Deutsche Bank s 32nd Annual Health Care Conference May 3, 2007
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1 Deutsche Bank s 32nd Annual Health Care Conference May 3, 2007
2 Safe Harbor This presentation contains certain forward-looking statements. These statements are based on the current estimates and assumptions of the management of Adams Respiratory Therapeutics, Inc. ( Adams ) as of the date of this presentation and are subject to uncertainty and changes in circumstances. Given these uncertainties, you should not place undue reliance on these forward-looking statements. Actual results may vary materially from the expectations contained in this presentation. When used in this presentation, the words may, will, should, could, would, plan, anticipate, believe, estimate, intend, project, potential, poised and expect and similar expressions are intended to identify such forward-looking statements. Such forwardlooking statements are subject to risks, uncertainties, assumptions and other factors that may cause the actual results of Adams to be materially different from those reflected in such forward-looking statements. Important factors that could cause actual results to differ materially from those indicated by such forward-looking statements include, among others: Adams ability to in-license or acquire new products and brands and successfully develop and commercialize new products; Adams ability to increase consumer awareness and expand professional endorsement of its products; Adams ability to achieve projected growth and sales; the severity of the cough and cold season; Adams ability to successfully extend the long-acting guaifenesin platform to new market segments and build the prescription drug market; the continued success of Mucinex SE, Mucinex DM and Mucinex D and the successful commercialization of Delsym, the Children s line of Mucinex products and future products, including Maximum Strength Mucinex, Mucinex Nasal Sprays and Mucinex with Codeine; continued and increased competition; Adams ability to utilize technology in connection with product development; the FDA s denial of Adams NDA for the combination codeine prescription cough suppressant; the FDA s removal from the market of products similar to Mucinex D and Mucinex DM; managed care acceptance of the combination codeine prescription product; the competitive position of the prescription product as the only long-acting oral solid codeine combination product; and other risk factors set forth under Item 1A. Risk Factors in Adams Annual Report on Form 10-K for the fiscal year ended June 30, 2006 and under Item 1A. Risk Factors in Adams Quarterly Report on Form 10-Q for the period ended December 31, Except to the extent required by applicable securities laws, Adams is not under any obligation to (and expressly disclaims any such obligation to) update its forward-looking statements, whether as a result of new information, future events, or otherwise. All statements contained in this presentation are made only as of the date of this presentation. A, Adams, A Adams Respiratory Therapeutics, Adams Respiratory Therapeutics, Delsym, Mucinex Full Force, Humibid, Junior Mucus, Mucinex Moisture Smart, Mini-Melts, Mucinex, Mucinex IN...Mucus OUT, Mr. Mucus, Mrs. Mucus, Nothing Lasts Longer, Opening New Pathways for Respiratory Relief, Turn Off the Cough, and the Junior Mucus, Mr. Mucus and Mrs. Mucus characters are Adams trademarks and have been registered in the U.S. Patent and Trademark Office or are the subject of pending U.S. trademark applications. The marks may also be the subject of foreign trademark registrations and/or trademark applications. Each of the other trademarks, trade names or service marks appearing in this presentation belongs to its respective holder. 2
3 A Specialty Pharmaceutical Company Adams is focused on: Developing a range of solutions that treat respiratory disease Late-stage development and marketing of differentiated OTC and Rx pharmaceutical brands 3
4 Adams Business Strategy Drive Mucinex and Delsym brand awareness & market share among professionals and consumers Four - pronged strategy Build internal pipeline by extending guaifenesin platform to other OTC & Rx respiratory segments Access platform technologies to accelerate product development Build Rx business through acquisition/licensing 4
5 Strong Growth in Revenues (in millions) $300.0 $250.0 $200.0 CAGR % $160.2 $239.1 $200.7 YoY Growth 82% $150.0 $110.3 $100.0 $61.3 $50.0 $14.0 $0.0 6/03 6/04 6/ /06 12/05 12/ Months Ended 6- Months Ended 5
6 Adams a Major CCAS Category Player Dollar Share of C/C/A/S Category +4.1 points VYA FY % 0.7 total Adult Mucinex +30% FY 2007 Projected % total Mucinex Mucinex DM Mucinex Children s Mini-Melts Mucinex Children s Liquids Mucinex D Delsym Source: IRI U.S. FDMx, 52 weeks ended 7/2/06 and projection for 52 weeks ending 7/1/07. 6
7 CCAS Category Major Brands Performance $ Sales (MM) $ % Chg VYA $ Share Chg Vs. VYA (1) Tylenol (2) Mucinex (3) Nyquil (4) Robitussin (5) Claritin (6) Sudafed (7) Airborne (8) Benadryl (9) Theraflu (10) Alka Seltzer Plus (14) Delsym Source: IRI, U.S. FDMx, 12 weeks ended 2/25/07. 7
8 CCAS Brands Top 10 Productivity Rank - $ Sales per SKU $ Sales per SKU (MM) Avg # SKU s carried Dollar Sales Rank Mucinex Airborne Delsym Zicam Nyquil Claritin Sudafed Tylenol Theraflu Robitussin Source: IRI, U.S. FDMx, 12 weeks ended 2/25/07. Note: Avg # SKU s is for the 12 weeks ended 12/31/06. 8
9 New Products Fiscal 2007 Fiscal 2006 Fiscal
10 Mucinex Core Equity Mucinex = Mucus Out 10
11 Consumer and Professional: Working Together to Build Trial & Conversion Consumer Advertising Professional Detailing Generates Consumer Awareness Trial Purchase Generates Professional Recommendations 11
12 Loyal Consumer Base Of the consumers who use Mucinex ~90% intend to buy it again ~30% try more than one type of Mucinex ~70% actually plan their purchase ~50% would rather make an additional trip to another store if their store did not have Mucinex Source: Proprietary on-line research conducted 12/06. 12
13 Mucinex Adult Products Today 600 mg. guaifenesin-based 12 hour tablets Leading position in cough, cold, allergy, sinus category Highly productive franchise 13
14 Maximum Strength Mucinex: A Major Addition to the Mucinex Franchise 14
15 One Tablet Dose Preferred 63% of current Mucinex users take only one tablet per dose Majority of consumers would choose to take one 1200 mg tablet/dose Trading consumers up should achieve better outcomes One 1200mg Tablet 56% One 600 mg Tablet 27% Two 600mg Tablets 16% 0% 20% 40% 60% 80% 100% Preferred Mucinex Dosage for Mucinex and Non-Mucinex Users Source: Maximum Strength Mucinex Discrete Choice Study, 3/07. 15
16 46% of the Volume for Maximum Strength Mucinex Will Come From Competitive Brands 54% of the volume for Maximum Strength should come from current Mucinex products Competitive Brands 46% Total Mucinex 54% Maximum Strength Source of Volume Source: Maximum Strength Mucinex Discrete Choice Study, 3/07. 16
17 Strong Potential for Maximum Strength In year 1, Maximum Strength Mucinex is projected to achieve between $50MM and $70MM in consumption Approximately 40% of Maximum Strength Mucinex dollars expected to be incremental Total Adult Mucinex franchise is expected to grow in excess of 20% Source: Maximum Strength Mucinex Discrete Choice Study, 3/07. 17
18 Mucinex Equity Travels to a New Market Segment
19 Mucinex Nasal Sprays 19
20 Mucinex Nasal Sprays Mucinex Nasal Sprays will compete in a $370MM OTC category Nearly a 50/50 split between medicated and non-medicated segments IRI, FDMx 52 Wks Ended 12/31/06 $ Sales (MM) % Chg VYA Total Nasal Category $ Non-Medicated Sprays/Drops/Inhalers Medicated Sprays/Drops
21 Mucinex Should Build Nasal Spray Category Proprietary research indicates that 64% of current Mucinex adult users who do not use other nasal sprays intend to purchase Mucinex Nasal Spray Importantly, these users will add this new product to their treatment regimen New Category Users Category Expansion Higher Retail Revenue Source: Proprietary research conducted 12/06, % of respondents that stated (Definitely/Probably would buy). 21
22 Mucinex To Capture Existing Consumers 57% of current nasal spray users also expressed intent to purchase Mucinex Nasal Spray Current Afrin users potentially the largest source Mucinex adds value with 50% more product per unit Higher Mucinex Retail Ring Higher Retail Revenue Source: Proprietary research conducted 12/06, % of respondents that stated (Definitely/Probably would buy). 22
23 Mucinex Nasal Sprays Market Opportunity Expands Mucinex franchise into additional respiratory segment High percentage of cough /cold category sufferers also use nasal sprays Year 1 projected to achieve 4% 5% dollar share of nasal sprays market. Goal: Become # 2 Brand by Year 2 Leading Medicated Nasal Spray Brands 2006 Dollar Share Afrin 16% Vicks Sinex 6% Zicam 3% 4 Way 3% Source: IRI, U.S. FDMx, 52 weeks ended 12/31/06. 23
24 Children s Mucinex Products Today Immediate-release guaifenesin-based line Innovative form addressing consumer needs Highly productive line poised for a top place within segment 24
25 New Additions to the Children s Mucinex Line Cough is viewed as most disruptive symptom by parents* Good taste and easy to take are critical to compliance according to both moms and pediatricians* Cold indication represents multi-symptom relief Children s Mucinex is expected to grow in excess of 20% in consumption from FY07 to FY08 *Source: Millward Brown Consumer Tracker 1/07. 25
26 Delsym Core Equity Delsym = 12 hour Cough Relief 26
27 Delsym Provides Unique Benefits The first and only OTC cough liquid that suppresses cough for 12 hours 4 hours longer than leading competitor Patented extended-release technology Great-tasting flavor 27
28 Delsym Consumption Reached New High $9 $8 Adams Acquired Delsym +70% VYA $7 $6 Millions $5 $4 $3 $2 Professional Promotion Began Consumer Advertising Began Achieved all-time consumption high of 18.9% at peak * ahead of Robitussin DM $1 $0 03/19/06 04/16/06 05/21/06 06/18/06 07/16/06 08/13/06 09/10/06 10/08/06 11/05/06 12/03/06 12/31/06 01/28/07 02/25/07 Source: IRI U.S. FDMx, 52 weeks ended 2/25/07. * 4 weeks ended 12/31/06. 28
29 Delsym Grape Should Attract New Users New grape variety provides greater choice to consumers for whom flavor is a trial motivator Fills an important flavor gap in the franchise Total Delsym consumption expected to grow 15% to 20% in FY08 29
30 Expansion Accelerates in FY08 Fiscal
31 Adams Enters the Rx Market
32 Mucinex With Codeine First New Codeine Cough Combination Rx in 15 years For example purposes only. 32
33 Codeine Cough Market 10.3 MM TRx s Codeine Market = 10.3 MM TRx s Market *$70/Rx Promethazine + Codeine 5,795,735 =$721MM Guaifenesin + Codeine 4,310,557 All other Codeine Combos 179,250 Primarily short-acting generics Primarily liquids Source: IMS NPA TRx MAT 1/07 *Parity price with branded molecule (Tussionex ) 33
34 Unique Features and Benefits Two titration options Patient convenience and compliance advantage B.I.D. dosing schedule Currently available agents T.I.D. or Q.I.D. Only long-acting oral solid codeine combination Safe and well tolerated No anti-cholinergic effects 34
35 Syrups vs. Tablets Convenience and Accuracy Messy cough liquids Two convenient longacting 1200 mg tablets *12 teaspoons No messy syrups or short-acting formulations No sleep interruptions due to nighttime dosing Less concern about dosing accuracy Flexible dosing (600mg or 1200mg) to maintain therapeutic effectiveness for 12 hours Based on recommended doses cited in the 2006 Physicians Desk Reference * Maximum daily dose: 2-tsp every 6 hours; 12- teaspoons/day ** Maximum daily dose: mg tablets B.I.D. 35
36 Codeine Cough Market 10.3 MM TRx s Codeine Market = 10.3 MM TRx s Guaifenesin + Codeine 4,310,557 Promethazine + Codeine = 5,795,735 $721MM All other Codeine Combos 179,250 What is the potential value of market penetration? Source: IMS NPA TRx MAT 1/07 36
37 Codeine Potential Mucinex with Codeine Opportunity % $ MM 14-18% % $ MM % 5-6% $48-55 MM $ MM 0 $9-11 MM FY 2008 FY 2009 FY 2010 FY 2011 FY2012 Launch years will require aggressive promotion to break prescriber habits Total sales across both sub -markets. Note: Managed Uncertainty in care the forecast acceptance is captured as a +/ will be - 10% critical range around to ensure the expected values seamless reimbursement MCO goal: 70% tier II/III coverage in first full year For example purposes only and not intended to forecast future results or expectations of future performance. Note: Percentages represent TRxs 37
38 Launch Strategy Considerations Dec 2006 NDA Submission Oct 2007 FDA PDUFA Earliest *LAUNCH Possible March 2007 NDA Submission Accepted by FDA 2008: Set the table Physician targeting Managed care coverage 2009: Fully optimized launch *Pending FDA Approval DDMAC Review 38
39 Near-Term Catalysts for Growth OTC Portfolio Diversification and Expansion New Rx NDA Mucinex with Codeine FDA Exclusivity Decision on DM and D 39
40 FDA Exclusivity Decision Pending Mucinex SE Mucinex DM Mucinex D Consumer Advertising November 2004 Competing Product Removal? 1.5 MM Rx $21 MM Rx market Competing Product Removal? 6.7 MM Rx $84 MM Rx market Competing Products Removed December 2003 $125 MM Rx market Consumer Advertising November 2004 Consumer Advertising February 2006 Launched July 2002 Launched August 2004 Launched October 2005 Approved July 2002 Approved April 2004 Approved June 2004 Note: Market size = No. of Rx s (based on IMS Health NPA data for 12 months ended 12/31/06) at Mucinex pricing. 40
41 Deutsche Bank s 32nd Annual Health Care Conference May 3, 2007
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