First, “Omriclo” (active ingredient: omalizumab), a treatment for chronic idiopathic urticaria and allergic asthma, is performing well after successfully securing a foothold in the Spanish market.
Celltrion’s Spanish subsidiary was selected as the supplier of omalizumab in tenders held by four regional governments—Catalonia, the Basque Country, Asturias, and Valencia—during the first half of this year. With prescriptions from individual hospitals also increasing rapidly, Omriclo’s market share in Spain is estimated to have exceeded 90% as of June this year.
The company attributes this market dominance to Omriclo’s product competitiveness and its direct-to-market strategy tailored to local conditions.
Omliclo is capable of meeting diverse demand by offering a 150 mg autoinjector (AI) formulation not available in the originator product. Its longer shelf life and room-temperature stability data compared to the originator are also cited as competitive advantages.
Celltrion’s Spanish subsidiary is actively leveraging these product strengths in sales and marketing activities targeting key opinion leaders (KOLs), such as local healthcare professionals and pharmacy staff. At the same time, the company is striving to enhance the sustainability of the Spanish healthcare system by emphasizing the cost-saving benefits of switching to biosimilars.
In addition to Omriclo, “Aptozma” (active ingredient: tocilizumab), a treatment for autoimmune diseases, is expanding its prescription base after being selected as a supplier in tenders organized by “INGESA”—the procurement agency under the Spanish Ministry of Health—as well as in regional government tenders. As a result, as of the second quarter of this year, Aptosma has successfully established itself in the Spanish market, capturing a market share of over 50%. The launch of a 400 mg formulation—which is not available for the originator product—appears to have been an effective strategy.
Tender successes are also continuing in neighboring Portugal. In the national tender held in the first half of this year, all of Celltrion’s autoimmune disease treatments—including “Remsima” (active ingredient: infliximab), “Uplima” (active ingredient: adalimumab), and “Stekima” (active ingredient: ustekinumab)—were awarded contracts. Supplies that began in the first half of the year are expected to continue through the second half.
In the same tender, Omriclo and the ophthalmic treatment “Idenzelt” (active ingredient: aflibercept) were also awarded contracts. By adding allergy and ophthalmic products to its local direct sales network—which was originally built around autoimmune disease treatments—the company is expanding its business scope in Portugal.
Kang Seok-hoon, Head of Celltrion Spain, stated, “While our new products are already consistently winning tenders in Spain and Portugal, we expect sales growth to accelerate even further starting in the second half of the year, when product supply begins in earnest.” He added, “We will strengthen our marketing activities targeting key stakeholders and further solidify our market position by leveraging Celltrion’s unique product offerings and direct sales capabilities.”
