The case is also available in the video format.

You can view it here:

https://youtu.be/9nXzr58i0II
Introduction

Vaccination is one of the proven and cost-effective preventive interventions in public

health. Most countries in the world have a national immunization programme (NIP) to
deliver selected vaccines to the targeted beneficiaries, with special focus on pregnant
women, infants and children, who are at a high risk of vaccine preventable diseases
(VPDs).

There are at least 27 causative agents against which vaccines are available and many
more agents are targeted for development of vaccines. The number of antigens in the
immunization programmes varies from country to country; however, there are a few
selected antigens against diphtheria, pertussis, tetanus, poliomyelitis, measles, hepatitis
B, etc. which are part of immunization programmes in most of the countries in the world.
The first vaccine (smallpox vaccine) was discovered in year 1796. The most striking
success of these efforts has been the eradication of the smallpox disease from the
planet. Though a proven cost-effective preventive intervention, the benefits of
immunization do not reach many children who are at the maximum risk of the VPDs.

The majority of the children who do not receive these vaccines live in developing
countries. Of the targeted annual cohort of 26 million infants in India, only 65% (in 2013)
had received all due vaccines, according to recent nation-wide survey data.
Understandably, the implementation of the vaccination programme and ensuring that
the benefits of vaccines reach to every possible beneficiary is a challenging task.

The Problem Statement

The challenges faced in delivering life saving vaccines to the targeted beneficiaries
need to be addressed from existing market knowledge and past experience.

According to the Pharma Marketing Code, a company cannot promote a brand to

consumer (patients). ​For example, you cannot promote rotavirus vaccine to a patient,
but you can cite the disease, and its prevention measures. So, when you cannot take
the brand to a consumer then how would create a need for a category? A company
cannot promote their vaccines to a parent, however, they can acknowledge the fact that
vaccines are good and the value it brings to the life of a child in addition to creating
awareness about the disease(s) a vaccine can prevent.

To understand more about the target audience, we must appreciate the fact that literate
mothers are sceptical. They do not easily accept the fact that vaccines prescribed by

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their doctors have proven safety profile and are essential for their children. We must find
ways to target this kind of audience, especially the modern-day Googlers.

The case is also available in the video format. You can view it here:
https://youtu.be/9nXzr58i0II

Your Deliverable​​:

Imaging you are working in a multinational company (MNC) as a marketing manager in

the therapy area of Vaccine. In this context, please provide the marketing plan (Strategy
and the implementation) to create awareness about ‘​Vaccination as a Measure of
Preventive Health’​​. It would be great to see that how you would like to measure
success for the plan suggested.

Please note that you cannot directly promote a vaccine, but you can build category
awareness so that mothers can pick and choose what is appropriate. You may read
external resources to find more information on
● Vaccinations and its importance
● Government of India’s programmes and missions like “Indradhanush” which ​aims
to increase full immunization coverage in India to at least 90% children by
December 2018
● GSK’s vaccines that support healthy life of a child.

Submission Format:

● Each team will need to submit a 6 slide presentation.

● First slide should contain team details, other slides are for analysis or
deliverables to the problems. Any supporting excel sheets etc. will need to be
sent separately in a folder. Any references should be given due credits.
● Zip the files together as a submission. Naming Convention:
InstituteName_TeamName_GSKE318.
● Appendix or introductions will be part of this 6-slider presentation.

The case is also available in the video format. You can view it here:
https://youtu.be/9nXzr58i0II

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 Appendix A: Chapter from IAP Guidebook on Immunization 2013-14
Immunization is a proven tool for controlling and even eradicating disease. An
immunization campaign, carried out by the World Health Organization (WHO) from 1967
to 1977, eradicated smallpox. Eradication of poliomyelitis is within reach. Since Global
Polio Eradication Initiative in 1988, infections have fallen by 99%, and some five million
people have escaped paralysis. Although international agencies such as the World
Health Organization (WHO) and the United Nations International Children's Emergency
Fund (UNICEF) and now Global Alliance for Vaccines and Immunization (GAVI) provide
extensive support for immunization activities, the success of an immunization
programme in any country depends more upon local realities and national policies. A
successful immunization program is of particular relevance to India, as the country
contributes to one- fifth of global under five mortality with a significant number of deaths
attributable to vaccine preventable diseases. There is no doubt that substantial progress
has been achieved in India with wider use of vaccines, resulting in prevention of several
diseases. However, lot remains to be done and in some situations, progress has not
been sustained.

Table 1: ​Vaccine preventable diseases: India reported cases (Year wise)

Diseases 1980 1985 1990 1995 2000 2005 2010 2012
Diphtheria 39,231 15,685 8,425 2,123 5,125 10,231 3,123 2,525
Measles 114,03 161,216 89,612 37,494 38,835 52,454 29,808 18,668
6
Pertussis 320,10 184,368 112,41 4,073 31,431 13,955 38,493 44,154
9 6
Polio 18,975 22,570 10,408 3,263 265 66 43 0
Neonatal Tetanus - - 9,313 1,783 3,287 891 373 588
Total Tetanus 45,948 37,647 23,356 - 8,997 3,543 1,574 2,404
Source: WHO vaccine-preventable diseases: monitoring system 2013 global
summary.

Successful immunization strategy for the country goes beyond vaccine coverage in that
self-reliance in vaccine production, creating epidemiological database for infectious
diseases and developing surveillance system are also integral parts of the system. It is
apparent that the present strategy focuses on mere vaccine coverage.

The history of vaccine research and production in India is almost as old as the history of
vaccines themselves. During the latter half of the 19th century, when institutions for
vaccine development and production were taking root in the Western world, the British
rulers in India promoted research and established about fifteen vaccine institutes

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beginning in the 1890s. Prior to the establishment of these institutions, there were no
dedicated organizations for medical research in India. Haffkine's development of the
world's first plague vaccine in 1897 (which he developed at the Plague Laboratory,
Mumbai, India, later named the Haffkine Institute) and Manson's development of an
indigenous Cholera vaccine at Kolkata during the same period bear testimony to the
benefits of the early institutionalization of vaccine research and development in India.
Soon, Indian vaccine institutes were also producing Tetanus toxoid (TT), Diphtheria
toxoid (DT), and Diphtheria, Pertussis, and Tetanus toxoid (DPT). By the time Indians
inherited the leadership of the above institutions in the early 20th century, research and
technological innovation were sidelined as demands for routine vaccine production took
priority. However, after independence, it took three decades for India to articulate its first
official policy for childhood vaccination, a policy that was in alignment with the WHO's
policy of “Health for All by 2000” (famously announced in 1978 at Alma Atta,
Kazakhstan). The WHO's policy recommended universal immunization of all children to
reduce child mortality under its Expanded Programme of Immunization (EPI).
In line with Health for All by 2000, in 1978 India introduced six childhood vaccines
(BCG, TT, DPT, DT, Polio, and Typhoid) in its EPI. Measles vaccine was added much
later, in 1985, when the Indian government launched the Universal Immunization
Programme (UIP) and a mission to achieve immunization coverage of all children and
pregnant women by the 1990s. Even though successive governments have adopted
self-reliance in vaccine technology and self-sufficiency in vaccine production as policy
objectives in theory, the growing gap between demand and supply meant that in
practice, India had to increasingly resort to imports. In fact, Government of India had
withdrawn indigenous production facilities for oral polio vaccine that existed earlier in
Conoor, Tamil Nadu and at Haffkine's Institute in Mumbai for trivial reasons. At Conoor
after making several batches of good quality OPV, one batch of OPV had failed to pass
the neuro- virulence test. This happens with all manufacturers, and if a facility has to be
closed down for such reason there would have been no OPV in the world today. Thus,
oral polio vaccine has been imported in India for last several years. Similarly, decision of
production of inactivated polio vaccine in the country was revoked more than two
decades ago for no known reasons. Many vaccine manufacturing units have suspended
production or closing down in recent years for minor reasons. One wonders who is
benefitting by the closure of facilities for manufacturing vaccines in public sector.

The vaccination coverage at present with EPI vaccines is far from complete despite the
long-standing commitment to universal coverage. Though the reported vaccination
coverage has always been higher than evaluated coverage, the average vaccination
coverage has shown a consistent increase over the last two decades as shown in
Figure 1. While gains in coverage proved to be rapid throughout the 1980s, taking off
from a below 20% coverage to about 60% coverage for some VPDs, subsequent gains
have been limited (Figure 1). Estimates from the 2009 Coverage Evaluation Survey
(CES 2009) indicate that only 61% of children aged 12–23 months were fully vaccinated

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(received BCG, measles, and 3 doses of DPT and polio vaccines), and 7.6% had
received no vaccinations at all. ​Given an annual birth cohort of 26.6 million, and an
under 5 years mortality rate of 59/1000, this results in over 9.5 million
under-immunized children each year.

There is also a tremendous, heterogeneity in state and district levels immunization

coverage in India. In the recent District Level Health Survey-3 (2007–08) full
immunization coverage of children varies from 30% in Uttar Pradesh, 41% in Bihar, 62%
in Orissa to 90% in Goa. Tamil Nadu, Kerala, Punjab and Pondicherry have above 80%
coverage (Table 2).

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Table 2: ​Percent of children age 12–23 months (born during 3 years prior to
the survey) who received full vaccination, BCG, three doses of DPT, three
doses of polio and measles in DLHS-3 survey (2007–08).

Full Three Three Measles

State vaccination BCG doses of doses of vaccine
DPT polio
vaccine vaccine
Andhra Pradesh 67.1 97.5 79.0 82.1 88.6
Bihar 41.4 81.5 54.4 53.1 54.2
Chhattisgarh 59.3 94.8 71.4 69.7 79.9
Goa 89.8 98.4 91.5 94.1 94.1
Jharkhand 54.1 85 62.6 64.4 70.5
Karnataka 76.7 96.9 84.8 90.3 85.2
Kerala 79.5 99.1 87.1 86.6 87.9
Madhya Pradesh 36.2 84.2 47.4 55.1 57.7
Orissa 62.4 94.2 74.3 78.8 81.1
Pondicherry 80.4 96.6 88.3 88.3 91.1
Rajasthan 48.8 82.8 55.6 63.9 67.5
Sikkim 77.8 98.4 88.7 86.5 92.5
Tamil Nadu 82.6 99.6 90.5 91.1 95.5
Uttar Pradesh 30.3 73.4 38.9 40.4 47.0
West Bengal 75.8 96.2 83.6 83.6 82.8

In CES 2009, ​the reasons for poor immunization coverage have been found to
be​​: Did not feel the need (28.2%), not knowing about vaccines (26.3%), not knowing
where to go for vaccination (10.8%), time not convenient (8.9%), fear of side effects
(8.1%), do not have time (6%), wrong advice by someone (3%), cannot afford cost
(1.2%), vaccine not available (6.2%), place not convenient (3.8%), ANM absent
(3.9%), long waiting time (2.1%), place too far (2.1%), services not available (2.1%),
others (11.8%).​(2)

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 Figure 1: ​Trends in vaccination coverage over the last twenty years as
shown in different surveys
(Source: Multi Year Strategic Plan 2013–17, Universal Immunization Program,
Department of Family Welfare, Ministry of Health & Family Welfare,
Government of India)
An urgent need at present is to strengthen routine immunization coverage in the country
with EPI vaccines. India is self-sufficient in production of vaccines used in UIP. As such
the availability of the vaccine is not an issue. For improving coverage, immunization
needs to be brought closer to the communities. There is need to improve immunization
practices at fixed sites along with better monitoring and supervision. Effective behavior
change communication would increase the demand for vaccination. There is certainly a
need for introducing innovative methods and practices. In Bihar, ‘​Muskan ek Abhiyan’​
an innovative initiative started in 2007 is a good example, where a partnership of
Government organization, agencies and highly motivated social workers has paid rich
dividends. Full vaccination coverage, a mere 19% in 2005 but zoomed to 49% in 2009.
Globally, new vaccines have been introduced with significant results, including the first
vaccine to help prevent liver cancer, hepatitis B vaccine, which is now routinely given to
infants in many countries. Rapid progress in the development of new vaccines means
protection being available against a wider range of serious infectious diseases. There is
a pressing need to introduce more vaccines in EPI.

The last couple of decades have seen the advent of many new vaccines in the private
Indian market. In fact, most vaccines available in the developed world are available in
India. However, most of these vaccines are at present accessible only to those who can

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afford to pay for them. Paradoxically, these vaccines are most often required by those
that cannot afford them. The Government has introduced some of the newer vaccines
such as MMR and hepatitis B in some states and has planned to introduce pentavalent
vaccine (DPT+Hepatitis B+Hib) in all states in a phased manner. Expanding coverage
with these vaccines and introducing new vaccines which are cost effective in the Indian
scenario are required. Introduction of monovalent and bivalent OPV into the polio
eradication strategy have shown dramatic results with no polio cases being reported
since 13 January 2011. Now concerted efforts are underway to eliminate measles,
introduction of second dose of measles is a step in that direction.
Several areas in the national immunization program need a revamp. Vaccine production
by indigenous manufacturers needs to be encouraged to bring down the costs, reduce
dependence on imports and ensure availability of vaccines specifically needed by India
(e.g. typhoid) and custom made to Indian requirements (Rotavirus and pneumococcal
vaccines). The recent vaccination related deaths signal a need for improving
immunization safety and accountability and strengthening of an adverse event following
immunization (AEFI) monitoring system. Finally setting up a system for monitoring the
incidence of vaccine preventable diseases and conducting an appropriate
epidemiological study is necessary to make evidence-based decisions on incorporation
of vaccines in the national schedule and study impact of vaccines on disease incidence,
serotype replacement, epidemiologic shift, etc.
Several of the above mentioned issues have been addressed by ​National Vaccine
Policy ​and mechanism such as National ​Technical Advisory Group on Immunization
(NTAGI) is likely to facilitate evidence-based decisions on new vaccines. Global Vaccine
Action Plan (GAVP) ​signed by 144-member countries of the WHO has also given a call
to achieve the Decade of Vaccines vision by delivering universal access to
immunization. The GVAP mission is to improve health by extending by 2020 and
beyond the full benefits of immunization to all people, regardless of where they are born,
who they are or where they live. It has also called for development and introduction of
new and improved vaccines and technologies.

Immunization is considered among the most cost-effective of health investments. In the

United States, cost-benefit analysis indicates that every dollar invested in a vaccine
dose saves US$ 2 to US$ 27 in health expenses. ​There has been improvement in last
few years: Introduction of newer antigens in UIP (hepatitis B, 2nd dose of measles,
Japanese encephalitis and pentavalent vaccine in many states), framing of National
Vaccine Policy, support to indigenous vaccine industry, and acknowledging the need to
intensify RI are steps in right direction. ​We now need to step up our efforts to strengthen
all components of UIP (vaccination schedule, delivery and monitoring, and VPD/AEFI
surveillance), overcome all barriers (geographical, politico-social and technical) and
invest heavily in Research & Development to achieve immunization's full potential and a
healthier Nation.

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Page 9​​ of 13
 Appendix B: References & Sources

1. WHO Vaccine-Preventable Diseases: Monitoring System 2013 Global

Summary. Available at ​http://apps.who.int/ immunization_monitoring/
globalsummary/countrie
s?countrycriteria%5Bcountry%5D%5B%5D=IND& commit=OK.
(Accessed on 27 October 2013)

2. IAP Guide Book 2013-2014

3. 2009 Coverage Evaluation Survey: All India Report. New Delhi: The
United Nations Children's Fund; 2010. Available at
http://www.unicef.org/india/ health_5578.htm. (Accessed on 27 October
2013)
4. International Institute of Population Sciences (IIPS). District Level
Household and Facility Survey(DLHS-3) 2007–08: India. Mumbai: IIPS;
2010. Available at ​http://www.rchiips.org/pdf/
INDIA_REPORT_DLHS-3.pdf. (Accessed on 27 October 2013)
5. https://www.cdc.gov/smallpox/history/history.html (Accessed on 16 Aug
2018)
6. Goel S, Dogra V, Gupta SK, Lakshmi PV, Varkey S, Pradhan N, Krishna
G, Kumar R. Effectiveness of Muskaan Ek Abhiyan (the smile campaign)
for strengthening routine immunization in Bihar, India. Indian Pediatr
2012; 49: 103–108.
7. National Vaccine Policy. New Delhi: Ministry of Health and Family
Welfare, Government of India; 2011. Available at ​http://mohfw.nic.in/
WriteReadData/l892s/1084811197NATIONAL%20VACCINE%20POLICY
%
20BOOK.pdf. (Accessed on 27 October 2013)
8. Global Action Plan 2011–2020. Geneva: World Health Organization;
2013. Available at ​http://www.who.int/immunization/
global_vaccine_action_ plan/ GVAP_doc_2011_2020/en/index.html.
(Accessed on 27 October 2013)
9. World Health Organization. Fact Sheet WHO/288, March 2005. Available
at ​http://whqlibdoc.who.int/fact_sheet/ 2005/ FS_288.pdf. (Accessed on
27 October 2013)
10. http://www.searo.who.int/mediacentre/events/polio-story/en/ (Accessed on
16 Oct 2018)
11. Vashishtha VM, Kumar P. 50 years of immunization in India: Progress
and future. Indian Pediatr 2013; 50: 111–118.

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12. Lahariya C. A brief history of vaccines & vaccination in India. ​Indian J Med
Res. 2014 Apr; 139(4): 491–511.

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 Commonly used terms:
● A ​vaccine is a biological preparation that generates actively acquired immunity to
a particular disease.
● Vaccination​​ is a process to administer a vaccine.
● Immunization is the process whereby a person is made immune or resistant to
an infectious disease, typically by the administration of a vaccine.
● The term disease ​causative agent usually refers to the biological pathogen that
causes a disease, such as a virus, parasite, fungus, or bacterium.
● An ​antigen is a molecule capable of inducing an immune response in the host
organism. Antigens are "targeted" by antibodies.
● Preventive healthcare consists of measures taken for disease prevention, as
opposed to disease treatment.
● Epidemiology is the study and analysis of the distribution (who, when, and
where) and determinants of health and disease conditions in defined populations​.
● Immunization/Vaccine coverage ​is the percentage of people who receive one
or more ​vaccines​​ in relation to the overall population.
● Disease surveillance is an information-based activity involving the collection,
analysis and interpretation of large volumes of data originating from a variety of
sources. The information collated is then used in several ways to evaluate the
effectiveness of control and preventative health measures

General disclaimer:
This case study document is strictly meant for the intended recipients to whom it
is being shared. This document is not to be shared publicly without the prior
written consent of GSK. Nothing contained in this document constitutes medical

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advice.

*******

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