Overview of the Russian

Pharmaceutical Market
Q3 MAT'01'23 report
FACTS from IQVIA - Russia | January 2024
Delivering solutions to drive healthcare forward
Svetlana Nikulina
Sales Director | Russia & CIS countries

© MAT'01'23. All rights reserved. IQVIA® is a registered trademark of IQVIA Inc. in the
United States, the European Union, and various other countries.
Disclaimer
The analyses, their interpretation, and related information contained herein are made and provided subject
to the assumptions, methodologies, caveats, and variables described in this report and are based on third
party sources and data reasonably believed to be reliable. No warranty is made as to the completeness or
accuracy of such third-party sources or data.

As with any attempt to estimate future events, the forecasts, projections, conclusions, and other information
included herein are subject to certain risks and uncertainties and are not to be considered guarantees of
any particular outcome.

All reproduction rights, quotations, broadcasting, publications reserved. No part of this presentation may be
reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy,
recording, or any information storage and retrieval system, without express written consent of IQVIA.

Copyright © 01’24 IQVIA. All rights reserved. IQVIA® is a registered trademark of IQVIA Inc. in the United
States and various other countries.

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 1

Content
01 Macro-economic indicators
02 Total pharma market
03 Retail segment
04 State-funded segment
05 Pharma market forecast
06 Promo activities
07 Value chain
08 IQVIA offerings

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 2

The following definitions are used in the existing IQVIA report
Disclaimer

TIME PERIOD VALUES MARKET CHANNELS OTHERS

Analyzed period of VALUE – Rubles Total pharma market Retail channel (out-of- Ratings of pharma
this report: VOLUME – Packs (all product categories pocket market) chains and distributors
• Feb 2023 – Jan 2024 including Z98 food State-funded channel are updated on quarterly
Trade price (sell-in to supplements) basis
We apply MAT (Moving pharmacies and (all products are
Annual Total) for hospitals) Source (IQVIA audits): reimbursed) covers Market forecast is
comparison analysis • Retail audit of drugs Public, RLO, DLO derived from global
in RF IQVIA Market Prognosis
YoY: year over year which excludes Z98
growth • Public audit of drugs category. Market
CAGR: compound in RF (excluding DLO Prognosis is updated
annual growth rate and RLO) twice per year – April
• RLO and DLO and October
(excluding sales of
ATC2 EphMRA2
groups T02, T03)

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 3

01
Macro-economic
indicators

4
Updated quarterly

The forecast for Russia’s GDP in 2024 is at a 1.6% level;

Official 2024 inflation is forecasted at 4.9%
Key economic indicators
Comments
Forecast
• Despite a recovery in GDP in 2023, the
5.9 forecast for 2024 is set at a 1.6% level.
3.5
GDP 1.6 1.5 1.5
The actual real income for 2023 shows
YoY change +7.1% growth compared to 2022, but it is
in %
only forecasted to increase by +2.4% in
-1.2
2024
• Despite high inflation in 2021-2023

Economy
11.9 further periods are prognosed at 4-5%
Economic 8.4 7.4 rate
Inflation 4.9
indicators %
4.0 4.0 • Uncertainty remains around several
developments: inflation resilience and
monetary tightening, demand dynamics
and global supply chain strains, food
7.1 and energy market volatility, large stocks
4.5 of debt and geopolitical tensions
Real
2.4 2.3 2.0
income Exchange rate, RUR/USD
YoY change 0.3 91.1 93.0 95.0
85.2
in % 73.7
2021 2022 2023 2024 2025 2026 67.4

2021 2022 2023 2024 2025 2026

Source: IQVIA analysis, Макроэкономический опрос Банка России | Банк России (cbr.ru)
FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 5
02
Total pharma market

6
Updated monthly

Value growth of the Russian pharma market is observed in Retail

segment and Reg. Reimb. channel of state segment
Total pharma market by channels
Total Sales by Value Total Sales by Volume
Bln RUB Bln Packs
+3% -3% -1%

Total pharmaceutical market overview

+12% 5,61
2 147 5,44 5,39
2 076 0,07 0,11 0,07 0,15 0,07
117 0,54 -14% -8% 0,16 0,07
11%
1 849 135 0,41 0,35
225 State-
120 214
-5% funded
151 38%
+11%
465
502
497

4,88 -1,4% 4,82 4,82 89%

0%
Retail
1 225 1 340
1 081 +9% 62%
+13%

M1/MAT’22 M1/MAT’23 M1/MAT’24 M1/MAT’22 M1/MAT’23 M1/MAT’24

Retail Public Federal Reimbursement Regional Reimbursement

Indicator RUB USD EURO Packs SU

Value MAT’01’24, Bln 2 147,1 24,9 23,0 5,4 222,0

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. Growth 24/23, % 3% -20% -23% -1% 2% 7
Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

The market is dominated by Rx medicines; Share of non-generic

drugs is the highest as those are usually high price products
Total pharma market by structure
Prescription status Non-generic vs generic biosimilar drugs
RUB RUB

Total pharmaceutical market overview

100% 100%
Non-
21.5% +0.1pp 21.7% +0,9pp 22.6%
OTC 30.3% -0.2pp 30.1% +0.9pp 31.0% categorized

Generic,
30.7% -0.2pp 30.6% 31.1%
biosimilar1 +0.5pp

Rx 69.7% +0,2pp 69.9% -0.9pp

69.0%
Non-generic2 47.7% 47.8% -1.5pp
46.3%
+0,02pp

M1/MAT’22 M1/MAT’23 M1/MAT’24 M1/MAT’22 M1/MAT’23 M1/MAT’24

Rx / OTC, % Non-generic2 / Generic, biosimilar / Non-categorized1, %

Retail 49 / 51 50 / 50 51 / 49 Retail 34 / 38 / 29 32 / 39 / 29 31 / 40 / 29
State 98 / 2 99 / 1 99 / 1 State 68 / 21 / 12 70 / 18 / 12 72 / 16 / 12

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 8

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price Notes: (1) Vaccines, probiotics, base solutions (e.g. NaCl); (2) Original and first-in-INN products
Updated monthly

Local companies have 36% of market share in value and 63% in

volume terms, local companies share increased vs YA
Total pharma market by corporation nationality
Total Sales value Total Sales volume
RUB Packs
100% 100%

Total pharmaceutical market overview

35.9% -0.6pp 35.3% +1.2pp 36.4%
61.4% +0.2pp 61.6% +1.3pp 62.9%

64.1% +0.6pp 64.7% -1.2pp

63.6%
38.6% -0.2pp 38.4% -1.3pp 37.1%

M1/MAT’22 M1/MAT’23 M1/MAT’24 M1/MAT’22 M1/MAT’23 M1/MAT’24

Multinational Local Multinational Local

Multinational / Local, % Multinational / Local, %

Retail 64 / 36 62 / 38 60 / 40 Retail 41 / 59 41 / 59 39 / 61
State 65 / 35 69 / 31 69 / 31 State 21 / 79 21 / 79 20 / 80

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 9

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

5 companies out of Top-10 show value and volume growth

vs YA (Roche, Novartis, AstraZeneca, Servier, Binnopharm)
Top-10 overall ranking of companies by sales
Market share Value change Volume change Top1 brand (value)
MAT'01'24, % in RUB MAT'01'24 - MAT'01'23 MAT'01'24 - MAT'01'23 Share in company portfolio

Total 100% 3% -1%

Total pharmaceutical market overview

1 BAYER HEALTHCARE 3,47% -1% -11% Xarelto 29%

2 NOVARTIS 3,16% 6% 6% Zolgensma 12%

3 ASTRAZENECA 3,14% 5% 13% Forxiga 22%

4 SANOFI 3,10% 5% -5% Toujeo Solostar 11%

5 ROCHE 3,10% 4% 25% Evrysdi 23%

6 JOHNSON & JOHNSON 3,07% 2% -11% Spinraza 25%

7 STADA 2,53% 9% -3% Edarbi 13%

8 BIOCAD RF 2,04% 4% -14% Pembroria 33%

9 SERVIER 1,91% 9% 3% Detralex 21%

10 BINNOPHARM GROUP 1,90% 25% 14% Kagocel 9%

Top-10: 27,42%

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 10

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

Most of Top-10 brands generate their sales in the state-funded

segment; There are two local brand among Top-10
Top-10 overall ranking of brands by sales
Market share Value change Volume change State vs Retail
MAT'01'24, % in RUB MAT'01'24 - MAT'01'23 MAT'01'24 - MAT'01'23 Share of sales

Total 100% 3% -1%

Total pharmaceutical market overview

1 XARELTO 1,01% -9% -12% 63% 37%

2 SPINRAZA 0,76% 104% 108% 0% 100%

3 EVRYSDI 0,73% 25% 25% 100%

4 ELIQUIS 0,71% 0% -4% 75% 25%

5 ELIZARIA 0,71% 9% 10% 0% 100%

6 XTANDI 0,71% 21% 19% 3% 97%

7 FORXIGA 0,68% 67% 53% 33% 67%

8 PEMBRORIA 0,68% 2 465% 2 527% 0% 100%

9 OPDIVO 0,68% -11% -13% 0% 100%

10 TRANSLARNA 0,55% 45% 39% 0% 100%

Top-10: 7,21% Retail Budget

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 11

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
03
Retail segment

12
Updated monthly

Rx and OTC products have equal market shares in value

terms and have positive dynamics vs YA
Total Retail segment dynamics by OTC/Rx
Total Retail Sales by Value Total Retail Sales by Volume
Bln RUB Bln Packs
+9% -1% +0,04%
+13% 1 340 4,88 4,82 4,82
1 225
-2% -2%

Retail segment
1 081 +8%
+12% 659
612 3,20 3,13 3,06
547
OTC
Rx
+11%
+15%
681 +0,2% +4%
613
534 1,68 1,69 1,76

M1/MAT’22 M1/MAT’23 M1/MAT’24 M1/MAT’22 M1/MAT’23 M1/MAT’24

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 13

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

All of TOP10 categories have positive sales dynamic in value

terms vs previous year period
Retail segment EphMRA2 top-10 performance

EphMRA2 Market Share CAGR, YoY, Top-1 Brand

MAT'01'24 MAT'01'24 - MAT'01’21 MAT'01'24 - MAT'01'23
Bln RUB, % % % MS% within relative EphMRA2

1 Z98 - Sotc Product 88 (7%) 15% 14% Bac-Set 3%

2 C09 - Agents Acting On The Renin-Angiotensin System 66 (5%) 14% 10% Edarbi 11%

3 R05 - Cough And Cold Preparations 59 (4%) 13% 9% Theraflu 13%

Retail segment
4 R01 - Nasal Preparations 49 (4%) 16% 12% Snup 9%

G03 - Sex Hormones And Products With

5 47 (4%) 17% 10% Femoston 12%
Similar Desired Effects, Systemic Action Only

6 B01 - Antithrombotic Agents 45 (3%) -4% 1% Xarelto 31%

M05 - Other Drugs For Disorders

7 40 (3%) 24% 20% Flexotron 11%
Of The Musculo-Skeletal System

8 N02 - Analgesics 39 (3%) 15% 12% Nurofen 22%

9 G04 - Urologicals 39 (3%) 7% 4% Canephron 13%

10 M01 - Anti-Inflammatory And Anti-Rheumatic Products 38 (3%) 15% 10% Nimesil 13%

Total Top-10 510 (38%) 13% 10%

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 14

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

All companies in the top 10, except for OTCPharm, have shown
positive sales dynamics in value terms compared to the previous year
Top-10 retail segment ranking of companies by sales
Market share Value change Volume change Top1 brand
MAT'01'24, % in RUB MAT'01'24 - MAT'01'23 MAT'01'24 - MAT'01'23 Value growth MAT'01'24 - MAT'01'23

Total Retail 100% 9% 0%

1 BAYER HEALTHCARE 3,96% 2% -10% Xarelto 6%

2 STADA 3,87% 8% -3% Edarbi 29%

Retail segment
3 SERVIER 2,99% 10% 3% Detralex 7%

4 OTCPHARM 2,83% -8% -7% Pentalgin 5%

5 KRKA 2,79% 15% 7% Lorista -9%

6 SANOFI 2,77% 4% -7% Magne B6 22%

7 TEVA 2,76% 10% 1% Rhinonorm 7%

8 BINNOPHARM GROUP 2,67% 30% 18% Kagocel 6%

9 ABBOTT 2,65% 9% 3% Heptral 10%

10 GEDEON RICHTER 2,15% 9% -2% Mydocalm 12%

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 15

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

Medicines priced under 500 Rubles per pack account for 79%
of the volume sales in retail segment; More expensive
segments have positive Volume dynamics vs YA
Retail sales distribution across pack price ranges

VALUE market share VOLUME market share Volume change

MAT'01'24, % in RUB MAT'01'24, % in Packs MAT'01'24 - MAT'01'23, % in Packs

< 500 RUB 36% 79% -3%

Retail segment
501-1000 RUB 30% 15% 12%

> 1000 RUB 34% 6% 17%

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 16

Source: IQVIA database (Retail, Public, DLO, RLO); Retail price
Updated monthly

ТОP10 categories in E-commerce (OTC / Rx)

ОТС segment Rx segment

Sales split Sales split

Top-10 EphMRA2 Top-10 EphMRA2
E-com/offline Sales, MS% MAT'01'24
E-com/offline
Sales, MS% MAT'01'24
%, MAT'01'24 %, MAT'01'24
Bln. RUR, % Bln. RUR, %

1 Z98A - Sotc Product 25,4 (28,4%) 23% 77% 1 M05X - All Other Musculoskeletal Products 9,6 (7,1%) 31% 69%

2 R02A - Throat Preparations 3,5 (3,9%) 8% 92% 2 G03A - Hormonal Contraceptives, Systemic 8,8 (6,5%) 29% 71%

Retail segment
3 C05C - Varicose Therapy, Systemic 3,3 (3,6%) 15% 85% 3 B01F - Direct Factor Xa Inhibitors 5,7 (4,2%) 22% 78%

4 R01A - Topical Nasal Preparations 3,0 (3,4%) 7% 93% 4 C09D - Angiotensin-Ii Antagonists, Combinations 3,6 (2,6%) 16% 84%
C10A - Cholesterol And Triglyceride
5 N02B - Non-Narcotics And Anti-Pyretics 2,3 (2,5%) 6% 94% 5 3,5 (2,6%) 16% 84%
Reduction Preparations
6 M05X - All Other Musculoskeletal Products 2,1 (2,3%) 22% 78% 6 C04A - Cerebral And Peripheral Vasotherapeutics 3,4 (2,5%) 15% 85%
A05B - Liver Disorder Products,
7 2,1 (2,3%) 13% 87% 7 N06A - Anti-Depressants And Mood Stabilisers 3,2 (2,4%) 28% 72%
Hepatic Protectors And Lipotropics
8 R05C - Expectorants 2,0 (2,2%) 7% 93% 8 M01A - Anti-Rheumatics, Non-Steroidal 3,1 (2,3%) 8% 92%

9 J05B - Antivirals, Other 1,8 (2,0%) 9% 91% 9 C09B - Ace Inhibitors, Combinations 2,9 (2,1%) 14% 86%
L03A - Immunostimulating Agents G03F - Oestrogen With Progestogen
10 1,6 (1,8%) 10% 90% 10 2,7 (2,0%) 32% 68%
Excluding Interferons Combinations, Excluding G3A
TOP10 MS%: 52,4% E-com Offline TOP10 MS%: 34,3% E-com Offline
Avg. E-com segment MS%: 11% Avg. E-com segment MS%: 21%
FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 17
Source: IQVIA bases: Pharmatrend Russia, Pharmatrend Russia: E-commerce; without EphMRA2: T02,T03; Retail prices
Updated monthly

ТОP10 companies in E-commerce (OTC / Rx)

ОТС segment Rx segment

Sales split Sales split

Top-10 companies E-com/offline Top-10 companies
Sales, MS% MAT'01'24
E-com/offline
Sales, MS% MAT'01'24
%, MAT'01'24 %, MAT'01'24
Bln. RUR, % Bln. RUR, %

1 Stada 4,3 (4,8%) 10% 90% 1 Bayer Healthcare 10,1 (7,5%) 29% 71%

2 Evalar 3,5 (3,9%) 21% 79% 2 Abbott 4,9 (3,6%) 21% 79%

Retail segment
3 Solgar 3,4 (3,8%) 43% 57% 3 Gedeon Richter 4,9 (3,6%) 18% 82%

4 Bayer Healthcare 3,2 (3,6%) 14% 86% 4 Servier 4,5 (3,3%) 15% 85%

5 Otcpharm 3,2 (3,5%) 7% 93% 5 Krka 4,4 (3,2%) 13% 87%

6 Sanofi 2,7 (3,0%) 10% 90% 6 Astrazeneca 4,2 (3,1%) 19% 81%

7 Servier 2,4 (2,6%) 15% 85% 7 Novartis 3,2 (2,4%) 21% 79%

8 Binnopharm Group 2,4 (2,6%) 9% 91% 8 Sanofi 3,2 (2,3%) 21% 79%

9 Haleon 2,2 (2,5%) 8% 92% 9 Pfizer 3,0 (2,2%) 22% 78%

10 Valenta 2,1 (2,4%) 11% 89% 10 Boehringer I 2,9 (2,2%) 20% 80%

TOP10 MS%: 32,7% E-com Offline TOP10 MS%: 33,4% E-com Offline
Avg. E-com segment MS%: 15% Avg. E-com segment MS%: 20%

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 18

Source: IQVIA bases: Pharmatrend Russia, Pharmatrend Russia: E-commerce; without EphMRA2: T02,T03; Retail prices
04
State-funded
segment

19
Updated monthly

Reg. reimbursement is the only one growing vs YA segment of

State market (in Value). Other segments have negative performance
Total State funded segment
Total State funded Sales by Value Total State funded Sales by Volume
Bln RUB Bln Packs
+11% -5% -14%
851 0,73
807 -8%
768
0,62

State funded segment

-7%
+1% 0,57
-24%
502 -16%
465 58%
497 0,54
0,41 0,35 60%

+5%
214 225
151 +42% +9%
42% +27% 0,15 0,16
0,11
40%
120 +13% 135 -13% 117 0,07 0,07 0,07
-0,4% +4%
M1/MAT’22 M1/MAT’23 M1/MAT’24 M1/MAT’22 M1/MAT’23 M1/MAT’24

Public Regional Reimbursement Federal Reimbursement

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 20

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

National state program «Circle of kindness» is the fastest growing

channel in Public segment; Spinraza is the largest product
Public (hospital) segment
Public Sales by Market Type Top-10 Brands in «Circle of kindness»
Bln RUB
Sales Growth
-7% MAT'01'24, % in Bln. RUB MAT'01'24 vs MAT'01'23, % in RUB
502
+6% 465 Spinraza (Johnson & Johnson ) 11,57 139,1%

State funded segment

Translarna (Ptc Therapeutics ) 11,39 48,2%

59,7% Evrysdi (Roche ) 11,13 16,2%

68,2% Zolgensma (Novartis ) 8,46 -14,6%

Koselugo (Astrazeneca ) 4,96 79,8%

Orkambi (Vertex Pharm ) 4,80 -37,1%

29,5% Strensig (Alexion Pharma Sw ) 2,77 0,2%

-44% 17,8%
Vimizaim (Biomarin Ireland ) 2,37 10,8%
10,9% +19% 14,0%
Gattestive (Takeda ) 2,11 9,0%
M1/MAT’23 M1/MAT’24
Kanuma (Alexion Pharma Sw ) 1,86 5,8%
Procurement to hospitals «Circle of kindness»
Various national programs
FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 21
Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

L01 is the largest category taking 30% of market share; J05, L04,
B01 have negative CAGR dynamics due to COVID irrelevance
State funded segment EphMRA2 top-10 performance

EphMRA2 Market Share CAGR, YoY, Top-1 Brand

MAT'01'24 MAT'01'24-MAT'01’21 MAT'01'24 - MAT'01'23
Bln RUB, % % % MS% within relative EphMRA2

1 L01 - Antineoplastics 243 (30%) 12% 1% Pembroria 6%

2 N07 - Other Cns Drugs 62 (8%) 7% 8% Spinraza 26%

State funded segment

3 A10 - Drugs Used In Diabetes 61 (8%) 23% 19% Forxiga 16%

4 J05 - Antivirals For Systemic Use 44 (5%) -29% -49% Tivicay 15%

5 L04 - Immunosuppressive Agents 43 (5%) -11% -10% Elizaria 35%

6 J07 - Vaccines 39 (5%) 5% 20% Sovigripp 28%

7 B01 - Antithrombotic Agents 29 (4%) -26% -29% Xarelto 28%

8 L02 - Cytostatic Hormone Therapy 28 (4%) 30% 22% Xtandi 52%

9 B02 - Blood Coagulation System Products 28 (3%) 1% -18% Hemlibra 16%

A16 - Other Alimentary Tract And

10 22 (3%) 14% -8% Strensig 13%
Metabolism Products

Total Top-10 599 (74%) 2% -6%

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 22

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

Multinational corporations' products account for 74% of the

market value and 31% of the market volume sales
State funded segment EphMRA2 top-10 performance
Sales value split by Sales volume split by
EphMRA2 Market Share corporation nationality corporation nationality
MAT'01'24 MAT'01'24 MAT'01'24
Bln RUB, % RUB, % Packs, %

1 L01 - Antineoplastics 243 (30%) 75% 25% 31% 69%

2 N07 - Other Cns Drugs 62 (8%) 94% 6% 18% 82%

State funded segment

3 A10 - Drugs Used In Diabetes 61 (8%) 74% 26% 29% 71%

4 J05 - Antivirals For Systemic Use 44 (5%) 76% 24% 27% 73%

5 L04 - Immunosuppressive Agents 43 (5%) 50% 50% 62% 38%

6 J07 - Vaccines 39 (5%) 35% 65% 34% 66%

7 B01 - Antithrombotic Agents 29 (4%) 74% 26% 32% 68%

8 L02 - Cytostatic Hormone Therapy 28 (4%) 79% 21% 35% 65%

9 B02 - Blood Coagulation System Products 28 (3%) 82% 18% 29% 71%

A16 - Other Alimentary Tract And 90% 10% 54% 46%

10 22 (3%)
Metabolism Products

Total Top-10 599 (74%) 74% 26% 31% 69%

Multinational Local

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 23

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
Updated monthly

4 companies out of Top 5 (Roche, Novartis, J&J, BIOCAD) have

shown sales growth in value terms compared to the previous year
Top-10 state funded segment ranking of companies by sales

Market share Value change Volume change

MAT'01'24, % in RUB MAT'01'24-MAT'01'23 MAT'01'24-MAT'01'23

Total State 100% -5% -8%

1 ROCHE 7,90% 4% -10%

State funded segment

2 NOVARTIS 6,66% 5% 1%

3 ASTRAZENECA 5,82% 0% 8%

4 JOHNSON & JOHNSON 5,75% 1% -33%

5 BIOCAD RF 5,23% 4% -23%

6 SANOFI 3,66% 7% 10%

7 PFIZER 2,73% -17% -38%

8 GENERIUM ZAO RF 2,72% -10% -27%

9 BAYER HEALTHCARE 2,65% -8% -17%

10 TAKEDA 2,57% -21% -22%

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 24

Source: IQVIA database (Retail, Public, DLO, RLO); Trade price
05
Pharma market
forecast

25
Updated twice per year

Pharma market is expected to grow in Value terms by 6-7%

in 2024-2026 and by <1% in Volume terms
Total market dynamics until 2026

Market size in value terms Market size in volume terms

Trln RUB, TRD Prices Bln standard units

6,7% -1,0% 1,8% 1.4% 0,7%

3.1% 211
13,2% 2,32 2,48 204 202 205 208 210 213
14,9% 2,18
1,98 2,04

Pharma market forecast

1,75
1,52

2020 2021 2022 2023 2024F 2025F 2026F 2020 2021 2022 2023 2024F 2025F 2026F

Comments:
• Covid and crisis (2020-2022): Market boost due to overstocking behavior of consumers and surge in anti-viral and covid-related products. In
addition, high inflation and significant price increase of non-EDL products resulted in 13-15% value market growth and shaped a very strong
baseline. Volume is stagnating due to limited purchasing power of consumers.
• Recovery (2023-2026): High growth in previous period will be offset by economic challenges and continues EU/US restrictions bringing the
pharma market to 6-7% CAGR in 2024-2026. In volume the pharma market is likely to be supported by new and on-going high-cost state
programs (e.g. Diabetes, Orphan drugs, Oncology, Cardiology) to deliver 0-1% growth in the forecasted period.
FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved. 26
Source: IQVIA Market Prognosis (excluding Z98), team analysis
06
Promo activities

27
Updated quarterly

Digital vs. Traditional promo channels Q4 2023

Split and activities dynamics
Channel Dynamics®
Share of Traditional interactions (Q4 2023)
Quarterly contact dynamics (Traditional channels), Mln
SoV,%
+0,8%
Traditional

+9,6% +0,4% +2,3%

-4,5% +10,2%
0,0% -8,2% -4,3%

92%
TRADITIONAL
6,2 6,2

91%
6,8

94%
6,8

94%
7,0

93%
6,6

94%
6,1

92%
5,8
6,4

92%
-7%

90% 92%

Promo activities
2021-Q4 2022-Q1 2022-Q2 2022-Q3 2022-Q4 2023-Q1 2023-Q2 2023-Q3 2023-Q4

Share of Digital interactions (Q4 2023) SoV,%

Quarterly contact dynamics (Digital channels), Mln
Digital

-2,9%
-18,5%

0,720 -20,9% +18,0%

8% 0,587

0,464
-6,3%

0,435
+12,7%

0,490
-9,0%

0,446
+13,1%

0,504
-4,7%

0,481
0,567
+16%
DIGITAL

10% 9% 8%
6% 6% 7% 6% 8% 8%

2021-Q4 2022-Q1 2022-Q2 2022-Q3 2022-Q4 2023-Q1 2023-Q2 2023-Q3 2023-Q4

Source: IQVIA Russia, Channel Dynamics promo évaluation; Specialties: Allergology/Pulmonology, Cardiology, Dermatology, Diabetes, E.N.T., Gastroenterology, GPs, Gynecology, Neurology, Oncology, Pediatric, Pharma, Psychotherapy, Urology.
28
FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved. *Share of voice
Updated quarterly

Digital vs. Traditional promo channels Q4 2023

Activities split
Channel Dynamics®
Traditional channel activities split / Activity share and number of contacts

2021-Q4 95% 3% 2% 6 181 337 Detailing (Face to Face)

Detailing (Telephone only)
2022-Q1 95% 4% 1% 6 181 477
Meetings
2022-Q2 98% 1% 1% 6 773 103
Samples
2022-Q3 98% 1% 1% 6 802 602 Mailing

2022-Q4 98% 1% 1% 6 956 277

TRADITIONAL 2023-Q1 96% 2% 1% 6 644 447

2023-Q2 97% 2% 1% 6 101 735

Promo activities
2023-Q3 98% 1% 1% 5 839 669

2023-Q4 98% 1% 2% 6 435 262

Digital channel activities split / Activity share and number of contacts

2021-Q4 57% 19% 10% 6% 5% 3% 720 111 E-Mailing
Messaging / Texting
2022-Q1 51% 23% 14% 8% 4% 1% 586 978
Detailing (Automated)
2022-Q2 53% 23% 14% 4% 4% 1% 464 360
Detailing (Remote with Rep)
2022-Q3 52% 27% 14% 3% 2% 1% 434 995 Meetings (Live)

7% 4%1% 490 251 Meetings (Automated)

DIGITAL 2022-Q4

2023-Q1
53%

59%
26%

15% 11%
9%

10% 2% 3% 446 043

1% 2% 3%
2023-Q2 73% 12% 9% 504 328

2023-Q3 71% 14% 4% 8% 1% 2% 480 571

2023-Q4 69% 16% 3% 7% 3% 567 416

1%

Source: IQVIA Russia, Channel Dynamics promo évaluation; Specialties: Allergology/Pulmonology, Cardiology, Dermatology, Diabetes, E.N.T., Gastroenterology, GPs, Gynecology, Neurology, Oncology, Pediatric, Pharma, Psychotherapy, Urology.
29
FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved.
Обновление
Updatedежеквартально
quarterly

TOP Companies Q4 2023

Digital and Traditional promo channels (doctors)
Channel Dynamics®
TOP 15 Corporations by number of contacts, ‘000 TOP Brands by number of contacts in company portfolio
Share of Q4 2023/22
Digital Traditional Voice (Q4 2023), % Growth Contacts, % DIGITAL Doctors TRADITIONAL Doctors

Servier 7% 93% 395 5,6 -0,9 Lipertance 2,415 Prestance 39,120

Menarini 5% 95% 310 4,4 -2,9 Onicit 3,909 Dexalgin 36,073

Abbott 6% 94% 283 4,0 -13,0 Vero-Anastrosol 3,327 Kreon 10000 21,943

Gedeon Richter 6% 94% 267 3,8 -10,2 Groprinosin 1,086 Diroton 24,065

Promo activities
Krka 9% 91% 245 3,5 -10,7 Nalgesin Forte 1,021 Nolpaza 19,607

Dr Reddys Lab 5% 95% 244 3,5 4,8 Allerway 1,913 Admera Sensitive And Dry Skin 25,646

Astrazeneca 7% 93% 223 3,2 -9,6 Pulmicort 3,613 Forxiga 55,105

Bayer 8% 92% 197 2,8 2,0 Nexavar 2,276 Xarelto 24,613

Polpharma 6% 94% 185 2,6 13,4 Haloperidol-Akri 3,896 Aquadetrim Vit.D3 17,422

Stada 11% 89% 175 2,5 -26,0 Cardiomagnyl 2,203 Cardiomagnyl 17,721

Bionorica Arzneimi 5% 95% 163 2,3 -0,9 Canephron N 2,059 Sinupret 46,936

Materia Medica 4% 96% 162 2,3 2,1 Subetta 1,386 Rengalin 31,001
18%
Sanofi 82% 156 2,2 -13,8 Neuleptil 3,896 Telzap 19,976

Teva 85% 149 2,1 0,4 Finlepsin 1,948 Dezrinit 19,010

15%

Valenta Pharma 6% 94% 143 2,0 -26,4 Fluconazole 3,327 Ingavirin 35,038

Top 15 7%
7% 93% 3 972
2 297 47,1
47,0 -6,7 Oki 5 700
6 090 Forxiga 55,105

Source: IQVIA Russia, Channel Dynamics promo évaluation; Specialties: Allergology/Pulmonology, Cardiology, Dermatology, Diabetes, E.N.T., Gastroenterology, GPs, Gynecology, Neurology, Oncology, Pediatric, Pharma, Psychotherapy, Urology.
30
FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved.
Обновление
Updatedежеквартально
quarterly

TOP Companies
Q4 2023
Brands with the highest activity: Digital & Traditional channels (doctors)
Digital Traditional Channel Dynamics®

TOTAL MARKET 1 SERVIER 2 MENARINI

Contact Spendings, Average Price Contact Spendings, Average Price Contact Spendings, Average Price
Number, '000 RUR Mn per Contact in RUR Number, '000 RUR Mn per Contact in RUR Number, '000 RUR Mn per Contact in RUR

Forxiga 6% 94% 58,4 1% 99% 120,6 2,064 Prestance 5% 95% 41,0 1% 99% 59,6 1,454 Dexalgin 100% 36,1 100% 66,3 1,838

Sinupret 1% 99% 47,5 100% 76,0 1,602 Triplixam 4% 96% 38,6 1% 99% 58,0 1,501 Nimesil 2% 98% 28,7 0% 100% 46,5 1,617
0%
Prestance 5% 95% 41,0 99% 59,6 1,454 Noliprel A Biforte 4% 96% 27,0 6% 94% 39,1 1,452 Arlevert 100% 20,3 100% 40,9 2,017
1%
99% 33,0 100% 31,1
Triplixam 4% 96% 38,6 58,0 1,501 Prestilol 3% 97% 25,0 0% 1,321 Nebilet 1% 99% 20,0 1,553

Promo activities
1%
100% 0%
100% 87% 1% 28,8 100% 14,3 100% 24,4
Pulmicort 9% 91% 38,4 0% 74,6 1,943 Lipertance 13% 18,1 1,587 Cardosal 40 1,707
99%

3 ABBOTT 4 GEDEON RICHTER 5 KRKA

Contact Spendings, Average Price Contact Spendings, Average Price Contact Spendings, Average Price
Number, '000 RUR Mn per Contact in RUR Number, '000 RUR Mn per Contact in RUR Number, '000 RUR Mn per Contact in RUR

Kreon 10000 0% 100% 22,0 0% 100% 43,0 1,957 Diroton 1% 99% 24,4 0% 100% 145,4 5,957 Nolpaza 1% 99% 19,7 0% 100% 38,8 1,965

Heptral 6% 94% 19,9 99% 28,1 1,407 Ekvamer 4% 96% 23,5 100% 50,7 2,161 Perineva 16,0 225,5 14,098
1% 0%

Duphaston 1% 99% 19,1 0% 100% 34,8 1,823 Airtal 0% 100% 20,7 100% 28,1 1,358 Nalgesin 11,7 22,2 1,888
0%
100% 100%
Omacor 100% 15,3 100% 24,6 1,611 Diroton Plus 2% 98% 15,1 0% 14,0 931 Nalgesin Forte 89% 9,4
0% 24,4 2,600
11%
100% 100%
Physiotens 2% 98% 15,2 100% 22,1 1,455 Mydocalm 0% 14,5 0% 23,0 1,586 Telmista 92% 9,1 0% 22,5 2,469
0% 8% 100%

Source: IQVIA Russia, Channel Dynamics promo évaluation; Specialties: Allergology/Pulmonology, Cardiology, Dermatology, Diabetes, E.N.T., Gastroenterology, GPs, Gynecology, Neurology, Oncology, Pediatric, Pharma, Psychotherapy, Urology.
FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved. 31
What is + Allergology / Pulmonology + Cardiology + Urology

Channel Dynamics®? + Gastro + Neurology/ CNS + GPs

+ Diabetes + Dermatology + Gynecology

A unique information and service offering
providing key measures, metrics and
+ Respiratory (E.N.T) + Pharmacist
benchmark insights into competitive sales
force and marketing channel activity of the + Oncology
+ Pediatric + Psychotherapy
pharma industry.

What is the value of Channel What type of promo activities What dashboard / reports do
Dynamics? do we track? we provide?

• To track the competitor's activity • Face to face and group calls 1.Standardized syndicated report with
(including key messages) • Meetings & Events focus on comparison analysis across
• To fine-tune current promo campaigns • Remote calls pharma companies and brands (rating of
• To choose a better promo mix companies with the highest SoV)
• E-detailing
(digital vs non-digital) • Professional advertisement 2.Customised report to address any
• To analyze effectiveness of promo sophisticated client’s requests and
• Other promo-activity directed to
(NPS and sales correlation) develop
the HCP
• To get more clear understanding of 3.Customized + Ad Hoc report with PMR
market dynamic and specific of the insight to address «Why?» and
categories in promo conditions «So what?» questions

FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved. 32

Slide update twice per year

TOP-3 specialists have the largest numbers of relevant patients

per specialist in North-Caucasus Federal District
Specialists’ distribution across Federal Districts and relevant patients
Top-10 specialists Number of relevant patients per specialist*
Thousand people Across Federal Districts of Russia
General Practice 71 Federal District General Practice Paediatrics
Obstetrics &
Top 3 medical Gynaecology
Paediatrics 44 specialties: 29% of all
HCPs in Russia 1. Central 1.471 542 1.623
Obstetrics & Gynaecology 40

Promo activities
Nurse 29 2. North-Western 1.361 572 1.658

Stomatology 25 3. Southern 2.223 913 2.310

Neurology 24 4. North-Caucasus 2.586 1.167 2.889
General Surgery 19
5. Volga 1.518 677 2.017
Cardiology 18
6. Ural 1.480 746 1.985
Ophthalmology 18
Reanimation 16 7. Siberian 1.361 642 1.896
Others 225 8. Far Eastern 2.243 989 2.814

Total: 528 k specialists Ø

* Relevant patients: 1.780 Ø 781 Ø 2.149
Source: IQVIA OneKey database of physicians; RosStat • General Practice for adults 18-85 years
FACTS from IQVIA | Copyright © 2022 IQVIA. All rights reserved. • Paediatrics for kids 0-17 years 33
• Obstetrics & Gynaecology for woman >18 years
®

®
The only syndicate database that includes HCPs, OneKey in Russia
health care facilities and pharmacies, 65
pharmaceutical companies in Russia participate in
its formation
OneKey coverage:
®
>600 000
Healthcare Specialists
Russia (including segmentation
of pharmacies and physicians) Armenia
Georgia
Kazakhstan
Uzbekistan Belarus
>57 000
In-patient and out-patient medical
Azerbaijan Kyrgyzstan institutions
®
Provided services of OneKey :
• Data processing from Distributors and Pharmacy Chains >73 000
• Serialization data processing (МЛДП) Pharmacies and its hierarchy
®
• The unique OneKey database helps to track the movement of
drugs across the value-chain with reference to a specific medical
institute and / or pharmacy

FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved. 34

07
Value chain

35
Updated quarterly

Top-10 distributors own 62.9% of total gross sales in pharma

market; Pulse is the leading distributor in 2023 ranking
Total market top-10 distributors performance

Market share in gross sales*, % Change in gross sales

# Distributor
2023 2022 2023/2022, %

1 Pulse 12,5% 12,2% 7,8%

2 Protek 12,4% 11,4% 14,3%
3 Katren 11,7% 11,2% 9,3%

Value chain
4 FK Grand Capital 5,8% 5,3% 15,3%
5 R-Pharm 5,4% 7,0% -19,6%
6 BSS 4,0% 3,8% 10,2%
7 Pharmkomplekt 3,4% 3,5% 2,1%
8 Irwin 3,0% 2,8% 11,8%
9 Pharmimeks 2,9% 2,4% 24,5%
10 Lancet 2,0% 2,0% 6,2%
Total 62.9% 61.7% 7.4%

FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved. *Gross sales include Retail. State funded. Secondary and Non-target Sales 36
Source: IQVIA survey. open sources. team analysis
Updated quarterly

Top-10 pharmacy chains own 81.1% of total retail sales in pharma

market; ASNA* is a pharmacy association that integrates 17 756 POS
Total market top-10 pharmacy chains and associations
Market share in retail sales*, % Number of pharmacies
Pharmacy chain/
# (Point of Sales)
Association 2023 2022 2023
1 ASNA (Moscow)* 16.3% 16.3% 17 756
2 ProApteka (Moscow)* 14.1% 12.5% 11 457
3 MPA (St. Petersburg)* 12.5% 9.2% 11 206

Value chain
4 Rigla (Moscow) 8.1% 7.7% 4 100
5 April (Krasnodar) 6.4% 6.5% 7 434
6 Sozvezdie (Moscow)* 5.9% 6.3% 8 043
Erkhapharm & Melodiya
7 5.4% 5.1% 2 233
Zdorovya (Moscow)
8 Neo-Pharm (Moscow) 4.3% 4.2% 1 263
9 Iris (Moscow)* 4.2% 4.0% 2 738
10 36.6 (Moscow) 3.8% 3.8% 2 220
Total 81.1% 75.4%

FACTS from IQVIA | Copyright © 2023 IQVIA. All rights reserved. * – pharmacy associations. 37
Source: IQVIA survey, open sources, team analysis
08
IQVIA offerings

38
INFORMATION TECHNOLOGY CONSULTING
Global offerings Customer engagement Commercial Effectiveness
• MIDAS • Orchestrated Customer Engagement (OCE): • Sales Force sizing and deployment
• CH Customized Insights OCE Personal (CRM) & OCE Digital (MCM) • Territory prioritization
• Analytics Link Ecosystem
Transform customer experience and achieve • Pharmacy and physicians’ segmentation
• Ark Patent Intelligence
higher levels of return when engaging multiple • ROI analysis of trade marketing activities
• Chemical Intelligence
stakeholders across multiple channels • KPI framework development
Local offerings • MYCRM (local CRM & MCM solution): • KPI development and tracking
Empower sales and marketing with easy-to-use,
Pharma market audit built-in capabilities that help them deliver valued Management Consulting
• Retail audit - Sell-In и Sell-out (monthly and information • Commercial Due Diligence

IQVIA offerings
weekly), E-commerce • Content Authoring Manager (CAM): • Portfolio strategy & targets’ search
• Budget audit – Public, DLO, RLO Accelerate delivery of compliant promotional and
• Tenders and auctions • Global market expansion
medical CLM content • Go-to-Market strategy
• Monitoring of product prices and promo activities
• Pricing and Market Access
Safety, Regulatory & Quality
Channel Dynamics® • Launch Excellence
• IQVIA Consent
• Monitoring of traditional and digital promotional • Promo Mix Optimization
Consent management, collection and storage
activities directed to physicians and pharmacies • Market landscape & forecasting
(SoV) • Fair Market Value (FMV)
Fair payments to KOLs and HCPs
OneKey® database • Quality Management System (QMS) at Primary Market Research
• >700k physicians / specialists production site • In-depth interviews and focus-groups
• >100k medical organizations • Pharmacovigilance process management system with various groups of stakeholders
• >65k pharmacies (KOLs, HCPs, pharmacists, consumers)
• 100% compliance to FL-152 Advanced Analytics • Ad-hoc проекты: U&A, Price elasticity,
• Orchestrated analytics - end-to-end analytics Rep checks, KOLs mapping etc.
DSD & Serialization reports platform, which provides actionable insights to drive • Syndicated studies
• Distributors’ and serialization data processing better and faster decisions
and consolidation • Visual Analytics - specific guided visualization
LRx RPA tool that combines meaningful KPIs with storytelling
• Drugs prescriptions by indication and insights to enable intelligent decision
• RWE / RWD

FACTS from IQVIA | Copyright © MAT'01'24 IQVIA. All rights reserved.

39
39
Contacts in IQVIA
Anastasia Kruglova
General Manager | Russia & CIS
[email protected]
+7 903 291 59 84

Svetlana Nikulina
Sales Director | Russia & CIS
[email protected]
+7 903 737 89 51

Olga Makarova
Managing Principal | Russia & CIS
[email protected]
+7 916 993 05 50

© MAT'01'23. All rights reserved. IQVIA® is a registered trademark of IQVIA Inc. in the
United States, the European Union, and various other countries.