introducing a leading provider of discovery, chemistry and formulation services, offering solutions...
TRANSCRIPT
introducing
A leading provider of discovery, chemistry and formulation services, offering solutions to both emerging biotech and established multinationals
during drug development.
DavosPharma
Discovery
Chemistry
Formulation
Commercialization
A Strategic Partnership Outsourcing Model
DavosPharma has a unique model working with best in class suppliers to customize workable solutions
Discovery
Chemistry
Formulation
DavosPharma
Commercialization
DavosPharma
Our Value Proposition
Davos has no labs/manufacturing facilities of our own.We match Client’s needs with Supplier’s Capabilities.We offer our Clients:
• Carefully Vetted Supplier Base in US, EU, India, China & Japan• Quality Suppliers audited by Davos Technical Staff• Fixed Cost & Predictable Deliverable Timing• Active Project Support & Coordination (“Bandwidth”)• Expert Shipment and Delivery Services
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Resume - Gifford Marzoni Education: BS Chemistry with Honors, Lafayette College
MS Organic Chemistry, Purdue University
Work Experience: Davos Chemical CA, Inc. (1998 - Present)
Vice President, Global Pharmaceutical Development Agouron Pharmaceuticals (1987-1998):
Director, Head of Pilot Plant Services Eli Lilly and Company (1978-1987):
Corporate Headquarters, Process Research and Development Tippecanoe Laboratories, API Technical Services
Patents and Publications:17 US Patents, 15 Peer reviewed Journal Articles
Regulatory FilingsParticipated in filing 7 INDs and 3 NDAs
DavosPharma
DavosPharma DeliverablesWe offer a full palette of development and custom manufacturing services:o Discovery Chemistry and Biologyo Organic Synthesis, Fermentation and Purificationo Analytical Method Developmento Non-GLP and GLP Toxicology (acute, chronic, reproductive, genotox)o Process Research, Development, and Industrialization
API Dosage Form
o Manufacturing under ISO and cGMP Quality Systems Process development and scale-up Commercial scale manufacture
All Our Deliverables are Supplied by CRO Partners
DavosPharma
Why Partner?
• Expand internal business development (BD) function or partner?– Expansion of BD is expensive– Partnering only costs once there is business
• Provides access to established business relationships.
• Broadens sales footprint beyond established regions.
• Mitigates business risk
DavosPharma
Nature of Partnerships
• Outright partnering – our standard business model representing
suppliers• Cooperative partnering
– managing multiple relationships we do not normally work with
• Competitive partnering– supplying our competitors
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1. Organic growth a) new directions – selling what the market is asking for
2. Pruning a) mismatch in culturesb) change in BD leadershipc) changes in ownership d) changes in business practicese) no opportunities develop
3. New relationships formed
How Does Our Supplier Pool Change?
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Nature of Partnering Agreements
• Minimal formality– If you want to work together, you don’t need much
paper.– If you don’t want to work together, it doesn’t
matter how much paper you have.
• DavosPharma uses two documents with suppliers: – a confidential disclosure agreement– a customer protection agreement.
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When it Works Well
1. Supplier understands Davos represents supplemental sales to their own BD efforts.
2. Davos handles all business aspects and price negotiations.
• Davos takes the business risk.• Supplier sells to Davos ex their dock.• We pay in local currency by wire transfer.• Davos participates in all communications
3. Supplier is responsible for technical aspects.4. Nobody gets paid until delivery occurs, subject to:
• Credit worthiness• Research based (FTE) programs
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When It Doesn’t Work Well
• Internal sales force considers Davos as competition.• Supplier expects to get paid for failure.• Supplier wants Davos’ involvement only during
problems and crises.• Davos is expected to fill supplier’s facility.• Supplier doesn’t want a long term relationship.• Davos and Supplier have different business cultures
– Ethics and business practices– Communication styles
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How to Begin a Successful Relationship
1. Start small.2. Recognize there will be problems (business and
technical).3. How the problems are resolved will determine if
the partnering will be successful.4. Play nicely with other people – if the partnership
isn’t a match, don’t burn bridges.5. Business relationships are like fruit trees. It takes
awhile after planting for fruit to grow.
DavosPharma
DavosPharma Offices
o DavosPharma Corporate Headquarters Upper Saddle River, NJ
o DavosPharma Satellite Offices Research Triangle Park, NC Boston, MA Pennsylvania Biotechnology Center,
Doylestown, PA San Francisco, CA San Diego, CA
o Davos Japan Limited An independent sourcing company
operating in Japan on behalf of Davoso Milano, Italy
Dr. Claudio Giordano (APIs Chem)
DavosPharma
Contact
Please visit our website at www.davos.com to learn more about DavosPharma.
Contact InformationGiff Marzoni
Vice President, Global Pharmaceutical Development619-429-0120
WWW.DAVOS.COM