

Herceptini Marketing
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HERCEPTINI trastuzumab is the first humanised monoclonal antibody in the medical field. It targets the human epidermal growth factor receptor 2 (HER-2) gene that is the driver behind the most aggressive breast cancer HER2+ subtype. Gentech marketing strategy aimed to build awareness, trust and usage penetration amongst oncogenic key opinion leaders and HER2+ patients through compelling and relevant communication programmes, within-reach distribution access and reasonable price proposition.
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Herceptini Value Proposition
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Herceptini trastuzumab is a Gentech proprietary first-in-market humanised monoclonal antibody (mAb). It targets an oncogene human epidermal growth factor receptor 2 (HER2) gene which our scientists identified. This cancer profile is termed the HER2+ subtype. Extremely high specificity, a novel engineered mAb and the first mAb to target an oncogene which can deliver better patient outcomes than monoclonal chemotherapy therapy are the basis of Herceptini trastuzumab’s strategic advantage and value proposition. This is a greenfield therapy and there is no competitor.
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Herceptini trastuzumab targets key catalytic kinase human epidermal growth factor receptor 2 (HER2+) in early-stage and metastatic subtype breast cancer, which is more aggressive and faster-growing than other subtypes. Overexpression of HER2+ brings increased homodimerization and heterodimerization that leads to a stronger pro-tumorigenic signalling cascade and expedites the growth of breast cancer cells.
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Current cancer treatment of HER2+ cancer includes a combination of surgery to remove the tumour, radiation therapy to reduce the risk of recurrence and chemotherapy to kill cancer cells. Chemotherapy treatment has toxic side effects and a lower survival rate than other subtypes of breast cancers. Successful clinical trial results have shown that Herceptini trastuzumab combined with chemotherapy as the first line of treatment is able to deliver superior patient outcomes than chemotherapy monotherapy. Significant improvements are in overall response rate, longer duration of response, 20% reduction in risk of death, time to disease progression and time to treatment failure. Moreover, there is only a marginal difference in the incidence and severity of adverse events comparatively.
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Target Audience
Herceptini’s target audience is oncogene healthcare professionals who are involved in the diagnosis and treatment of breast cancers, including oncologists, surgeons, and nurses.
The secondary target audience are hospital procurement department and hospital administration executives who makes the financial decision for the procurement of Herceptini trastuzumab.

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Market Analysis of Patient Profile
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Breast cancer is the first leading cause of cancer death for women, accounting for 688,562 deaths in 2019 and 527 DALYs per 100,000 (disability-adjusted life years) globally. There were 2.0 million women diagnosed with breast cancer in 2019, and 7.8 million women alive inflicted with breast cancer in 2020 globally.
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Herceptini trastuzumab targets patients with over-expression of HER2+ positive. One in 10 females is at risk of developing breast cancer. Approximately 20% of breast cancer is inflicted with overexpression of HER2 on the tumour cell surface which has a worse clinical outcome. An enhanced activated HER2 signaling pathway is associated with more pessimistic patient outcomes, expedited tumour cell growth, early systemic metastasis, high-trade tumours and associated worse-off morbidity and mortality. In other words, one in 50 females has the risk of developing HER2+ breast cancer. Our core patient profile is 50-70 year-old women, with the median age (bull’s eye) at the time of breast cancer diagnosis about 62.
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Breast cancer incidence and prevalence growth in the market were 2.8% and 2.9 respectively for the last 5 years globally. Chemotherapy treatment for breast cancer is expected to grow to USD 2.1 billion in 2023. Based on the assumption that trastuzumab is a first-line adjuvant with chemotherapy treatment, trastuzumab has the potential to grow to an equivalent market size.
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Global breast cancer death (2019)
Global breast cancer DALYs (2019)
(Disability-Adjusted Life Years)
Data source: The Institute for Health Metrics and Evaluation (IHME)
Global breast cancer incidence (2019)
Global breast cancer prevalence (2019)
Data source: The Institute for Health Metrics and Evaluation (IHME)

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Dosage
Herceptini trastuzumab is recommended for 12 months, during and following paclitaxel, docetaxel, or docetaxel/carboplatin treatment.
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An initial dose of 4 mg/kg as an intravenous infusion over 90 minutes and subsequently at 2 mg/kg as an intravenous infusion over 30 minutes weekly during chemotherapy for the first 12 weeks (paclitaxel or docetaxel) or 18 weeks (docetaxel/carboplatin).
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Thereafter, administer Herceptin at 6 mg/kg as an intravenous infusion over 30-90 minutes every three weeks, starting a week after the last weekly dose of Herceptin.
The full treatment dosage is between 6000-7700mg per patient.
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Herceptini trastuzumab is available in single-dose 150mg/vial or
multi-dose 420 mg/ vial in lyophilized sterile powder under vacuum. One carton contains 10 vials. The vials need to be stored in refrigerator at 2°C to 8°C (36°F to 46°F) until time of reconstitution
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Pricing Strategy
Herceptini trastuzumab will be launched in the market at SGD 9.38/mg or an average of SGD 5,550 per-cycle. The pricing strategy is 50-60% of chemotherapy drug price on a per-cycle basis. Herceptini trastuzumab full-course treatment will cost ~$65,000 over a 52-week period, which is parity to 4-course treatment over one year of chemotherapy.


Distribution Strategy
Gentech has a strong partnership and investment from the Swiss multinational healthcare company Roshe. Roshe is one of the world’s largest pharmaceutical healthcare companies with a well-established distribution, sales, and marketing network since its establishment in 1896. As an industry global leader, it is also at the forefront of many drug innovations and healthcare diagnostic equipment. With Roshe investment, Gentech has been able to advance the development of trastuzumab into clinical success and health regulatory approval. Roshe operates in more than 150 countries with over 88,000 staff. Gentech will leverage Roshe’s cold chain management, shipping, warehousing, and distribution network to reach hospital end-point destinations in the target markets.
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Manufacturing Strategy
Gentech has been privileged to leverage Roshe’s manufacturing and supply chain know-how and partnership to help build its first laboratory and manufacturing facilities in Singapore and the USA. These manufacturing facilities will serve Asia-Pacific (Singapore, Australia, Japan) and USA demands in the initial stage. Gentech will expand into North Asia (China and Japan) in the 4th year with a new facilities plant in Shanghai following expected China regulatory approval in a year’s time.
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Penetration & Sales Strategy
Herceptini trastuzumab will be first launched in the USA, Australia and Singapore. USA, Australia and Singapore are positioned as key markets as both the USA and Australia are amongst the top 3 highest breast cancer incidence rates globally, with incidence of 151 and 125 new cases per 100,000 population respectively. Singapore was chosen as Gentech R&D lab is initially based in Singapore.
These three countries were also selected as lead countries for clinical trials due to the presence of high-quality research facilities, well-trained research and medical expertise in Good Clinical Practice (GCP), regulatory efficiency, and critically, rippling effects that influence expedited regulatory approvals in other markets. The next wave of launch markets is North Asia including China, Japan and Korea within the first 3 years.
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The expected number of HER2+ patients from the target markets for 100% penetration in incidence are projected to be 111,124 patients. Sales projection assumptions are built upon increasing penetration for key markets (USA, Australia and Singapore) over 3 years, and expansion into Japan and China in the 3rd year. The company expect to generate SGD 1.678 billion in first year, and doubled the revenue growth rate over following two years at SGD 2.668 billion and SGD 4.434 billion.
Gentech will develop its own business development teams in launch countries, and tap on Roshe’s country-level and local sales force for sales operational support.
Global breast cancer incidence & Prevalence (2019)

Data source: The Institute for Health Metrics and Evaluation (IHME)
Herceptini trastuzumab 3-year Sales Projection


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Communication Strategy
As a novel and new therapy for oncogene, the go-to-market communication objective is to build brand and product awareness as well as adoption amongst target patients and key stakeholders and influencers. Stakeholders and influencers include oncogenic doctors and expert panels, hospital management and buyers as well as global and local breast cancer awareness organisations.
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The communication strategy will be a two-pronged approach.
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Top-down approach to build awareness, advocation and adoption of Herceptini trastuzumab amongst key opinion leaders such as oncogenic doctors and scientists.
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Bottoms-up approach to build awareness, relevance and usage of Herceptini trastuzumab treatment amongst HER2+ female patients.

Key Opinion Leader (KOL) Engagement
Gentech will also engage aggressively with prominent breast cancer experts (oncologists and researchers) to endorse Herceptini trastuzumab. The collaboration will also see the release of scientific literature and white papers to build trust and traction for Herceptini trastuzumab. These KOLs will also be the spokespersons for healthcare industry engagement activities.
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Oncogenic Conferences, Symposia
and Training Workshops
The content of KOL’s engagement will cover its advantageous clinical trial results and research findings including Herceptini trastuzumab safety and efficacy and pharmacokinetics as well as accumulating case studies in clinical settings. The showcase platforms targeted are oncogenic and relevant scientific conferences, symposia and training workshops for medical professionals.
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Direct Patient Marketing
To build awareness and relevance to HER2+ female patients, offline and online communication will be developed. The content will cover Herceptini trastuzumab treatment, its benefits and potential side effects. Off-line communication materials include posters and pamphlets for distribution in local clinics and hospitals. Off-line communication will include a consumer-centric website, social media advertising (where allowed) and SEO and content optimisation. A very well-trained patient support team will also be set up to support and answer their queries on the product, cost, potential side effects, insurance coverage and government reimbursement.

Patient Education Programme
A non-branded education initiative to help patients and their families understand breast cancer testing, HER2 pathophysiology and progression, the technology and benefits of Herceptini trastuzumab. The education programme will be launched in tandem with distribution penetration. The marketing team will also collaborate with cancer organisations to help build awareness and understanding of HER2+ breast cancer and its treatment options, including Herceptini trastuzumab.

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Product Development Strategy
Herceptini trastuzumab deployed a synergistic-plus strategy to build its penetration and expansion into the breast cancer market to recruit patients who are at different stages of breast cancer and administered with different chemotherapy therapies available under the standard of care. Administration extension includes neoadjuvant and adjuvant intervention as well as routes of administration.
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Herceptini trastuzumab was launched as an adjuvant with chemotherapy drugs (docetaxel, paclitaxel and carboplatin). Clinical trial pipelines include Herceptini® with chemotherapy Doxorubicin, 5-Fluorouracil, cyclophosphamide, capecitabine, ixabepilone and oxaliplatin.
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Herceptini trastuzumab will also be deployed as adjunctive therapy with other therapies. Clinical trials in pipeline development include hormone therapy drug anastrozole (aromatase inhibitor), kinase inhibitor (Lapatinib) and GM-CSF.
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Herceptini trastuzumab as monotherapy is also being actively investigated in a future clinical trial.
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Herceptini trastuzumab usage in breast cancer will also be extended by combination use with other antibodies. Clinical pipeline development includes pertuzumab and bevacizumab.
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Herceptini trastuzumab technology platform is in development to create antibody-drug conjugate (ADC) with emtansine and deruxtecan.
References
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Escrivá-de-Romaní S, Saura C. The change of paradigm in the treatment of HER2-positive breast cancer with the development of new generation antibody-drug conjugates. Cancer Drug Resist. 2023;6(1):45-58.
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Slamon DJ, Clark GM, Wong SG, Levin WJ, Ullrich A, McGuire WL. Human breast cancer: correlation of relapse and survival with amplification of the HER-2/neu oncogene. Science. 1987;235(4785):177-82.
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WHO WHO. Breast Cancer 2023 [Available from: https://www.who.int/news-room/fact-sheets/detail/breast-cancer.
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Eiermann W. Trastuzumab combined with chemotherapy for the treatment of HER2-positive metastatic breast cancer: pivotal trial data. Ann Oncol. 2001;12 Suppl 1:S57-62.
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Slamon DJMDP, Leyland-Jones BMD, Shak SMD, Fuchs HMD, Paton VP, Bajamonde AP, et al. Use of chemotherapy plus a monoclonal antibody against HER2 for metastatic breast cancer that overexpresses HER2. The New England journal of medicine. 2001;344(11):783-92.
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IHME TIfHMaE. Global Burden of Disease (GBD). 2023.
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Trastuzumab H. Herceptin® (trastuzumab) Dosing in HER2+ Adjuvant Breast Cancer 2023 [Available from: https://www.herceptin.com/hcp/adjuvant-breast-cancer/dosing-and-administration/dosing.html.