Discovery
Chemistry
Formulation
Commercialization
introducing
DavosPharma
A leading provider of discovery, chemistry and formulation services,
offering solutions to both emerging biotech and established multinationals
during drug development.
A Strategic Partnership Outsourcing Model
Discovery
Chemistry
Formulation
Commercialization
DavosPharma has a unique model working with best in
class suppliers to customize workable solutions
DavosPharma
Our Value Proposition
Davos has no labs/manufacturing facilities of our own.
We match Client’s needs with Supplier’s Capabilities.
We offer our Clients:
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Carefully Vetted Supplier Base in US, EU, India, China & Japan
Quality Suppliers audited by Davos Technical Staff
Fixed Cost & Predictable Deliverable Timing
Active Project Support & Coordination (“Bandwidth”)
Expert Shipment and Delivery Services
DavosPharma
Resume - Gifford Marzoni
Education:
BS Chemistry with Honors, Lafayette College
MS Organic Chemistry, Purdue University
Work Experience:
Davos Chemical CA, Inc. (1998 - Present)
Vice President, Global Pharmaceutical Development
Agouron Pharmaceuticals (1987-1998):
Director, Head of Pilot Plant Services
Eli Lilly and Company (1978-1987):
Corporate Headquarters, Process Research and Development
Tippecanoe Laboratories, API Technical Services
Patents and Publications:
17 US Patents, 15 Peer reviewed Journal Articles
Regulatory Filings
Participated in filing 7 INDs and 3 NDAs
DavosPharma
DavosPharma Deliverables
We offer a full palette of development and custom manufacturing services:
o Discovery Chemistry and Biology
o Organic Synthesis, Fermentation and Purification
o Analytical Method Development
o Non-GLP and GLP Toxicology (acute, chronic, reproductive, genotox)
o Process Research, Development, and Industrialization
 API
 Dosage Form
o Manufacturing under ISO and cGMP Quality Systems
 Process development and scale-up
 Commercial scale manufacture
All Our Deliverables are Supplied by CRO Partners
DavosPharma
Why Partner?
• Expand internal business development (BD)
function or partner?
– Expansion of BD is expensive
– Partnering only costs once there is business
• Provides access to established business
relationships.
• Broadens sales footprint beyond established
regions.
• Mitigates business risk
DavosPharma
Nature of Partnerships
• Outright partnering
– our standard business model representing
suppliers
• Cooperative partnering
– managing multiple relationships we do not
normally work with
• Competitive partnering
– supplying our competitors
DavosPharma
How Does Our Supplier Pool Change?
1. Organic growth
a) new directions – selling what the market is asking for
2. Pruning
a)
b)
c)
d)
e)
mismatch in cultures
change in BD leadership
changes in ownership
changes in business practices
no opportunities develop
3. New relationships formed
DavosPharma
Nature of Partnering Agreements
• Minimal formality
– If you want to work together, you don’t need much
paper.
– If you don’t want to work together, it doesn’t
matter how much paper you have.
• DavosPharma uses two documents with
suppliers:
– a confidential disclosure agreement
– a customer protection agreement.
DavosPharma
When it Works Well
1. Supplier understands Davos represents supplemental
sales to their own BD efforts.
2. Davos handles all business aspects and price
negotiations.
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Davos takes the business risk.
Supplier sells to Davos ex their dock.
We pay in local currency by wire transfer.
Davos participates in all communications
3. Supplier is responsible for technical aspects.
4. Nobody gets paid until delivery occurs, subject to:
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Credit worthiness
Research based (FTE) programs
DavosPharma
When It Doesn’t Work Well
• Internal sales force considers Davos as competition.
• Supplier expects to get paid for failure.
• Supplier wants Davos’ involvement only during
problems and crises.
• Davos is expected to fill supplier’s facility.
• Supplier doesn’t want a long term relationship.
• Davos and Supplier have different business cultures
– Ethics and business practices
– Communication styles
DavosPharma
How to Begin a Successful Relationship
1. Start small.
2. Recognize there will be problems (business and
technical).
3. How the problems are resolved will determine if
the partnering will be successful.
4. Play nicely with other people – if the partnership
isn’t a match, don’t burn bridges.
5. Business relationships are like fruit trees. It takes
awhile after planting for fruit to grow.
DavosPharma
DavosPharma Offices
o DavosPharma Corporate Headquarters
 Upper Saddle River, NJ
o DavosPharma Satellite Offices
 Research Triangle Park, NC
 Boston, MA
 Pennsylvania Biotechnology Center,
Doylestown, PA
 San Francisco, CA
 San Diego, CA
o Davos Japan Limited
 An independent sourcing company
operating in Japan on behalf of Davos
o Milano, Italy
 Dr. Claudio Giordano (APIs Chem)
DavosPharma
Contact
Please visit our website at www.davos.com
to learn more about DavosPharma.
Contact Information
Giff Marzoni
Vice President, Global Pharmaceutical Development
619-429-0120
gmarzoni@davos.com
DavosPharma