IBSA’s presence at CPhI Worldwide is now a certainty: what are the flagship products you will be presenting at this new Milan edition?
A. Taborelli: An event like CPhI Worldwide represents an extraordinary showcase and an opportunity to meet industry professionals that we don’t want to miss. If the forecasts are confirmed, this year’s edition will host over 60,000 visitors, 2,400 exhibitors, and representatives from more than 166 countries: a unique opportunity for a company like IBSA, which aims to expand into international markets, to showcase the excellence of its solutions. Among the products we will bring to this edition are primarily those in the osteoarticular area, particularly Sinovial HL and Sinogel, pre-filled syringes for intra-articular injection containing hybrid hyaluronic acid, indicated for the treatment of pain or reduced mobility due to degenerative conditions, post-traumatic conditions, and tendinopathies associated with joint disability. Then there is Ialuril prefill, pre-filled syringes indicated to re-establish the glycosaminoglycan layers of the urothelial vesical tissue in cases where their loss can cause frequent and recurring problems. We will also highlight Sildenafil orodispersible film, an innovative form for a product indicated for Erectile dysfunction (ED), and two of our key products in the Reproductive Medicine area: Prolutex and Meriofert. Finally, we will also feature our Food Supplements in both pharmaceutical forms, namely orodispersible film and softgel capsules.
Which markets does IBSA primarily target for business development?
A. Taborelli: After strengthening our presence in the European and US markets, where our expansion strategy has mostly been based on the creation of subsidiaries, IBSA is also looking towards the markets of the East and Latin America, where we aim to find partners and international distributors for licensing agreements. Specifically, the markets we are targeting in the Eastern scenario are Japan, Malaysia, Singapore, Hong Kong, the Philippines, Thailand, South Korea, China, India, and Australia. In Latin America, our interest is mainly focused on Brazil, Chile, Mexico, Colombia and Uruguay.
What are the strengths of IBSA’s offering for foreign distributors?
S. Valenti: Certainly our technologies. Thanks to constant investments in research and development, IBSA now has state-of-the-art technologies that can improve the bioavailability of active substances and has developed delivery systems that are more compatible with the real needs of patients. A clear example is the orodispersible film, an ultrathin strip the size of a postage stamp that, when placed on the top of the tongue, dissolves within seconds, providing rapid bioavailability of the drug.
No need to chew or swallow, orodispersible films also provide increased compliance. As for hyaluronic acid-based products, thanks to the patented NAHYCO® Hybrid Technology, IBSA is now able to obtain unique hybrid complexes of high and low molecular weight hyaluronic acid (HA). This innovative technology allows for a high concentration of HA to be achieved, without compromising the ease and safety of the procedure (injection), while effectively mimicking the physical and mechanical properties of healthy synovial fluid. In addition to the added value of its cutting-edge technologies, IBSA offers its partners concrete scientific support, through the realization of clinical studies that demonstrate the efficacy of its products, and promotional support, thanks to the International Marketing team work.
What are the key points of the internationalization strategy that IBSA has adopted and is adopting for development in foreign markets?
B. Pisano: IBSA’s internationalization strategy has been receiving a strong boost for about ten years and has been realized with the creation of subsidiaries in most European countries, along with those in the USA and China. However, to complement this process, the group has also been actively seeking partners and international distributors for licensing agreements in countries where IBSA does not operate directly with its branches. This is where the role of Business Development comes into play, operating through the development of strategies and the implementation of activities and initiatives aimed at facilitating entry into markets that are potentially interesting but not yet covered. This objective is often challenging, not only due to regulatory differences but also because of the specificities and cultural diversities that can represent significant entry barriers. In this challenge, the strength of a structured group like IBSA is crucial, and Business Development can rely on the support provided by various company functions, such as Legal Affairs, RA, MA and International Marketing.
What are IBSA’s strengths in its approach and relationship with customers?
B. Pisano: Thanks to the experience gained and investments made over the years,
Business Development now has several tools and channels to reach customers where they are most active. In addition to the more classic brand awareness activities in local or international industry publications and participation in major trade events in the market of interest, we have significantly developed digital channels in recent years: we are particularly active on LinkedIn, use dedicated and specific social media for each country, and have created a dedicated website for Business Development, where potential customers can find detailed and constantly updated information about IBSA’s products and solutions. Once contact with the customer – even a potential one – is established, our team is available to provide in-depth information, clarify doubts, and respond to questions promptly, offering flexible and tailored solutions based on their needs.
