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It was early January 2008 when the company finally started operating. The result of
several months of planning, after-work hours and sleepless nights all came down to that
phone call. On the other side, speaking, was the sales director of one of the most
important hospitals in Portugal. Pedro Azevedo could not be more pleased.
Unipharma, S.A. is a Portuguese company that operates in the wholesaling business of
the pharmaceutical industry. Due to its innovative business plan focused on the
unlicensed, off-label and orphan drugs, the company has been consistently growing year
after year, being the internationalization process a not so far away reality.
The aim of this case study is to describe the creation process of the company from the
moment where the opportunity was identified until the present day. It also includes an
overview of the industry, as well as all the relevant data regarding the company’s
creation and operation, so that the business itself is better understood.