Аптечная сеть АСНА. Pharmacy chain ASNA. Kondratev Alexander Managing Partner, ASNA

Transcription

1 Аптечная сеть АСНА Pharmacy chain ASNA Kondratev Alexander Managing Partner, ASNA

2 Kate Kondrateva 4 years (2006) Why the sky is blue? Why plane is flying, but don t flap the wings? Why I am always ask WHY?

3 Virtual chains in Europe In 31 European countries we have more than 300 important virtual chains. Almost 100 from them operate in CEE region In North, West and South Europe: 1. Most of virtual chains are managed by wholesalers. 2. Less than 50% are branded. 3. More than 50% have loyalty program for patients. 4. More than 50% have partial or full category management implemented. 5. Most of them have BI Tool and Management Information

4 CEE: virtual chains characteristics 9 keys areas Type of virtual chain: managed by WHS or MNF / purchasing group / pharmacy assoc. / franchise Purchase co-ordination Category Management One management Marketing activities coordination BI analytic solution with MIS reports and KPI Branding Loyalty program Software integration

5 It s hard to find differences

6 ASNA vs Classic Pharmacy chain PARAMETERS Unique product catalog Unique assortment management system Standard marketing matrix in all pharmacies Administrative resource management Product purchasing system Unique sales plan in marketing contract Unique standard of marketing activities Centralized BI and reporting system Educational center ASNA Pharmacy chain

7 Why ASNA? Who we are today? ASSOCIATION OF INDEPENDENT PHARMACIES ASNA one of TOP 3 Pharmacy chains in Russia with 44 Bil.Rub in 2015 (IMS & RNC Ranking) Wide geographic coverage Ensure availability of products in 46 cities and pharmacies Transparency of Business Processes Advance management system with unique business processes Reliable strategic Partner 10 Years successful experience as Pharmacy chains Back office Pharma companies trust 160 Pharma companies cooperating with ASNA

8 ASNA shows fast growth during last 3 years and in 2018 will be outlets in all Russia regions Number of outlets in ASNA R 2 =0, (1H) (1 кв) 2015 (3 кв)

9 Why middle pharmacy chains and independent pharmacies choose ASNA? Benefits with ASNA Marketing contracts to increase profitability Services for customers to create loyalty clients Pharmacy software to operate with ASNA

10 Evolution of pharmacy marketing programs Focus on distributors Increase distribution index Focus on Pharmacy chains Merchandising, volume contracts Focus on customers Target customer groups with individual approach from Pharma Companies

11 ASNA Perspective directions Booking and reservation of products online Federal program ASNA Economy ASNA Loyalty card «Незабудка» Project individual offers to customers Pharma companies Loyalty programs Analytic research and price monitoring In-door advertising

12 Federal program ASNA Economy

13 Customer service «Незабудка» Medicine reminder Best price in pharmacy Educational materials from scientific societies Communication with doctors Discount on diagnostic Discount on doctors visit Call center support + 2 additional months of therapy in one year! +16,6%!!!

14 Different approach to budget allocation in pharma companies Even in one company, Brands can feel differently

15 Increase distribution index on Federal level 2570 outlets ASNA Pharmacies 46 cities

16 Launch and turnkey brand promotion E-detailing visits Events Telemarketing Webinars Medical representatives 35 cities

17 Kondrateva Ekaterina 14 years Why ASNA?

18 And finally, Why ASNA? We are more then Classic pharmacy chain Strategic partner Educational center for pharmacy stuff Unique standards of marketing programs in thousands of outlets ASNA Loyalty card connection with millions of customers Data transparency full control over the marketing actions in ASNA via WEB service for Pharma companies Launch and turnkey brand promotion