如何进入英国医药市场
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– margin stealers rather than distribution partners – barrier to closer relationship with pharmacists (and patients)
• Stock shortages • Continuing parallel trade • Entry of counterfeit medicines and diversion of genuine
Unchanged since many decades , but tomorrow…?
The classic distribution chain with the wholesaler as ‘the vital link’
manufacturer’s warehouse/
prewholesaler
21,350 (21,000)
Italy
58
136 (215) 254 (312)
16,800 (15,500)
Spain
43
49 (106)
190 (202)
20,400 (18,400)
UK
59
11 (21)
59 (63)
12,200 (12,300)
Examples of services offered to UK pharmacies by full-line wholesalers
Factors favouring wholesaling • Wide product range • Customers have limited inventory capacity • Customers have cash flow difficulties • High order frequency • Need for immediate delivery
Threats to wholesaling
• Falling sales value with price cuts • Margin erosion • Higher costs (e.g. staff, fuel, IT, automation) • Manufacturers’ views of wholesalers as
products • Retail market liberalisation/growth in self-distributing
pharmacy chains • Increasing unit prices favouring the economics of direct
distribution
• Twice daily scheduled delivery • High service levels • No minimum order/delivery
charge • Sales-related discounts • Automated order processing • 30-days credit • IT solutions • Emergency supplies • Product recalls
11 71% 13% 13%
3%
Hale Waihona Puke Baidu
Breakdown of distribution to pharmacy market, 2004 (source: GIRP)
Most wholesaling efficiencies have already been
realised in UK (2004 vs 1995)
Where is Distribution Going in the UK?
GHP Procurement and Distribution Interest Group, 7 June 2007, Coventry
Donald Macarthur Industry Consultant on International Pharmaceutical Business Issues
• Financial services • Stock management • Own brands • Collection of out-of-date
products • Special handling • Collection of packaging waste • Merchandising support • Promotional literature • Education and staff training
What is the UK distribution margin for Rx brands?
235,000 UK deliveries/week by BAPW wholesalers
2 billion items distributed/year
UK distribution to retail pharmacies 2005
• Number of full-line wholesalers • Market share of full-line wholesalers • Market share of short-line wholesalers • Market share of self-distributing pharmacy chains • Direct distribution
country France
Pop (millions)
59
Full-line wholesale companies
10 (16)
Wholesale warehouses
187 (210)
Community pharmacies
23,000 (22,300)
Germany 82
16 (19)
106 (104)
full line wholesaler
community pharmacy
patient
High volume/low margin business, but efficient route from manufacturer to patient
and one-stop supplier to pharmacies
• Stock shortages • Continuing parallel trade • Entry of counterfeit medicines and diversion of genuine
Unchanged since many decades , but tomorrow…?
The classic distribution chain with the wholesaler as ‘the vital link’
manufacturer’s warehouse/
prewholesaler
21,350 (21,000)
Italy
58
136 (215) 254 (312)
16,800 (15,500)
Spain
43
49 (106)
190 (202)
20,400 (18,400)
UK
59
11 (21)
59 (63)
12,200 (12,300)
Examples of services offered to UK pharmacies by full-line wholesalers
Factors favouring wholesaling • Wide product range • Customers have limited inventory capacity • Customers have cash flow difficulties • High order frequency • Need for immediate delivery
Threats to wholesaling
• Falling sales value with price cuts • Margin erosion • Higher costs (e.g. staff, fuel, IT, automation) • Manufacturers’ views of wholesalers as
products • Retail market liberalisation/growth in self-distributing
pharmacy chains • Increasing unit prices favouring the economics of direct
distribution
• Twice daily scheduled delivery • High service levels • No minimum order/delivery
charge • Sales-related discounts • Automated order processing • 30-days credit • IT solutions • Emergency supplies • Product recalls
11 71% 13% 13%
3%
Hale Waihona Puke Baidu
Breakdown of distribution to pharmacy market, 2004 (source: GIRP)
Most wholesaling efficiencies have already been
realised in UK (2004 vs 1995)
Where is Distribution Going in the UK?
GHP Procurement and Distribution Interest Group, 7 June 2007, Coventry
Donald Macarthur Industry Consultant on International Pharmaceutical Business Issues
• Financial services • Stock management • Own brands • Collection of out-of-date
products • Special handling • Collection of packaging waste • Merchandising support • Promotional literature • Education and staff training
What is the UK distribution margin for Rx brands?
235,000 UK deliveries/week by BAPW wholesalers
2 billion items distributed/year
UK distribution to retail pharmacies 2005
• Number of full-line wholesalers • Market share of full-line wholesalers • Market share of short-line wholesalers • Market share of self-distributing pharmacy chains • Direct distribution
country France
Pop (millions)
59
Full-line wholesale companies
10 (16)
Wholesale warehouses
187 (210)
Community pharmacies
23,000 (22,300)
Germany 82
16 (19)
106 (104)
full line wholesaler
community pharmacy
patient
High volume/low margin business, but efficient route from manufacturer to patient
and one-stop supplier to pharmacies