1

Bringing Medicines to Low-income MarketsSolveig Haupt

Solveig Haupt, endeva

2Building knowledge

Data collection Analysis

• Literature research• Identification of >100

case studies with business model character

• Interviews with 30 experts

• Analysis of case studies based on research protocol

• Inductive appoach: Clustering of results to develop framework

• Organisation of data along the framework

Results

What are the key challenges and promsing approaches of business models that aim to serve patients in low income markets with medicines?

3A market of US$ 158.4 billion

44 billion underserved people

1.7 billion people without access to essential medicines as defined by WHO

• 50% of population in India and Africa

• 95% of essential medicines are patent-free

„Poverty Penalty“• High medicine prices (tariffs,

mark-ups through middle men)• Expired, counterfeited or out-of-

stock drugs

Health system often substandard• Missing or inefficient infrastructure

and health care providors

5Challenges

•Lack of Data

•Lack of Legal/Regulatory Environment

•Lack of Physical Infrastructures

•Lack of Health Infrastructure

•Lack of Education and Knowledge

•Lack of Access to Financial Resources

6The 4As +1 tool

Success Formula

Adapted

Value Proposition +

Value Network

7Adapted Value Proposition Through „ 4As“

Acceptance

Awareness

Availability

Affordability

Understanding market context and adapting products

Information and Education

Distribution and Dispension

Pricing and Financing instruments

8With Support Of Innovative Value Networks

• Public sector

• Private sector

• Innternational organizations

• Bilateral donors

• Private foundations

• Micro-finance institutions und Micro-insurer

• NGOs

• Academia

9Acceptance: DataDyne, Africa

10Awareness: Sproxil, Worldwide

10

11Availability: VillageReach & VidaGas, Mozambique

12Affordability: Sanofi and DNDiS

ourc

e:

Sanofi

13Thank You