Amgen 2012 Annual Report Download - page 71

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64
Aranesp®
Total Aranesp® sales by geographic region were as follows (dollar amounts in millions):
2012 Change 2011 Change 2010
Aranesp® — U.S. $ 782 (21)% $ 986 (11)% $ 1,103
Aranesp® — ROW 1,258 (4)% 1,317 (5)% 1,383
Total Aranesp®$ 2,040 (11)% $ 2,303 (7)% $ 2,486
The decrease in U.S. Aranesp® sales for 2012 was driven by a decline in unit demand. The unit decline reflects changes in
practice patterns resulting from changes to the label and to the reimbursement environment that occurred during 2011 (2011
changes). The decrease in ROW Aranesp® sales for 2012 was due primarily to a decrease in the average net sales price.
Sequentially, global Aranesp® unit demand was down 5% in the quarter ended December 31, 2012, compared with the
quarter ended September 30, 2012.
The decrease in U.S. Aranesp® sales for 2011 was driven primarily by a decline in unit demand due to the impact of the
2011 changes, offset partially by an increase in the average net sales price. The decrease in ROW Aranesp® sales for 2011 was
due to a decrease in the average net sales price and a unit decline, reflecting segment contraction.
EPOGEN®
Total EPOGEN® sales were as follows (dollar amounts in millions):
2012 Change 2011 Change 2010
EPOGEN® — U.S. $ 1,941 (5)% $ 2,040 (19)% $ 2,524
The decrease in EPOGEN® sales for 2012 was driven by a 23% decrease in unit demand, driven by reductions in dose
utilization due to changes to the label and to the reimbursement environment that occurred in 2011. This decrease was offset
partially by reductions in customer discounts, as part of new provider contracts that became effective January 1, 2012, and by a
year-over-year favorable change in accounting estimates of $96 million.
The decrease in EPOGEN® sales for 2011 was due primarily to a decrease in unit demand due to the impact of the 2011
changes, offset partially by an increase in the average net sales price and patient population growth.
Future EPOGEN® sales will also depend, in part, on such factors as:
• increased competition in the U.S. dialysis setting;
• changes in dose utilization as healthcare providers continue to refine their treatment practices in accordance with approved
labeling;
• new or amended contracts with dialysis centers; and
• adoption of alternative therapies or development of new modalities to treat anemia associated with CKD.
XGEVA® and Prolia®
Total XGEVA® and total Prolia® sales by geographic region were as follows (dollar amounts in millions):
2012 Change 2011 Change 2010
XGEVA® — U.S. $ 644 88% $ 343 * $ 8
XGEVA® — ROW 104 * 8 N/A —
Total XGEVA®748 * 351 * 8
Prolia® — U.S. 292 * 130 * 26
Prolia® — ROW 180 * 73 * 7
Total Prolia®472 * 203 * 33
Total XGEVA®/Prolia®$ 1,220 * $ 554 * $ 41
* Change in excess of 100%