Interview: GSK India's Playbook For Vaccines Dominance

Deft pricing and effective physician engagement appear to have helped shape GSK's sustained dominance in the Indian self-pay vaccines market. GSK Pharmaceuticals India managing director, Annaswamy Vaidheesh, takes Scrip through some of the strategies at play including the sharp recalibration in the price of Synflorix and how the British multinational is harnessing digital technology to stay "close" to its customers.

GlaxoSmithKline Pharmaceuticals Ltd. has been a leader in the self-pay vaccines segment in India for over a decade and the firm's top management indicates that timing the launch right, a "dedicated and trained" field force and "good insight" about pricing have been vital in staying ahead of competition.

"It's very easy to launch a new product which has got great value to add and skim it at the...

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