Glaxo India and Lupin Laboratories are likely to forge a co-marketing alliance to market the duo anti-TB products.
Lupin Laboratories (Lupin) is a world leader in anti-TB drugs. It holds 70-75% of the world market of a major anti-TB drug ethambutol. Nearly 48% of the company’s turnover is contributed by anti-TB drugs.
In the Indian market Lupin Labs is the market leader in the four drug combi-packs (AKT-4). AKT-4 commands a market share of 52% and is growing at 19% per annum. Glaxo’s drug Zucox E commands a market share of around 10% of the Rs.700 m market.
For Glaxo the co-marketing alliance would help it ride piggy back on Lupin’s distribution network. Besides, it would provide it with a consumer base which would help its corporate image and make it easier for it to market its more lucrative top of the shelf brands as and when they are introduced in India.
As far as Lupin is concerned the company has plans to enlarge its presence in the cardiac care and appetite stimulants segments. Some of these are herbal/ayurvedic in nature. If this co-marketing venture were to succeed it could help it forge an agreement with Glaxo Wellcome worldwide where by it could market these products worldwide.
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