Celltrion is rapidly strengthening its market presence in Spain and Portugal, two key European markets, through a series of tender wins and sales achievements, the company said Aug. 12. The company has secured supply contracts through regional and national tenders while stepping up sales and marketing activities to expand prescriptions and product supply.
In Spain, one of the five major European markets known as the EU5, Celltrion’s omalizumab biosimilar Omlyclo, used to treat chronic idiopathic urticaria and allergic asthma, is gaining momentum after establishing an early lead.
Omlyclo is Celltrion’s biosimilar of Xolair, with omalizumab as its active ingredient, and is used to treat conditions including chronic idiopathic urticaria and allergic asthma. It was the first omalizumab biosimilar to receive marketing authorization in Europe.
Celltrion’s Spanish subsidiary was selected as a supplier of omalizumab in government tenders held during the first half of the year in four major regions: Catalonia, the Basque Country, Asturias and Valencia. Prescriptions at individual hospitals have also increased rapidly, with Omlyclo estimated to have captured more than 90% of Spain’s market as of June.
The performance of Celltrion’s Spanish subsidiary has been driven by Omlyclo’s product competitiveness and its locally tailored direct-sales strategy.
Omlyclo is available in a 150-milligram autoinjector formulation not offered by the originator product, allowing it to address a broader range of patient needs. It also has advantages including a longer shelf life than the originator and data supporting stability at room temperature.
Celltrion’s Spanish subsidiary has actively leveraged these product advantages in sales and marketing activities targeting key opinion leaders and other major stakeholders, including healthcare professionals and pharmacy representatives. The company is also emphasizing the healthcare cost savings generated by switching to biosimilars and working to improve the sustainability of Spain’s healthcare system.
Celltrion’s autoimmune disease treatment Aptozma, based on tocilizumab, is also expanding its prescription base after being selected as a supplier in tenders organized by INGESA, a procurement agency under Spain’s Ministry of Health, as well as regional government tenders.
As a result, Aptozma captured more than half of the Spanish market as of the second quarter, establishing a strong market position. The performance is attributed in part to Celltrion’s differentiated sales strategy, including the launch in Spain of a 400-milligram formulation not offered by the originator product.
Tender wins have also continued in neighboring Portugal. In national tenders held during the first half of the year, all of Celltrion’s autoimmune disease treatments, including Remsima, based on infliximab; Yuflyma, based on adalimumab; and Steqeyma, based on ustekinumab, were selected as winning bids.
Kang Seok-hoon, head of Celltrion’s Spanish subsidiary, said, “We expect sales growth to accelerate further beginning in the second half of the year, when product supply will begin in earnest,” adding, “We will further strengthen marketing activities targeting key stakeholders and solidify our market position by leveraging Celltrion’s differentiated products and direct-sales capabilities.”