03.02.2013

Success of the pharmacy project depends on many factors. This article focuses on the importance of interaction between the customer and the issues in production planning and logistics.

The management of Client understands that financial resources are limited and the costs are very high today. Unfortunately, mid-level employees often do not have economic education and experience in the workplace. In the company of the customer does not make efforts to eliminate the gaps in knowledge mid-level employees. As a consequence, starting "Pharmacy projects" Clients, establishing sales plans, do not lead to the production the updated plans, do not provide a uniform regional distribution of inventory. All these infelicities lead to loss of profit by the, that turns with the failure of sales plans, and with the dissatisfaction of pharmacy chains. As a result, retail pharmacies began to shift to the products of other manufacturers.

What is the solution?

You should begin with staff. A selection of specialists, who in addition to specialized knowledge, have knowledge of the economy, manufacturing and logistics is needed. For example, the price of medicines share of logistics costs is 20-40%. It is necessary to conduct the audit staff involved in the planning, production control and logistics for knowledge in management accounting, knowledge production, and logistics. According to the results of the audit planning of work with the staff can be done.

During the realization of the Pharmacy project Clients should pay attention to the coordination of the sales plan with the production and delivery of goods, to link graphics with its regional distribution. For this, a performer provides his recommendations on the regional sales plan.

Features of Pharmacy projects

Often, customers have high expectations regarding the plans and the actual sales for the first and second months of the projects. Practice shows that these expectations are wrong for several reasons. One of such reasons is the decision-making retail pharmacies, which can be stretched in 1-3 months. Another factor that limits sales are trade balances in retail pharmacies, which was focused on the products of other manufacturers.

It should be noted that the effectiveness of pharmaceutical projects increases when along with work to increase the supply of products to the pharmacy Client implements an active promotion of products among physicians, conducting promotional campaign.

Observing the full range of activities, Pharmacy projects typically show sales growth of 35-60% in two years. But the results of the projects depends on the degree of penetration and implementation of all activities. According to Ivan Natalchenko, head of "Pharmacy Project" of Farm-ROST company: "Processes for further concentration of retail pharmacies and increasing in supply over demand will increase the number of pharmaceutical projects implemented in 2013-2014."

Thus, pharmaceutical companies should pay more attention to audit and training for mid-level Managerial Accounting and Logistics. Pharmacy projects will be increasingly in demand in the Ukrainian market.

Analytical service of "Farm-ROST"