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Sales activities in Germany

In Germany, STADA has the following sales companies: STADApharm GmbH¹⁾, Bad Vilbel, STADA GmbH¹⁾, Bad Vilbel, ALIUD PHARMA GmbH, Laichingen, cell pharm Gesellschaft für pharmazeutische und diagnostische Präparate mbH, Bad Vilbel, Hemopharm GmbH Pharmazeutisches Unternehmen, Bad Homburg.

In Germany, STADA’s largest national market, sales decreased by 4% to EUR 122.8 million in the first quarter of 2012 (1-3/2011: EUR127.3 million). Overall, STADA’s German business activities contributed 27.7% to Group sales in the first three months of 2012 (1-3/2011: 30.4%).

The decrease in sales was still attributable to the difficult local framework conditions for generics, which are characterized by intensive competition for tenders for discount agreements with public health insurance organizations. In view of this, sales in the German Generics segment in the first three months of 2012 recorded a decrease of 6% to EUR 87.0 million (1-3/2011: EUR 92.5 million). Sales generated by STADA in the German market with generics amounted to 71% (1-3/2011: 73%) of total sales generated in the German market in the first quarter of 2012. The STADA Group’s market share of generics sold in German pharmacies increased by volume in the first three months of 2012 to approx. 13.4%²⁾ (1-3/2011: approx. 12.4%)²⁾, allowing the STADA Group to remain in position three on the German market.

STADA’s German sales companies are still continuing to participate on an ongoing basis in the numerous tenders for discount agreements by statutory health insurance organizations using various bid strategies characterized by margin and market share aspects and consequently also with a large variation in terms of award results.

Generics sales generated by STADA in Germany were still achieved via various sales companies. Sales of ALIUD PHARMA, the largest of the Group-owned sales companies in the German generics market, decreased in the first quarter of 2012 by 5% to EUR 48.1 million (1-3/2011: EUR 50.5 million). Sales achieved by the Group-owned German generics sales company STADApharm decreased in the first quarter of 2012 by 11% to EUR 30.1 million (1-3/2011: EUR 34.0 million). Sales of STADA’s generics sales company, cell pharm, special supplier for the indication areas oncology and nephrology, was approximately at the same level as the corresponding period of the previous year at EUR 7.6 million (1-3/2011: EUR 7.5 million). Here, the sale of oncological product Tobra-cell® concluded in the third quarter of 2011 must be taken into consideration (sales contribution in the first quarter of 2011: EUR 0.1 million).

In January 2012, the German Federal Institute for Drugs and Medical Devices (Bundesinstitut für Arzneimittel und Medizinprodukte – BfArM) initiated graduated plan proceedings on the active pharmaceutical ingredient citalopram³⁾ based on new study findings of the initial supplier. In the course of this in March 2012, BfArM ordered the recall of the 60mg high-dosage strength of this active ingredient by all suppliers in the German market as well as changing the text of the package inserts of all other active ingredient strengths. The burdens for STADA connected with the implementation of this BfArM order, as well as generally analog measures in the Netherlands, in the the amount of EUR 0.1 million before or EUR 0.1 million after taxes were reported as a one-time special effect.

Sales generated with branded products – primarily under the local sales labels STADA GmbH and Hemopharm – recorded growth of 3% in the first three months of 2012 to EUR 35.5 million (1-3/2011: EUR 34.5 million).

Sales achieved by STADA in Germany with branded products had a total share of 29% (1-3/2011: 27%) of total sales generated in the German market.

For financial year 2012, the Executive Board expects the German business to have a moderate chance for growth on the whole with operating profitability continuing at only just under the Group average. In view of partly high-volume discount agreements concluded in 2011, the STADA Executive Board expects that the Group’s market share by volume will continue to grow in the German generics market.

1)	Acts as a commissionaire for STADA Arzneimittel AG.
2)	Data from IMS Health relating to pharmacy sales to customers (source: IMS/Pharmascope national).
3)	Nutritional supplement (aphrodisiac).

1)	Sales below EUR 0.05 million were rounded to EUR 0.0 million.

1)	Sales below EUR 0.05 million were rounded to EUR 0.0 million.