Case Type: market entry, new market; new product.
Consulting Firm: Putnam Associates second round job interview.
Industry Coverage: healthcare: pharmaceutical, biotech, life sciences.
Case Interview Question #00511: Your client Pfizer, Inc. (NYSE: PFE) is a large multinational pharmaceutical corporation. Headquartered in Midtown Manhattan, New York City and with its research headquarters in Groton, Connecticut, United States, Pfizer produces a wide range of drugs. Global revenues in year 2010 are USD $67.8 billion.
Pfizer is in the business of making anti smoking drugs such as Chantix. Chantix (trade name Chantix in the USA and Champix in Canada, Europe and other countries, usually in the form of varenicline tartrate) is a prescription medication used to treat smoking addiction. It both reduces cravings for and decreases the pleasurable effects of cigarettes and other tobacco products. Through these mechanisms the drug can effectively assist some patients to quit smoking.
The client wants to sell Chantix at a premium price. You have been hired as a consultant to find out if the product can be introduced in a country like India – and if so, what is the expected target market, market share and a feasible price at which the drug should be sold. How would you go about it?
Candidate: Since this is a market entry and new product launch case, I would like to structure my discussion around the