Healthcare

<h2 style="text-align: justify;"><span style="font-size: 12pt;">Q1. Could you start by giving us a brief overview of your professional background, particularly focusing on your expertise in the industry?</span></h2><p style="text-align: justify;">I bring over two decades of experience in the pharmaceutical industry, having held leadership roles across multinational and regional companies. My career spans commercial leadership, strategic operations, and country management. I&rsquo;ve led P&amp;L responsibilities, spearheaded market access initiatives, and driven successful product launches across diverse therapeutic areas, including chronic diseases, specialty care, and injectables. Currently, I lead operations at Labatec Pharma in the GCC, where I oversee strategic growth across three key lines: Oral, Injectables, and New Launches. My expertise lies in navigating complex regulatory landscapes, building agile commercial teams, and shaping effective go-to-market strategies in competitive and rapidly evolving markets.</p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><br><span style="font-size: 12pt;">Q2. How is digital transformation (e.g., e-health, telemedicine, AI in R&amp;D) impacting the commercial and operational side of pharma in your country?</span></h2><p style="text-align: justify;">Digital transformation is steadily reshaping the pharmaceutical landscape in the UAE. On the commercial front, digital health tools have improved engagement models with HCPs and patients, particularly via telemedicine platforms and e-detailing solutions, which we applied before. We&rsquo;re seeing increased reliance on data analytics for customer segmentation. Operationally, AI-driven forecasting, supply chain digitization, and the integration of real-world evidence are enhancing efficiencies and supporting more targeted decision-making. The government&rsquo;s commitment to digital health, especially through initiatives like the Malaffi and Riayati platforms, is accelerating this shift, prompting pharma companies to evolve toward more data-driven, integrated care models.</p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><br><span style="font-size: 12pt;">Q3. How would you characterize the size and growth trajectory of the pharmaceutical market in your country over the past 2&ndash;3 years?</span></h2><p style="text-align: justify;">The UAE pharmaceutical market has demonstrated resilient growth over the past two to three years despite global headwinds. Valued at approximately AED 15&ndash;16 billion, the market has grown at a CAGR of around 6&ndash;8%, driven by government healthcare spending, population growth, and increasing prevalence of chronic diseases.&nbsp;</p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><br><span style="font-size: 12pt;">Q4. Are you seeing growing differentiation in demand for hospital-based vs. retail-based pharma products?</span></h2><p style="text-align: justify;">Yes, there is a clear and growing differentiation. Hospital-based products, particularly in injectables, biologics, and critical care, have seen increased demand.&nbsp;</p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><br><span style="font-size: 12pt;">Q5. What are the most promising growth opportunities for pharma companies in your market&mdash;biosimilars, injectables, digital health, or chronic disease therapeutics?</span></h2><p style="text-align: justify;">Each of these areas presents a significant opportunity, but chronic disease therapeutics and injectables stand out in the current landscape. The high prevalence of diabetes, cardiovascular disease, and obesity continues to drive demand for chronic therapies.&nbsp;</p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><br><span style="font-size: 12pt;">Q6. How would you characterize the level of competition in your country&rsquo;s pharmaceutical market, especially among multinational, regional, and local players?</span></h2><p style="text-align: justify;">In the UAE, competition is fierce and complex. Thanks to their strong brand identity and extensive worldwide R&amp;D pipelines, multinational corporations continue to dominate innovation in Specialist care. But with local production advantages, pricing flexibility, and quicker market entry, regional and local firms are becoming more and more competitive, especially in generics and branded generics. This dynamic has been further exacerbated by recent legislative support for cost minimization and local production. Sharper execution and more effective value articulation are required as Market access hurdles change from regulatory to commercial.</p><p style="text-align: justify;">&nbsp;</p><h2 style="text-align: justify;"><br><span style="font-size: 12pt;">Q7. If you were an investor looking at companies within the space, what critical question would you pose to their senior management?</span></h2><p style="text-align: justify;">Explain to me how your company is positioning itself to remain competitive amid evolving payer expectations, digital disruption, and increasing pressure on access and pricing?&rdquo;<br>This question forces management to demonstrate clarity on long-term strategy, differentiation, digital readiness, and adaptability to regional policy shifts.</p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p><p style="text-align: justify;">&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p><p>&nbsp;</p>