QIAGEN 2011 Analyst & Investor Day

Transcription

1 QIAGEN 2011 Analyst & Investor Day Dr. Helge Lubenow Vice President Head of Molecular Diagnostics Business

2 Agenda QIAGEN a leading player in molecular diagnostics Clear strategy to drive near term growth: case studies QIAGEN 2011 Analyst & Investor Day 2

3 Gaining leadership in Molecular Diagnostics QIAGEN net sales Strategic drivers 1. Improve automation 2. Expand assay menu 3. Broaden global presence HPV test Leader in Profiling artus assays $398 m Life Sciences Other Leader in Prevention Leader in Automation QIAsymphony Leader in Personalized Healthcare DxS $1,087 m Molecular Diagnostics Applied Testing Pharma Academia QIAGEN 2011 Analyst & Investor Day 3

4 Molecular Diagnostics four P framework Laboratory-based testing Portable testing Prevention Profiling Personalized Healthcare Point of Need At an early stage ~30% ~75% ~65% QIAGEN accessible markets Market size: $400 m HPV, latent TB Market size: $700 m CMV, EBV, HBV, HIV, HCV, influenza Market size: $100 m KRAS, EGFR, BRAF, PI3K, path genotyping Total potential markets* Market size: $1 bn Market size: $1.5 bn Market size: $250 m HPV, CT/NG, women s health panels, latent TB CMV, EBV, HBV, HIV, HCV, influenza KRAS, EGFR, BRAF, PI3K, path genotyping *Market size predicated on full global regulatory approvals Percentages represent share of QIAGEN accessible market Source: QIAGEN internal data, industry investor reports QIAGEN 2011 Analyst & Investor Day 4

5 Addressing HPV market dynamics HPV sales contribution 80% 15% HPV (U.S.) 5% Molecular Diagnostics (non-hpv) Applied Testing Pharma Academia HPV (Rest of world) U.S. solidify market leadership Driving HPV testing conversion ~45% penetration Guidelines favor HPV / Pap co-screening Regional and customer lab opportunities Working with customers Renewing major multi-year contracts Benefits: Gold standard and switching risks Providing automation improvements Decapper Building on HPV status for MDx portfolio HPV a blockbuster assay Strong relations with many labs Rest of world Convert to primary screening Unrivaled clinical data Regional actions Europe: Leader, many pilot/regional tenders Latin America: Mexico implementation Asia-Pacific/Japan: Various opportunities QIAGEN 2011 Analyst & Investor Day 5

6 QIAsymphony RGQ: Foundation for MDx expansion Business rationale for labs to switch platforms Increased workforce utilization Increased asset utilization Increased lab efficiency Improved profitability QIAsymphony RGQ offering Workflow consolidation Full walk-away automation Continuous loading Parallel assay processing Intuitive software Menu consolidation Broad commercialized assay menu Compatibility with all specimens and volumes Largest range of applications Open platform Flexibility for LDTs Broad range of protocols Downward compatibility with existing systems LDTs Laboratory developed tests QIAGEN 2011 Analyst & Investor Day 6

7 Reagent rental model Reagent rentals: Same profitability with steadier contributions Life Sciences: Capital sale Diagnostics: Reagent rental In $ Year 1 Year 2 Year 3 Year 4 Year 5 Total Year 1 Year 2 Year 3 Year 4 Year 5 Total Instrument sales 100, ,000 Consumables sales 30,000 50,000 70,000 90,000 90, ,000 50,000 70,000 90, , , ,000 Gross sales 130,000 50,000 70,000 90,000 90, ,000 50,000 70,000 90, , , ,000 Assumptions $100,000 instrument sales price $90,000 average annual consumables months sales and implementation cycle Equivalent consumables Reagent rental: Instrument costs prorated over contract life Advantages of reagent rentals Premium on consumables to lease instrument Ensures usage due to purchase commitments New tests add significant incremental sales Continuous upgrade cycle Early 2011 start of reagent rental agreements with QIAsymphony RGQ launch QIAGEN 2011 Analyst & Investor Day 7

8 Agenda QIAGEN a leading player in molecular diagnostics Clear strategy for near term growth: case studies QIAsymphony Integrated Health Networks Mexico HPV KRAS Develop markets Gain market share Broaden geographic presence Profiling Prevention PHC QIAGEN 2011 Analyst & Investor Day 8

9 QIAsymphony RGQ driving lean labs Case study: St. Elisabeth Hospital, Tilburg, The Netherlands Typical mid-sized European hospital laboratory 49 molecular tests Annual volume: ~70,000 tests and growing Process tests for 8 hospitals and clinics Case study 1 Issues Redundant instruments Too many administrative tasks Need to consolidate tests to panels Conducted Lean analysis Minimize waste in processes Consolidate platforms and vendors QIAGEN 2011 Analyst & Investor Day 9

10 QIAsymphony RGQ driving lean labs Lean lab consolidation Case study 1 Competitors Platform providers Assay providers Past Present Past Present 38 of 49 tests consolidated on QIAsymphony RGQ Competitors LDTs on QS-RGQ Adenovirus Bocavirus Coronavirus Enterovirus hmpv Flu A/B PIV Rhinovirus RSV A/B Polyomavirus B. pertussus C. psittaci C. pneumoniae C. burnettii L. pneumophila M. pneumoniae C. coli Salmonella Shigella STEC C. diff Norovirus Rotavirus Astrovirus Sapovirus C. parvum G. lamblia E. histolytica Enterovirus HSV VZV JCV Mumps Measles T. gondii B. henselae M. tuberculosis Bacterial culture QIAGEN 2011 Analyst & Investor Day 10

11 U.S. IHNs a key target for HPV co-testing adoption Case study 2 Integrated Health Networks Increasing number of U.S. hospitals and physicians become affiliated with IHNs IHNs have spent $5 billion since 2008 acquiring physicians 1 IHNs dominate U.S. hospital market Networks of hospitals, physicians and care facilities Prioritize quality care, evidence-based medicine and cost-effectiveness Set best practice policies in guidelines and drive enforcement Require more strategic selling approaches Physicians Selected IHNs 1 Insurers revive HMO-like networks, P. Wechsler, Bloomberg, Sept 22, 2011 QIAGEN 2011 Analyst & Investor Day 11

12 U.S. Targeting IHNs for HPV test adoption Case study: PeaceHealth (Oregon, Washington and Alaska) 9 hospitals and 7 physician groups Case study 2 Gained systemic interest through Medical Directors Established guidelines for HPV co-testing Implemented guidelines through key departments Launched co-campaigning to physicians and patients Q1 Q2 Q3 Start of 2011 HPV penetration: 12% Q HPV penetration: 25% QIAGEN 2011 Analyst & Investor Day 12

13 Successfully driving HPV screening in Latin America Case study 3 Governments ready for screening Insurance in place 90% of population covered under public programs Cost-effectiveness Mexican study: HPV testing always more costeffective than Pap alone (Flores, 2010) Pilot implementation Openness to participate, fine-tuning as needed Cervical cancer: No. 1 cancer in women Cervical cancer: No. 2-3 cancer in women Supportive factors Robust HC2 chemistry performs well in low-complexity labs Collection system allows for fully integrated automated workflows Broad local and international KOL support Small initiatives can be reproduced in national programs Source: WHO/ICO Information Center on HPV and Cervical Cancer QIAGEN 2011 Analyst & Investor Day 13

14 Mexico has pioneering role in HPV primary screening Case study #3 Insured Mexican women, ages (In millions, by type of insurance) Creating a high-impact program : Market development work 2008: Obtaining regulatory approvals HPV test receives federal recommendation Official catalog number assigned to HPV test : Program launch and implementation National implementation Consistent sales contributions Indigent Government Workers Goal: 27% reduction in cervical cancer deaths within 5 years QIAGEN 2011 Analyst & Investor Day 14

15 QIAGEN winning KRAS biomarker market in Japan Case study 4 Case study: KRAS testing in Japan National testing centralized at SRL QIAGEN gets approval, begins selling therascreen KRAS to SRL SRL to launch therascreen EGFR SRL develops KRAS lab developed test (LDT) QIAGEN acquires DxS therascreen KRAS growth and homebrew conversion Customized workflow Customized extraction Systems integration Lean workflow consultancy Local registration Rapid results 2011: 20,000 tests 2012 target:: 30-50% sales growth QIAGEN is the only MAH for commercialized KRAS tests in Japan MAH Marketing Authorization Holder QIAGEN 2011 Analyst & Investor Day 15

16 QIAGEN Molecular Diagnostics in 2015 World leader in Molecular Diagnostics Profiling: Broad menu on QIAsymphony RGQ Prevention: No. 1 HPV position provides critical mass PHC: Driving global market development Strong, stable business in developed markets Expanding presence into high-growth markets: Asia Pacific, Eastern Europe and Latin America QIAGEN 2011 Analyst & Investor Day 16