Cipla: Capturing the Global AIDS Drugs Market

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This case study was compiled from published sources, and is intended to be used as a basis for class discussion. It is not intended to illustrate either effective or ineffective handling of a management situation. Nor is it a primary information source.

Case Details:


Case Code : MKTA009 For delivery in electronic format: Rs. 300;
For delivery through courier (within India): Rs. 300 + Rs. 25 for Shipping & Handling Charges


Case Length : 14 Pages
Period : 2003-2004
Pub Date : 2004
Teaching Note : Not Available
Organization : Cipla
Industry : Pharmaceuticals
Countries : Global


Cipla is one of India's top five pharmaceutical manufacturers. Although Cipla's primary market is India, the company sells its products worldwide. Cipla's line of more than 400 drugs include anti-asthmatic, anti-cancer, anti-inflammatory, anti-depressant and anti-AIDS medications. Over the years, the company has developed strong research and marketing capabilities. In recent times, Cipla has attracted considerable media attention because of its efforts to offer AIDS drugs globally at very low prices. But in its quest to capture this market, Cipla faces the might of global multinational corporations, who are doing all they can to protect and enforce their patent rights. The case deals with all these issues in detail.




  Page No.
Introduction 1
Background Note 1
The Generics opportunity 6
Globalization 7
HIV Drugs 9
Cipla's entry into South Africa 9
Entering the Malaysian Market 11
Future Outlook 11
Exhibits 5


Cipla, Indian pharmaceutical industry, Anti AIDS medicines, HIV drugs, Biotech products, Khwaja Abdul Hamied, Generic pharmaceutical business, Food and Drug Administration, World Health Organisation (WHO), US generic market, Globalisation, Avestha Gengraine Technologies, Morton Grove Pharmaceuticals

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