Quintiles signs 10-year Mexico deal with Sinclair
Under the deal, Quintiles will take charge of the topicals firm’s regulatory submissions, product imports, warehousing and distribution, as well as sales and marketing in the area.
The move is part of Sinclair’s plans – announced in its preliminary FY12 result – to grow in the emerging markets, especially in Latin America where it is still relatively “weak”.
Robert Taylor, Sinclair’s investor relations manager told Outsourcing-Pharma.com: “The group has good positions in Middle East and North Africa, and more recently Asia, against a broader international distribution network.
“Latin America was the weakest area, and Brazil and Mexico are the two largest markets in dermatology in the region. We had some exposure to Brazil and none in Mexico.”
Taylor added that the partnership has scope to help the firm extend in other Latin American countries.
Long-termism
The deal reflects Quintiles’ recent preference for long-term partnerships, which it says helps “clearly demonstrate the value of its products”.
Senior VP of commercial strategy James Featherstone said long-term deals are particularly useful for firms trying to crack emerging markets, because “predictability” is key when dealing with their complexities.
“The long term nature of this deal supports our strategy to provide comprehensive product solutions to small to medium size biopharma companies which are looking to expand into new geographies, but may not always have the infrastructure or operational capabilities to navigate the complexities of these markets,” he said.
In a statement Cristobal Thompson, country manager for Quintiles commercial solutions in Mexico, added that Mexico is a strong hub for the firm, with a “16-year heritage” there.
Taylor added that, for Sinclair, a lengthy deal was preferable because it gives Quintiles “a real incentive through the longevity of the contract to really get behind our portfolio from a marketing and sales perspective.”
