Read the Conversation
Meeting highlights:
- The Power of Education: Education is central to Haleon’s strategy, serving as the backbone for sustainable healthcare systems that enable nations to build wealth through better health.
- Leadership in Prevention: Haleon recognizes the vast potential of preventive healthcare and is leading efforts to support a proactive health agenda.
- Consumer Education and Preventive Healthcare: Haleon prioritizes educating consumers about preventive healthcare and understanding their specific needs. The success of brands like Sensodyne demonstrates this strategy, teaching consumers to recognize and address dental pain early.
- Dual Engagement Strategy: The company engages healthcare professionals with scientific insights and empowers consumers through direct communication to make informed health decisions.
- Accessibility and Sustainability: Single-dose medications and eco-friendly initiatives in India enhance accessibility and affordability with successful adoption in global markets.
- Leveraging India’s Talent and Driving Innovation: India has emerged as a hub for global capability centers (GCCs) and R&D initiatives. Haleon has established an R&D center to harness the country’s exceptional talent.
EF: Two years after the spinoff, how is Haleon progressing in India? What mission and priorities have you set for 2025 and beyond?
NS: Haleon was formed globally by merging the OTC businesses of GSK, Novartis, and Pfizer. These companies recognized that certain brands would thrive under a consumer healthcare-focused company rather than a pharmaceutical one, leading to Haleon’s creation.
In India, Haleon’s roots primarily trace back to GSK Consumer Healthcare, known for its nutrition business. Today, Haleon India’s portfolio includes long-established brands like Eno, introduced in the 1850s and locally manufactured for over 50 years, and newer entrants like Centrum, launched just a few years ago.
Haleon’s success in India is driven by a strong focus on consumer education about preventive healthcare. At Haleon, we offer superior everyday health solutions and emphasize educating consumers and increasing overall awareness among Indians. This approach has fueled consistent growth, with an average annual growth rate in the mid-teens over the past decade. Sensodyne is a prime example. Launched nationally in 2011, the brand transformed sensitivity treatment by educating consumers directly rather than relying solely on dentist recommendations. Sensodyne opened up the market and now accounts for over 50% of Haleon India’s business as of 2023.
Haleon is now expanding its focus to address micronutrient deficiencies and the knowledge gap in daily nutritional needs. Despite a balanced diet, essential nutrients like vitamins D and B are often lacking, leading to issues like weakened bone health or reduced mental sharpness. By raising awareness of these deficiencies, Haleon is addressing critical health needs while building the foundation of its business in India.
EF: How do you ensure access to your products across India's diverse population?
NS: Access is crucial in India, where economic disparities are vast. However, the traditional economic pyramid, with a small percentage of wealthy individuals at the top, is shifting into a diamond shape with a growing middle class. By 2030, over 300 million Indians are expected to join this segment, with purchasing power comparable to the U.S. (on a PPP basis). Nonetheless, a significant underprivileged population still remains, making access a key focus of our strategy.
To address affordability, products are designed with options like smaller pack sizes or single-dose purchases, which is common even in the pharma industry, where pharmacists sell individual tablets. We also manage production costs and prioritize environmentally friendly packaging to reduce waste and keep prices low.
Affordability alone is not enough—education is equally critical. Many Indians lack awareness of simple solutions, such as using paracetamol for headaches, which affects productivity and well-being. By combining affordability with education, we aim to bridge healthcare gaps and improve lives across India.
EF: How is Haleon leveraging India's vast talent base to drive innovation globally?
NS: Our ability to produce competitively priced products enables us to deliver affordable solutions globally. For example, the 20gm Sensodyne pack, developed in India, has been adopted internationally to improve accessibility in underprivileged markets like parts of Africa. In more regulated regions like Europe and the U.S., strict quality standards increase costs, but in less regulated areas, innovative manufacturing and pricing strategies help make healthcare affordable without sacrificing quality.
On a broader scope, India has become a hub for intellectual capabilities, with Global Capability Centers (GCCs) evolving from call centers into advanced operational hubs. Companies, including ours, are investing in these centers to enhance global business support. Additionally, we are expanding R&D operations, such as our Hyderabad center, which drives global innovation. This shift is not just about cost savings but also leveraging India’s rich talent pool, which holds immense potential for the future.
EF: India is often called the "pharmacy of the world," what new name would you propose to reflect its evolving role and future potential?
NS: I hope India can reclaim its title as the "pharmacy of the world." One key challenge has been the lack of investment in APIs (Active Pharmaceutical Ingredients) and R&D, but it’s encouraging to see stakeholders, including the government, taking steps to address this. With renewed focus and leadership, I believe we can regain that position.
Another concern is the brain drain of talent to global institutions offering better infrastructure, funding, and opportunities. Many exceptional researchers and professionals of Indian origin contribute significantly abroad—for example, a large proportion of U.S. doctors are Indian or of Indian origin. This trend, while impactful globally, highlights the need to retain intellectual talent at home.
This challenge extends beyond pharmaceuticals to India's tech industry. By tackling these issues, India can solidify its position as a global leader in both sectors.
EF: How would you evaluate the level of awareness around prevention in a young and rapidly evolving country like India?
NS: The current situation may not be ideal, but that is why the opportunity is so big. India is on its way to becoming a developed nation. The timeline is less important than the fact that it will happen. Once it does, the challenge will shift from money to education and awareness. People will need to understand their true needs, and early awareness is crucial. That is why we focus on education in areas like oral health and wellness, including micronutrient deficiencies—issues that have been largely neglected.
As life expectancy increases, the question becomes not just about longevity but about healthy longevity. Education has a ripple effect and often sparks broader lifestyle changes. When people tell us we've "changed their lives," it really means that we have provided the tools and knowledge. With that awareness, they begin to adopt healthier habits, like regular exercise, improved diet, and overall well-being. Education starts with one issue but can drive holistic change. This is where our responsibility lies and where we must stay focused.
EF: After 16 years in the consumer healthcare industry, what are you most proud of, and what do you aim to achieve in the coming years?
NS: What I’m most proud of is how we’ve embraced education as a core part of our mission. While many organizations can build successful businesses, our focus on improving consumer health sets us apart. This approach has unlocked incredible potential and brings immense satisfaction to our team at Haleon India.
Over the past 16–18 years, we’ve focused on health-driven brands like Horlicks, which helped children become “taller, stronger, and sharper.” Now, with Centrum, we’re addressing similar needs for those seeking alternatives beyond food. Through these efforts, we’ve educated consumers, built strong brands, and created a purpose-driven organization. Haleon’s mission to make a meaningful difference in lives is unlike anything I’ve experienced in other FMCG companies.
Preventive healthcare is a greater challenge than curative care. Consumers often overlook prevention, making education vital and rewarding. For instance, we conducted 1.7 million "chill tests" last year in India to help people recognize tooth sensitivity. This simple initiative has been running for a decade, helping millions identify their condition, treat it early, and enjoy their favorite foods again, enhancing their quality of life.
In other markets, products like Polident or Corega have transformed lives. For those with loose dentures, these products restore confidence, allowing them to bite, laugh, and regain independence. These small yet powerful changes inspire pride in what we do. While building a successful business with strong brands is exciting, the true reward lies in the difference we’ve made in people’s lives.
EF: Do you have any final message or topic you would like to address?
NS: India represents a tremendous opportunity as the world’s most populous country, with significant potential for its people, patients, and organizations. By 2054, the population is expected to peak at 1.7 billion, adding 300 million people—equivalent to creating another "United States." This growing segment will have wealth levels comparable to Americans, underscoring India's immense economic potential.
Focusing on long-term growth rather than daily challenges is key. As global wealth increases, priorities will shift to lifestyle, education, and culture. Organizations that align with these needs will help shape the future. By supporting India’s development, we can make a meaningful impact.
