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C h a i n D ru g s to re D a i l y M o n d a y, Au g u s t 2 5 , 2 0 1 4 1 8 PURACYN: PROVIDING THE FIRST STEP IN FIRST AID According to the Mayo Clinic, in first aid treatment, cleaning the wound is an important step in preventing painful, costly infections that can ultimately pro- long or even prevent the healing process. Wounds heal best when they are first cleaned properly, then kept moist and covered with a bandage. Puracyn ® OTC Wound & Skin Care, available in a 4- ounce spray bottle, provides the "first step" in first aid by easily cleaning and healing wounds, including cuts, abra- sions, irritations and lacerations. Free of antibiotics, steroids, alcohols and dyes, Puracyn Wound & Skin Care is doctor tested and proven clinically safe on wounds. Spray the non-toxic, non-irritating solution directly onto the wound to flush away dirt and debris, and prepare the wound for proper healing. Puracyn products are created using a unique, patented electrochemical treatment of dilute saltwater. This generates a pH-neutral, shelf-sta- ble solution of hypochlorous acid, and its sodium salt, hypochlorite. The hypochlorous acid in Puracyn is similar to the natural hypochlor- ous acid produced by the human body when wounds or infections occur. Conveniently packaged in a spray bottle, Puracyn Wound & Skin Care allows for easy cleansing without the need for running water, unneces- sary rubbing of the wound, or messy and sometimes irritating ointments. Puracyn OTC Wound & Skin Care makes a great addition to the first aid section of any chain drug store, and is available nationwide at Walgreens, Meijer and Rite Aid. The suggested retail price is $14.99 for a 4-ounce spray bottle. For more information, call Innovacyn at 866-318-3116 or visit www.puracyn.com. Visit Innovacyn at booth 1168. MEASURING AND IMPROVING CUSTOMER LOYALTY For U.S. pharmacy retailers, opening new stores is no longer the only or even dominant growth strategy. With some exceptions, the way to win market share is not necessarily through owning more real estate, but by truly understanding one's customers and increasing their loy- alty to your organization. But how can a retailer evaluate its customers' loyalty when doing so requires knowing about purchasing habits in the mar- ketplace and beyond their doors? By knowing how they compare to the bench- marks. For example, knowing: the pro- portion of pharmacy customers who divide their prescription business with other retailers – or, the so-called "Splitters"; how Splitters are distributed by patient demographics, payment method, class of trade and therapy; the "share of wallet" distributed across patient demographics. Retailers who acquire this informa- tion understand not only what is happen- ing inside their stores, but they can eval- uate performance in the context of what is happening outside their stores as well. Discovering Opportunity By looking at loyalty across the market- place rather than just within your own walls, both oppor- tunities and areas of concern are more readily iden- tifiable. For example, a recent client deliverable revealed that: Splitters fill more prescriptions overall than loyal cus- tomers and so represent greater potential for the organization; a disproportionate number of loyal customers are in certain demographic groups; patients who divide their pharmacy business spend only half of their prescription dollars with the organization. Through this project, it became evi- dent that non-loyal customers represent- ed enormous business potential. In fact, if the company were to gain just one more prescription per quarter for each non- loyal customer, this new business alone would translate into tens of millions of additional annual revenue. Winning Non- Loyal Customers With an understanding of the business being lost to the Splitters, a pharmacy retailer could initiate a targeted campaign designed to improve loyalty and gain a greater share of the Splitter's wallet. Treating customers according to the unique behaviors and needs of their seg- ment opens up new opportunities for U.S. pharmacy retailers today and well into the future. For more information, contact IMS Health at 610-244-2991 or kborzillo@us.imshealth.com, go to www.imshealth.com or stop by booth 608. RANBAXY PLANS EXPANSION OF OHM LABORATORIES Located in New Brunswick, N.J., Ohm Laboratories is the state-of-the-art flag- ship of Ranbaxy Laboratories' U.S. phar- maceutical manufacturing facilities. Ohm manufactures prescription and over-the- counter (OTC) products in solid dose forms in key therapeutic product areas, such as: gastrointestinal; cough, cold, allergy and sinus; and pain management. Two separate facilities comprise Ohm Laboratories' New Brunswick complex, providing a total of 275,000 square feet of production space. Between 2009 and 2013, Ranbaxy invested approximately $82 million to expand Ohm's facilities, increasing capacity and capabilities, improving the company's information technology infrastructure and acquiring product to add to the overall Ohm portfolio, accommodating an increased number of FDA ANDA approvals. Ohm Laboratories has grown its employee base considerably over the past several years. Ranbaxy's investment and commitment to Ohm during this time has created more than 100 new jobs in New Jersey, resulting in a current complement of employees exceeding more than 600 people, the vast majority holding admin- istrative or production positions (skilled and semi-skilled). Ohm Laboratories has been ranked among the top "Life Sciences" companies in New Jersey by NJBIZ, a weekly business publication covering the entire state of New Jersey. In addi- tion, Ohm Laboratories is a participant in the New Jersey Urban Enterprise Zone (UEZ) Program, which revitalizes designated urban communities and stimulates their growth by encouraging businesses to develop and create private sector jobs through public and private investment. Moving forward, during this cur- rent calendar year, Ranbaxy has plans to expand Ohm further to include man- ufacturing controlled substances. Ohm Laboratories remains committed to meeting or exceeding U.S. Food and Drug Administration (FDA) standards for facilities, products, quality systems and procedures. In 2014, Ohm received an Establishment Inspection Report (EIR) from the U.S. FDA indicating a suc- cessful closure of inspection, thereby ensuring that Ohm is following strict cGMP regulations. The facilities are routinely inspected and approved by the DEA, OSHA and the European Union and other global regulatory agencies, while employing strict stan- dards in administering thorough test- ing and inspection at each stage of the manufacturing process. Visit Ranbaxy at booth 2316. For more information, call 888-RANBAXY or go to www.ranbaxy.com. SUN PHARMA MAKING A MARK WITH COMPLEX TECHNOLOGY, DIFFERENTIATED PRODUCTS Sun Pharma began its U.S. foray in 1997, when it first took a stake in Caraco, which then had sales of less than $1 mil- lion and a few approvals. Since then, the company has built up a substantial busi- ness in the U.S. With the recent acquisi- tion of URL-Mutual and DUSA, its der- matology device company, the company had consolidated U.S. revenues last year over $1 billion. Sun Pharma offers a range of high- quality generics across dosage forms, with strong portfolios in controlled sub- stances and anticancers. The company believes the $70 billion plus U.S. generic market offers a tremendous opportunity to bring to the patient high-quality phar- maceuticals made to exacting standards in FDA-approved plants both in the U.S. and in India. Starting with simple dosage forms, tablets and capsules, its range has now grown to encompass differentiated prod- ucts such as nanoparticle-based injec- tions for targeted drug delivery, lyophilized injections, auto-injections and controlled release products. Sun Pharma is one of the few generics companies that has manufacturing both in the U.S. and India. Starting with one Indian and one U.S. mainland FDA-approved plant each in 1997, the company now has six dosage form plants in the U.S., in addi- tion to three plants in India that are USFDA approved. Its Cranbury plant is designed to make controlled substance formulations. For API, Sun Pharma has three approved plants in India, in addition to a plant each in the U.S. (Chattem Chemicals) and Hungary. These plants are designed, built and run to stringent FDA requirements. Sun Pharma's ability to develop, process and make in-house API for complex products such as peptides, controlled substances and hormones ensures that it not only uses the best quality API but is also among the most efficient producers. Sun Pharma has over 350 ANDAs approved, and over 138 await approval, with filings for complex products such as nasal sprays, depot injections and modi- fied-release products. This is one of the strongest pipelines among Indian compa- nies. Every year, Sun Pharma files around 20-plus ANDAs to replenish its pipeline. Across four world-class research centers, over 800 scientists work on process and product development so that Sun Pharma is able to continually file for ANDA and API and move up the scale in terms of complexity. A strong patent team works with scientists to examine possibilities for non-infringing processes or science-based patent challenges. With clear plans for growth, Sun Pharma is keen to grow its U.S. presence and bring the customer high-quality generics that can be trusted. For more information, visit booth 635.