Chugai is expected to show record sales growth over the next five years, initially driven by the consolidation of Nippon Roche's products and then by the launch of up to six new products by 2008. As part of the Roche Group, Chugai has gained the backing of a far larger parent company with not only a strong pipeline but also the financial support to fund future strategic moves. One limiting factor of Chugai's alliance with Roche is that it will further concentrate Chugai's sales in the Japanese market, forcing it to expand its domestic sales in a difficult operating environment and at a time when most Japanese companies are looking overseas for future growth. Chugai's traditio...

Shionogi's ethical sales declined by 31.3% in 2002 to $2,019m. This is partly due to the challenging domestic market, with an average 6.3% reduction in National Health Insurance drug prices implemented in April 2002. Shionogi's ethical sales are forecast to record little growth over the period to 2008. A steady decline in sales of the company's large but mature infectious disease franchise will negate growth elsewhere. The company's core competency is its Japanese sales operations and it plans to concentrate its resources on the domestic marketing of new drugs. Shionogi's aim, as part of a five year plan announced in 2000, is to have the largest sales force in Japan and to be the mark...

Although only the eighth biggest Japanese pharmaceutical company, Mitsubishi has the largest sales force, with 1,580 reps. However, this is still small compared with Pfizer's Japanese subsidiary's 3,493 reps. Mitsubishi recorded strong sales growth in 2002, up by 22.6% to S2,242m. However, the company's net profits are low and it has cash/cash equivalents of only $222m. Although recent sales growth has been driven by benefits of the merger that created Mitsubishi Pharma in late 2001, the company now needs to focus its efforts on strengthening its weak late stage pipeline. Sales from a mature portfolio are forecast to remain stagnant to 2008. Mitsubishi's marketed portfolio is domina...

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Daiichi is in a relatively weak financial position following a year of declining sales and one-off costs relating to the establishment of Daiichi Suntory Pharmaceuticals. Thus, it is not currently able to make any significant strategic moves. Total sales declined by 3.2% to $2,572m in 2002. Such poor sales performance was due to reimbursement price cuts in Japan in 2002, increasing competition to core products and safety issues surrounding the antiplatelet drug Panaldinc. Domestic sales accounted for 78.2% of Daiichi's sales in 2002. However, geographic expansion forms a key part of the company's growth strategy. As part of its 10 year plan, Daiichi aims to generate 40% of sale...