Annika Hietanen Anna Vanhala

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1 Annika Hietanen Anna Vanhala

2 THE PIERRE FABRE GROUP

3 OUR MISSION CARING FOR THE HUMAN BEING AS A WHOLE To deliver this mission, we design and develop innovative solutions that contribute to people's well being, from health to beauty. We achieve this by cooperating with health care professionals, our trusted partners worldwide, by drawing relentless inspiration from nature and plants, and by placing pharmaceutical ethics at the very heart of our operations.

4 PIERRE FABRE PHARMACEUTICALS 915 5,000 MILLION EUROS IN SALES with 49% outside France EMPLOYEES PHARMACEUTICALS ONCOLOGY PRIMARY CARE (women's health, urology, cardiology, diabetology, pulmonology, allergology, rheumatology, neuropsychiatry) HEALTH CARE (OTC) Pierre Fabre Health Care Pierre Fabre Oral Care Naturactive ONCOLOGY PRIMARY CARE

5 DERMO-COSMETICS , nd DERMO-COSMETIC LABORATORY IN THE WORLD MILLION EUROS IN SALES with 63% worldwide BRANDS 8 global brands EMPLOYEES Pierre Fabre Dermatologie Eau Thermale Avène Ducray A Derma Klorane Elancyl Galénic René Furterer 2 local brands Darrow (Brazil) Glytone (USA)

6 A consumer with sensitive skin, faithful to our skincares and values A thermal spring water and its active and efficent skincare In all Avene products Avene village A hydrotherapy center dedicated to dermatology

7 ATOPIC AKNE SCARS ANTI-AGE HYDRATING ESSENSIALS

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9 MARKET DATA WORLDWIDE RANKING OF THE MAIN DERMO-COSMETIC BRANDS Vichy 10,0% Avène 8,7% LRP 7,3% Eucerin 3,9% Bioderma 2,4% Top 5 brands DC worldwide = 32% Top 3 brands DC Europe 1. Avène, 2.La Roche Posay 3.Vichy 3 French brands Source : Euromonitor for the cosmetic market Panels such as IMS and internal estimations for dermo-cosmetic market *Scope of the study = 60 countries (equivalent to 96% of the worldwide cosmetic market)

10 EAU THERMALE AVENE LEADER IN EUROPE Source: IMS HEALTH Pharmatrend Database including France, Germany, Italy, Spain, Switzerland, Austria, Belgium and Portugal December 2013 MAT In volume and Value.

11 MARKET SHARE IN DERMO- COSMETICS FINLAND Avene strong no 2.

12 MARKET DATA WEIGHT OF DERMO-COSMETIC MARKET IN COSMETIC MARKET Europe de l'ouest (hors Europe du Nord) 11,4% Italie 24,7% France 23,5% Espagne 23,3% Suisse 21,6% Belgique 20,3% Portugal 18,0% Grèce 17,8% Autriche 14,1% Allemagne 12,4% Irlande 3,6% Turquie 3,4% Royaume-Uni 0,6% Northern Europe du Europe Nord 5,6% Norvège 16,6% Danemark 7,8% Suède 6,8% Finlande 4,9% Pays-Bas 3,7% Western Europe (excl NE) *USA = dispensing included *Mexique = L'Oréal sales at Sanborns included Asia Asie Pacifique 2,8% Singapour 13,8% Taiwan 12,9% Japon 4,7% Hong Kong 4,4% Thaïlande 2,2% Vietnam 1,7% Corée du Sud 1,6% Malaisie 1,4% Chine 1,2% Inde 0,7% Indonesie 0,5% Philippines 0,2% Europe de l Est l'est 4,7% Bulgarie 11,2% Lituanie 8,9% Roumanie 7,8% Pologne 7,4% Croatie 7,4% Ukraine 5,8% Kazakhstan 4,0% Tchèquie 3,9% Slovaquie 3,7% Russie 3,1% Source : Euromonitor for the cosmetic market Panels such as IMS and internal estimations for dermo-cosmetic market *Scope of the study = 60 countries (equivalent to 96% of the worldwide cosmetic market)

13 AVENE KEY ARGUMENTS Premium cosmetics brand in pharmacies Skin problems solutions Medical image High cosmetic quality Safe also for sensitive skin (minimizing the risk of allergy) Unique patented sterile cosmetics technology (no preservatives)

14 PRODUCT packaging names BRAND awareness image CHANNEL pharmacy

15 AVENE BRAND LIMITATIONS Strong visual guidelines Limited advertising policy (no TV) Sales only via pharmacies Visual of the packages are fixed Budget

16 AVENE MAIN ACTIONS IN FINLAND MERCHANDISING PROJEKT -New flagship pharmacies -better visibility -high brand status in pharmacies INTENSIVE TRAINING PROGRAM - sell out arguments - high product knowledge for pharmacy personnel - sell out contests to pharmacy personnel MARKETING ACTIVITIES - Print advertising in women magazines - Current focus on web-marketing -POS Facebook: eau thermal avene (FI) YouTube:avenesuomi

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21 Why Avène is not no 1 in Finland? Target Avene market leader no 1

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