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Supply Chains for Pharma Products . Time to Penetrate for 3PL-Operators ?

www.pharma.net.ua – 2 nd Press-Club : Kiev, 15- Apr - 200 9. Supply Chains for Pharma Products . Time to Penetrate for 3PL-Operators ? Major Trends in European and Ukrainian Pharmaceutical Sectors ( a 3PL-Operator’s viewpoint )

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Supply Chains for Pharma Products . Time to Penetrate for 3PL-Operators ?

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  1. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 • Supply Chains for Pharma Products. • Time to Penetrate for 3PL-Operators? • Major Trends in European and Ukrainian Pharmaceutical Sectors (a 3PL-Operator’s viewpoint) • Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint) • What a ‘Classical’ 3PL-Operator Offers to Pharma-Sector? (case study) Oleg Kalensky Director for Strategic Marketing & Sales UVK

  2. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Major Trends in European and Ukrainian Pharmaceutical Sectors (a 3PL-Operator’s Viewpoint)

  3. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint)

  4. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint) Pharma-logistics vs. FMCG-logisitcs:

  5. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint) Flows in Pharmaceutical Market: Goods (logisitcs) Cash (finances) Distributor 3PL-Operator Distributor Customer Customer Manufacturer Drugstore Manufacturer Drugstore Deals (sales) Marketing Distributor Distributor Agency Customer Customer Manufacturer Drugstore Manufacturer Drugstore

  6. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint) • Scopes of Interestsof Key Players in Pharmaceutical Market: • Customer: Manufacturer: • Low price 1) Guaranteed deliveries • Best quality 2) Guaranteed CF • Availability • Consultations • Distributor: Drugstore: • Maximal margin on trade 1) Delay in payment • Minimal costs 2) Assortment • Merchandising 3) Customers’ loyalty • 4) Timely supplies

  7. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint) • Distributor’s Risks: • Own costs 2) Credits • 3) Regional Distribution 4) ‘Landed’ prices • 5) Innovations 6) Exclusivity • 7) Product’s Quality 8) Accounts payable • 9) Merchandizing 10) Currency rate • Customs duties 12) Logistics • Distributor’s Tasks: • Internal External • Optimization of sales channels 1) CF effective management • Revision of development plans 2) Price and market control • Strategy correction 3) Strengthening of market advantages • Crediting solutions 4) Control of primary / secondary • Risk management distribution • 5) Innovative marketing • 6) Development / extra revenues

  8. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint) ‘In crisis the one who is not changing is the one who’s going to die’ (Ichak Adizes, public lecture, March 31st, 2009,Kiev) Analysis and decision-making regarding change – from a Client: Customer -> Agency Customer -> Drugstore Agency ->Manufacturer Manufacturer ->Distributor Change in demands (Customer) -> Change in the structure of activitiesby adapting and strengthening competitive advantages (Manufacturer, Distributor, Drugstore) -> Change of the format and essence of relations (Manufacturer, Distributor, Drugstore, ?) -> Timely satisfaction of demands (Manufacturer, Customer)

  9. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 Pharmaceutical Market: Today and Tomorrow (a 3PL-Operator’s viewpoint) • There are too many open questions, but… • Will economy be forecastible on a macro-level? • To which extent will the state regulate the market? • How fast will Ukraine integrate in the global economic society? • … • How come will distribution transform? (vertical integration vs.disintegration; consolidation of allied merchandize categories vs.specialization by products, regions, functions, niche) • 6) How swiftly will new forces (players) penetrate the market (traders, 3PL-operators, consultants)?

  10. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 What a ‘Classical’ 3PL-Operator Offers to Pharma-Sector?(case study)

  11. www.pharma.net.ua – 2nd Press-Club: Kiev, 15-Apr-2009 What a ‘Classical’ 3PL-Operator Offers to Pharma-Sector?(case study) • Ops inputs: • 1 cont. HC(30 plm), 1 plm= 60 cartons, 1 carton = 40 packages, price (1 package) = $2, gross margin = 50%) • Inbound = 50% by mono-plm (15 plm), 50% by cartons (900 cartons) • Storage & warehousing = turnover 1:1, 50% picking by item + stickering (Ukrainian labels), 50% picking by cartons • Outbound= w/h-door delivery system, 50% by mono-plm, 50% by cartons • Pre-quotation: • … • Unloading & acceptance = 15 UAH/ 1 plm (mono), 1.5 UAH/ carton • Storage & warehousing: • Storage = 2 UAH/ 1 plm / day • Picking by item = 0.25 UAH/ 1 package; picking by carton = 1.5 UAH/ 1 carton • Stickering = 0.15 UAH/ sticker • Loading = 15 UAH/ 1 plm (consolidated) • D2D delivery = 300 UAH/ 1 plm, 40 plm/ 1 carton (average for Ukraine) • + extra services (returns, documents return, insurance, FEFO, crediting etc.) • Total (invoice idea) = 56,000 UAH, or • Inbound-Ukraine logistics costs = 4.04%of on-shelf price

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