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Alcon Laboratories (SA) (PTY) LTD
Company Profile |
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An unparalleled success story
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Alcon Laboratories’ story began in 1945 when two pharmacists, Robert D Alexander and
William C Conner, pooled their meagre resources to open a small pharmacy in Fort Worth, Texas. They called it the Alcon
Prescription Laboratory.
Today this small enterprise has become a $4,9 billion global pharmaceutical company specialising in
the discovery, development, manufacture and marketing of ophthalmic pharmaceutical, ophthalmic surgical, eye-care and otic
(ear) products — a success story unique in the annals of American entrepreneurship.
Soon after Conner and Alexander started their business they discovered that no pharmaceutical company was specialising in
ophthalmic products. Seizing this opportunity and, using equipment that would today be considered primitive, they began
manufacturing sterile ophthalmic products. One of these was the plastic dropper bottle, now used universally for ocular
preparations. In 1947 they decided to incorporate their business in order to raise sufficient capital to develop and
promote their products to ophthalmologists. By 1970 sales had reached $25 million per annum.
Seven years later Alcon experienced another major financial boost. Nestlé was exploring opportunities for acquisitions
in the US, particularly in the healthcare field. Alcon, with its skilled management team, clearly defined research and
marketing objectives and the ability to convert investments in technology into new products, fitted the profile perfectly.
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Soon after its acquisition by Nestlé, Alcon began an extensive expansion programme — building new plants in the US, Belgium,
Spain, Mexico, Brazil and France. Its research programme also became far more comprehensive than would be expected of a
company of its size. By its 50th anniversary in 1997, Alcon was the established global leader in the ophthalmic marketplace,
with its products available in nearly every country. Three years later the company dramatically expanded its ophthalmic
product line by acquiring Summit Autonomous, the most technologically advanced company specialising in the refractive
surgical market. Alcon now had access to excimer lasers, microkeratomes and related technology, ensuring its position
as the broadest ophthalmic product source for eye-care specialists.
While otic products represent something of a departure for the company, the ear presents similar challenges of inflammation and
infection treated by specialists and general practitioners alike. Alcon Research and Development (R&D) have recently begun
to develop the next generation of otic products. With the vision of its founders and the strength and unwavering support
of Nestlé, Alcon is uniquely positioned to continue its market leadership and rapid growth worldwide. |
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| Alcon South Africa making big strides |
Piérre Bosch
General Manager |
Alcon first opened its doors in South Africa in 1977 with offices in Bedfordview.
At the end of 2004 it moved into new, custom-built premises in Bryanston which comprise bright,
modern office accommodation as well as a state-of-the-art warehouse. The warehouse has fully automated
and computerised receiving and dispatch facilities and is also larger than its UK counterpart.
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all Alcon’s products are manufactured internationally, they are distributed throughout South Africa and
to 21 countries in Africa from its Bryanston warehouse. Fast and accurate distribution processes are
critical to ensure that customers’ stock levels are maintained and that eye and ear treatments are
dispatched as soon as they are needed.
As well as its Bryanston head office, Alcon has branches in Cape Town, Durban, KZN and the Free State and it
employs 87 people.
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The young, vibrant management team based at head office is headed by general manager,
Piérre Bosch, who has 12 years of experience in the pharmaceutical industry, starting as a medical representative.
Bosch has held positions in sales and marketing management as well as new business development and strategy.
He has a Chartered Marketer qualification from the Marketing Federation of SA and an MBA. He joined Alcon in
April 2002 as commercial director and was appointed general manager in December of the same year.
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Eye Care in Focus
Paul Gichuru
Sales & Marketing Director
Paul joined Alcon in January 2007. He was previously 10 years at Eli Lilly in various roles starting from Sales,
then Group Brand Manager with the last assignment being 6 Sigma Black Belt. He is a Veterinary Surgeon and has an
MBA from the Gordon Institute of Business Science (GIBS). Paul has both marketing managers (Tim and Rene) and two
business unit managers (Gary and Mughammed) reporting to him.
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Gary van der Ham
Inland Business Unit
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The pharmaceutical division contributes 30% of Alcon SA turnover. The division has experienced phenomenal
growth over the last 5 years mainly driven by the launch of innovative best in class products like Patanol
for ocular allergy as well as Travatan and Azoptic for glaucoma and ocular hypertension. The launch in
January 2007 of Vigamox, the first 4th generation fluoroquinolone for the treatment of ocular infections,
has been very successful. Tim and Rene continue to work tirelessly to ensure that the marketing needs of the
current portfolio of products are met and in addition, Alcon launches two new products annually in order for
the company to remain at the cutting edge of innovation in ophthalmology.
More importantly the success of the division is underpinned by the excellent work done by the sales team of 17
who daily service Ophthalmologists, ENTs, Paediatricians and more than 2500 General Practitioners. The sales
team is lead by Gary Van Der Ham (Inland Business Unit Manager) and
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and Mughammad Sallie (Coastal Business Unit Manager). The Inland team consists of 10 sales representatives covering
the Free State, Northern Cape, Mpumalanga, Limpopo, North West province and Gauteng. The all ladies team is
responsible for 60% of the division’s sales budget. The Coastal team consist of 3 regions (Western Cape,
Kwazulu Natal and Eastern Cape) which are covered by seven sales representatives.
The division’s objective is to ensure that we live up to Alcon’s mission by establishing mutually beneficial
and meaningful partnerships with healthcare professionals in South Africa in order to advance the treatment of
eye disease and help people experience the best vision possible.
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Mughammad Sallie
Coastal Business Unit Manager |
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René Karg
Marketing Manager: Pharmaceutical division
René Karg
Marketing Manager: Pharmaceutical division
As well as producing the broadest range of eye-care products of any pharmaceutical company, Alcon has spent more than half a
century building its reputation within the eye-care community as a leader in product quality. It manufactures three distinct
categories of products — pharmaceutical, consumer and surgical.
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| Pharmaceutical products |
‘During the past few years, the pharmaceutical product portfolio has grown in terms of the number of innovative products in
the anti-infective and allergy categories,’ says marketing manager, René Karg.
René Karg is an IMM graduate with over 15 years of experience at Alcon. Beginning her career as a medical sales
representative and thereafter becoming product manager in the new consumer division, René and her team were responsible
for establishing Alcon’s contact lens care product range in the South African market. Rene was also involved with sales
and marketing efforts on the dermatological range until this was handed over to Galderma, Alcon’s sister company under
the Nestlé umbrella. René progressed to marketing and sales manager for the contact lens care division and in 2003 was
appointed marketing manager for the pharmaceutical division.
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Patanol® Eye Drops
A selective ocular anti-allergy drug was launched in 2003 and has been widely accepted by ophthalmologists and medical
practitioners. With the action of an anti-histamine and mast cell stabiliser, Patanol is quickly effective and provides
continuous relief for up to eight hours.
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Vigamox® Eye Drops
The first 4th generation fluoroquinolone available to the South African market was launched in January 2007.
The advanced formulation of Vigamox represents a major step forward in the treatment of ocular infections due
to its superior potency, broad coverage and enhanced therapeutic penetration in ocular tissues. The solution is highly tolerable due to a near-neutral pH and is benzalkonium chloride free.
Alcon holds a significant market share in the dry eye segment offering a full line of products, including preserved
artificial tears, unpreserved artificial tears and lubricating ointment. These products replenish tear fluid levels
and improve patient comfort. Tears Naturale® II incorporates Polyquad® as a preservative (from lens-care products)
to provide an artificial tear that actually facilitates the growth of corneal cells.
Alcon ventured into the otic arena with an exclusive worldwide licence for CiproBay® HC Otic, an
anti-infective/anti-inflammatory ear drop for otitis externa.
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Consumer products
Alcon has significant market share positions in over-the-counter (OTC) soft lens care, rigid gas permeable
lens care and dry-eye preparations. Consumer products are marketed to optometrists, retail pharmacies and
chain stores, offering a full line of research-based products for eye care and lens care. The eye care
professional plays a vital role in educating the consumer and recommending eye-care products. After years
of research internationally, Opti-Free® Express® MPDS (Multi-Purpose Disinfecting Solution) was launched in
South Africa during March 2004. As Alcon’s first global lens-care brand, Opti-Free® Express® MPDS is approved
for use without the traditional rubbing step for all soft lens wearing schedules. The first ‘No Rub’ formulation
on the South African market, Opti-Free® Express® MPDS offers improved disinfecting and cleaning capabilities in a
one-bottle regimen. This formulation with Aldox®, an anti-microbial agent, is a significant advance in protecting
against bacteria, yeast and fungi. An improved buffering system increases patient comfort and compliance.
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Glaucoma
Tim has a degree in Human Movement Science from Pretoria University and has over 12 years of experience in the Pharmaceutical
and Orthopaedic industries. He joined Alcon as a Specialist sales representative in 2005 and became marketing manager in 2006.
Tim is responsible for the entire Glaucoma range of pharmaceutical brands as well as new products which are in the pipeline that
extend Alcon’s portfolio into the field of Retinal pharmaceutical drugs.
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Tim Borland
Marketing manager:Pharmaceutical division -Glaucoma and retina
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Alcon’s first prostaglandin analogue for the treatment of primary open-angle glaucoma and ocular hypertension.
This highly selective and potent full FP-receptor agonist provides an enduring IOP (intra-ocular pressure)
lowering effect with fewest fluctuations in IOP — essential for visual field preservation in glaucoma and
ocular hypertensive patients.
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For the treatment of Open Angle Glaucoma or Ocular Hypertension, this Topical Carbonic Anhydrase Inhibitor
offers improved convenience and compliance versus the competitors in its class, as well as making up part of
a comprehensive range of Alcon drugs for the treatment of Glaucoma.
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Pioneering innovative surgical products
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Gordon von Sichart heads up the Surgical division as marketing and sales director. He joined Alcon in May 2004
and had 8 years management experience within the South African Pharmaceutical and managed health Care Market.
He completed his MBA degree in the United Kingdom in 2003. He comments that "the South African healthcare industry,
including Ophthalmology is going through a period of fundamental change. Government and role players have increased
their efforts to expand access to medical care, while simultaneously taking steps to manage healthcare costs. In
the face of these changes the Surgical division remains steadfast in its core belief of delivering high-quality,
innovative products that meet the exacting needs of the healthcare professional and patient alike"
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Gordon von Sichart
Marketing and sales
Director |
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Some of the division’s products contributing to its growth are:
* Alcon Intraocular Lenses (IOL’s) These are implantable lenses that replace the clouded lens removed
during cataract surgery. The AcrySof® lens represents the latest IOL technology for cataract surgery. AcrySof
was the first foldable acrylic material specifically designed for use inside the eye, providing excellent patient
visual outcomes. Strong and increasing demand for this technology is enhancing Alcon’s number-one IOL market share position.
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The new Acrysof® ReSTOR and Acrysof® Toric intraocular lenses offer optics that correct vision at all distances,
in the case of the AcrySof ReSTOR lens, or pre-existing astigmatism, in the case of Toric lenses. |
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Mike Cohen is Business Unit Manager for Surgical Disposables. He joined Alcon in 1992 and is responsible for seven Representatives.
He comments that "The new range of premium intraocular lenses represents an extremely exciting extension to the technology that
is available to Ophthalmologists in South Africa. These lenses offer a significant patient benefit over existing intraocular lenses."
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Mike Cohen,
Business Unit Manager |
| **Ophthalmic Viscosurgical Devices (OVD’s.) Alcon is the only full-line provider of viscoelastics that address the specific
intraoperative needs of the surgeon. Viscoat®/sup> viscoelastic solution provides superior endothelial cell protection
and optimal space maintenance, while ProVisc® viscoelastic material provides effective tissue manipulation and is easily
removed at the conclusion of surgery. The Duovisc® System is a viscoelastic system that uniquely provides the surgeon
the benefits of both Viscoat and ProVisc during the surgical procedure. * BSS® and BSS Plus®. These physiologically balanced
intraocular irrigating solutions are used during surgery to protect the delicate tissue inside the eye, allowing rapid rehabilitation.
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Grant Russell
Business Unit Manager
Instrumentation |
Grant Russell is Business Unit Manager Instrumentation. He joined Alcon in 1998 and has a Electrical Engineering Diploma .
His responsibilities include evaluation of new Alcon technology, as well as introducing this technoglogy in the South African
community. Grant has four sales representatives that report to him. Among the new products that Alcon recently introduced inlcudes:
OZil Torsional Emulsification Technology, a revolutionary emulsification technology to provide for enhanced patient safety, the
Intrepid Micro Coaxial Phaco System, allowing a simple coaxial phaco and lens implantation through a 2.1mm incision, Grieshaber
Disposable vitreoretinal Instruments and the Accurus 23ga Vitrectomy system.
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*Infiniti™ Vision System.
The Infiniti vision system is an excellent example of the importance of technological innovation in Ophthalmology. Surgeons
now have access to the revolutionary OZil handpiece for use with the Infiniti Vision system. Grant Russell, Business Unit
manager comments that "OZil is the first cataract handpiece to employ torsional oscillation in the removal of a cataract,
and Surgeons are very impressed with the improved performance and safety it offers them"
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* Accurus®
* Accurus® Vitreoretinal Surgical System. The Accurus system incorporates a variety of pieces of surgical
equipment used for vitreoretinal procedures into a single unit and now also boasts 23gauge and 25gauge
functionality offering surgeons a compact system with enhanced versatility.
The surgical division’s commitment to maintaining its leadership in the coming decades is best illustrated
by its customer focus, through which continuous improvement is the goal of every department. Whether the mission
involves research, manufacturing, technical or customer service, everyone within this division is constantly
searching for new and better ways to serve Alcon’s customers.
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The surgical division’s commitment to maintaining its leadership in the coming decades is best illustrated by its customer focus,
through which continuous improvement is the goal of every department. Whether the mission involves research, manufacturing,
technical or customer service, everyone within this division is constantly searching for new and better ways to serve
Alcon’s customers. |
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Customer satisfaction a priority
Alcon’s sales team undergoes ongoing training on all major eye conditions and treatments. Each representative undergoes
an extensive training programme to be able to efficiently promote and answer enquiries about Alcon’s products and services.
The company takes great pride in exceeding each customer’s expectation for the right product and service in the timeframe
and at the location requested. It is also committed to the latest technology and systems to maintain its position as the
leader in eye care.
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| Satisfying regulations and QA requirements |
Fleur Hartman
Regulatory Manager
Regulatory affairs and quality assurance (QA) are vital functions in any pharmaceutical company to ensure regulations are
adhered strictly to. It is in this division that the R&D projects are transformed into market-ready products.
Since 2000, 20 pharmaceutical products and electromedical devices have been granted regulatory approval to market
in South Africa.
Alcon also ensures that local QA objectives are aligned with corporate and legal requirements so that consistent
high quality is maintained to the patient and that the warehousing and distribution of Alcon’s products are carried
out according to good manufacturing practice standards and ISO standards. | 
Fleur Hartman
Regulatory Manager |
In 2006 Alcon South Africa received
ISO 9001:2000 and ISO 13485:2003 certification for quality management systems for medicine and medical devices.
These tasks are the responsibility of Fleur Hartman and her team of four dedicated professionals. Fleur, a
pharmacist who graduated from Potchefstroom University, is also the responsible pharmacist of the company.
With over 30 years experience in the pharmaceutical industry, she began her career in retail. Later she joined the
MCC Secretariat, followed by the South African Bureau of Standards and later acted as a consultant to the pharmaceutical
industry. Fleur joined Alcon in 1980 as registration manager and has registered virtually all the company’s products
with the MCC. Alcon’s regulatory division is also responsible for both post-marketing surveillance and reporting of
adverse events to the MCC and Alcon’s own product safety unit in the US. In addition to South Africa, registrations
are also co-ordinated for 21 export territories in Africa from Namibia to Nigeria and Ethiopia, Mauritius and the
Seychelles.
With greater numbers of the population living longer and requiring more chronic treatment, there is likely to be an
increased demand for eye-care products. For this reason Alcon’s US head office is investing $2 billion over five years
to research and develop additional innovative eye care products. One of these new products using the chemical entity
Anecortave Acetate is already eagerly anticipated. ‘We are very excited about this,’ says Fleur. ‘It is intended to
treat a serious sight-threatening disease, age-related macular degeneration (AMD), the most common cause of visual
loss in people over the age of 50, but it is too soon to say exactly when it will become available in South Africa.’
| Operations and finance hand in hand
Pieter Watson is the financial director and company secretary who not only heads up the financial division but is also
responsible for materials control, IT and distribution. A qualified Chartered Accountant, he joined Alcon in May 2004
after spending five years in the media industry. Pieter graduated from Rand Afrikaans University in 1994 with a
B.Com Acc (Hons), specialising in accounting and finance.
Pieter is responsible for day-to-day local operations of the departments reporting to him as well as management
reporting and budgeting. ‘I believe measurement and efficiency to be two of the most important functions to ensure
the company’s assets are utilised as effectively as possible and targets are met. These areas are also especially
important in the light of maintaining Alcon South Africa’s ISO 9001
and ISO 13485 certifications as they have a direct impact on quality,’ says Pieter.
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Pieter Watson |
Caring for the community
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| Alcon has and will continue to assist those less fortunate in our country wherever it can by donating products
and services to those initiatives that attempt to improve healthcare, particularly where eye sight is concerned.
The company actively participates in the national Right to Sight programme on an ongoing basis and it supports surgeons
performing procedures on state patients by donating products and providing training.
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| Alcon has also participated in initiatives driven by some of the major hospital groups recently in the
same vein — again sponsoring and donating free product and materials. |
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Where to next?
Alcon’s strategy of developing new technology products in these market conditions remains steadfast — maintaining its
focus on eye-related products, expanding its product offerings and building on its established competence. Alcon’s
customers have the convenience of dealing with a single source for all their eye-care needs. |
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