Alcon: Tears Naturale

Omar Padilla

History

• Alcon, Inc. in 1945 in Fort Worth, Texas.

• Started as a small independent pharmaceutical company

• Became a subsidiary of Nestle Corporation in 1977

• In 2002 became an Independent Corporation

Overview

• Offer a wide variety of eye care products, including surgical, pharmaceutical, and general vision needs

• Present in 180 countries, reaching 90% of the globe.

• More than 1,800 dedicated employees for R&D

R&D Investment

Overview

• Over 23,000 employees

• Ophthalmic pharmaceuticals, surgical equipment, contact care products, dry eye products and Ocular Vitamins

• Over 139 unique products

Awards/Mission

• In 2014 alone, Alcon was awarded six different awards for eye contacts by the EyeVote Readers’ choice awards

• One Mission: to provide innovative products that enhance quality of life by helping people see better.

Commitment to Client

• Continue to set new standards in eye care

• Patients are at the center of everything we do and at the heart of our commitment to helping people see better

• Our dedication to eye health is like no other, over the next five years we plan to invest $5 billion in R&D

Testimonials

Tears Naturale 2 Polyquad

• Provides soothing comfort, a safe and comfortable preservative, is gentle enough for even sensitive eyes.

• Commonly used to relieve mild to moderate dryness of the eye

• Contains no Benzalkonium Chloride!

Tears Naturale Forte

• Contains TriSorb triple demulcent technology to retain moisture on the eye and slow evaporation of the tear film

• Designed to more closely mimic your natural tears

• For moderate or severe dry eye

• Guaranteed to provide relief

Demand

• #1 product in the artificial tears market

• We are so confident in our product we offer a full money back guarantee.

• Target demographics: older adults, people with allergies, arthritic conditions, or vitamin deficiencies.

Demand

Market Share

Alcon Novartis opthalmic Allergan Inc

User Approval Ratings

Alcon Novartis Opthalmic Allergan Inc0

0.5

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1.5

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Ratings

Ratings

Boston Consulting Group

Accuracy Teir 1 Accuracy

Teir 2 Accuracy Teir 3 Accuracy

Teir 4

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Alcon

Novartis Opthalmic

Allergan Inc

Supply Chain Effectiveness

Alcon Novartis Opthalmic Allergan Inc

Key Points

Ours

• Unique antibacterial preservative (Polyquad)

• Can be used safely on a daily basis

• Only product that offers a full guarantee

• No painful stinging

• Grows good cells

Theirs

• Use potentially toxic preservatives: BAC or Chlorebutanol

• Stinging

• BAC can damage cornea of the eye

• No full money back guarantee

• Serious eye infections are possible

Setting the Standard, from Start to Finish

• In all phases of our business, Alcon demands uncompromising excellence.

• Research and Development:Alcon R&D utilizes a Core Team approach to product development and support, bringing together experts in manufacturing, quality and safety, marketing, and clinical and regulatory affairs, to ensure focused collaboration that helps move products through thepipeline.

• Manufacturing:Through a comprehensive quality management system, we are able to test and monitor all manufacturing processes. In addition, all of our products must pass rigorous inspections prior to shipment.

• Continuous Improvement:By evaluating all systems governing the business, Alcon is better able to make adjustments to increase effectiveness and efficiency. We constantly undertake quality and productivity improvement projects in which we review objectives, audit results, analyze data, and take corrective and preventative action to maintain high standards.

3rd Party Endorsements

• “One of the most safe eye products on the market. All Alcon products have passed all our compliance and safety tests with flying colors for 20 years running” – Robert Myer FDA Safety and Quality Control Department Director

• “Alcon has by far some of the safest, most innovative products on the market” – American Academy of Ophthalmology Director of US Safety

FDA Study

Eye Product Leaders0

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Safety Ratings Study

Alcon Novaritis Opthalmic Allergan Inc

Pricing

• “HypoTears” sells for $16.99

• Tears Naturale 2 sells for $17.99

• Refresh Plus sells for $19.49

• However none of the competitor offer a full money back guarantee only Tears Naturale 2!

Testimonals

Animal Welfare

• When animal testing is required, Alcon strictly adheres to guidance from the Association for Assessment and Accreditation of Laboratory Animal Care International (AAALAC), through which we are accredited. We also follow the internationally accepted principles for humane animal use in research:

• Replace tests with non-animal testing methods wherever possible and appropriate.

• Reduce the number of animals used in each study.

• Refine testing to use the least invasive and painful methods feasible.

• Respect is Alcon’s own addition to this global standard. We believe it is vital to respect the inherent integrity of the animal and its contribution to our research.

Animal Welfare

• We ensure the ethical treatment of any animals used for testing in our facilities:

• All research requiring animal testing is subject to the approval of, and monitoring by, a committee of veterinarians, scientists and independent, third-party community members.

• Alcon consistently receives exemplary ratings and commendations on the conditions of our facility, quality of animal care and overall animal health. These are based on unannounced inspections performed by veterinarians from the U.S. Department of Agriculture (USDA) in accordance with the Animal Welfare Act.

• We support initiatives that reduce the necessity of animal testing, such as the international harmonization of toxicity. Introduced by the International Conference on Harmonization (ICH), this proposition reduced the requirement of three similar tests needed for product approval in the U.S., Japan and the EU to just one.

Animal Welfare PolicyAlcon follows the Novartis Animal Welfare Policy, which sets out the principles that govern our approach to animal welfare – principles that frequently exceed the requirements of local regulations. Read theNovartis Animal Welfare Policy.

My Credentials

Personal Awards

• Salesman of The Year 2009,2010,2012, and 2014

• Customer 100% approval award

• 25 time Salesman of the Quarter