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Extra Future Store
Extra Future Store.zip
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Outline
• Introduction
• Review Literatures
– Drug Procurement System
– Pharmaceutical Logistic and Supply Chain
– Modern Pharmacy Management Skill
– Pharmacy Professional Service
– Human Resource Management and Career Development
– Information Technology in Retail Pharmacy
• Summary
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How Attractive is ASEAN?
Indicators AEC Comparison
Population (2010) 600 million > EU (500 mil.approx.)
GDP Si ROK I di R iGDP Size US$ 2
trillion
>ROK, >India, >Russia
Real GDP Growth
(2011)
5.2% > EU (1.7%)
International Trade US$ 2
trillion
= 5.4 times Thailand
Foreign Direct
Investment
US$ 50
billion
= 60% of China
International
tourists
65 million Ranked 2nd globally next
to France
Source : SCB Economic Intelligence Center, 201108/05/56 7
The ASEAN Economic Community
• The ASEAN Economic Community
shall be the end‐goal of economic
i i li dintegration measures as outlined
in the ASEAN Vision 2020. Its goal
is to create a stable, prosperous
and highly competitive ASEAN
economic region in which there is
a free flow of goods, services,
investment and a freer flow of
capital equitable economiccapital, equitable economic
development and reduced poverty
and socio‐economic disparities in
year 2020.
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Thai Retail Drug Store Situation
• นักวิชาการ จี้ รานขายยาเรงปรับตัวรับ AEC กอนเจง
(Source: คม ชัด ลึก 23 พ.ย. 55)
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Seven Mega – Trends in
Thailand Healthcare Future
• Roles of Teaching Hospitals
• Access and Distribution of Innovative Drugs
• Change in Hospital OPD
• Hospital Focus in Tertiary Care
• Roles of Pharmacy in Universal Coverage and Primacy Carey g y
• Healthcare Financing Models
• Transformation of Dispensing to Prescription Market
16
ที่มา: ภก. ธีระ ฉกาจนโรดม : Pharmaceutical Marketing Handout 2012
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Environment Scanning
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma
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Environment Scanning
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma08/05/56 18
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Environment Scanning
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma08/05/56 19
Environment Scanning
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma08/05/56 20
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Environment Scanning
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma
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Environment Scanning
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma08/05/56 22
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วิเคราะหการแขงขันตลาดรานยา
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma
08/05/56 23
สภาพการแขงขันของรานยา
•ตลาดเติบโตเฉลี่ย 6.8%
ิ โ ํ ี่•การเติบโตของจานวนรานยาเฉลีย 4.7%
•มูลคาเพิ่มต่ํา, ไมมีความแตกตางของสินคา
•จํานวนรานคามีมากเกินไป
•รานยาสวนมากไมมีจุดเดน
•Switching Cost ต่ําSwitching Cost ตา
•Perfect Information สืบราคางาย
•Exit Barriers มีนอย
ที่มา: ภก. วิบูลย จรรยานุภาพ Business Unit Director, Sales and Marketing Division, Zuellig Pharma08/05/56 24
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Literature Review
• The Future of Community Pharmacy in England
– Like Post Office; they risk becoming obsolete.; y g
– Doing nothing is not an option
– Five forces will shape the future of community pharmacy
• Squeeze on healthcare budgets
• Intensifying competition
• Transformation of the supply chainTransformation of the supply chain
• Emergence of new alternative channels
• Demand for convenience and expertise
Source: ATKearney: Tipping Point Report Series 2012
08/05/56 35
Literature Review
• The Future of Community Pharmacy in England
– To survive, two strategies should be considered:
• Improve efficiency of supply
• Become the first port of call in the healthcare system.
Source: ATKearney: Tipping Point Report Series 201208/05/56 36
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Literature Review
• Pharmacy Today
– Is there value to pharmacists’ services?
• Adherence Packaging
• Medication Therapy Management (MTM)
• When charge the organizations for the pharmacist service fee, they
decide to transfer their clients to another pharmacy that offer the
services for free.
– Patient engagement on Smartphone
• Pharmacists can help in the development of new technologies that• Pharmacists can help in the development of new technologies that
promote patient engagement
• Pharmacists are uniquely positioned to help gather patient
information
Source: Pharmacy Today, April 201308/05/56 37
Drug Procurement System
• Cheaper Raw Materials and Finished Goods
• Mode 1, 2, 3, 4 (More Details)
• Pooled Purchasing: Province, County etc.
• Outsource purchasing center
• India pooled purchasing policy
• Models
• GPO and Post Office
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Drug Procurement System
• Four states are all set to replicate the Karunya
pharmacy model to introduce some majorpharmacy model to introduce some major
changes in the drug supply system in the
country.
• Gujarat, Karnataka, Rajasthan and Tamil Nadu
will soon set up a community pharmacy chain
by supplying drugs at discounted ratesby supplying drugs at discounted rates,
eliminating middlemen and distributors who
supply drugs to the government hospitals.
Source: Four states to emulate Karunya pharmacy model, TNN Jul 27, 201208/05/56 43
Drug Procurement System
Discount Prices from an Indian Government Chain
Karunya Community Pharmacy is a retail outlet that sells branded
generics at steep discounts ranging from 20 to 60 percent.
Karunya Pharmacy is an initiative by KMSCL and it is a pure for‐
profit chain of pharmacies. It is a business model that competes on
equal terms with other retail pharmacies.
The advantage Karunya may have over other pharmacies is
cheaper prices through bulk procurement for the entire state and
taking advantage of the streamlined procurement practices of
KMSCL.
Source: Anand Tatambhotla, Jun 4 201208/05/56 44
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Drug Procurement System
Discount Prices from an Indian Government Chain
The modus operandi adopted by the pharmacy was to leverage the bulk discounts
enjoyed by the KMSCL through centralized pooled purchasing of branded genericsenjoyed by the KMSCL through centralized pooled purchasing of branded generics
directly from the manufacturers.
The reduction in the prices due to the bulk discounts and lack of middle‐men
margins are significant. The future plan for this initiative is to increase the number
of pharmacy outlets to about 2,500 stationing them at all government district
hospitals, taluk hospitals and community healthcare centers in the state.
Karunya Community Pharmacy also plans to stock specialty drugs for the treatment
of cancer, renal disease, hypertension where the discounts would impact the
beneficiaries the most.
In short, this community pharmacy would act as the sole carrying and forwarding
agent for a majority of the pharmaceutical manufacturers.
Source: Anand Tatambhotla, Jun 4 201208/05/56 45
Drug Procurement System
การประเมินการจัดซื้อยารวมระดับเขต : กรณีศึกษาเขตตรวจราชการที่ 2
• เขตตรวจราชการที่ 2 ไดมีการดําเนินการจัดซื้อยารวมระดับเขต ตามหลักเกณฑของ
้ ้มาตรการเพิ่มประสิทธิภาพการจัดซื้อยาของกระทรวงสาธารณสุข ในการดําเนินการจัดซื้อ
ยารวมระดับเขต ในป 2548-2549 ทําใหแตละเขตสามารถจัดซื้อยาไดในราคาถูกกวาการ
จัดซื้อปกติ โดยในป 2548 จัดซื้อไดถูกลง 3.39 ลานบาทและในป 2549 จัดซื้อไดถูกลง
25.33 ลานบาท เมื่อเทียบกับราคายาอางอิงของศูนยขอมูลขาวสารดานเวชภัณฑสํานัก
พัฒนาระบบบริการสุขภาพ
• ผูเกี่ยวของในการดําเนินการจัดซื้อยารวมระดับเขต ในภาพรวมสวนใหญ มีความเห็นดวยวา
ทําใหมีความประหยัด เหมาะสมที่จะดําเนินการ ไดยาที่มีคุณภาพ และเห็นวามีประโยชนใน
ภาพรวม
ที่มา: วารสารองคการเภสัชกรรม ปที่ 35 ฉบับที่ 1 ต.ค. 51 – มี.ค. 5208/05/56 46
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Pharmaceutical Logistic and Supply Chain
• Consolidation
• Global Supply Chain
• More than just cost reduction: safety shortage quality• More than just cost reduction: safety, shortage, quality
etc. concerns
• Outsource
• Bypass Wholesale
• Walgreen vs. Boot Distributor
• Asian Pharmaceutical Supply Chain Under PressureAsian Pharmaceutical Supply Chain Under Pressure
• India Government Pharmacy: Karunya Phamracy cases
• RFID Technology
• Personalized Medicine
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Pharmaceutical Logistic and Supply Chain
The Pharmaceutical Supply Chain: a Diagnosis of the
State‐of‐the art
• The pharmaceutical industry has performed very well• The pharmaceutical industry has performed very well
historically, but the model is no longer effective.
• The underlying dynamics of the industry are shifting
and consequently, the pharmaceutical companies
should respond by redefining their business strategies
along with developing brand new operating models.
Source: Mahender Singh, Master Thesis in Engineering Logistic, Massachusetts
Institute of Technology, USA08/05/56 48
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Significance of logistics in
pharmaceutical companies
Need to study issues & challenges
To meet customer service improvement & costTo meet customer service improvement & cost
reduction
It is highly crucial as it is time‐sensitive
:
25‐50% reduction in total supply chain costs
25‐60% reduction in inventory holdingy g
25‐80% increase in forecast accuracy
30‐50% improvement in order‐fulfillment cycle time
20% increase in after‐tax free cash flows
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Introduction
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Issues & Challenges
Managing Pharmaceuticals
Managing perishable products
Degradation of the medicines as they move along theDegradation of the medicines as they move along the
supply chain which results in allowing substandard
products to be dispensed to the patients
Maintaining temperature control
Typically more focus is given on R&D
Manufacturers can’t have control once
Pharmaceuticals are docked to wholesalers
Shipping of expiry products
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Issues & Challenges
Crisis Management
In case of an epidemic break‐out, global demand forIn case of an epidemic break out, global demand for
certain medicines overshoots the demand suddenly.
Product withdrawal during sales due to side‐effects and
expiry
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Issues & Challenges
Outdated Manufacturing Sites
Reluctant Govt bodies to approve any changesReluctant Govt. bodies to approve any changes
fearing product quality
Parallel Trade
Cross trading across the borders
Black market transactions in developing nations
No track of drugs coming in & going out of the
country
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Conclusion
Logistics has emerged as an important
element in the pharmaceutical industry as itelement in the pharmaceutical industry as it
becomes a greater percentage of total costs
Unlike other sectors, value‐chain perspective
of managing process innovation through
capacity and production planning is equally
importantimportant
Emerging technologies like RFID can mitigate
many of these logistics issues
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Trends and Development in Thailand Market
MNC Members in 1987 (4,017 Mn.Bt.)
1. Roche Thailand
2. Hoechst Thai
3. Merck Sharp & Dome
21. Bayer Thai
22. Paiboon Watana (Takeda)
23. Bristol Myers
41. Abbott Lab. Ltd.
42. Sanofi
43. Hausmann
4. Glaxo
5. Thai Otsuka Pharmaceutical
6. Ciba-Geigy
7. Sandoz (T) Ltd.
8. Schering
9. Smith Kline & French
10. Warner Lambert
11. Astra
12. Pfizer International
13. Westmont
14 Eli Lilly
24. Wellome Thailand
25. Boehringer Ingelheim
26. Organon (T) Ltd.
27. Farmitalia Carlo Erba
28. ICI Products
29. Merrell Dow
30. Upjonh Co.,Ltd
31. Medimpex
32. Beecham
33. Sterling Drug
34 Roussel
44. United A. Pharm.
45. Syntex
46. Mack
47. Biomedis
48. Degussa
49. Unichem
50. Eisai
51. Stuart
52. Carter Wallace
53. Pliva
54 Menarini
63
14. Eli Lilly
15. Squibb
16. Richardson-Vicks
17. May & Baker / Nattermann
18. Boots
19. Janssen Pharmaceutica
20. Cyanamid
34. Roussel
35. Essex Thailand
36. G.D. Searle
37. Les Lab Servier
38. Boehringer Mannheim
39. E. Merck
40. A.H.Robins
54. Menarini
55. Nattermann
Source : PPA Open Sales Exchange‐ December 1987
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Trends and Development in Thailand Market
MNC Members in 2006 (40,000 Mn.Bt.)
5. Roche
222... Hoechst ThaiHoechst ThaiHoechst Thai
6. MSD
3. GlaxoSmithKline
27. Thai Otsuka
16. Bayer Thai (Bayer Schering)
10. Takeda
11. Bristol-Myers Squibb
24.24.24. Wellome ThailandWellome ThailandWellome Thailand
13. Boehringer Ingelheim
14. Abbott
2. Sanofi-Aventis Group
434343. Hausmann. Hausmann. Hausmann
444444. United A. Pharm.. United A. Pharm.. United A. Pharm.
454545. Syntex. Syntex. Syntex27. Thai Otsuka
6. CibaCibaCiba---GeigyGeigyGeigy
7. Novartis
9. Schering (Bayer Schering)
999... Smith Kline & FrenchSmith Kline & FrenchSmith Kline & French
101010. Warner Lambert. Warner Lambert. Warner Lambert
4. AstraZeneca
1. Pfizer
21. Great Eastern Drug
141414. Eli Lilly. Eli Lilly. Eli Lilly
151515. Squibb. Squibb. Squibb
13. Boehringer Ingelheim
15. Organon (T) Ltd.*
••• Farmitalia Carlo ErbaFarmitalia Carlo ErbaFarmitalia Carlo Erba
28.28.28. ICI ProductsICI ProductsICI Products
29.29.29. Merrell DowMerrell DowMerrell Dow
30.30.30. Upjonh Co.,LtdUpjonh Co.,LtdUpjonh Co.,Ltd
31.31.31. MedimpexMedimpexMedimpex
32.32.32. BeechamBeechamBeecham
33.33.33. Sterling DrugSterling DrugSterling Drug
34.34.34. RousselRousselRoussel
35.35.35. Essex ThailandEssex ThailandEssex Thailand
454545. Syntex. Syntex. Syntex
464646. Mack. Mack. Mack
474747. Biomedis. Biomedis. Biomedis
484848. Degussa. Degussa. Degussa
494949. Unichem. Unichem. Unichem
17. Eisai
515151. Stuart. Stuart. Stuart
525252. Carter Wallace. Carter Wallace. Carter Wallace
535353. Pliva. Pliva. Pliva
545454. Menarini. Menarini. Menarini
55.55.55. NattermannNattermannNattermann
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161616. Richardson. Richardson. Richardson---VicksVicksVicks
171717. May & Baker / Nattermann. May & Baker / Nattermann. May & Baker / Nattermann
181818. Boots. Boots. Boots
8. Janssen -Cilag
12. Schering-Plough
36.36.36. G.D. SearleG.D. SearleG.D. Searle
37.37.37. Les Lab ServierLes Lab ServierLes Lab Servier
38.38.38. Boehringer MannheimBoehringer MannheimBoehringer Mannheim
20. Merck
18. Wyeth-Ayerst / Consumer
19. Servier
22. UCB Pharma
23. Thai Meiji
24. Baxter Healthcare
25. Solvey Pharma
26. Astellas
28. Daiichi Sankyo
29. Fujisawa
* acquired by SP in 2007 Source : PReMA Open Sales Exchange‐ December 200608/05/56
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Trends and Development in Thailand Market
MNC Members in 2010 (54,000 Mn.Bt.)
6. Roche
222... Hoechst ThaiHoechst ThaiHoechst Thai
2. MSD
4. GlaxoSmithKline
19. Thai Otsuka
8. Bayer Schering
9. Takeda
13. Bristol-Myers Squibb
24.24.24. Wellome ThailandWellome ThailandWellome Thailand
12. Boehringer Ingelheim
14. Abbott
3. Sanofi-Aventis Group
434343. Hausmann. Hausmann. Hausmann
444444. United A. Pharm.. United A. Pharm.. United A. Pharm.
454545. Syntex. Syntex. Syntex19. Thai Otsuka
6. CibaCibaCiba---GeigyGeigyGeigy
5. Novartis
999. Schering (Bayer Schering). Schering (Bayer Schering). Schering (Bayer Schering)
999... Smith Kline & FrenchSmith Kline & FrenchSmith Kline & French
101010. Warner Lambert. Warner Lambert. Warner Lambert
7. AstraZeneca
1. Pfizer
20. Great Eastern Drug
16. Eli Lilly
151515. Squibb. Squibb. Squibb
12. Boehringer Ingelheim
151515. Organon (T) Ltd.*. Organon (T) Ltd.*. Organon (T) Ltd.*
••• Farmitalia Carlo ErbaFarmitalia Carlo ErbaFarmitalia Carlo Erba
28.28.28. ICI ProductsICI ProductsICI Products
29.29.29. Merrell DowMerrell DowMerrell Dow
30.30.30. Upjonh Co.,LtdUpjonh Co.,LtdUpjonh Co.,Ltd
31.31.31. MedimpexMedimpexMedimpex
32.32.32. BeechamBeechamBeecham
33.33.33. Sterling DrugSterling DrugSterling Drug
34.34.34. RousselRousselRoussel
35.35.35. Essex ThailandEssex ThailandEssex Thailand
454545. Syntex. Syntex. Syntex
464646. Mack. Mack. Mack
474747. Biomedis. Biomedis. Biomedis
484848. Degussa. Degussa. Degussa
494949. Unichem. Unichem. Unichem
11. Eisai
515151. Stuart. Stuart. Stuart
525252. Carter Wallace. Carter Wallace. Carter Wallace
535353. Pliva. Pliva. Pliva
545454. Menarini. Menarini. Menarini
55.55.55. NattermannNattermannNattermann
65
161616. Richardson. Richardson. Richardson---VicksVicksVicks
171717. May & Baker / Nattermann. May & Baker / Nattermann. May & Baker / Nattermann
181818. Boots. Boots. Boots
10. Janssen -Cilag
121212. Schering. Schering. Schering---PloughPloughPlough
36.36.36. G.D. SearleG.D. SearleG.D. Searle
37.37.37. Les Lab ServierLes Lab ServierLes Lab Servier
38.38.38. Boehringer MannheimBoehringer MannheimBoehringer Mannheim
15. Merck
191919. Wyeth. Wyeth. Wyeth---Ayerst / ConsumerAyerst / ConsumerAyerst / Consumer
18. Servier
24.24.24. UCB PharmaUCB PharmaUCB Pharma
22. Thai Meiji
17. Baxter Healthcare
21. Solvey Pharma
21. Astellas
23. Daiichi Sankyo
24. Fujisawa
Source : PReMA Open Sales Exchange‐ December 201008/05/56
Trends and Development in Thailand Market
MNC Members with top 10 ranking in 2010 (77.0 %Share)
11.. PfizerPfizer
Warner LambertWarner LambertWarner Lambert
FarmitaliaFarmitaliaFarmitalia CarloCarloCarlo ErbaErbaErba
UpjonhUpjonhUpjonh Co.,LtdCo.,LtdCo.,Ltd
G D SearleG D SearleG D Searle
5. Novartis
CibaCibaCiba---GeigyGeigyGeigy
6. Roche
Boehringer MannheimBoehringer MannheimBoehringer Mannheim
18. Servier
19. Thai Otsuka
20. Great Eastern Drug
21. Astellas
22. Thai MeijiG.D. SearleG.D. SearleG.D. Searle
WyethWyethWyeth---Ayerst / ConsumerAyerst / ConsumerAyerst / Consumer
22. MSD. MSD
ScheringScheringSchering---PloughPloughPlough
OrganonOrganonOrganon (T) Ltd.*(T) Ltd.*(T) Ltd.*
Essex ThailandEssex ThailandEssex Thailand
33.. SanofiSanofi aventisaventis
Hoechst ThaiHoechst ThaiHoechst Thai
May & Baker /May & Baker /May & Baker / NattermannNattermannNattermann
Merrell DowMerrell DowMerrell Dow
HausmannHausmannHausmann
SyntexSyntexSyntex
7. AstraZeneca
ICI ProductsICI ProductsICI Products
8. Bayer Schering
Schering AGSchering AGSchering AG
9. Takeda
10. Janssen-Cilag
11 Eisai
22. Thai Meiji
23. Daiichi Sankyo
24. Fujisawa
United A. Pharm.United A. Pharm.United A. Pharm.
MackMackMack
BiomedisBiomedisBiomedis
DegussaDegussaDegussa
UnichemUnichemUnichem
StuartStuartStuart
Carter WallaceCarter WallaceCarter Wallace
66
RousselRousselRoussel
4. GlaxoSmithKline
Smith Kline & FrenchSmith Kline & FrenchSmith Kline & French
WellomeWellomeWellome ThailandThailandThailand
BeechamBeechamBeecham
Sterling DrugSterling DrugSterling Drug
UCBUCBUCB PharmaPharmaPharma
11. Eisai
12. Boehringer Ingelheim
13. Bristrol-Myers Squibb
14. Abbott
15. Merck
16. Eli Lily
17. Baxter Healthcare
PlivaPlivaPliva
MenariniMenariniMenarini
Solvey PharmaSolvey PharmaSolvey Pharma
SquibbSquibbSquibb
RichardsonRichardsonRichardson---VicksVicksVicks
BootsBootsBoots
MedimpexMedimpexMedimpex
Les Lab ServierLes Lab ServierLes Lab Servier
Source : PReMA Open Sales Exchange‐ December 2010
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Contract Distribution In-house Distribution
AsianAsianAsian TJDTJDTJD EnterpriseEnterpriseEnterprise (Thailand)(Thailand)(Thailand) LtdLtdLtd... Bayer Thai Co.,Ltd.*Bayer Thai Co.,Ltd.*Bayer Thai Co.,Ltd.*
BaraBaraBara WinsorWinsorWinsor Boots (Thailand) Ltd.*Boots (Thailand) Ltd.*Boots (Thailand) Ltd.*
BJCBJC TradingTrading (Berli(Berli Jucker)Jucker) BristolBristolBristol---Myers (Thailand) Co., Ltd.Myers (Thailand) Co., Ltd.Myers (Thailand) Co., Ltd.
BBB...GrimmGrimmGrimm &&& CoCoCo...,R,R,R...OOO...PPP Carlo Erba (Thailand) Co. Ltd.Carlo Erba (Thailand) Co. Ltd.Carlo Erba (Thailand) Co. Ltd.
Trends and Developments in Thailand MarketTrends and Developments in Thailand Market
Distributors in Distributors in 20102010
BB..LL..HH TradingTrading CoCo..,Ltd,Ltd.. Dumex Ltd.*Dumex Ltd.*Dumex Ltd.*
BangkokBangkokBangkok---SwissSwissSwiss TradingTradingTrading CoCoCo... Glaxo (Thailand) Ltd.*Glaxo (Thailand) Ltd.*Glaxo (Thailand) Ltd.*
IDSIDS (Marketing)(Marketing) ((BoenoBoeno)) GreatGreatGreat EasternEasternEastern DrugDrugDrug CoCoCo...,Ltd,Ltd,Ltd...***
DDKSHKSH HoechstHoechstHoechst ThaiThaiThai LtdLtdLtd...***
EastEastEast AsiaticAsiaticAsiatic CoCoCo...,Ltd,Ltd,Ltd MasonMasonMason (Thailand)(Thailand)(Thailand) Co,LtdCo,LtdCo,Ltd (Parke(Parke(Parke Davis)Davis)Davis)
International Pharmaceutical MayMayMay &&& BakerBakerBaker LtdLtdLtd...
JackJackJack ChiaChiaChia &&& CoCoCo...,Ltd,Ltd,Ltd PaiboonPaiboonPaiboon WatanaWatanaWatana CoCoCo...,Ltd,Ltd,Ltd... (Takeda)(Takeda)(Takeda)
LLL &&& SonsSonsSons PfizerPfizerPfizer InternationalInternationalInternational CorpnCorpnCorpn... (S(S(S...A)A)A)
OLICOLICOLIC (Thailand)(Thailand)(Thailand) LtLtLtddd... (Lepetit)(Lepetit)(Lepetit) RichardsonRichardsonRichardson---MarrellMarrellMarrell (Thailand)(Thailand)(Thailand) LtdLtdLtd...
MullerMullerMuller &&& PhippsPhippsPhipps (Thailand)(Thailand)(Thailand) ScheringScheringSchering (Bangkok)(Bangkok)(Bangkok) LtdLtdLtd...***
NewNewNew FrenchFrenchFrench DispensaryDispensaryDispensary LtdLtdLtd... SquibbSquibbSquibb FarFarFar EastEastEast LtdLtdLtd...
SmithSmithSmith KlineKlineKline &&& FrenchFrenchFrench LtdLtdLtd... SterlingSterlingSterling DrugDrugDrug InternationalInternationalInternational
U.S Summit Corp.
Pacific HealthCare (Pacific Investment)
WheelockWheelockWheelock MardenMardenMarden &&& CoCoCo... (Thailand)(Thailand)(Thailand) LtdLtdLtd...
Zuellig Pharma (F.E Zuellig) Source : MIM ‐2010
Distribution Models in ASIA Distribution Models in ASIA PharmaPharma Market (under Market (under
pressure)pressure)
Exclusive Distribution
• Principals rely on Distributors to simplify
logistics (and sales operations)
• Distributors compete for exclusive relationship
with principals
• Historically competition based primarily on
cost (margins)
• Distributors sell directly to outlets, low
dependency on wholesalers
• Competing distributors have similar outlet
coverage therefore not a point of competition
Principal
Distributor
WS
C/D
= 20
= 10
%%
Non Rx market
24 BTHB (2011)
coverage, therefore not a point of competition
• Exclusive contracts eliminates ability to push
products in outlets as a point of competition
between distributors
R/D WS R/DC/D C/D
Consumer
C/D
R/D
= 10
= 70
ที่มา: ภก. ธีระ ฉกาจนโรดม : Pharmaceutical Marketing Handout 2012
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CUSTOMERCUSTOMER PRINCIPALPRINCIPAL
Distribution Models in ASIA Distribution Models in ASIA PharmaPharma Market (under Market (under
pressure)pressure)
ที่มา: ภก. ธีระ ฉกาจนโรดม : Pharmaceutical Marketing Handout 2012
• Order cycle time
• Delivery timeliness
• Frequency of delivery
• Call-out time
• Response time
• Daily access on :
- sales
- customer
- inventory
• Timely and accurate report
• Accessibility
• Delivery completeness and
reliability
• Accuracy on invoices, delivery
notes, C/N etc
• Integrated part of any business
process :
- sales & marketing
- business development
- logistic
SpeedSpeed
o es, C/ e c
• Stock availability
• Ordering convenience
og s c
- finance
- IT
• On-time payment
• Customer service policy
• system flexibility
• Order size constraint
• Customer complaints and claims
• Status informations
• Market intelligence
• On-site office space
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Pharmaceutical Logistic and Supply Chain
• “In recent years, Europe has seen a number of evolutions in
the supply chain which have raised questions over its future
sustainability,”
• “These include the implementation of policies to increase the
uptake of generics and reduce generics prices, including
tendering of generics; the increased distribution of some
medicines from secondary care settings rather than
community pharmacies;
• the increased availability of medicines from internet or mail
order sources; and the adoption of direct to pharmacy
distribution schemes and /or the imposition of market quotas
by the pharmaceutical industry.
Source: The sustainability of the supply chain – lessons from the EU, 18 September 201208/05/56 72
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Pharmaceutical Logistic and Supply Chain
Drug Partnership Could Trigger Major Supply‐Chain Changes
• Walgreen's surprise agreement to partner with global Alliance Boots GmbH in a
10 year distribution deal with wholesaler AmerisourceBergen Corp is the first10‐year distribution deal with wholesaler AmerisourceBergen Corp. is the first
big U.S. partnership between a drugstore chain and a distributor.
• The aim: to use their combined purchasing clout to extract lower prices from
pharmaceutical companies.
• For now, drug manufacturers mostly use wholesalers like AmerisourceBergen
to ship their product to pharmacies.
• But if manufacturers are squeezed too much by the arrangement, some could
opt to bypass wholesalers altogether and peddle their drugs straight to the
drug stores,, which consults employers and insurers on lowering drug costs.
Source: TIMOTHY W. MARTIN, Bloomberg News, March 22, 2013
,
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Modern Pharmacy Management Skill
• Training Course
R d R d R d• Read Read Read
• PDCA
• Knowledge Management
• Advisor, Counselor
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Modern Pharmacy Management Skill
• Retailing Management
E t hi M t• Entrepreneurship Management
• Marketing Management
• Service Management
• Operation Management
• Quality ManagementQuality Management
• Human Resource Management
• Etc.
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Pharmacy Professional Service
• Professional Service
– Medication Therapy Management (MTM)
– Immunization
– Adherence
– Chronic Disease
– P4P: Pharmaceutical Care
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Information Technology in Retail Pharmacy
• Smart Phone
• Social Media and Community
• Internet
• E‐Commerce
• I‐ Cloud Storage
• RFID
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Information Technology in Retail Pharmacy
• When the AEC takes effect in 2015, more
healthcare firms were expected to form healthcare firms were expected to form
partnerships in terms of financing and
management.
• Information and communications technology
systems also will become a bigger part of the
change in medical services to improve operations
and cost control. and cost control.
• In addition, the advanced technology would help
the healthcare businesses provide electronic
marketing and sales to their clients.
AEC holds huge opportunities for Pharmaceuticalindustry in Southeast Asia
By admin@pharmexasia On January 4, 2013
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Four major activities of Information management for
Modern Healthcare Organization
Service
Li
Ophthalmology,
Pediatric, IVF,
etcRecord patient
EMR
Line
Support
Managemen
t Support
Clinical
service
support
etc.
Nursing,
Pharmacy,
pathology,
operation room
Accounting,
purchasing,
inventory,
Marketing
Record patient
condition, order
diagnostic tests,
treatments, results
Network of I/O devices
supportoperation room,
rehabilitation
Marketing,
Human
resource.
Source: The Well‐Managed Healthcare Organization (Kenneth R. White, PhD, John R. Griffith,
FACHE , 2010)
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