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The last few years have seen a spate of M&A deals in the emerging markets, with big pharma companies paying ever-increasing earnings multiples to acquire generic assets in countries that have strong growth prospects but populations with low purchasing power. Generics companies have also been trying to enter these markets, but have had to use more complex strategies as they have largely been priced out of competitive auctions.

In this session, we will examine whether the emerging markets really are the big opportunity that the pharmaceutical industry hopes. How are these countries likely to evolve in the wake of the recent economic crisis? And who is best placed to benefit from any coming changes – generic companies or big pharma? Or are the two likely to become indistinguishable as their business models converge in branded generic markets?

We also take a practical look at how best to build a successful branded generic business in the emerging markets, including strategies to deal with the biggest challenges that new entrants are likely to face.


Session Objectives

The session will examine the challenges and opportunities offered by the emerging markets, and help participants to develop successful strategies for market entry.

The speakers will present structured content in a practical and interactive session, providing the opportunity for attendees to add to the debate by discussing their own experiences.

  • Emerging markets - Where are they and why are they so interesting? Does the term mean the same thing to Big Pharma and generic companies? How are the markets changing?
    • Market dynamics
    • Key industry challenges and strategic considerations
    • Analysis of recent M&A transactions
    • The future landscape for M&A activity


  • How do Big Pharma and generic companies compete in the emerging markets? 
    • Is Big Pharma able to combine the entrepreneurship and flexibility of generics business with brand pharma expertise?
    • What are the key success factors that enable companies to stay ahead in the generics market?
    • Are generic and innovator strategies likely to converge in emerging markets?


  • How can new entrants overcome the challenges and develop the opportunities in emerging markets?
    • What is the best way to enter the market?
    • What are the biggest risks?
    • What is the best strategy for growth?


Benefits of attending

  • LEARN more about the emerging markets
  • FIND OUT where the best opportunities are in the emerging markets and how to exploit them
  • UNDERSTAND what the main risks are in emerging market entry
  • SHARE experiences with other participants


About the Chairs

Paul Mendelsohn

Paul is Managing Director and founder of Pharmawise Ltd, a consultancy company specialising in the Generic Pharma Sector offering clients strategic, commercial and scientific advice through its international network of industry experts. Pharmawise clients include many of the worlds leading pharmaceutical companies.

Paul Mendelsohn has 20 years of experience in the Pharmaceutical Generic Industry, working internationally to build and develop companies.
Paul was Director of New Business development at Ivax Europe and before that Head of global business development at Merck Generics. Paul started life in the generics industry in sales and marketing of APIs and dossiers.
Paul also headed up the Generics Division of Waymade Healthcare Plc and was Director of the British Association of Generic Distributors (BAGD).

Paul was also co-founder of entrepreneurial venture capital organization and has a degree in Pharmacy and an MBA from Ashridge (UK)


Frances Cloud, CFA

Frances graduated from Magdalen, Oxford, in Biochemistry and immediately joined Savory Milln as a UK pharmaceuticals analyst. Following its takeover by Swiss Bank Corporation, she took up a role in pan-European pharmaceuticals coverage at IMI before moving to Nomura in 1994. At Nomura, she initially specialised in central European pharmaceuticals companies before shifting to a broader role covering the European generic drug sector.

Frances left Nomura in April 2009 and set up her own company, Pharmacloud. This offers consultancy services to the generic industry and also produces regular research on the generics sector, with a particular focus on those companies operating in Europe.

Frances is very well known as an analyst and expert on the European generics sector and has been involved in many of the M&A transactions that have taken place in the sector in recent years. She is also a frequent speaker at conferences.
Frances is a CFA charterholder.


Pharmawise Ltd.

Pharmawise are a global consulting firm of leading specialists in the generic pharmaceutical industry. 
Our combination of deep expertise and astute implementation has helped many of the world’s leading companies gain competitive advantage in this fast-growing market.
We provide expert-led advisory, our consultants having gained hands-on experience at senior levels across the sector.  We specialize in both strategic and tactical consultancy across commercial, operational and technical domains.

If your growth strategy involves acquiring new business,  offering new products, entering new markets or simply seeking the advice of the sector’s most adept practitioners, speak to Pharmawise. www.pharma-wise.com  

Workshop programme

13:30 Registration & Coffee

Paul Mendelsohn

Paul Mendelsohn, Managing Director, Pharmawise

13:35 Overview of the global emerging markets – size, growth trends, key players. Definition of emerging markets from a generic perspective

14:15 Evolution of the structure of the markets – pricing and reimbursement, emergence of unbranded generics, barriers to entry

15:00 Analysis of recent M&A transactions and discussion of likely future opportunities

15:45 Afternoon Tea

16:00 Building a successful business in the emerging markets – Key factors to consider and pitfalls to avoid

17:00 Wrap up and Questions

17:30 Close of workshop


Millennium Gloucester Hotel

Harrington Gardens
London SW7 4LH
United Kingdom

Millennium Gloucester Hotel



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CPD stands for Continuing Professional Development’. It is essentially a philosophy, which maintains that in order to be effective, learning should be organised and structured. The most common definition is:

‘A commitment to structured skills and knowledge enhancement for Personal or Professional competence’

CPD is a common requirement of individual membership with professional bodies and Institutes. Increasingly, employers also expect their staff to undertake regular CPD activities.

Undertaken over a period of time, CPD ensures that educational qualifications do not become obsolete, and allows for best practice and professional standards to be upheld.

CPD can be undertaken through a variety of learning activities including instructor led training courses, seminars and conferences, e:learning modules or structured reading.


There are approximately 470 institutes in the UK across all industry sectors, with a collective membership of circa 4 million professionals, and they all expect their members to undertake CPD.

For some institutes undertaking CPD is mandatory e.g. accountancy and law, and linked to a licence to practice, for others it’s obligatory. By ensuring that their members undertake CPD, the professional bodies seek to ensure that professional standards, legislative awareness and ethical practices are maintained.

CPD Schemes often run over the period of a year and the institutes generally provide online tools for their members to record and reflect on their CPD activities.


Professional bodies and Institutes CPD schemes are either structured as ‘Input’ or ‘Output’ based.

‘Input’ based schemes list a precise number of CPD hours that individuals must achieve within a given time period. These schemes can also use different ‘currencies’ such as points, merits, units or credits, where an individual must accumulate the number required. These currencies are usually based on time i.e. 1 CPD point = 1 hour of learning.

‘Output’ based schemes are learner centred. They require individuals to set learning goals that align to professional competencies, or personal development objectives. These schemes also list different ways to achieve the learning goals e.g. training courses, seminars or e:learning, which enables an individual to complete their CPD through their preferred mode of learning.

The majority of Input and Output based schemes actively encourage individuals to seek appropriate CPD activities independently.

As a formal provider of CPD certified activities, SMI Group can provide an indication of the learning benefit gained and the typical completion. However, it is ultimately the responsibility of the delegate to evaluate their learning, and record it correctly in line with their professional body’s or employers requirements.


Increasingly, international and emerging markets are ‘professionalising’ their workforces and looking to the UK to benchmark educational standards. The undertaking of CPD is now increasingly expected of any individual employed within today’s global marketplace.

CPD Certificates

We can provide a certificate for all our accredited events. To request a CPD certificate for a conference , workshop, master classes you have attended please email events@smi-online.co.uk

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