Sumitomo Dainippon Pharma Annual Report 2017

1,130Net sales / Income of segment(Billions of yen)200.0150.0100.050.00(Billions of yen)100.0075.050.025.00Number of MRs (Fiscal 2016)(FY)Net salesIncome of segmentFiscal 2016 Main Initiatives and Business ResultsOverview of Promoted Products* MR: Medical Representative(forecast)2014201520162017Key Measures• Further strengthen sales capacity in focus areas• Build a highly efficient sales organization that can flexibly respond to changing local healthcareFocus areas156.6146.5139.2140.850.641.537.838.3Brand NameTherapeutic IndicationFY2015FY2016Rate ofchange(%)FY2017(forecast)AIMIX®TRERIEF®LONASEN®METGLUCO®REPLAGAL®AVAPRO®Trulicity®*AmBisome®SUREPOST®AMLODIN®Therapeutic agent for hypertensionTherapeutic agent for Parkinson’s diseaseAtypical antipsychoticBiguanide oral hypoglycemicAnderson-Fabry disease drugTherapeutic agent for hypertensionGLP-1 receptor agonistTherapeutic agent for systemic fungal infectionRapid-acting insulin secretagogueTherapeutic agent for hypertension and angina pectoris14.913.112.614.710. April 2016, Sumitomo Dainippon Pharma has progressively dissolved our region-based sub-division structure and transferred functions such as strategy planning to each respective branch. By increasing the authority of each branch, this new regionally focused system allows a structure that enables a flexible response to changing local healthcare.The result has been significant growth for strategic and new products, including AIMIX®, TRERIEF®, and Trulicity®, a GLP-1 receptor agonist. On a volume basis, performance was nearly the same as the prior fiscal year; however, on a value basis, sales declined as a result of the impact of NHI drug price revisions.As for AIMIX®, the HD tablet with 10 mg of amlodipine, one of its formulations continued its solid performance. Going forward, we will propose hypotensive treatments in accordance with patients’ conditions as we promote further sales growth.Trulicity®, a once-weekly dosage indicated for type 2 diabetes and launched in September 2015, has been growing steadily in prescription numbers since the lifting of the limit on the prescription period in September 2016, and the product contributes as a new option in diabetes treatment.Additionally, REMITCH®, which was approved in May 2015 for a new indication for “improvement of pruritus in chronic liver disease patients,” was approved in March 2017 in OD tablets as an additional dosage formulation, which has put it in a position to deliver new value.In the Psychiatry & Neurology area, dedicated CNS MRs focusing on LONASEN® and TRERIEF® have been able to Sales of Major Products (Before reduction of rebates; Billions of yen)Promoted ProductsTRERIEF®, LONASEN®, AIMIX®, AVAPRO®, Trulicity®, SUREPOST®, METGLUCO®, REPLAGAL®, AmBisome®, REMITCH®Japanese MarketMarketingPharmaceutical Business¥140.8billion¥38.3billionPsychiatry & Neurology, Cardiovascular/Diabetes, and Specialty Areas (areas with high unmet medical needs where intensive specialization is required)* Trulicity® is shown on NHI price basis.35Sumitomo Dainippon Pharma Co., Ltd. Annual Report 2017

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