hrm 360 2012 spring c3 1 aci bangladesh

7/27/2019 HRM 360 2012 Spring C3 1 ACI Bangladesh

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Sayed Qayem Hussain was relaxing on his office desk, just after attending an office party

hosted in his farewell at his Manhattan Office of Johnson & Johnson’s. His parent

company has acquired Advanced Chemical Industries Limited (ACI) of Bangladesh, andhas assigned Hussain to lead a prosperous company of a very promising industry of

Bangladesh.

Bangladesh being a third world country is relieved from Patent Right of the

Pharmaceutical Industry, has a comparatively low labor cost and has Preferential Export

Right to many of the Developed Nation including the countries of European Union.

Johnson & Johnson’s acquired ACI to explore all the prospective horizon and establish

its market dominance in Bangladesh as a follow-up of its rivals, such as Novartis, Roche,

and other Pharma giants.

Hussain joined Johnson & Johnson’s in the year 1998 after his MBA with a Human

Resource Management, and BBA in Finance major. He has been involved in the same

job of leading the first stage at Venezuela when Johnson & Johnson’s acquired acompany there. Hussain pulled up all the files that was provided to him before his new

assignment and began his investigation.

Background

ICI Plc of UK had a pharmaceutical business in Bangladesh. In 1992 the business was

sold to management and the name of the company changed to Advance Chemical

Industries Limited. ACI inherited the rich ICI culture of product quality, customer serviceand social responsibility and continuous to nurture.

ACI is the first company in Bangladesh to obtain certification of ISO 9001 QualityManagement System in 1995. ACI is also the first Company in Bangladesh to get

certification of ISO 14001 Environmental Management System in 2000. ACI employees

are proud of their work culture, business ethics and environmental consciousness.

ACI values are embodied in its vision and mission statements. ACI quality and

environmental concerns clearly state through declared policies.

What was primarily a pharmaceutical business in 1992 with a turnover of tk.80 million

with stagnant growth, the new management brought about fundamental changes in

policies and has in year 2002 grown to over Tk. 2000 million in turnover throughdiversified business interest including personal care products, food products, animal

health, agrochemicals and seeds in addition to gaining a strong position in

pharmaceuticals. The earning per share is increasing from 2000 to 2002, which was 3.97and 6.75 respectively.

ACI represents principals like AstraZeneca, Eli Lilly, UCB, Searle and Fujisawa in

pharmaceuticals business; Colgate-Palmolive, Heinz and Dabur in Consumer products



sector; Synzenta in Agrochemicals; Ranbaxy, Dabur, Wockhardt, Sanofi and Invesa in

animal Health sector. It has five subsidiary companies and is one of the largest

conglomerates in Bangladesh.

The trading subsidiary of ACI represents in Bangladesh principals like ICI, Exxon-

Mobile, Bayer, and Stahl.

History of ACI Pharmaceutical Ltd

Bangladesh is a country with plenty of people. Actually, these people are a bank of huge

human resource. As the population grows the need for medications is increased. And as

the most of the people of our country are below the poverty line, they always look for

cast- effective and quality medications. To improve lives by providing cost-effective highquality pharmaceutical products ACI stated their operation with this mission. It holds the

eight positions in the Bangladeshi Pharmaceutical market ACI Pharmaceutical Ltd. is one

of the largest manufacturers of quality medicines in Bangladesh.

In 1973, the UK based multinational pharmaceutical company, ICI plc, establisheda subsidiary in Dhaka, known as ICI Bangladesh Manufacturers Limited. In 1992 ,

ICI plc divested its share to local management , and the company was renamed Advanced

Chemical Industries [ACI] Limited.

ACI formulates and markets a comprehensive range of more than 125 products covering

all major therapeutic areas, which come in tablet, capsule, powder, liquid, cream,ointment, gel and injection forms. ACI also imports products from world-class

multinational companies like ASTRAZENECA, UK; ELILILLY, USA and UCB,

BELGIUM and markets world-renowned brands like Diprivan, Fluothane, Nolvadex,Accolate, Meronem, Atarax, Humulin, Ceclor etc. in Bangladesh.

ACI is actively engaged in introducing newer molecules and new drug delivery systems

to meet the needs of the future.

ACI introduced the concept of quality management systems by being the first company in

Bangladesh to achieve ISO 9001 certification in 1995 and follows the policy of

continuous improvement in all its operations.

ACI maintains a congenial and supportive relationship with the healthcare community of

Bangladesh, with the belief that business excellence can only be achieved through pursuitof quality by understanding, accepting, meeting and exceeding customer expectations.



The management of ACI, a competent team of professionals, thus operates with a

progressive attitude to provide effective solutions to satisfy the customer’s needs, through

its products and services of uncompromising quality.

It is engaged in resource and development, manufacture and marketing of prescriptionand non-prescription pharmaceuticals. They realize that pharmaceuticals are directly to

human lives and thus feel that it has an incalculable social liability of providing safe

medicine.

ACI pharmaceutical Ltd is perceives to be one of the finest business entities by the

members with whom it interacts specially the physicians and other health care professionals. Most of the products that it actively markets enjoy leadership position

demonstrating incomparable trust that it enjoys from the health care professionals.

In 1992, this company entered in the international business arena with the export of basic

materials to UK It had to face many hindrances in the beginning.

Now they export their products in different countries. Presently they export in the 16countries. Those are UK, USA, Germany, Holland, Italy, France, Hungary, Japan, China,

Korea, Thailand, Malaysia, Indonesia, India, Pakistan, Singapore and Taiwan.

They face the economic and social challenges in this century and they prepare themselves

to step in to that. Whatever the challenges they face, their motto of providing both human

and animal health care sector with the quality products will never be compromised.ACI pioneered in the launching of anti-migraine drug in Bangladesh. ACI motto is

contributing in the both human and animal health sectors by providing important

medications not available in our country.The company also diversified into new entities in the fine chemicals. They committed to

achieve world class standards is not only limited to formulations but also to its fine

chemical business. This policy ensures supply of cost effective quality materials to other

local companies as well as for use in its own formulated products.

After several years in this business, ACI realized the role of positive work ethic. As they

are in such a business where ethic and moral values are very much needed. And regardingthe pharmaceuticals business they are really following an ethic. Finally it is their strength

to get customer satisfaction.

Over the year of the company has acquires a high degree of the ability of transforming

technological know ledge into commercially viable products through in house expertise

and use of international consultant.



As they are new in the market and have good marketing channels and they are producinggood quality medicines, so there is a scope for them to expand. They can increase the

production capacity and try to make some new channels to cover more area and sell their

product throughout Bangladesh. They can also increase their product line. If theyintroduce some new brands in the market then there is a chance to acquire good response

from customers.

Through its creation of subsidiaries and affiliation in overseas pharmaceutical markets,

ACI has been actively working towards the internationalization process and building the

brand image of the company’s products worldwide. ACI has established an internationalmarketing network, which has made it the largest exporter of pharmaceuticals from

Bangladesh

Mission

ACI mission is to play a leading role in enhancing the quality of life and well being of the

people of Bangladesh through responsible application of knowledge and skills.

Vision

To attain the vision ACI will devote its resources to provide products and servicesof high and consistent quality, which ensure value for money to its customers.

Endeavor to attain a position of leadership in each category of its business

To create an image for quality of its products and services, productivity of itsoperations and innovative abilities of its employees.

To ensure superior return on investment through healthy and sustainable growth

of the company.

To contribute to the personal well being of their employees.

To encourage and support qualitative improvement of the services of or distributors and suppliers.

To participate in selected government / NGO projects and in community servicesfor the attainment of social goals.



ACI’’ business divisions

ACI is concentrating in many businesses. The main business divisions are following below:

PharmaceuticalsHealth Care

Consumer BrandsAgribusinesses

TradeProducts

Diagnostics and Medical Devices

Name of the company

Flyban Insecticides Ltd.

ACI Trading Ltd.ACI Formulations Ltd.

Mutual Trust Bank Ltd.Central Depository Bangladesh Ltd.

Computer Technology Ltd.

Apex Leather craft Ltd.Tetley ACI (BD) Ltd.

Quality Policy

ACI’s mission is to achieve business excellence through quality by understanding,

accepting, meeting and exceeding customer expectations.

ACI follows international Standards of Quality Management System to ensure consistent

quality of products and services to achieve customer satisfaction. ACI also meets allnational regulatory requirements relating to its current businesses and ensure that current

Good Manufacturing Practices (cGMP) as recommended by World Health Organization

is followed for its pharmaceutical operations.

Their primary mission is to contribute to better health and quality of life for people.

The management of ACI commits itself to quality as the prime consideration in all its

business decisions. All employees of ACI must follow documented procedures to ensurecompliance with quality standards.



The pool of human resources of the company will be developed to their full potential and

harnessed through regular training and their participation on seeking continuous

improvement of work methods.

Environmental Policy

ACI Limited is committed to maintain the harmonious balance of our eco-system and

therefore constantly seeks ways to manufacture and produce product in an eco-friendly

manner so that the balance of nature remains undistributed and the environment remainssustainable.

In pursuit of this goal, ACI will

Comply fully with all local and national environmental regulations

Conserve natural resources like water and energy for sustainable development,and adopt

Ensure appropriate treatment of all effluents prior to discharge, to discharge, to prevent pollution or

Ensure appropriate communication and cooperate with internal and external

interested

Create awareness on environmental issue among their employees and suppliers.

Adopt modern waste management technology.

Business Opportunities

Drug & Drug Discovery Service:

ACI Pharma’s Drug & Drug Discovery Service offers contract services to:

Pharmaceutical manufacturers,

Biotech researchers, andBiopharmaceutical companies.

They are open for business development collaboration, strategic alliances and jointventure. They offer quality services and support under one roof in the hands of highly

qualified professionals.

Their professionals are trained in some of the best laboratories in the world such as MIT,

Cambridge, USA; UC Berkeley, USA; Max Plank Institute, Germany; and some of the

best industrial organizations.Quality and Reliability is our hallmark of success. Customer satisfaction is their highest

policy. All under an environment of high confidentiality. Helping to build a healthier

society is their mission for the elevation of human suffering?



Business Development

ACI Pharm's Business Development group works with the:

Business Development Department of leading pharmaceuticals and

biotechnology companies to acquire products for ACI Pharm's worldwide pharmaceutical business.

Provides commercial input into the product development of leading

pharmaceutical companies on global basis.

To meet these objectives, ACI Pharm seeks to form alliances with biotechnology

companies, small to medium sized pharmaceutical companies, academic institutions, and

other organizations, which may have products and/or technologies, which fit into ACIPharm's business objectives.

Licensing candidates and manufacturers with vision to reach global customers are being sought in the areas of cardiovascular diseases, oncology, bone disorders,

gastoentrology, immunology, infections, hematology, and cerebrovascular diseases.

Corporate Information

ACI Pharm is a highly regarded professional organization committed to quality health

care. We aim to provide sound health and longer enjoyment of life for users of our products.

ACI Pharm is a science based pharmaceutical company committed to meet the needs of

its valued customers through:Research,

Development,

Supply,Distribution, and

Marketing of the highest quality healthcare products.

Since its inception, they have been striving to broaden our services and product ranges to

meet market needs.

ACI Pharm. Inc, is Canada based company-having offices in Canada, Europe, and Asia;

They provide world-class knowledge and expertise to clients in their locality. Their mission guides them to be a leading

research based "pharmaceutical provider of choice" for consumers worldwide.



As a team of Qualified Researchers, Production, Technical, Marketing, Management, and

Sales force, they strive to accomplish the mission through their commitment to high

values and ethics in healthcare.

Consciousness on consumer-oriented strategies guided them to:

Futuristic research,

Commercialization of latest technologies,Superior customer service,

Proficient distribution services,

Long-term strategic alliances, and

Advanced information technologies applications.

Professionals at ACI Pharm have extensive and diverse pharmaceutical / healthcare

industry experience and global business expertise. You will find us uniquely qualified tohelp you meet the challenges of guiding a product through its entire life cycle.

Financial Performance

Sales turnover increased by 25.4% and Gross Profit increased by 39.1%. Cost of Goods

Sold was reduced to 69.3% from 72.3% of last year. These improvements are due to

higher proportionate sales of pharmaceutical product than last year. Profit after tax

increased by 19.04% to Tk. 109.18 million over the previous year. The Earning Per share(EPS) stood at 6075 this year against Tk. 5067 of last year.

Six Year’s Comparative Statistics 1997-2002Taka

Particulars 1998 1999 2000 2001 2002

Authorised

Capital

500,000,00

0

500,000,000 500,000,000 500,000,000 500,000,000

Issued & Paid

Capital

161,700,00

0

161,700,000 161,700,000 161,700,000 161,700,000

Turnover (Net) 963,316,614

1,199,463,566

1,410,616,965

1,637,408,231

2,052,913,536

Gross Margin 315,950,87

0

360,015,967 402,365,474 453,333,979 630,665,988

Profit BeforeTax

68,173,879 74,758,879 94,929,607 136,715,428 163,602,582

Profit After

Tax

52,673,879 58,258,879 64,129,607 91,715,428 109,180,668

Current Assets 535,009,472

687,478,392 694,845,668 816,320,886 1,062,983,169



Net Current

Assets

296,407,29

2

273,778,940 236,216,896 206,400,779 192,222,033

Shareowner’sEquity

499,230,444

508,573,073 516,107,680 547,185,608 590,383,526

Dividend 40,425,000 48,510,000 56,595,000 60,637,500 60,637,500

Current Ratio 2.16 1.49 1.52 1.34 1.22Quick Ratio 0.89 0.51 0.49 0.57 0.54

Return on

Equity

10.55% 11.46% 12.43% 16.76% 18.49%

Inventory

Turnover

1.8 2.2 2.2 2.5 2.7

Debtors Period 17 18 20 24 23

W. C.

Turnover

3.3 5.3 6 7.9 10.7

F. A. Turnover 4.9 5.8 6.5 7.7 8.8

Net Asset Per Share

30.87 31.45 31.92 33.84 36.51

Market Price/Share

42.54 27.29 50.45 55.31 54.19

Earnings /

Share

3.26 3.60 3.97 5.67 6.75

Dividend /Share

2.50 3.00 3.50 3.75 3.75

Dividend

Ratio

25% 30% 35% 37.50% 37.50%

P E Ratio 13.05 7.58 12.71 9.75 8.03

Div. Payout

Ratio

77% 83% 88% 66% 56%

E DividendRate

6% 11% 7% 7% 7%

No. of Emps 1,047 1,161 1,157 1,284 1,662

Production Capacity

Production capacity of the pharmaceutical unit 1 is 1,500,000-unit pack per 8hr/ monthand current utilization is 136% and Production capacity of the pharmaceutical unit2 is

375,000 units per 8hr/month and current utilization is 82%. Production capacity of Animal Heath unit 4 is 175,00 unit 8hr/month and current utilization is 30%.

Medical information update



ACI will shortly introduce a flash mail service and its website updates for the members of

medical profession with latest information for their professional practices.

In Bangladesh, ACI introduced the concept of quality management by being the firstcompany in Bangladesh to achieve ISO 9001 certification that reflects its commitment to

quality in every aspect of business.

ACI wishes to introduce a flash mail service that will update whenever latest information

important for their professional practices becomes available.



The efficient management and expertise strengthen the industry being well equipped with

modern machineries and equipments. The commercial production started in April 1992

with 8 (eight) antibiotic products. During end of 1996 the production range expanded upto 41 numbers. Recently ACI Pharmaceuticals Ltd achieved ISO 9001 for its Production,

Distributions Marketing, Quality Control, and Sales.

ACI covers the health care community of whole Bangladesh based in both urban andrural markets, through its 18 strategically located depots.

Markets

International market

To fuel the continuous growth of ACI, the company has started exploring international

markets. The quality of ACI products, strengthened by its ISO 9001 certification, has

brought immediate success in Sri Lanka, Yemen and Myanmar. Product registration in

Singapore has just been completed.

Domestic market

Being a developing country, the pharmaceuticals market and at the same time, the

pharmaceuticals industry of Bangladesh is growing. In this growing market, ACI has been able maintain its growth above the market growth through its innovative marketing

strategies as well as products and services of uncompromising quality.

Scientific seminars

ACI frequently arranges seminars and symposia covering a wide range of medical topicsattended by members of health care community. The faculty of these programs usually

consist of both reputed medical experts and experts from marketing team of ACI and its

international principals.

Continuing medical education of physicians and surgeons

ACI regularly arranges CME programs of both physicians and surgeons all over the

country. These programs cover medical problems frequently faced by the practitioners,

update their knowledge, and make them aware of the new therapies and medicaltechnologies.

Responding to doctors’ queries

It is the most regularly performed task of the marketing team of ACI. The company has

developed a postage paid business reply care attached to every literature in which the

doctors usually send their queries. ACI tried to provide a comprehensive answer to the



queries of the physicians covering all the details. The ACI is also planning to provide

more specialized services to doctors of various disciplines. So doctors will prescribe

more medicine of ACI. The medical department is also planning to publish helpful and practical handbooks or guidebooks of different disciplines.

Medical illustration and audiovisual aids

ACI is ready to assist in preparing presentation packages including computer slides,transparencies and printed text whenever medical experts wish to share their experiences

and results of their research with the health care community.

Reprint services

ACI provides the doctors with reprints of selected publications on topics that can assist

the doctors in their professional practices.

Facilities

The plant is well designed and well equipped with all latest facilities and state-of-the-arttechnologies. The responsibility team of plant workers, supervisors, officers and

managers strictly follow cGMP recommended by WHO and In-process Quality control

methodology for

production and meets all national regulation requirements. All the departments of ACIPharmaceuticals have well experienced professional parsons. The present sales are

showing upward trend and it is expected that within next two years the sales will reach

over 20 million Taka per month. This project is self financed and the factory has over 5acres of land for further expansion and modernization.

Thus the total endeavor is aimed at the welfare and good health of the people so as to present a healthy society.

Company Profile

Description of the Key Products of ACI Pharmaceuticals Ltd.

Amoebicides

Metronidazole 200 mg tablets Metronidazole

400 mg tabletsMetronidazole 200 mg and Diloxanide Furoate

250 mg tablets

Metronidazole 400 mg and Diloxanide Furoate500 mg tablets

Anthelmintics

Mebendazole 100 mg tablets

Mebendazole 200 mg tabletsMebendazole 100 mg Suspension



Antiallergic drugs

Cetirizine Dihydrochloride 5 mg tabletsCetirizine Dihydrochloride 10 mg tablets

Cyproheptadine Hydrochloride 2 mg tablets

Cyproheptadine Hydrochloride 4 mg tablets

Anticancer drugsBicalutamide 50 mg tablets

Etoposide 100 mg injection

Flutamide 250 mg tabletsAntidepressants and Anxiolytics

Alprazolam 0.25 mg tablets

Alprazolam 0.50 mg tabletsAlprazolam 1 mg tablets

Fluoxetine 10 mg tablets

Fluoxetine 20 mg tablets

Lorazepam 1 mg tablets

Lorazepam 1 mg tabletsAntibiotics and antibacterials

Amoxycillin 250 mgCloxacillin 250 mg capsules

Amoxycillin 500 mg

Cloxacillin 500 mg injectionAmoxycillin 125 mg capsules/ syrup

Amoxycillin 250 mg capsules

Amoxycillin 500 mg capsulesAzithromycin 250 mg tablets

Cefadroxil 125 mg tablets

Cefadroxil 250 mg tabletsCefadroxil 500 mg tabletsCefadroxil 125 mg suspension/drops

Anti-Diabetic

Ciprofloxacin 750 mg tablets

Clarithromycin 250 mg tabletsGatifloxacin 200 mg tablets

Gatifloxacin 400 mg tablets

Lomefloxacin 400mg tablets

Norfloxacin 200 mg tablets

Analgesic & Anti-Inflammatory

ACICOX 100mg CapsAntivirals

Acyclovir capsules/cream

Lamivudine 150 mg tabletsStavudine 15 mg capsules

Antihypertensives

Amlodipine 2.5 mg tabletsAmlodipine 5.0 mg tablets

Atenolol 25 mg tablets

Atenolol 50 mg tablets

Carvedilol 3.125 mg tabletsCarvedilol 6.25 mg tablets

Carvedilol 12.5 mg tablets

Carvedilol 25 mg tabletsDiltiazem Hydrochloride 30 mg tablets

Diltiazem Hydrochloride 60 mg tablets

Doxazosin 2 mg tabletsDoxazosin 4 mg tablets Enalapril Maleate

5 mg tablets

Felodipine 2.5 mg tablets

Felodipine 5 mg tablets

Lisinopril 5 mg tabletsLisinopril 10 mg tablets

Propranolol Hydrochloride 40 mg tabletsPropranolol Hydrochloride 80 mg tablets

Antidiabetics

Gliclazide 40 mg tabletsGliclazide 80 mg tablets

Metformin 250 mg tablets Metformin 500

mg tabletsMetformin 850 mg tablets

Rosiglitazone 2mg tablets

Rosiglitazone 4mg tabletsRosiglitazone 8mg tabletsPioglitazone 15mg tablets

Pioglitazone 30mg tablets

Antifungals Clotrimazole 200 mg

Fluconazole 200 mg capsulesMiconazole Nitrate cream

Antimalarials

Mefloquine 250 mg tablets

Mefloquine 500 mg tabletsAntiulcerants

Lansoprazole 15 mg capsules

Lansoprazole 30 mg capsulesOmeprazole 10 mg capsules

Omeprazole 20 mg capsules

Pantoprazole 40mg capsulesRanitidine 150mg tablets



Stavudine 20 mg capsules

Zidovudine 300 mg tabletsAnti- Cholesterol

Guggulsterones 25 mg tablets

Simvastatin 5 mg tablets

Simvastatin 10 mg tabletsSimvastatin 20 mg tablets

Eye and Ear preparations

Acyclovir BP 3% w/w ointmentCiprofloxacin 0.3% w/v drops/ ointments

Neomycin 0.35% w/v drops/ ointments

Norfloxacin 0.3% w/v drops/ ointmentsOfloxacin 3.0 mg drops

Pefloxacin 0.3% w/v drops

Timolol 0.25% w/v drops

Anti-inflammatory

Celecoxib 100mg capsulesCelecoxib 200mg capsules

Diclofenac Sodium 50 mg tablets

Diclofenac 50mg tablets

Paracetamol 500mg tabletsDiclofenac Sodium 25mg/ml Injection

Ibuprofen 200 mg tablets

Ibuprofen 400 mg tabletsIbuprofen 600 mg capsules

Ibuprofen 200 mg tablets

Paracetamol 325 mg tabletsIbuprofen 400 mg tablets

Paracetamol 325mg tablet

Ketorolac Tromethamine 10mg tablets

Meloxicam 7.5 mg tablets

Meloxicam 15 mg tablets Nimesulide 100 mg tablets

Nimesulide 50 mg dispensable tablets Nimesulide 10mg/ml suspension

Nimesulide gel 1%w/w

Piroxicam 10 mg capsulesPiroxicam 20 mg capsules

Rofecoxib 12.5mg tablets

Rofecoxib 25mg suspension

Prescription Drugs

Prescription drugs are drugs that are not locally available without a physician's

prescription.

Anti-convulsant DrugsAnti-Angina Drugs

Anti-Fungal Drugs

Anti-Itch DrugsAnti-Viral Drugs

Anti-Diabetic Drugs

Anti-Asthmatic DrugsAnti-Hypertensive Drugs

Antibiotics

Anti-Migraine DrugsAnti-Rheumatic Drugs

Anti-Protozoal Drugs

Tricyclic Anti-depressants

Anti-Arrhythmic Drugs



Anti-nausea Drugs

Anti- Parkinson Drugs

Anti-Psychotic DrugsMuscle Relaxants

Digitalis Drugs

Anti-Gastroesophageal Reflux DrugsAnti-Retroviral Drugs

Anti-Tuberculosis Drugs

Anti-Ulcer DrugsAnti-Hemorrhoid Drugs

Anti-Spasmodic Drugs

Anti-malarial Drugs

Non-steroidal Anti-inflammatory Drugs: Some can be bought over the counter;others are available only with a prescription from a physician or dentist.

Immuno-Suppressant Drugs

Anti-Insomnia Drugs

Anti-helminthic DrugsCentral Nervous System Stimulants

Decongestants: Some decongestant products require a physician's prescription butthere are also many non-prescription (over-the-counter) products.

Anti-Coagulant Drugs

Bone Disorder DrugsInfertility Drugs

Topical Antibiotics: Some topical antibiotics are available with a prescriptiononly.

Diuretics

Vasodilators: In the forms used for treating high blood pressure (tablets or injections), these drugs are available only with a physician's prescription.

Blood-viscosity Reducing Drugs

Beta BlockersExpectorants: Some products that contain are available only with a physician's

prescription

Anti-histamines: Some Anti-histamine products are available only with a

physician's prescription.Penicillins

Barbiturates

LaxativesACE inhibitors

Anti-anxiety Drugs

Urinary Anti-infectivesMAO Inhibitors

Opioid Analgesics

Bronchodilators

Ophthalmic Antibiotics



Smoking Cessation Drugs: Some products are available only with a prescription.

Protease Inhibitor

Anti-depressant DrugsAlpha1-adrenergic Blockers

Tetracyclines



Products

ACI Pharm's Herbals and Nutraceuticals division is engaged in developing, producing

and marketing herbal medicines, nutraceuticals and food supplements. They applyscientific knowledge of medicinal plants and herbs to meet the growing demand for

natural health products. They use proprietary technologies to improve the efficacy of

natural substances and conducts clinical studies that follow the rigorous guidelines of the pharmaceutical industry to provide empirical evidence of health benefits.

The company employs experts in the fields of ethnobotany, nutrition, and various medical

disciplines and works closely with major hospitals, patient groups and the food and health

regulatory agencies. All products are manufactured in compliance with GMP standards of

high quality control.

Products are marketed around the world and include:

Promale DS Caplet Femigorex CapletPolyflex DS

Caplet

Leverex Plus Capsule Immuneplex Capsule Prosleep Capsule

Brestplus Capsule Cardiopro CapsuleAsthacure

Capsule

Proslim Caplet Stresfree Capsule Healthpro CapletMultivit Caplet Glu Products

ACI veterinary Science specializes in the development, manufacture, and marketing of original veterinary and nutritional products. The company has a broad range of

nutritional, antibiotic, anthelmentics, blood protozoan disease, ruminotonic, flukicides,

and Vitamin supplements to enhance animal health and productivity.



Products are marketed around the world and include:

Antibiotics

Flukicides

Ruminotonic

Anthelmentics

Corticos Steroides

Anti-Mycoplasmic Drugs

Inflammary Infusion for Mastitis

Drugs for Blood Protozoan Diseases

Vitamins Supplements & Nutritional Products

Service

Supply Management

For Pharmaceutical customers: Supply management resource provides you the services of

order management, supply management, and distribution support for pharmaceutical and

medical-surgical supply needs. Supply Management offers advanced order managementcapabilities including full catalog searches, customer-specific pricing, product

availability, and order status - all provided with up-to-the-minute, real-time accuracy.

ACI Pharm is an important link between suppliers & buyers on global basis. Associate

companies of ACI Pharm manufacture quality pharmaceutical products and are involvedin Research and Development. They are a young, dynamic and growing

company focused on supply chain management (distribution, supply, and marketing pharmaceutical products).



Pharmaceuticals Marketing & Management

ACI Pharm. Inc, provides a full spectrum of market development, product development,sales force management, direct-to-consumer advertising, global product launches, and

product life cycle management and targeted communications services in support of

product launch.

They provide technical expertise in regulatory affairs, industry training, sales andmarketing training, international business development, registration, commercialization

and management consulting. Their market chemicals, laboratory reagents, diagnostics,

pharmaceuticals, nutraceuticals, herbaceuticals, and health food supplements. They also

help companies and organizations to focus their efforts in order to capture niche markets.They maintain excellent partnerships with consumer product companies in understanding

the regulatory hurdles and help us in market development.

Their strategic alliances and in depth market knowledge enable us to deliver a full range

of innovative product commercialization, marketing, and distribution offerings for manyof the leading pharmaceutical manufacturers. With superb management skill, sound

financial strength, and capability to maintain the strategic competitive advantage provide

both the products and service of your choice. They offer customized solutions to eachassociate company and its products in different markets. Their people work closely with

customers and professionals to understand consumer's changing and devise strategies to

support their business objective. They commitment to meet the requirements of different

types of pharmacies ushered their to develop various types of marketing tools. In pursuitof their vision for the future of healthcare, ACI Pharmaceutical offers a complete package

in supply, distribution, and marketing.

ACI Pharm's uniqueness is not only the breadth of service offerings, but also its ability to

help us drive market share and capitalize on business opportunities when they arise,whether it's accelerating adoption during product launch or increasing market share from

growth to maturity. Wherever your product is, and wherever you need to take it, you'll

see the value of working with strategic thinkers who are committed to customized

solutions- and a level of personal involvement that sets them apart.

Their day-to-day activities include:

Preparation of regulatory affairs documentation.

Registration of products with respective regulatory organization and

ministry.



Trade mark and brand name registration with respective ministry.

Market research and strategic marketing for associate companies.

Product concept to product development and clinical trails.

Obtain import licenses and temporary quotas for products.

Preparation of culture and language based customized marketingcommunication materials, e.g. detail kits, promotional literature, advertising,seminars, etc..

Daily retail and wholesales customer visits by qualified professionals.

Pharmaceuticals markets and products database management and supply.

Systems analysis and development of user specific software for manufacturers, retailers, and hospitals.

The animal health division and the Present Problem

The animal health division of ACI Pharmaceutical started its journey in the year 2000with the purpose to supply animal health care products to the market. And from the

very beginning of their journey this division of ACI Pharmaceuticals was performing

well to satisfy their in-house customers. They have started with a very small product lineand within this short period of time they have increased the product line. At present they

are having 50 different products including vitamin, Feed Premix and antibiotic.

Although the animal health care division have some limitation but even though they haveshown a good performance. And lastly it has been found that they have a huge demand in

the local market. These demands compel them to supply product to the customers.



Unethical business policy of market

ACI is a one of the best leading Pharmaceuticals Company in our country. ACI is also thefirst Company in Bangladesh to get certification of ISO 14001. ACI motto is to

contribute in the both human and animal health sectors by providing important

medications which are not available in our country. They face the economic and socialchallenges in our country. Whatever the challenges they face, their motto of providing

both human and animal health care sector with the quality products will never be

compromised. ACI employees are proud of their work culture, business ethics andenvironmental consciousness.

After several years in this business, ACI realized the role of positive work ethic. As theyare in such a business where ethic and moral values are very much needed. And regarding

the pharmaceuticals business they are really following an ethic. But there are some

unethical business policies in the medicine market that is very unexpected. In our country

every year almost one new pharmaceutical company establish. For marketing their new products they follow the unethical business policy. Some of the small companies give

bribe to some doctors to write down their medicines in the patient’s prescription. But it isvery illegal according to our country’s law and also condemnable acts. In this way they

want to expand their marketing. But it has a bad impact on medicine market. It will resist

the improvement of quality of the medicines. And public health will be harmful. So, itshould be strictly protected. Government should take the necessary step to stop these

unethical businesses. By concerning of public it can resist.

Under rate crisis

In our country every year almost one new pharmaceutical company is being established.

For marketing their new products they follow the unethical business policy. Some of thesmall companies give bribe to some doctors to write down their medicines in the patient’s

prescription and some of the companies are trying to market there

products under actual rates. They supply the medicines in the marketing below theaverage market rates. In this way they want dumping and influence into their products

over other companies products. But it is very illegal according to our country’s law and

also condemnable acts. In this way they want to expand their marketing. But it has a bad

impact on medicine market.



In the case of promoting the product at present they do not have any promotional activity.

They only have the brochure where they try to introduce their products. Besides the

health care division does not have any separate marketing channel.

The management of ACI Pharmaceuticals by the time has found a favorable notion fromthis animal health care Division. And for that reason they want to start a new journey. But

they are having some problem regarding the market potential. So they need to justify the

demand of the health care products. And for doing that they are facing some problems.

Animal Health Care Products

Vitade

Oxin WS

Sulfamix+K

Enro 10Tylos

Vital CPolymix WP 10 for Layer

Polymix WP 21

Polymix WP 22Polymix Salinomicin-mix 12%

Polymix Amprol-Mix 25%

Polymix CLS 1500 WS

Polymix SPS Super Polymix Flavomycin-Mix 10%

Polymix Multivit Amino 26

Polymix SPT-5Polymix Liquid Disinfectant

Livasol WS

Daxolite



Medicines - an important material for commercial poultry farm

Unlike other countries, Bangladesh is also facing the problems of animal diseases. Thediseases are affecting the Poultry Firms directly and indirectly. So, at any cost farmers are

maintaining the firms out from diseases otherwise starting from epidemic to severe

financial loss may incur. Usually Bacteria, Virus, Saprophytes, Fungus, Malnutrition,Chemical Reaction and some other unknown diseases are responsible for direct and

indirect infections. Generally the Bangladeshi farmers do not know that much about the

poultry diseases. Farmers think about the treatment after the diseases attack the poultry.Most of the cases small farmers do not show interest to take prevention about diseases in

order to avoid the cost. Though some farmers has the vaccination, still they do not bother

for the Chemical Reaction, malnutrition and other diseases and as a result they become

the victim without being aware of it. Infections are always a big threat for Poultry health.Ranikhet, Gamboro, Faul Pox, Infectitous Broncataties, Coccideosis, Infectus Coraiga,

Aflatoxicosis, Eggdrop syndrome etc are having a direct effect on poultry firms. If not

controlled it can be turned into an epidemic. Also birds are affected with malnutrition for

feeding of low quality foods.

Medicines, Vaccines and Vitamins are very important among the other ingredients. Most

of these ingredients are imported from Europe, America, Korea, Singapore, and India.

There are some reputed companies who are importing and marketing these medicines,vaccines and vitamins. Now vaccines worth have 16-core and medicines worth of 60 core

are available in Bangladesh but farmer are being deceived because of the supply of some

low quality products from some companies. As small farmers are more dependent on

dealers and agents, the possibility of being deceived is higher for them.

The management of ACI Pharmaceuticals by the time has found a favorable notion fromthis animal health care Division. And for that reason they want to start a new journey.

The animal health care division of ACI Pharmaceuticals thus has a good prospect in the

present market. This is indeed a great opportunity of ACI to in crease their market.

Some of them are doing unethical practice by supplying the medicines at a high rate,

which is a huge waste of money. The farmers should be aware about them and theyshould collect the medicines from the reputed companies but recently farmers are

becoming more aware about

the diseases and they are trying to learn about the diseases so that they can avoid thesituation.

Diagnosis of disease: an important activity to save the poultry industry

Disease creates problems in the good health of different parts of the body. Not only for

human being, it is applicable for all the animals of the earth, which is very true about the



poultry chicken because they are very sensitive about any mismanagement. They need

some extra care as they grow in a sensitive environment. They also may react in different

weather and the diseases may attack climate and the chickens and hens if the environmentis not controlled. That's why it very important to save them from any kind of diseases for

marketing the poultry. Though generally farmers give vaccines to the poultry but it has

been found that the poultry are becoming sick and epidemic. The reason behind isfarmers do not check whether the vaccines are ineffective or not. Vaccines is use to

protect the poultry from the diseases and microbes are entered through the vaccines and if

microbes do not enter in sufficient amount and if the activity does not contain the securitythen the vaccination will be a lost project. As farmers have least idea about Ranikhet,

Gamboro, Faul Pox, Infectitous Broncataties, Coccideosis, Infectus Coraiga,

Aflatoxicosis, Eggdrop and there is a very high possibility to be infected by them, the

farmers should have the clear concept about the diagnosis. If the farmers can detect thediseases beforehand then by taking preventive measures they can save some abnormal

loss and that's why it is very important to know about the diagnosis of the diseases.

As Bangladeshi farmers are weak in poultry management, in the same way they have lack

of knowledge about the proper diagnosis of the poultry also. It is one of the major reasonsthat epidemic takes place. To save the poultry from all the diseases and infections the

farmers should have a strict organic security and also they have to monitor whether the

poultry conducting any unusual behavior or not. It's better to prevent them by taking thenecessary action beforehand rather than taking the action to feed the medicines after the

infection. This will

give two advantage, one is it will save some unusual expenses and it will have less

indirect effect on human body. So it will be a profitable thing if farmers take care about proper diagnosis of the poultry. That's why farmer should take necessary training on

diagnosis and should maintain a regular communication with the diagnostic centers and if

necessary there should special diagnostic zones adjacent to the big farms. The officials of different diagnostic centers can visit the farms often and through that the farmers can

learn to diagnosis and to take the proper help form the concerned department.

Government, Private sector and other big entrepreneurs can invest to establish diagnosticcenters.



Foreign Investors can also be called for this. It is necessary to establish the latest and

scientific diagnostic laboratory in Bangladesh. There are few diagnostic centers that are

not sufficient enough to meet the demand of the poultry industry. It is agreed that to makethe poultry industry profitable, it is necessary to give importance to the diagnosis sector

and establish latest and scientific diagnostic centers.

Animal health care products and ACI Pharmaceuticals

In Bangladesh private sector investment in rural based agro-industries is significantenough. Established business houses are yet to divert their attention in such non-

traditional propositions. However, towards end 80's a huge number of poultry farms have

come up with keen interest in development of poultry sector and subsequently became

active as multidimensional conglomerate. As a result it has been noticed that a strongdemand has risen up for animal health care products among which different types of

veterinary items are mostly noticeable.

In Bangladesh per capita consumption of meat is below I kg. Assuming that, if we can

increase this figure up to 1.5 kg then a dramatic change in our poultry sector can beobserved.

To fulfill this gap in between high demand and poor supply of animal health care

products domestically ACI Pharmaceuticals has recently introduced a new product line

that gives much emphasis on Vitamins (different kinds of vitamins which are required for

the rapid growth of chicken) and Ox Tetracycline (a kind of medicine used for preserving poultry feed) required for poultry farming. This recent project follows up the company's

new idea to establish a full-fledged animal health care division namely ACI health care

division with its marketing infrastructure. The company has set up its target to gain 25%to 30% market share of the domestic market of animal health care products.

Simultaneously, the project goal is to hold the position among the top five companies in

the related field by the year 2005/2006.

Within the next few months ACI Pharmaceutical is planning to launch their animal health

based products in the market. As a result, in present days, they are passing through asituation, which need information to make decisions regarding the market of the products

of animal heath care product line of the company. In this respect, the company is in a

need to figure out the market potential for animal health based products.



As the prime products of this animal health care product line are Vitade (Vitamin

83Ad3E) and Oxin WS (Oxytetracycline Hydrochloride) the company is interested to

consider these two products for measuring market potential. Here market potential has been defined as the current demand among the customers of our country for animal health

care products of ACI Pharmaceuticals.

Consumption of Animal Heath care products

In this case ACI only concentrate to the information about the Animal health care

products. Animal health care products increase in Consumption in many reasons:

Festivals Like EidWeather Fluctuation

Seasonality Effect

Temperature Fluctuation

Others

For these following-mentioned two generalized reasons the animal health care productwill be getting popular day by day and that is why there is a market potentiality for this

product.

Increase in consumption for both the increases in demand during festivals, and

fluctuation of weather.

Increase in consumption during the pick season.

hrm 360 2012 spring c3 1 aci bangladesh

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