Chapter One, 1 of 15 pages:

TOTAL SALES REPRESENTATIVE COUNT, 2002-2007

During the past 5 years, the size of sales forces has been relatively stable. In the last several years there has been several reasons for sales force declines, whether anticipation of FDA approval of major agents or the unexpected removal from the market of several blockbuster agents that side effects appeared that were not identified in smaller population clinical trails. 2008 has not shown any dramatic changes, but with nearly 100,000 pharmaceutical representatives, variances of 10-15 percent depending on the developments of R&D and approvals by the FDA will become more common in the future within these cycle’s of limited drug introductions.

The above figures are based on traditional pharmaceutical and biotech companies. It does not take into account the tremendous growth of Contract Sales Organizations (CSO’s). When adding this segment into the equation, there has actually been growth in the total name of pharmaceutical representatives. This segment will actually become a more significant resource with the recent attention to extremely efficient sizing of salesforces, allowing for almost instant increases (with product or company acquisitions), or rapid decreases due to an older product loosing patent protection, or sale of a therapeutic category to another organization. Today’s CSO salesforces are well trained and many individuals have between 5-10 years experience in the industry.

Company Profile Example One of Fifty:

GENENTECH
1 DNA WAY
SOUTH SAN FRANCISCO, CALIFORNIA 94080
650.225.1000
gene.com

Summary: Genentech, Inc. is the second largest biotechnology concern in the world, using human genetic information to manufacture and market pharmaceuticals. Genentech focuses a variety of medical conditions, mainly immunology, oncology and tissue growth and repair. Genetic is currently a biotech concern with a 30 year history in the market.

History: Genentech Inc. was founded in 1976 by venture capitalist Robert A. Swanson and biochemist Herbert W. Boyer. In the early 1970’s Boyer and geneticist, Stanley Cohen forged a new scientific field labeled recombinant DNA technology. In 1978 Genentech cloned human insulin, which was licensed to Eli Lilly and Company and marketed in 1982. In 1979, human growth hormone was cloned and protropin human growth hormone for children was granted approval to market. 1987 brought FDA approval to market Activase. In 1990, Genentech and Roche Holding Ltd. of Switzerland completed a $2.1 billion merger where Roche currently owns 55.6% of Genentech’s stock. In addition, that year the company received approval to market Actimmune. 1993 Nutropin was introduced and Nutropin AQ was released in 1996. Rituxan was approved in 1997. Herceptin gained approval in 1998. 2001 Cathlo Activase was launched. 2002 approval for Nutropin AQ Pen. 2003 brought approval of Xolair, Raptiva. 2004 brought approval for Avastin. Lucentis was launched in 2006. Partially owned by Roche, speculation of a full buy-out of Genentech surfaced during late 2008.

Approximate Annual Healthcare Revenue: $3.3 billion

CEO: Arthur D. Levinson PhD.

Approximate Salesforce: 700

Major Brands: Avastin, Herceptin, Tarceva >$5 billion anti-cancer, non-Hodgkin’s lymphoma agents, Nutropin human growth hormone, Activase, TNKase myocardial infarction, strokes, Catho Activase restoration of central venous devices for blood withdraws, Raptiva psoriasis, rheumatoid arthritis, Lucentis neovascular wet age-related macular degeneration, Xolair asthma.

Pipeline: Avastin renal and numerous other anti-cancer indications, Herceptin, Pertuzumab breast cancer, Lucentis diabetic macular edema, retinal vein occlusion, Rituxan rheumatoid arthritis, vasculitis, lupus nephritis, Tarceva various lung cancer indications, TNKase hemodialysis catheter occlusion removal, numerous combinations of above therapies and numerous other agents in various phases of development.

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Company Profile Example Two of Fifty

SHIRE PHARMACEUTICALS
725 CHESTERBROOK BOULEVARD
WAYNE, PENSELVANIA 19087
484.595.8800
shire.com

Summary: U.K. based Shire is a global specialty pharmaceutical company. Shire currently focuses on three therapeutic areas, Central Nervous System disorders, Gastrointestinal and Renal. Currently the third largest pharmaceutical company in the UK and one of the fastest growing specialty companies in the world.

History: Founded in 1986, Shire Pharmaceuticals Group PLC has a significant emphasis on the treatment of CNS disorders. In 1997, Shire acquired drug delivery company, Pharmavene Inc. and the specialty sales organization, Richwood Pharmaceutical Company. This followed in 1999 by the acquisition of the German, French and Italian subsidiaries of Fuisz Technologies Ltd. In addition, Shire acquired Roberts Pharmaceutical Corporation of New Jersey to enter the United States marketplace. In 2004 Shire officially established its United States corporate headquarters in Wayne, PA and received the FDA approval of Equetro. Early 2007 brought the approval of LIalda Vyvanse. In 2008 Shire purchased Jerini of Berlin for $521 million.

Approximate Yearly Sales: $1.5 billion

CEO: Matthew Emmens

Approximate Salesforce: 560

Major Brands: Adderall XR >$1 billion, Adderall and Vyvanse attention deficit disorder, Agrylin abnormal bleeding, Carbatrol epilepsy, Epivir HIV, Equetro bipolar disorder, Firazyr angiodema, Fosrenol renal disease, Reminyl Alzheimer’s disease, Pentasa ulcerative colitis, Proamatine orthostatic hypotension.

Pipeline: Methypatch ADHD, Fosrenol hyperphosphataemia, and numerous other agents in various phases of development.