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Ventiv Health, Inc. (VTIV) |
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CEOCFO Current
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Ventiv Health, Inc. is US market leader
in outsourced sales and marketing to the pharmaceutical and life sciences industry Ventiv Health, Inc. (VTIV - NASD) is a leading
provider of comprehensive outsourced marketing and sales solutions for the pharmaceutical
and life sciences industries. The Company works in consultative partnership with clients
to identify strategic goals and develop and execute customized, integrated solutions to
optimize clients' product portfolios. Ventiv Health's market-leading offerings include:
sales force recruitment, training and execution; consulting, analytics and forecasting;
market research and intelligence; strategic and tactical planning and product and brand
management. “The main reason a client may choose to
outsource a dedicated team as opposed to promoting internally is to achieve similar impact
as internally, but at a lower cost and with much greater flexibility, explains Mr. Eran Broshy, CEO of Ventiv Health, Inc. “We have demonstrated repeatedly and across many therapeutic areas
that we move market share for our clients’ products. The quality of our
internal teams is very high ? comparable to the top tier of the pharma industry. At the
same time, our teams are lower cost, because we manage our overhead and our infrastructure
more tightly than much of the industry does. Finally, we provide much greater flexibility
to ramp a team up just ahead of an approval or to ramp it up or down during the course of
a commitment and potentially convert it to internal client use at some later point. So the
value proposition on dedicated teams is high impact and high quality, at a lower cost, and
with greater flexibility". The value of Ventiv’s history
is clear. Mr. Broshy comments, “Experience
is critical and it comes back to the people we have in place. Our head office team and
field management team have many years of experience in the pharmaceutical sector. Many of
our key executives have been in the pharmaceutical manufacturer’s shoes. We
also have a strong set of analytical tools and a tightly run infrastructure to manage a
field force of nearly 2,000 representatives. That depth of experience and expertise is a
critical advantage for Ventiv.” Mr. Broshy tells us about recent
contract wins. “We have indeed won a number of significant
clients over the last six to nine months. One is with ALTANA Pharma, a German based
pharmaceutical company, which is building up its presence in the U.S. We have been
selected to be their preferred provider in building up a significant presence in the U.S.
over the next several years, and this began last fall with a dedicated team of 220 reps.
We have also been selected by Watson Pharmaceuticals, Inc. to help launch OXYTROL™
later this year, and for which we are putting together a dedicated team of 385
reps. Thirdly, we have been selected to launch a team of 250 reps for a client that we
have not yet named which is ramping up mid-year. These are three of the most significant
wins in the outsourcing business, and we are very proud to have been selected for all
three. In addition, there have also been a number of recent agreements we have
announced in conjunction with our RSO (Relationship Sales Organization) initiative and the
three specialty teams we have fielded. There has been quite a bit of interest from
pharmaceutical and other health care companies for putting some of their products into
those RSO teams.” As to Ventiv’s financial position, Mr. John Emery, CFO offers, “The
financial position of the company is very strong today, having improved considerably from
one to two years ago. Our balance sheet shows $61 million dollars of cash and no debt as
of March 31st. We have been profitable for five consecutive quarters through
the quarter ended March 31st, 2003. Our guidance calls for us to continue to be
profitable for the remainder of this year. We are projecting about $190-200 million in
revenue and earnings per share of ten to fifteen cents for 2003. We are quite comfortable
with that guidance, given the new contracts that we have recently won.” Mr.
Broshy addresses potential investors, “Ventiv has been consistently profitable
for five quarters. If you look at our recent new clients wins, Ventiv is poised to
steadily strengthen its results as we move forward through the balance of 2003 and beyond.
We are now a highly focused organization, having divested some non-core and
unprofitable businesses, and focused on execution and delivering results for our clients.
In addition, our balance sheet is very strong, and from a valuation perspective,
Ventiv is particularly attractive for investors.” Through the Company’s Health Product Research
(HPR) division, clients gain clear insight on market and product intelligence.
Specializing in ROI maximization through comprehensive brand and portfolio optimization
analysis, HPR provides: Market Research (primary/secondary), Segment Analysis, Strategic
Planning, Call Planning, Sales Force Alignment and Deployment Strategies. Ventiv Health
Sales & Marketing (VHSM) division provides results-driven sales teams to contribute to
clients’ financial success. With three decades of leadership in the marketplace,
Ventiv recognizes and acts on its client partners needs and delivers results through
exceptional sales execution. Ventiv deploys sales teams trained and prepared to operate
independently or seamlessly in tandem with existing sales organizations. Ventiv Health
also provides sales and marketing solutions through its Ventiv Relationship Sales
Organizations or RSOs. The Ventiv RSOs compete with their own sales forces in three
specialty markets: Women's Health, Dermatology and Dental. These RSO sales forces promote
non-competing products with therapeutic synergies to each of these three specialty
audiences. Ventiv’s Promotech unit is a full-service sales, marketing, and operations
support services business. It specializes in professional and commercial Fulfillment and
Distribution, E-Solutions, Tele-Services (Inbound/Outbound), Database Management,
Marketing Services, Treasury Programs and Incentive Programs. Ventiv also provides
extensive stand-alone services in specialized areas including: Compliance Auditing and
Sample Management, Managed Markets, Medical Science, Professional Development and
Training, Recruitment and Sales Force Automation. |
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