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introducing

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.

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introducing

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  1. introducing DavosPharma A leading provider of discovery, chemistry and formulation services, offering solutions to both emerging biotech and established multinationals during drug development.

  2. A StrategicPartnership Outsourcing Model Discovery Chemistry Formulation Commercialization DavosPharma has a unique model working with best in class suppliers to customize workable solutions DavosPharma

  3. Our Value Proposition Davoshas no labs/manufacturing facilities of our own. We match Client’s needs with Supplier’s Capabilities. We offer our Clients: • 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

  4. 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 DevelopmentAgouron 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 FilingsParticipated in filing 7 INDs and 3 NDAs DavosPharma

  5. DavosPharma Deliverables We offer a full palette of development and custom manufacturing services: • Discovery Chemistry and Biology • Organic Synthesis, Fermentation and Purification • Analytical Method Development • Non-GLP and GLP Toxicology (acute, chronic, reproductive, genotox) • Process Research, Development, and Industrialization • API • Dosage Form • Manufacturing under ISO and cGMP Quality Systems • Process development and scale-up • Commercial scale manufacture All Our Deliverables are Supplied by CRO Partners DavosPharma

  6. 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

  7. 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

  8. How Does Our Supplier Pool Change? • Organic growth • new directions – selling what the market is asking for • Pruning • mismatch in cultures • change in BD leadership • changes in ownership • changes in business practices • no opportunities develop • New relationships formed DavosPharma

  9. 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

  10. When it Works Well • Supplier understands Davos represents supplemental sales to their own BD efforts. • Davoshandles all business aspects and price negotiations. • Davostakes the business risk. • Supplier sells to Davos ex their dock. • We pay in local currency by wire transfer. • Davos participates in all communications • Supplier is responsible for technical aspects. • Nobody gets paid until delivery occurs, subject to: • Credit worthiness • Research based (FTE) programs DavosPharma DavosPharma

  11. 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

  12. How to Begin a Successful Relationship • Start small. • Recognize there will be problems (business and technical). • How the problems are resolved will determine if the partnering will be successful. • Play nicely with other people – if the partnership isn’t a match, don’t burn bridges. • Business relationships are like fruit trees. It takes awhile after planting for fruit to grow. DavosPharma

  13. DavosPharma Offices • DavosPharma Corporate Headquarters • Upper Saddle River, NJ • DavosPharma Satellite Offices • Research Triangle Park, NC • Boston, MA • Pennsylvania Biotechnology Center, Doylestown, PA • San Francisco, CA • San Diego, CA • Davos Japan Limited • An independent sourcing company operating in Japan on behalf of Davos • Milano, Italy • Dr. Claudio Giordano (APIs Chem) DavosPharma

  14. Contact Please visit our website at www.davos.com to learn more about DavosPharma. Contact InformationGiff Marzoni Vice President, Global Pharmaceutical Development 619-429-0120 gmarzoni@davos.com DavosPharma

  15. WWW.DAVOS.COM

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