This CPS business offers both speed and flexibility. They have the capability to supply both small-scale clinical trial quantities and commercial-scale requirements. The end to end services and competitive pricing of Dr. Reddys makes a compelling value proposition to its global innovator' customers.

2. Global GenericsThe Global Generics business seeks to serve the millions around the world who find access to medicines unaffordable. Its branded generics in doctor driven markets and unbranded generic products in distribution driven markets offer lower-cost alternatives to highly-priced innovator brands, both directly and through key partnerships. Dr. Reddys serve a large number of emerging markets through partnerships with GlaxoSmithKline (GSK). Dr. Reddys effort spans the entire value chain - from process development of the API to submission of the finished dosage dossier to the regulatory agencies - offering high quality products at the right time and at competitive prices. The key markets for this are North America, India, Russia, UK and Germany.

3. Proprietary ProductsThe Proprietary Products business comprises of New Chemical Entities (NCEs), Biosimilars and Differentiated Formulations. In NCE, Dr. Reddys engaged in the discovery, development, and commercialization of novel small molecule agents to address significant clinical unmet needs. Their therapeutic areas of focus are bacterial infections, metabolic disorders, and pain/ inflammation. The emerging Differentiated Formulations portfolio of Dr. Reddys consists of developing novel formulations of currently marketed drugs or combinations thereof to enhance patient comfort. The most advanced Differentiated Formulations efforts are in dermatology. Whereas the Biologics business has dedicated development and manufacturing suites for both E. coli & mammalian cell culture, conforming to the highest development standards of cGMP, GLP and other applicable bio-safety levels, seamlessly by a competent project management framework.

4.Last two Years financialsThe financial report for Dr. Reddys for the last two years are as follows-

(All Figures in Rs. Million)

Income Statement Data:
Total revenues Cost of revenues Gross profit as a % of revenues Operating Expenses: Selling, general and administrative expenses Research and development expenses Write-down of intangible assets Other Operating (income) / expenses, net Total operating expenses Operating income as a % of revenues Finance Costs, net: Finance income Finance expenses Finance (expense) / income, net Equity in loss of affiliate Profit before income tax Income tax benefit / (expense) Profit for the year as a % of revenues

FY 2012
96,737 43,432 53,305 55 28,867 5,911 1040 (765) 35,053 18,252 19 1,227 (1,067) 160 54 18,466 (4,204) 14,262 15

FY 2011
74,693 34,430 40,263 54 23,689 5,060 (1,115) 27,634 12,629 17 173 (362) (189) 3 12,443 (1,403) 11,040 15

From the above table it can be clearly noticed that Consolidated revenues of Dr. Reddys increased by 30% to Rs. 96,737 millions that is $2.02 billion in FY2012 from Rs. 74,693 millions in FY2011. Similarly, it has seen a net profit of Rs. 14,262 millions in FY2012 from Rs. 11,040 millions in FY2011, a growth of 29%. It touched the $2 billion revenue in last financial yearand became the fastest Indian company to achieve this feat.

5.This years performance so farFor this current financial year Dr. Reddys 1st Quarters financial report looks as below and here we are comparing its 1st Quarters report with the same for the last years 1st Quarter-

(All Figures in Rs.Millions)

Particulars Total Revenue Cost of revenues Gross profit Operating Expenses Selling, general & administrative expenses Research and development expenses Other operating (income) / expense Results from operating activities Net finance (income) / expense Share of (profit) / loss of equity accounted investees Profit / (loss) before income tax Income tax (benefit) / expense Profit / (loss) for the period Q1 FY13 ($) (Rs.) 457 25,406 214 11,865 244 13,541 149 28 (4) 70 4 (0) 8,277 1,564 (218) 3,918 212 (19) Q1 FY12 ($) (Rs.) 356 19,783 166 9,228 190 10,555 122 22 (3) 50 1 (0) 6,755 1,197 (186) 2,789 46 (4) Growth(%) 28 29 28 23 31 17 41 361 375

67 7 60

3,725 365 3,360

49 2 47

2,746 120 2,627

36 205 28

Here we can see that Consolidated revenues at Rs.25.4 billion in Q1 FY13, year-on-year growth of 28%, this is driven by healthy growth in key markets of North America, Russia & other emerging markets in Global Generics segment. Similarly profit after tax (PAT) was recorded to be Rs.3.4 billion in Q1 FY13, 13% of revenues & recorded year on year growth of 28%. Even During the quarter, the company launched 33 new generic products, filed 18 new product registrations.

6. For the concerned Industrya. Major Brands and Sales and importance in companies portffolio-

The top-10 brands of Dr. Reddy and revenues collected from each of them are as follows-

Product
Omez Nise Stamlo Reditux Omez-DSR Stamlo-Beta Atocor Razo Razo D Mintop Total

Dr. Reddys Top-10 Brands (In Rs. Million) FY 2012 FY 2011

1089 596 566 471 468 358 311 306 249 225 4639 1065 700 507 405 377 328 278 285 200 209 3949

Here it can be clearly seen from the above table that the top 10 brands are contributing a substantial amount of revenue to the companys overall portfolio. b. Recently launched products, initiatives-

Dr. Reddy's Laboratories Ltd. had launched its over the counter (OTC) Fexofenadine HCl and Pseudoephedrine extended HCl release tablets 180/240 mg on August 30 th 2012. The US Food & Drug Administration (FDA) approved this product of Dr. Reddy's Abbreviated New Drug Application (ANDA) for Fexofenadine HCl and Pseudophendrine HCl extended release on June 22. According to a statement made to the stock exchanges, Dr Reddy's plans to market the product under store brand labels in the US market. This product is a bioequivalent version of Sanofi-Aventis' Allegra D24 hour extended release tablets, which received Rx-to-OTC switch approval from FDA on January 24, 2011. Apart from this product, they came up with 14 new products in their last financial quarter. As a initiative they created a dedicated sales and customer service team to ensure Dr. Reddys was responding to what mattered most to Walmart: Differentiated store brand offerings, enhanced consumer value, best in class customer service, sales and marketing excellence, and joint business planning. It required diligence at every step. The key initiatives they undertook included expanding access and choice for consumers who prefer capsule form products and delivering packaging innovation with easy to open bottles.In

many cases, these initiatives and others improved the value proposition for Walmart store brand shoppers while providing the added benefit of enhanced environmental sustainability. Supply chain reliability and customer service performance are the two most critical areas for maintaining lasting partnerships and relationships with customers like Walmart. Chris led the collaborative effort both internally and with Walmart very efficiently to consistently deliver the right products and right quantities at the right time. This required a team effort with supply chain network. c. Recent coverage in the newsRecently they were in above for the launching of their above mentioned unique new product

over the counter (OTC) Fexofenadine HCl and Pseudoephedrine extended HCl release tablets 180/240 mg on August 30th 2012. On 8th August 2012 they were in Business Standard for estimitating them above Ranbaxy in terms of their Revenues in 2014 and becomes No.1 Indian pharmaceuticals company. They are estimating their revenue to be Rs. 12,663 crore whereas Ranbaxys to be Rs. 12,615 Crore at the end of the financial year 2013-14. Again Dr. Reddys was in news on 4th August 2012 in Outlook Business with a headline as Technological changes in US generic drugs market is causing Indian Pharmas (Dr. Reddys) strategies as well. On July 13, 2012 they were in Hindu Business Line as Influence is a Leadership tool for the influencing leadership quality of its President and Global Chief and Quality, HR & It. On 12th May 2012 they were on DNA Money for their lining up of strong pipeline with a plan to launch 15-16 new products in the US market, which is likely to contribute one-third of their revenues. On 14th May 2012 they were in The Economics Times as they chalked out their plan to improve India performance being dissapoint with their growth rate in India and planed for more FDI in international markets. But they are planning to be the leader in Pharmaceutical sectors in India by the end of 2013-14 financial year. As told by GV Prasad, the Chief executive of Dr, Reddys Lab., We want to grow at least 5%above the average market growth in India. It may take us some 18 months to achieve this target.We are not going after the low-cost generic. The idea is o make difference to affordability where it matters. Affordability matters in products which are expensive. This same news was published in the Mumbai edition of The Times Of India on 30th June 2012, with a headline of Affordable and innovative drugs are still the priority of Dr. Reddys along with an interview with Mr. Satish Reddy, the MD & COO of Dr. Reddys Lab.

Moreover Dr. Reddys was in news on 24th April 2012 in the page of Business Standard as it was to replace DLF in Sensex from June 11, 2012. According to the statements the average free-float market capitalisation of Dr. Reddys stood at Rs. 20,992.03 Crore in the three month ended March. During that same period, the m-cap for DLF was Rs. 8,893.58 Crore.

ii. Brief History of IB operations-

1. When Commenced-

Dr. Reddys enters international market with exports of Methyldopa in the year 1986, just 2 yrs. After its establishment. And in 1990 it became the first Indian pharma company to export Norfloxacin and Ciprofloxacin to Europe and Far East. 2. Chronological history of markets entered, and with which productsDr. Reddys entered into various foreign market in the short span of its time, they are as follows -

1986 Enters international markets with exports of methyldopa 1990 - Becomes first Indian pharma company to export norfloxacin and ciprofloxacin to Europe and Far East 1991 - Formulation exports to Russia commences 1995 Dr. Reddys Research Foundation files first patent in US 1997 - Becomes first Indian company to out-license an original molecule DRF 2593 (Balaglitazone) to Novo Nordisk 1997 - Files first ANDA with US FDA for ranitidine 1998 Licences anti diabatic molecule DRF 2725 (Ragaglitazar) to Novo Nordisk. 1999 Acquires American Remedies in India. 2001 - Becomes the first pharma company in Asia Pacific, outside of Japan, to list on NYSE. 2001 - Obtains first ever 180-day marketing exclusivity for a generic drug (fluoxetine 40 mg capsules) in the US 2001 - Launches its first generic product (ranitidine) the US 2005 - Acquires Roches API business in Mexico 2006 - Acquires Betapharm in Germany 2006 - Becomes an AG partner for Mercks Proscar and Zocor in the US

 2006 - Obtains 180-day marketing exclusivity for ondenesetron hydrochloride tablets 2008 - Acquires BASFs formulation manufacturing unit at Shreveport, Louisiana, USA 2008 - Acquires DowPharmas small molecules business at Mirfield and Cambridge, UK 2008 - Announces launch of US specialty business, Promius Pharma 2011 - GlaxoSmithKline and Dr. Reddys agrees to the sale of US penicillin facility and products. 2011 - FUJIFILM and Dr. Reddys establishes an exclusive joint venture for developing, manufacturing and promoting generic drugs in Japan 2011 - Expands its R&D centre in Cambridge, United Kingdom 3. Modes of entry chosenThe mode of international entry that Dr Reddy chooses is the acquisition in most of the countries. They make the other countrys operations as its fully owned subsidiary. If the countries law doesnt allow that they will go for joint venture or associations. The opening working for a new country is to do exports with help of some agents. Then they move to joint venture or acquisitions.

4. Organizational structure for IB operations

This is the organisation structure of Dr Reddys says all the international operation is centred around with COO and in respective country it is done by country heads.

4. Current size of IB operations & percentage of overall turnover-

6. Important overseas markets (currently)North America OTC portfolio contributed by 21% of total sales. Russia - Highest ever quarterly sales and the oldst market.. Germany-Growth primarily coming from increase in the market share of the tender products Europe- Association from GSK is giving improving result from these location

GlaxoSmithKline
GSK is a science-led global healthcare company FSK has a challenging and inspiring mission: to improve the quality of human life by enabling people to do more, feel better and live longer. This mission gives them the purpose to develop innovative medicines and products that help millions of people around the world. Headquartered in the UK, GSK is a global organisation with offices in over 100 countries and major research centres in the UK, USA, Spain, Belgium and China. GSK is one of the few healthcare companies researching both medicines and vaccines for the World Health Organizations three priority diseases HIV/AIDS, tuberculosis and malaria. GSK produce medicines that treat major disease areas such as asthma, anti-virals, infections, mental health, diabetes, cardiovascular and digestive conditions. In addition, they are a leader in the important area of vaccines and are developing new treatments for cancer. They also market other consumer products, many of which are among the market leaders: over-the-counter (OTC) medicines including Gaviscon and Panadol dental products such as Aquafresh and Sensodyne smoking control products Nicorette/Niquitin nutritional healthcare drinks such as Lucozade, Ribena and Horlicks skincare products marketed by Stiefel Laboratories

GSKs History and global operations

GSKs history is an example of international business. It grows only through the international operations.
1715 Plough Court pharmacy, the forerunner of Allen and Hanburys Ltd, is established in London by Silvanus Bevan. 1830 John K Smith and his brother-in-law, John Gilbert, opened a drugstore in Philadelphia in When John Gilbert decided to withdraw, Smith was joined by his younger brother George. The company soon became a leader in drug wholesaling.

1859 Beecham closed his shop in Wigan and moved to St Helens, another industrial town a few miles away, where he opened the first Beecham factory. It was here that Beecham devised mechanised production methods, a necessary move because his markets were now as far afield as Africa and Australia. 1873 In 1873, after the partnership was dissolved, Joseph Nathan and Company was established. Strong trade links with London continued and an office there was opened in 1876. 1875 The company name was changed to Smith, Kline and Company in 1875. By the mid-1890s, it was the largest wholesale drug house in the Philadelphia area. The company thrived and manufactured a wide range of basic medicines. 1880 Wellcome was invited to London to form a partnership with a Philadelphia pharmacist friend, Silas Burroughs, who was trading in the UK. The idea was to exploit this market with American-made compounded medicines. The partnership was formalised in 1880 and Burroughs Wellcome & Company was established. Its prosperity owed much to Wellcome's marketing flair, involving bold advertising, using medical and scientific conferences, and the creation in 1884 of the Tabloid trademark. he business expanded and spread to many countries 1885 Thomas Beecham's son Joseph joined the business in the 1860s and gradually took over the running of the business. By 1885, sales of Beecham's Pills brand of laxative had grown so much that the original factory had become too small. A new factory, opened in St Helens, was described as "more of a palace than a factory" and was the first in the area to have electricity. Beecham was renowned for his high standards of quality and hygiene, ensuring staff were appropriately dressed in white coats in the factory, and that the working environment was dust free. Beecham also had an ambitious and enlightened marketing strategy. In one year, advertisements were placed in over 7,000 newspapers around the world. Translated by a team of Beecham writers, the ads were printed in the language of the publication. 1891

The original company that John K Smith founded went through numerous mergers and acquisitions. Probably the most important and far-reaching was the company's absorption in 1891 of French, Richards and Company, another respected drug wholesaler. 1902 Early research and development by Burroughs Wellcome was centered on the Wellcome Medical Research Laboratories and the Wellcome Physiological Research Laboratories, both founded in the 1890s. Henry Wellcome's tenet of "Freedom of research - Liberty to publish" attracted many In 1924, The Wellcome Foundation Ltd was registered in London as a private company to coordinate Wellcome's expanding businesses and research activities. The 1930s brought further success. Digoxin was isolated from the digitalis leaf to become the standard treatment for congestive heart failure, a globin zinc insulin was developed, and the first pure curare alkaloid was produced. Sir Henry Wellcome died in 1936 at the age of 82, leaving, through his will, the creation of the Wellcome Trust, a charitable foundation to support medical research worldwide. 1904 Nathan starts dried milk powder production in New Zealand, exporting to London. Henry Wellcome hires Henry Dale, who is to discover and study, among other things, histamine and how nerve impulses are transmitted. 1906 The Nathan directors realised that selling dried milk as an infant food called for a more appealing name than Defiance, the name used for the New Zealand product. They settled on Lacto, but this was not acceptable because similar names were already registered. By adding and changing letters, the name Glaxo evolved and was registered in October 1906. 1908 The "Glaxo Baby Book" was a unique publication first produced in 1908 that aimed to answer questions from mothers about infant feeding and care. The booklet, which continued until the 1970s, provided practical advice from nursing staff and reflected the advances in medical and nutritional science. "Glaxo - the Food that Builds Bonnie Babies" became a familiar slogan in Nathan's advertising efforts of the time. 1910 The year 1910 was another period of growth for Smith, Kline and French.

The "Blue Line," which covered a wide assortment of standard drugs sold under the Smith, Kline and French name, was added to the company's inventory. These included poison ivy lotion, iron tablets and lozenges. 1913 Production of Beecham's Pills laxative reaches one million a day. 1919 Alex C Maclean establishes Macleans Ltd, manufacturing own-name products for chemists. Mahlon Kline begins the novel practice of sending pharmaceutical samples through the mail to doctors across the US. In 1919, Harry Jephcott, who had chemical and pharmaceutical qualifications, joined the company and led a team that would take the organisation into new realms. In 1923, Jephcott obtained rights to a process of extracting vitamin D from fish-liver oil. The company's first pharmaceutical product, Ostelin Liquid, resulted in 1924. Also in 1923, Allen and Hanburys and Burroughs Wellcome Co were granted licences to produce insulin for the treatment of diabetes. Through the 1920s and 1930s, the Joseph Nathan company made considerable progress and opened many subsidiaries and agencies. Alec Nathan became chairman in 1927 and new and larger facilities were started in 1935 at Greenford, on the western outskirts of London. The Glaxo department became a subsidiary of Joseph Nathan and Co, called Glaxo Laboratories Ltd, and the product range was increased. During the Second World War, Glaxo was crucially involved in the production of penicillin and by mid-1944 was responsible for 80% of the UK's penicillin doses. 1926 The Beecham estate was purchased by financier Philip Hill, who realised that the Beecham's Pills laxative business could, through diversification, become the basis of a major company. In 1926, Beecham's Powders analgesic and respiratory tract medication was introduced and a period of expansion by acquisition started - a novel concept at the time but something that became an important element of Beecham's policy. From a market stall in 1847, the business had grown to a national operation, manufacturing one million pills per day. 1929 Smith, Kline and French Company is renamed Smith Kline and French Laboratories and becomes more focused on research. 1930

Sydney Smith of Wellcome isolates the glycosides of Digitalis lanata, a variety of foxglove. Lanoxin (digoxin) is used in the treatment of heart failure. 1935 Glaxo Laboratories is formed and new facilities are created at Greenford, near London. 1936 Sir Henry Wellcome's will leaves sole ownership of The Wellcome Foundation Ltd to a UK medical research charity, today called the Wellcome Trust. Sir Henry Dale of Wellcome is awarded the Nobel Prize for Medicine for his work in the chemical transmission of nerve impulses. 1938 Beecham made two important acquisitions in 1938. The first was Macleans. This was a milestone not only because of the major products involved, including Macleans toothpaste and Lucozade energyreplacement drink, but also because of the people it brought into the Beecham organisation principally HG Lazell, the architect of the company's later success in prescription medicines. Within 15 years, Lucozade was producing about half of Beecham's total profit. Beecham's second important purchase in 1938 was Eno's Proprietaries, which provided the company with the antacid Eno's Fruit Salts as well as 14 subsidiaries in the Americas, South Africa, Australia, New Zealand and western Europe. This worldwide marketing network was as significant an addition as the product itself. The acquisition of Macleans toothpaste and Lucozade energy drink signalled an expansion to the oral care and drinks markets. The Horlicks Malted Milk business grew markedly in the years after the beverage was patented. In the early 1930s, "Malted Milk" was dropped from the product description and Horlicks malted milk began promoting the benefits of sound sleep, resulting from the regular bedtime consumption of the drink. Also in 1938, a blackcurrant syrup made specifically for the preparation of milkshakes was found to have exceptionally high vitamin C content. This product was developed for sale through hospitals and named Ribena, from the Latin for blackcurrant Ribes negrum. Ribena was produced for free distribution to children during the Second World War. 1943 HG Lazell had always believed in the importance of scientific research. By 1943 the Beecham Board had adopted his philosophy, and Beecham Research Laboratories (BRL) was created to focus exclusively on basic pharmaceutical research. In 1945, BRL purchased Brockham Park in the south of England. In 1947 its new research laboratories were opened. It was there that Beecham scientists made their most important discovery. Penicillin, the world's first antibiotic, which was at first seen as a miracle drug, had by the 1950s given rise to a clinical problem. Its widespread use greatly increased the incidence of strains of

bacteria that were resistant to penicillin, to such an extent that hospital wards had to be closed because of their infection with these strains. In 1959, Brockham Park became famous when Beecham scientists there discovered the penicillin nucleus, 6-APA. Using this as a starting material, scientists were able to create an almost infinite number of new semisynthetic penicillins, whose activity could be directed against problem infections. By the 1960s, BRL was producing a wide variety of antibiotics, including the world's first semisynthetic penicillin. Over the following 20 years, Beecham was to produce a wide range of antibiotics and would become a world leader in anti-infective treatments. 1945 Beecham Group Ltd is established, replacing Beecham Pills Ltd and Beecham Estates Ltd - later known as Beecham Group plc - and incorporates Beecham Research Laboratories. 1947 For Glaxo, the end of the Nathan era came with the retirement in 1945 of Alec Nathan and, within a few years, Glaxo Laboratories Ltd became a public company and Joseph Nathan and Co ceased to exist. R&D teams were strengthened and achieved early successes including the first vaccine to combine protection against whooping cough and diphtheria, and Crystapen, a white crystalline form of penicillin that was more stable. The most significant advance, however, was the entry into cortisone production and the marketing from 1955 of the first of a wide range of corticosteroid products for illnesses such as rheumatoid arthritis and dermatological and allergic respiratory conditions. In addition, a new series of antibiotics known as cephalosporins was to revolutionise therapy from the mid-1960s. Following the acquisition of Allen and Hanburys in 1958 and the resulting additional R&D facilities, Ventolin (salbutamol) was launched in 1969 and became the gold standard for treatment for acute asthma attacks. Other products of this era included Betnovate (betamethasone valerate) in 1963 and a range of creams and ointments, as well as a range of improved antibiotics. 1948 Vitamin B12 is isolated by Glaxo scientists for the treatment of pernicious anaemia. Streptomycin for TB treatment is produced by Glaxo scientists. Polymixin anti-bacterials are developed by Wellcome. Smith Kline and French Laboratories acquire a new site at 1530 Spring Garden Street, Philadelphia. 1950 During the 1950s, Smith Kline and French launched Thorazine (chlorpromazine), which revolutionised the treatment of mental illness.

It became the product of reference in the first generation of central nervous system drugs. However, in the beginning, there were some difficulties. One was the fact that American private practice psychiatrists did not at first accept the idea of treating mentally ill patients by chemical means. But Smith Kline and French's hypothesis that the drug actually corrected mental malfunctioning was vindicated in several clinical trials, which were reported later in American medical journals. Soon afterwards, Thorazine began to be used increasingly in mental health programmes. It won the status of a "fundamental drug in medicine," the standard against which all other tranquillisers were measured. 1953 The "rational approach" to drug discovery by George Hitchings and Gertrude Elion in Wellcome's US laboratories led to the discovery in 1951 of Purinethol (mercaptopurine), one of the first effective anticancer treatments. In a collaboration lasting over 30 years, the two scientists initiated many new cures and treatments. Their research was based on studies of nucleic acids, the chemical building blocks of DNA. 1958 Glaxo acquires Allen and Hanburys Ltd. 1959 The Wellcome Foundation acquires Cooper, McDougall and Robertson Ltd, an animal health company founded in 1843. Wellcome launches range of Actifed antihistamine products for head colds and allergies. 1968 At Wellcome, George Hitchings and Gertrude Elion synthesised trimethoprim, which was subsequently combined with a sulphamide to form a broad-spectrum systemic antibacterial agent Septrin (co-trimoxazole). From 1968, this became one of the leading anti-bacterial treatments worldwide. 1969 The "rational approach" to the development of the pharmaceutical business was increasingly evident in the fields of R&D at Glaxo, where David Jack and his colleagues focused on discovering chemical substances to manipulate natural mediators such as transmitters, hormones and enzymes to cause selective effects in specific organs in patients. Early success with this approach came with Ventolin (salbutamol), which was launched in 1969 and became the gold standard treatment for acute asthma attacks.

This success led to a range of compounds for opening up restricted airways by the selective stimulation of receptors in bronchial muscle, and of inhaled steroids to treat the underlying inflammation in asthma and various allergic conditions such as hay fever. 1970 Burroughs Wellcome Inc moves its production facility from New York to Greenville, North Carolina. 1972 Beecham Research Laboratories discovered amoxycillin in 1972, launched as Amoxil (amoxicillin), a broad-spectrum penicillin that rapidly became a widely prescribed antibiotic. Amoxil has proven to be particularly useful in treating bacterial infections such as ear and throat infections in young children. Amoxycillin became the world's most widely used antibiotic. The Beecham Group made a takeover bid for Glaxo Group in 1972. As a defence measure, Glaxo moved to increase its size and announced a proposal to merge with UK chemists Boots. The Monopolies Commission, however, ruled after five months of investigation and deliberation that neither merger should proceed. Glaxo's parent company renamed itself Glaxo Holdings. 1976 Smith Kline and French scientists were responsible for the development of Tagamet (cimetidine), the drug that revolutionised peptic ulcer therapy and ultimately became the first drug to achieve sales of over $1 billion a year. It was marketed in 1976 in the UK and in 1977 in the US - and subsequently throughout the world for the treatment of duodenal ulcer and certain gastrointestinal disorders, and soon became one of the world's most prescribed medicines. The product was universally accepted and praised by gastroenterologists, internists, family practitioners, surgeons and patients. In 1988, Sir James Black was awarded the Nobel Prize in medicine for his research into beta-blockers and the discovery of Tagamet. 1978 Through the acquisition of Meyer Laboratories Inc, Glaxo's business in the US is started, to become Glaxo Inc from 1980. The broad-spectrum injectable antibiotic Zinacef (cefuroxime) is introduced by Glaxo. 1981 Augmentin (amoxicillin / clavulanate potassium), a broad-spectrum penicillin for a wide range of bacterial infections in children and adults, was launched by Beecham.

Resistance to antibiotics is a major problem and Augmentin meets a growing clinical need to overcome the major cause of resistance. Augmentin is considered the gold standard in treating serious - mostly respiratory - infections. The company's antiviral experience was also valuable in its work against AIDS and the launch in 1987 of Retrovir (zidovudine), also known as AZT, for the treatment of AIDS and HIV. 1982 SmithKline acquires Allergan, an eye and skincare business, and merges with Beckman Instruments Inc, a company specialising in diagnostics and measurement instruments and supplies. The company is renamed SmithKline Beckman. John Vane of the Wellcome Research Laboratories is awarded the Nobel Prize, with two other scientists, "for their discoveries concerning prostaglandins and related biologically active substances." 1983 Glaxo Inc moves to new facilities in Research Triangle Park and Zebulon, North Carolina. The broadspectrum injectable antibiotic Fortum (ceftazidime) is launched. Wellcome launches Flolan (epoprostenol) for use in renal dialysis. 1986 The acquisition of the US firm of Norcliff Thayer added Tums (antacid tablets) and Oxy (acne treatments) to Beecham's over-the-counter portfolio. The purchase reinforced the group's strong position in the US over-the-counter market. Beecham also divested businesses in the mid-1980s and decided to concentrate on two key areas of consumer products, and prescription and over-the-counter medicines. Consumer products represented 42% of total sales in 1988. Prescription and over-the-counter medicines represented 58% of sales in that year. 1987 The AIDS treatment Retrovir (zidovudine) is launched by Wellcome. Glaxo introduces the oral antibiotic Zinnat (cefuroxime axetil). 1988 SmithKline BioScience Laboratories acquires one of its largest competitors, International Clinical Laboratories, Inc, increasing the company's size by half and establishing SmithKline BioScience Laboratories as the industry leader. The Nobel Prize for medicine is awarded to George Hitchings and Gertrude Elion, of Burroughs Wellcome Inc, and to Sir James Black, who had worked at the Wellcome Foundation and Smith Kline and French Laboratories, "for their discoveries of important principles for drug treatment." 1989

The merger in 1989 of SmithKline Beckman and the Beecham Group to form SmithKline Beecham created a new company with one of the world's biggest research and development organisations. The combined product portfolio, pipeline and geographic networks positioned SmithKline Beecham at the forefront of the global healthcare industry. The new company reasserted its goal to become an integrated human healthcare company, covering prevention, diagnosis, treatment, cure and disease management, and creating customer healthcare solutions. 1992 Mepron (atovaquone) for AIDS-related pneumonia is introduced by Burroughs Wellcome in the US. SmithKline Beecham's Havrix hepatitis A vaccine, inactivated, the world's first hepatitis A vaccine, is launched in six European markets. 1993 In 1993, SmithKline Beecham negotiated a multi-million-dollar research collaboration agreement with Human Genome Sciences Inc (HGS), an enterprise developed for the purpose of identifying and describing the functions of the genes in the human body. The agreement gave SmithKline Beecham certain rights to develop both drug products and diagnostic tests based on the gene sequencing information that HGS discovered. As an extension of that agreement, SmithKline Beecham established the Genetic Testing Center in California and broadened its testing service to include a growing number of molecular diagnostic tests for genetic diseases such as cystic fibrosis, Fragile X Syndrome and Tay-Sachs Disease. 1994 Sterling Health was acquired in 1994, making SmithKline Beecham the third largest over-the-counter medicines company in the world and number one in Europe and the international markets. 1995 Glaxo and Wellcome merge to form Glaxo Wellcome. Glaxo Wellcome acquires California-based Affymax, a leader in the field of combinatorial chemistry. The Queen opens Glaxo Wellcome's Medicines Research Centre at Stevenage in England. Valtrex (valaciclovir) is launched by Glaxo Wellcome as an anti-herpes successor to Zovirax (acyclovir). SmithKline Beecham acquires Sterling Winthrop's site in Upper Providence, Pennsylvania, to fulfil US R&D expansion needs. 1998 SmithKline Beecham and the World Health Organization announce a collaboration to eliminate lymphatic filariasis (elephantiasis) by the year 2020. The largest pharmaceutical company in Poland is created with the acquisition of Polfa Poznan by Glaxo Wellcome. 1999

The 30th anniversary of the launch of Ventolin (albuterol) is marked as respiratory becomes Glaxo Wellcome's largest therapeutic area. Sharpening its focus on pharmaceuticals and consumer healthcare, SmithKline Beecham divests SmithKline Beecham Clinical Laboratories and Diversified Pharmaceutical Services. SmithKline Beecham's Avandia (rosiglitazone maleate), for the treatment of type 2 diabetes, is launched in the US. 2000 GlaxoSmithKline is formed through the merger of Glaxo Wellcome and SmithKline Beecham. Avandia passes one million retail prescriptions in the US. GSK makes a ground-breaking pledge to provide three HIV/AIDS medicines to developing country governments at significant price reductions. 2001 GSK moves to its new UK headquarters in Brentford, West London. GSK House consists of four, fivestorey buildings and a 16-storey tower block linked by an internal fully-glazed 'street'. The building was designed with input from employees. Twinrix, the first combination vaccine to prevent hepatitis A and B is approved by the FDA. 2002 Avandia reaches 20 million prescriptions milestone in the US. GSK donated the first 100 million albendazole tablets as part of its commitment to fight lymphatic filariasis. GSK marks the 15th anniversary of AZT, the first medicine used to treat HIV/AIDS. GSKs Positive Action programme celebrates its tenth anniversary. By the end of 2002, GSK had secured 120 arrangements to supply preferentially-priced HIV/AIDS medicines to 50 of the worlds poorest countries.

2005 GSK launches Rotarix, a vaccine against rotavirus, a major cause of vomiting and diarrhoea in infants. The launch programme of the product focuses on markets where the need is highest. 2006 GSK produces over 10 million packs of its anti-flu treatment Relenza in one year. Rotarix, the first vaccine against rotavirus is made available in Europe.

2007 In a busy year for acquisitions, GSK acquires Domantis, a leader in developing antibody therapies, Praesis Pharmaceuticals, a biopharmaceuticals company and Reliant Pharmaceuticals, a producer of cardiovascular medicines.

GSK gains US approval for Tykerb, a new treatment for advanced breast cancer.

2009 Weight loss medicine alli launches in Europe.

Synflorix, GlaxoSmithKlines pneumococcal vaccine, receives European authorisation.

GSKs commitment to emerging markets is strengthened through agreements with Aspen, Dr. Reddys and UCB.

GSK signs agreement with the World Health Organization to donate 50 million doses of pandemic H1N1 vaccine for distribution to developing countries.

GlaxoSmithKline announced as Tier 3 Sponsor as London 2012 anti-doping plans confirmed.

As part of its commitment to greater transparency, GSK publishes speaking and consulting fees paid to US physicians. 2011 GSK announces move to new environmentally-friendly building in Philadelphia USA.

Rapid introduction of Synflorix in Kenya at around 90% discount enables vaccination of millions of children against pneumococcal disease.

Launch of Sensodyne Repair & Protect, the worlds first everyday fluoride toothpaste with NovaMin technology that can repair sensitive teeth.

GSK to reimburse 100% of uncapped tuition fees for all undergraduates it recruits in the UK.

GSK and Human Genome Sciences receive approval for Benlysta (belimumab), the first new lupus treatment in 50 years. Products: prescription medicines vaccines consumer healthcare

GSK's current products include:

Advair Albenza Alli (orlistat) Amerge Amoxil (amoxicillin) Arixtra Arranon Augmentin (amoxicillin/clavulanic acid)

Ceftin Coreg Coreg CR Dexedrine Eno - effervescent salts Flixonase Geritol - dietary supplements Goody's Powder - pain relief Horlicks - malted milk drink Imitrex Keppra Lamictal Lanoxin Levitra (co-marketed with Bayer Pharmaceuticals) Lovaza Lucozade - energy and sports drinks

Maxinutrition Nicoderm Nicorette NiQuitin Pandemrix - influenza pandemic vaccine Panadol (paracetamol) pain relief Panadol night - pain relief Parnate Paxil Promacta Ralgex - pain relief Relenza Requip Ribena - fruit based drinks Serlipet

Avamys Avandia Avodart BC Powder - pain relief Beano Beconase Boniva Boost

Personal care Oral healthcare products include the Aquafresh, Macleans, Biotene and Sensodyne toothpaste and related product ranges.
Current operations It has its global foot print across all the countries. It is largely focussing mergers acquisitions associations etc. Their products are now almost saturated in all developed countries. Their main area of interst lies in emerging countries where they expect maximum growth. Currently they have operations in more than 100 countries across the globe. Last two years financials

Source : annul report GSK From this we can see that the growth is now concentrated upon Asia pacific and emrging markets. Recently launched products, initiatives

17 September 2012 Regulatory Update: GSK announces submission for a new indication for Synflorix in Europe 24 August 2012 GSK and Theravance announce completion of the Phase III programme for once-daily LAMA/LABA (UMEC/VI) in COPD 23 August 2012 GSK announces start of Phase III programme of sirukumab in rheumatoid arthritis 15 August 2012 GlaxoSmithKline reaches agreement to divest majority of Classic Brands in Australia for 172m

Recent coverage in news September 2012 GSK to acquire five million shares in Response Genetics for US$1.10 per share in cash GSK launches inhaler recycling program

July 2012 GlaxoSmithKline agrees to $3 billion settlement with Justice Department in largest sum of its kind over health care fraud

iii. Brief History of Indian IB Operations The GSK Indian operations commenced at 1919 with some small trades. In 1924 HJ foster &company became the sole agents. It became a subsidiary of Glaxo in 1924. The company changes its name to Glaxo in the year 1950. In 1956 it stars its production from Worli plant. In 1960 ,Aligarh plant start to production of milk products. In 1961 it starts its thane plant for vaccine manufacturing. In 1968 it became a limited company. It starts its R&D in 1971. And new plants are made in Nasik, Mysore and Gujarat. During 1980 company went associations with various food brands such as Vegepro Foods and Feeds Limited , K G Gluco Biols and Hindustan Foods Limited . They later sells these brands.During 1990s they got various recognitions and build its reputation in the Indian market. It also made its position during these years. In 2001 it chaged its name to GSK. In 2000s it launches various pharmacy products in Indian market ant became one of the reputed brands in india

2. Chronological history of markets entered, and with which products The mode of operation is at first big city based and spreds across the length of India. The GSK India product portfolio includes prescription medicines and vaccines. Prescription medicines range across therapeutic areas such as anti-infectives, dermatology, gynaecology, diabetes, cardiovascular disease and respiratory diseases. It also offers a range of vaccines, for the prevention of hepatitis A, hepatitis B, invasive disease caused by H, influenzae, chickenpox, diphtheria, pertussis, tetanus and others. In consumer health division they have two product line namely OTC medicines and nutrition production. These include crosin, Eno, iodex. Moreover their nutrition products are Horlics, Boost, Maltova and Viva.

3. Modes of entry chosen The mode of entry chosen by them is at first as exports then sale to an agent. Later they acqure the agent started to grow. This journey includes various acquisitions and joint venture. During the tenure they changed their name times and return to the name GSK in 2001

4. Organizational structure for IB operations The IB operations are based out of UK. Then they have respective country heads for the operations in each country. The operations are directly done by them . The operation is mainly classified to two departments. One is pharmaceutical which includes vaccines and medicines. The other is consumer helth divisions> Both are working in separate way. 5. Current size of IB operations & percentage of overall turnover In India, GSK is one of the market leaders with a turnover of Rs. 2699 crore and a share of 4.2 percent in the pharmaceutical divisions. GSK leads in several therapeutic segments - dermatology, anti-helmentics, hormones In consumer health they have the market of around 3000 cr.

c. Analysis of IB Strategies Followed by the Two Firms GSK is an very old company which has roots around 300 years ago .they are very good example at international business. They starts it global operations from the very beginning. They used different approaches during the time. We can a lot of acquisition, joint venture, takeover, splitting name changes during its operations. It is a complex system that grows through inorganic growth. This is a more diversified firm with presence in various product cycles. But Reddys established 30 years ago. The main IB operations they had followed by acquisitions. If that is not possible they will go for joint venture. The Reddys is always try to retain the brands within and focuses by low cost leadership. At present the both companies has a strategic relationship in some product line so that both companies are benefitted in different markets .This will help strategic advantage to firms in IB operations