Generics Segment
In North America, we market products directly to wholesalers, distributors, retail
pharmacy chains, long-term care facilities, mail order pharmacies and GPOs. We
also market our generic products indirectly to independent pharmacies, managed
care organizations, hospitals, nursing homes, pharmacy benefit management companies
and government entities. These customers, called “indirect customers,”
purchase our products primarily through our wholesale customers. In North America,
wholesalers and retail drug chains have undergone, and are continuing to undergo,
significant consolidation, which may result in these groups gaining additional
purchasing leverage.
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In EMEA and the Rest of World, generic pharmaceuticals are sold to wholesalers,
independent pharmacies and, in certain countries, directly to hospitals. Through
a broad network of sales representatives, we adapt our marketing strategy to
the different markets as dictated by their respective regulatory and competitive
landscapes. Our API are sold primarily to generic FDF manufacturers throughout
the world, as well as to other Mylan subsidiaries.
Specialty Segment
Mylan Specialty markets its products to a number of different customer audiences
in the U.S., including health care practitioners, wholesalers, pharmacists and
pharmacy chains, hospitals, payers, pharmacy benefit manager, health maintenance
organizations (“HMOs”), home health care, long-term care and patients.
We reach these customers through our field-based sales force and National Accounts
team of approximately 370 employees, to increase our customers’ understanding
of the unique clinical characteristics and benefits of our branded products.
Additionally, Mylan Specialty supports educational programs to consumers and
patients.
Major Customers
Sales to Cardinal Health, Inc. represented approximately 15%, of consolidated
net revenues.
Sales to McKesson Corporation represented approximately 14%, of consolidated
net revenues.
Consistent with industry practice, we have a return policy that allows our
customers to return product within a specified period prior to and subsequent
to the expiration date.
