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UPJOHN'S 1990 HEALTH CARE SALES INCREASE 12%, LED BY ANSAID, XANAX

Executive Summary

Worldwide sales of Upjohn's nonsteroidal anti-inflammatory Ansaid increased 65% in 1990 leading an overall 12% gain in health-care sales, Upjohn reported Feb. 4. Upjohn's aggressive sales promotion of Ansaid appears to be finally paying off. Unfortunately for Upjohn, Ansaid's launch in early 1989 was caught in the backwash of Ciba-Geigy's very successful launch of its NSAID Voltaren, which reached the market several months before the Upjohn drug. According to the research and consulting firm Scott-Levin, Ansaid was among the 10 most heavily detailed prescription drugs during the first half of 1989. Upjohn added additional sales support in July 1989 with a co- promotion agreement with Rorer. However, Upjohn will face another test for Ansaid with the upcoming launch of Wyeth-Ayerst's Lodine (see story, p. 8). Sales of Rogaine also continued to grow in 1990, up 21%, after a disappointing initial launch. In addition, Upjohn reported that sales of the anxiolytic Xanax were up 15% for the year, while sales of the antidiabetic Micronase grew 14%. The progestational agent Provera also showed a sales gain, and the hypnotic Halcion sales "increased slightly as a result of strong sales in the fourth quarter," Upjohn said. Upjohn sales rose 10.9% for the year to over $ 3 bil., generating net earnings of $ 455.7 mil., a gain of over 150% from 1989 results, which were affected by a fourth quarter earnings write-down "associated with restructuring programs." Earnings from continuing operations were up 41% to $ 458.1 mil. Fourth quarter sales rose 17.5% to $ 799 mil. with net earnings of $ 121 mil., Upjohn reported. Fourth quarter earnings from continuing operations were $ 116 mil. Chart omitted.
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