Figure 1.1 Proportion of Pharmaceutical Sales from Blockbusters, 2003

Figure 2.1 Total Clinical and Approval Phase Costs by Disease Area (in millions of 2000 $)

Figure 2.2 Approval Success Rates of U.S. Biopharmaceutical Products Compared with NCEs

Figure 2.3 Pricing Advantages of Specialty Products Drive Roche’s Growth

Figure 2.4 Roche’s View of the Benefits of Specialty Care: Blockbuster Potential with Low Commercial Risk

Figure 2.5 Roche’s Shifting Balance between Primary and Specialty Care, 2003 – 2009

Figure 3.1 Annual Average Cost per Patient: Acute, Chronic, and Rare Chronic Diseases

Figure 3.2 Percentage of Specialists Likely to Enroll in CAP, by Specialty Area

Figure 3.3 The Specialist-Focused Strategy As A Virtuous Circle

Figure 3.4 How Super Specialists Can Drive Patient Recruitment in Clinical Trials

Figure 4.1 The Information Flow between Patients and Specialty Healthcare Stakeholders

Figure 4.2 Amgen’s DTC Advertisement for the Anti-Neutropenia Drug Neulasta

Table 1.1 The Biologicals Pipeline by Disease Target (as of March 2004)

Table 2.2 Sales of Roche’s Top 5 Products — 2004 and 2005

Table 3.1 Sector Drivers of Increased Focus on the Specialist

Table 3.2 Comparative Daily Cost of Newer Injectables vs. Prior Therapeutic Options

Table 3.3 Top 10 Medicare Part B Drugs by Percent of Expenditure and by Source, 2003

Table 3.4 Physicians’ Perceived Benefits of Conducting Clinical Trials

Table 3.5 Key Differences between Specialists and PCPs with Implications for Sales Reps

Table 3.6 Summary of Tactics and Support Services for Building Relationship Equity with Specialists

Table 4.1 Channels Whereby Manufacturers Reach Specialty Care Patients

Table 4.2 Typical Services Offered by Patient Associations

Table 5.1 Formulary Status of Biologicals at Selected Major Health Plans

Table 5.2 Selected Tactics that Plans Use to Control Utilization and Waste

Table 6.1 Recent Launches and Drugs in Development for PAH

Table 6.2 Recent Launches and Drugs in Development for Scleroderma

Table 7.1 Biogenerics: Potential Players and Products