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 higher end, whereas GSK has always adopted an approach of access to medicines as a fundamental driver. So we've always had India-specific prices. That is a very important lesson for companies…
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