PST

NN: 105 bDKK

NNRE: 22 bDKK

BANC: 5.2 bDKK Sales, 3.3 bDKK OP (72% Operating Margin)

1. NL: 1.127 mDKK

2. SE: 815 mDKK

3. DK: 714 mDKK

4. CH: 704 mDKK

5. FI: 484 mDKK

6. BE: 424 mDKK

7. AT: 331 mDKK

8. NO: 323 mDKK

9. IRE: 214 mDKK

• Tresiba® basal initiation and switches in T2
• Victoza® leverage LEADER results
• Fiasp® convert and initiate (focus on pump segment)
• Ryzodeg® to receive from NovoMix^®
• ^{NovoEight® Maximise patient uptake with optimal contracting}

• Start basal patients on biosimilars -> Disseminate on hypo- and dose reduction
• Extension of WGP price referencing system -> EUNC price setting immportance
• Loss of N7 sales to ACE910 -> Using smart N7 data
• Price pressure on FlexPro® in new buying round -> request market fit price

• Sales support 11.8 mDKK (Tresiba and Fiasp)
• Events & conventions 7.3 mDKK (Fiasp and Tresiba)
• Market Access 3.3 mDKK (Victoza)

Q4 2018

100% vs. 11% (GPs and Specs vs. only Specs)

23 SRs in Primary care insulins (70% Tresiba® and 30% Ryzodeg® in C1 and C2 and 50% Tresiba® 50% Fiasp® in C3)

7 SRs in Secondary care insulins (50% Tresiba® and 50% Fiasp for all three cycles)

4 KAM with 60% Tresiba®, 10% Ryzodeg and 30% Fiasp®

4 SRs in secondary care GLP-1 (70% Victoza® and 30% Xultophy®)

Sanofi with Toujeo (lower volume and same efficacy as Lantus) and Suliqua (convenience of device)

Lilly with Humalog (lower volume), Abasaglar (Pharmacists benefit from prescribing it) and Trulicity (Focus as add on to basal and convenience)

- 86% get a Rx by GPs

- Trad. OAD, Diet&Exercise, Insulin, DPP4 and GLP-1

- Basal-Bolus, Basal only, Premix, Basal only and Fixed combo (0)

Traditional OaD, Insulin Therapy, GLP1, DPP4 and DietExercise (0)

Basal-Bolus, Basal only, Premix, Fixed combo, bolus only

Total (350'000 diagnosed) first Diet&Exercise, DPP4, Insulin, OAD, SGLT2, GLP1

• Lunch talks Victoza abd Xultophy
• Scientific roundtables Victoza, Xultophy and Ozempic
• Joint Cardio Specs meetings scientific
• Aerzteseminare

9 SRs with 50% Xultophy, 40% Victoza and 10% Tresiba in C1 and C2 and 30% Xultophy and 70% Ozempic

5 KAMs with equal allocation to Xultophy, Victoza, Tresiba and Fiasp in C1 an C2 and 100% in C3 for Ozempic