Aristides Torres
Director General
View from the Top

Specialized Approach to Access the Private Sector

Wed, 09/06/2017 - 11:46

In Mexico, the main health concerns are a national public issue demanding attention from all players in the industry. As a result, national pharmaceutical companies such as Vanquish are shaping their business units to assist the Mexican needs.

“Our institutional portfolio deals with cardiovascular diseases, CNS, some endocrine issues and antiretroviral drugs for HIV. Our private line is specialized in women’s health and abnormal conditions like Huntington's, Parkinson’s, and Alzheimer’s,” says Aristides Torres, Director General of Vanquish.

The company’s current product distribution is 90 percent generics and 10 percent innovative. However, it expects to grow its patented medicine area. “Our initial intention was to have a 50/50 split between the public and private market. Probably the private is harder to reach but we expect at least a proportion of 60-65 percent against the rest of the market,” says Torres. Its strategies for private-sector players include boosting its portfolio options, targeting neurology and women’s health. Vanquish’s business objective is to achieve growth between MX$1.5 billion (US$83 million) and MX$2 billion (US$111 million) in revenues by 2019.

Vanquish is the first pharmaceutical company to bring a patch therapy system for Alzheimer’s to Mexico. According to theNational Institute of Geriatrics, around 800,000 people in Mexico are suffering from Alzheimer’s. The company is also commercializing a drug for Huntington disease, a progressive brain disorder. “We have the only orphan drug in the country: a product approved by the FDA to treat Huntington and similar diseases that guarantees 85 percent efficacy,” Torres says. According to the National Institute of Neurology and Neuroscience, in Mexico there are around 8,000 people suffering from Huntington's and other similar diseases.

Expiring patents offer the manufacturer another avenue to expand its base of therapeutic alternatives. “We have recently started a portfolio of all generics whose patents are about to expire and we are working with a combination of products that today are generics and could have therapeutic benefits for the diseases we are focused on,” says Torres. Vanquish is pursuing the patent for Tenofovir, which is a component of Atripla, the most important product in treating HIV. “It is the main therapy used by CENSIDA. It has the biggest demand in the country.” According to Torres, no company in Mexico has a complete antiretroviral portfolio. “We want to manufacture and commercialize it, so we can offer a complete service to institutions and create greater access at reduced prices.” The goal is to provide a generic line that could work well with the government’s tighter budget.