INTERVIEW Establishing Morningside as a UK pharmaceutical
heavyweight creates an interesting dynamic. While the UK- based and export-based elements are clearly defined, Nik believes there is perfect synergy between the two operations. “We’re shipping orders from our warehouses twice daily
to every hospital and pharmacy throughout the UK. We’ve got a large number of high quality and uniquely-developed products in the market and take a market share in areas such as diabetes, depression, pain relief – some of which we enjoy a 30% share. “It’s not that exports have decreased, the UK market
simply grew dramatically and now accounts for around 80% of our trade. Our ever-increasing reputation in the UK has never been higher and our branded Generic medicines are in real demand. “It’s an all-inclusive operation unique to Morningside. We
manage our own R&D (research and development), produce new, innovative formulations of generic medicines and develop the dossiers required to register them with the MHRA. These high quality products are then marketed, supplied and distributed by us to hospitals and pharmacies in every corner of the UK, underpinned by our strong ‘Brand UK’ identity. “We have independent teams and even a separate
warehouse for international trade and then we have the UK business as a separate entity but, as a strategy, they complement each other because whatever we licence in the UK as a drug, we want to then licence in another country.” This approach – which sees both facets of the business
work in synergy – underpins Morningside’s activity and creates an environment for further growth in the UK and overseas. “We have our own intellectual property, we develop the
drugs, manufacture and handle the release here in Loughborough, there are millions of packs of medicines leaving on a weekly basis from our Loughborough warehouses. “Now we have that intellectual property, there’s a great
opportunity to register our medicines in the private sector all around the world. We’ve already started in the Middle East and we’re looking at Eastern Europe and the Nordic states throughout 2018. We see a great future in registering our drugs into export markets, of which there is substantial demand, as well as growing our market share here in the UK.” The success of Morningside – which led to Nik being
named among the UK’s 100 most inspirational and innovative individuals from the private, not-for-profit and public sectors in Grant Thornton’s Faces of a Vibrant Economy list last year – resulted in an invitation from Theresa May in 2016 to accompany her on a trade mission to India, with the Prime Minister “showing off” the business as a “great example of what the United Kingdom can offer the world”. It’s an accolade Nik, understandably, is very proud of. “To have the Prime Minister talk about us in such a
positive and affirming way was a real honour. It was a highly productive trip that saw £1bn-worth of deals signed in three days. It’s given us a lot of kudos internationally. The emphasis on that trip was the UK brand, innovations and technology, so to get such a high level of endorsement makes a big difference.” While the business is very different to the one Nik
started 27 years ago, one core element remains – CSR and, specifically, international aid. “I’ve been very fortunate in my life. This country has
given me an education having arrived as a refugee and I have subsequently been able to go on and build what is now a very large company with a multi-million pound turnover so part of what we do centres round giving something back as a company, it’s paramount to my business and myself personally as a philanthropist. “CSR activity gives us great kudos because people see
what we do as a business through our CSR activity. For example, if we’re looking to export into Iraq, they already see our presence there through supplying medicines to UNICEF or Red Cross. They know these organisations are very stringent when it comes to quality, so that in itself makes it much easier for us to do private sector business.
40 business network February 2018
‘Now we have that intellectual property, there’s a great opportunity to register our medicines in the private sector all around the world’
We’re also extremely active in the UK, working closely with, and financially assisting, organisations that make a significant difference to our community’s inhabitants, such as Age UK, Children with Cancer and our regional hospices. “Our international aid work is also incredibly important
to us and we have a team dedicated to it. I always knew I wanted the business to make international aid one of its primary focuses very quickly,” says Nik. “We’re one of the largest suppliers of a wide range of medicines from the UK to the likes of UNICEF, the Red Cross, World Health Organisation and MSF. Whenever there is a problem such as a tsunami, there will be medicines from here. This building is set up to offer international aid. We’ve built relationships over 20 years and these organisations trust us to supply high quality medicines, on time.” Another area Nik is interested in is helping would-be
exporters realise their international potential. This is facilitated in many ways, notably through his position as Export Champion for the Midlands Engine, as well as being Chair of the Chamber’s International Trade Steering Group. “It’s something I am immensely passionate about. I want
exports to increase and my role with the Midlands Engine and the Chamber revolves around encouraging exporters, especially young exporters, and making them understand that in some ways exporting can be more rewarding than the UK market, because it gives you a myriad different markets and can offer better margins and cashflow.” “Conducting due diligence and research is also critical.
My advice is to travel to the countries you’re looking to trade with. It’s up to individuals such as myself and businesses exporting regularly to talk to people. You need to engage with would-be exporters and demonstrate that it can be done and that it doesn’t have to be overly complex.” So what of the future? While there’s a strong emphasis on encouraging businesses to trade overseas, the uncertain landscape – Brexit in particular – can be an elephant in the room. Nik, though, is enthusiastic about the future. “There’s been a step-change, especially
post-June 23 when the EU Referendum decision was made. I’ve said for about 20 years now that we’re too reliant on the EU market. There are significant and diverse opportunities outside that market. Government, through the Department for International Trade (DIT), has put a big focus on these other markets and that’s coming through. “The Chamber is active in
encouraging businesses to look at new markets and I really welcome and endorse that. Looking at markets such as MENA, New Zealand, Australia, the Nordic countries, Eastern Europe – the great thing is these countries still appreciate UK quality and ethics. They want our products. “We’ve got to be proactive,
innovative and go into these markets because the reputation of, and demand for, UK products and services is strong. We certainly shouldn’t forget the EU - and I am an optimist and believe a deal between the UK and the EU will get done as it is in both our interests - but I also think it is exciting to have the opportunity to explore new markets.”
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