Eli Lilly 2011 Annual Report Download - page 17

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FORM 10-K
•Gemzar®,for the treatment of pancreatic cancer; in combination with other agents, for the treatment of
metastatic breast cancer, non-small cell lung cancer, and advanced or recurrent ovarian cancer; and in the
European Union for the treatment of bladder cancer
•Erbitux®,indicated both as a single agent and with another chemotherapy agent for the treatment of certain
types of colorectal cancers; and as a single agent or in combination with radiation therapy for the treatment of
certain types of head and neck cancers.
Cardiovascular products, including:
•Cialis®,for the treatment of erectile dysfunction, and approved in the U.S. for the treatment of benign prostatic
hyperplasia
•Effient®, for the reduction of thrombotic cardiovascular events (including stent thrombosis) in patients with
acute coronary syndrome who are managed with an artery-opening procedure known as percutaneous coronary
intervention (PCI), including patients undergoing angioplasty, atherectomy, or stent placement
•ReoPro®,for use as an adjunct to PCI for the prevention of cardiac ischemic complications
•Adcirca®,for the treatment of pulmonary arterial hypertension
•Livalo®,a statin medication for use as an adjunct to diet in the treatment of high cholesterol (primary
hyperlipidemia or mixed dyslipidemia).
Animal health products, including:
•Rumensin®,a cattle feed additive that improves feed efficiency and growth and also controls and prevents
coccidiosis
•Tylan®,an antibiotic used to control certain diseases in cattle, swine, and poultry
•Micotil®,Pulmotil®,and Pulmotil AC, antibiotics used to treat respiratory disease in cattle, swine, and poultry,
respectively
•Paylean®and Optaflexx®,leanness and performance enhancers for swine and cattle, respectively
•Posilac®, a protein supplement to improve milk productivity in dairy cows
•Coban®, Monteban®,and Maxiban®, anticoccidial agents for use in poultry
•Apralan™, an antibiotic used to control enteric infections in calves and swine
•Surmax®(sold as Maxus®in some countries), a performance enhancer for swine and poultry
•Comfortis®, a chewable tablet that kills fleas and prevents flea infestations on dogs
•Trifexis®,a monthly chewable tablet for dogs that kills fleas, prevents flea infestations, prevents heartworm
disease, and controls intestinal parasite infections
•Reconcile®, for treatment of canine separation anxiety in conjunction with behavior modification training.
Other pharmaceuticals, including:
•Vancocin®HCl, used primarily to treat staphylococcal infections
•CeclorTM,for the treatment of a wide range of bacterial infections.
Marketing
We sell most of our products worldwide. We adapt our marketing methods and product emphasis in various
countries to meet local needs.
Pharmaceuticals—United States
In the United States, we distribute pharmaceutical products principally through independent wholesale distributors,
with some sales directly to pharmacies. In 2011, 2010, and 2009, three wholesale distributors in the U.S.—
AmerisourceBergen Corporation, McKesson Corporation, and Cardinal Health, Inc.—each accounted for between
11 percent and 17 percent of our worldwide consolidated total revenue. No other distributor accounted for more than
10 percent of consolidated total revenue in any of those years.
We promote our major pharmaceutical products in the United States through sales representatives who call upon
physicians and other health care professionals. We advertise in medical journals, distribute literature and samples
of certain products to physicians, and exhibit at medical meetings. In addition, we advertise certain products directly
to consumers in the U.S., and we maintain web sites with information about our major products. We supplement our
employee sales force with contract sales organizations as appropriate to leverage our own resources and the
strengths of our partners in various markets.
We maintain special business groups to service wholesalers, pharmacy benefit managers, managed-care
organizations, government and long-term care institutions, hospitals, and certain retail pharmacies. In response to
competitive pressures, we have entered into arrangements with some of these organizations providing for discounts
or rebates on Lilly products.
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