Distribution of Pharmaceuticals
We pursue margin-oriented initiatives through an effective implementation of the pharmaceutical product management system in different therapeutic categories.
NEUCA GROUP provides services to 600 manufacturers. Our commercial offer includes ca. 16,500 pharmaceutical products and medical materials selected on the basis of the market demand. For this purpose, the market has been classified and divided in terms of therapeutic groups, into categories managed by a highly specialized group of managers.
The assortment belonging to particular groups is worked out through a verification of actual market needs with the emphasis on the analysis of costs and benefits for the distributor, for the pharmacy and for the patient as well as of the manufacturer's market position. Such a precise breakdown allowed to identify one particularly important group of products, the so called B CATEGORY including about 3,000 preparations and generating the highest margins for the organisation and for the customers. In order to contribute to the expansion of the share of such assortment in sales we undertake a number of additional actions and projects such as ZYSK+ and PARTNER+ programs or creating a framework for the selection of preparations for marketing campaigns based on B CATEGORY. Thus it is possible to arrive at a product portfolio which is optimal for the customer/patient and at the same time permits to maximise benefits in the entire supply chain.
Our services enable to produce competitive advantages by increasing market shares of selected products in different therapeutic categories.
In our regular assortment range promotions are of large importance.
Monthly 10,000 pharmacies use promotional offers of our trading companies. Thanks to partner relations with manufacturers, each month approximately 200 manufacturers, representing 3,200 reference items, are actively involved in marketing activities of the Group.
Promotions in NEUCA are focused on ensuring the quality of the assortment, and thus a high margin produced by the pharmacy. As the only Company in Poland, we've introduced regional promotions tailored to the specificity of trading in a given region of the country. They are arranged through the structure of the Regional Coordinators who are familiar with the market, where they work, and they know its needs and requirements. We make sure that all our promotional activities are adapted to the needs of each of our customers which is why we strive for having a broad knowledge of the market. NEUCA does not concentrate only on short-term promotions aimed at increasing turnover within a selected assortment category, but continues to work on the development of programs providing our trading partners with a numerical distribution of their products, and the pharmacies with offers for products newly launched on the market. We pursue those objectives under the initiative called BENEFITS FROM NEW PRODUCTS and NUMERICAL DISTRIBUTION.
We want to give our customers promotional solutions which, all combined, will permit to build profits and satisfaction from cooperation.
We support independent pharmacies
In NEUCA GROUP, behind each of our activities there is always the Mission of the Company: We provide a better future to all independent pharmacies in Poland. We try to properly and timely respond to the needs of our customers and to ever changing market environment.
Pharmacists cooperating with NEUCA GROUP are offered support and development already at their education stage (Pharmaceutical Faculties). We accompany our customers at every stage of the development of their pharmacies, while ensuring the loyalty, knowledge, experience and a range of business solutions.
ZYSK+ is a program of comprehensive support for the pharmacies in a number of areas important for their operations. This is a program for independent pharmacies to effectively and efficiently improve their reselling performance.
ZYSK + has been designed so that the support granted to the pharmacies contributes to their success in the market.
Thanks to the services delivered by NEUCA GROUP under ZYSK+ program the pharmacies:
- obtain additional financing in the form of rebates received on purchases of preparations from a special dedicated list,
- have the opportunity to generate unlimited benefits depending only on the level of their involvement in the program,
- receive an efficient and automatic system to motivate their employees in the form of prepaid cards onto which reselling bonuses are transferred (ZYSK+ Benefit),
- are given support in the development of sales competences of their staff,
- get access to tools and solutions used in chain pharmacies,
- are granted rebates for purchases of the Pharmacist Brand preparations (the only program offering rebates for APTEO® and PLUS DLA SKÓRY products) and have guarantees to stay fully independent.
In 2015, our activities will be primarily geared towards an even more active support for reselling to the patients. We want to increase the number of pharmacies where ZYSK+ Benefit motivation systems and pulse zone management solutions are already in place. We also expect to launch new tools that will allow the owners to reach even higher levels of benefits.
PARTNER+ AND PARTNER
PARTNER+ is a new partnership program of support for independent pharmacies which, after a successful pilot deployment, appeared for the first time in NEUCA GROUP's offer in the end of the 3rd and the beginning of the 4th quarter 2014.
In accordance with its underlying assumptions, it has become the most advanced program out of the entire portfolio of support programs contributing to active and dynamic development of the pharmacies.
To achieve its primary objective reflected in the motto "WE SUPPORT THE DEVELOPMENT OF YOUR PHARMACY", the program covered areas which are the most critical for pharmacy operations, providing the participating customers with access to:
- a set of advanced tools and services that contribute to a continuous growth in margins generated by the pharmacies and an improving profitability of their operations,
- professional business consulting services provided by a dedicated comprehensive team of coordinators whose constant care is focused around developing business acumen of pharmacists working in the pharmacies,
- comprehensive support permitting the pharmacies to raise business efficiency in areas such as: selection of the optimal width of the range available in the pharmacy, pharmacy inventory optimisation, price management for products sold by the pharmacy, lawful marketing and promotional activities directed to patients or pharmacy display management,
- an additional source of revenues resulting from a synergy-based cooperation as a part of trilateral relations pharmacy – supplier – manufacturer and from other synergies achieved in other services.
The strategy for 2015 provides for a further dynamic development of Partner + program both in terms of the number of participating pharmacies and of its shape.
PARTNER+ program will be supplemented by services provided under PARTNER program ( former name ŚWIAT ZDROWIA PARTNER) whose revised formula will be implemented in the second quarter of 2015 and will be targeted on both customers participating in its hitherto existing version as well as new ones willing to join.
Patients Assistance Program
PATIENTS ASSISTANCE PROGRAM is implemented in almost 4,000 pharmacies and clinics. PAP offers support for pharmacists in fulfilling their mission including pharmaceutical care and actions targeted on patients, including preventive health care, education and improvement to the quality of life.
The program is also aimed at the integration and consolidation with other healthcare entities. Through cooperation with ŚWIAT ZDROWIA medical clinics and non-governmental organisations we build a new dimension of health education. There is a wide interest in the program from pharmacists and patients.
In 2015 we will help pharmacists and educate the patients in the following health problems:
- cardiovascular diseases,
- respiratory diseases,
- movement dysfunctions,
- diabetes and obesity,
- skin conditions,
- depressions and mental disorders
as well as other mass disorders.
Outstanding customer service
We reported PLN 6.57 bn in revenues generating sales almost 13% higher than in 2013. In 2014, we were reaching the market and customers through structures including 90 sales representatives.
In the past year NEUCA GROUP acquired a wholesale business of ACP PHARMA. NEUCA GROUP consistently strengthens its position in the market, develops its activities and improves its range of products and services for the customers. By increasing the scale of operations, the Group gets a stronger bargaining position in relations with its business partners which directly translates to more effective implementation of the mission to provide a better future to all independent pharmacies in Poland.
In 2014 NEUCA GROUP completed sales to 650 hospitals and gained a 10% market share at the end of the year on an annualised average basis. In the segment of non-pharmacy sales we reach 2,500 entities (doctor’s offices, hospices, prisons, social care establishments, etc.).
One of the most important strategic directions, and one of the key NEUCA values is customer satisfaction.
In 2014, we started working on OTIF (on time in full) project which is a perfect complement to the indicator of customer satisfaction in terms of order delivery which is one of the key processes for the organisation. The aim of the project is to improve the process of order delivery by defining and implementing the process quality measurements from the perspective of needs and satisfaction of the customers. This approach ensures the implementation of one of the strategic objectives, namely providing services individually tailored and agreed with each of the customers.
In the past year, we continued already advanced works on CRM project. For NEUCA it is primarily a way to implement the strategy and mission of the Group with a view to preparing a dedicated customer service best suited to the needs both in terms of its commercial offer as well as the quality of service.
Throughout the entire year 2014, we were working on continuous improvements to customer service processes through both current operational works based on satisfaction surveys and internal quality measures and new projects: OTIF, integration with ACP PHARMA which in combination with CRM project will give service quality improvements noticeable for the customers. All of these activities will be continued in 2015.
Logistics services for the manufacturer
NEUCA has many years of experience in designing and implementing modern distribution solutions.
Through its subsidiaries: FARMADA TRANSPORT, NEUCA LOGISTYKA, NEKK and INFONIA, besides core business activities, we provide logistic and marketing services such as:
- national and international transport,
- lease of space for pharmaceutical wholesalers,
- call centre,
- a wide range of promotion and marketing services: from leaflets to media campaigns,
- "tailored" services developed according to the needs of the client and combining all the above elements,
- intervention drug sales channels (KI).
More than 20 manufacturers entrusted NEUCA with a variety of such projects. Among them there are the key suppliers of medicines on the market, including: SANOFI, NOVARTIS, GLAXOSMITHKLINE, ASTRAZENECA, ELI LILLY, BOEHRINGER INGELHEIM, ASTELLAS and many others.
One of the fastest growing services are Intervention Channels (KI).
The overall objective of the Intervention Channels is to increase access to medicines for all patients in Poland. Thanks to the knowledge on the distribution of medicines and our resources we designed a service model significantly increasing the chances for patients to find medicines which are not easily available in the market.
SYNOPTIS PHARMA is a dynamically growing technology company. It manufactures and registers drugs leveraging on our core competencies.
COMPETENCES OFFERED BY SYNOPTIS PHARMA:
High-class professionals responsible for the registration of our products ensure their compliance with the requirements imposed by relevant authorities:
CHIEF SANITARY INSPECTOR, OFFICE FOR REGISTRATION OF MEDICINAL PRODUCTS, MEDICAL DEVICES AND THE BIOCIDAL PRODUCTS and the CHIEF PHARMACEUTICAL INSPECTOR. Registration dossiers prepared for medicinal products, food supplements, cosmetics and medical devices are developed in accordance with applicable Polish and European laws and guidelines. Thus, the medicinal products are registered in accordance with the national as well as European procedures.
QUALITY ASSURANCE AND QUALITY CONTROL (QA/QC)
We work only with the manufacturing sites which, for the sake of the highest quality and safety of their products, have in place GMP, HACCP, GHP or ISO systems depending on the status of their manufactured products. We supervise and monitor manufacturing processes through a qualification of raw materials suppliers and quality audits at subcontractors. We test all our products before marketing. We care about the quality and safety of all offered products throughout their entire life which is why we carry out stability tests not only for medicinal products, but also for food supplements and other products having the food status.
RESEARCH & DEVELOPMENT OFFICE is responsible for a reimbursement of our medicinal products. It prepares all the documentation, including requests for official pricing and for entering the products on the reimbursement lists.
Taking care for the health and safety of patients, we discharge our pharmacovigilance obligations. We follow applicable internal procedures and national as well as European laws. Our staff collects, evaluates and draws conclusions from reports on possible adverse reactions in order to continuously monitor risk and benefits.
Synoptis Industrial is a NEUCA Group company which started operations in the 4th quarter 2014. Its mission is to offer a full portfolio of contracting services for the pharmaceutical industry.
SYNOPTIS INDUSTRIAL works in a variety of business areas:
- manufacturing and packaging tablets and capsules,
- importing products from outside the European Union,
- laboratory batch quality control and services
- related to marketing authorisations in the EU,
- manual repacking of products for cosmetic and pharmaceutical industries.
We use the latest technology solutions in the processes of manufacturing, packaging and quality system management in order to deliver pharmaceutical products and dietary supplements that meet the stringent requirements of the European Union.
Our quality policy is based on the guidelines which may be found in the European GMP (Good Manufacturing Practice) and ICH (International Conference on Harmonisation).
We follow PDCA (plan−do−check−act) philosophy which means we are an organisation based on learning and constant improvements to the quality of processes and delivered services.
We provide the pharmacies with interesting benefits as part of the Pharmacist Brand offering
In 2014, we expanded the range of cosmetic products intended exclusively for the pharmacy market under CERA PLUS SOLUTIONS and CERA PLUS ANTIAGING lines and launched new CIAŁO PLUS SOLUTIONS and WŁOSY PLUS SOLUTIONS lines. We respond to diverse needs of facial skin, body and hair care depending on their types, age and conditions.
PLUS DLA SKÓRY cosmetics were created in collaboration with renowned Polish cosmetic laboratories which guarantee a high quality of the products. For manufacturing we use modern ingredients and proprietary formulations while maintaining affordable prices for the final consumers. Currently, the range includes over 60 products. We plan to further develop the portfolio and implement new cosmetic lines.
For more than 3 years we have been continuously working for success of GENOPTIM® brand – professional brand of generic drugs. The brand offering allows pharmacists to combine their professional mission with a stable business. Meanwhile, the patients are offered an effective and safe therapy at a price that will allow them to purchase prescriptions.
GENOPTIM® brand currently comprises of 28 products in therapeutic categories which are the most popular on the market such as: cardiovascular, digestive, nervous and antibiotics.
We also gradually expand the portfolio of APTEO® brand by subsequent new preparations. APTEO® brand was created for pharmacists in response to their most important needs. Its broad portfolio includes dietary supplements, general consumption items, OTC medicinal products, medical devices, care products as well as diagnostic and dressing materials. In 2014, under five sub-lines of the brand we launched 83 new products while maintaining their high quality and attractive pricing.
Sales of our own PRODUCTS to the pharmacies
Traditional and modern media
We build our relations with the pharmaceutical market through a consistent communication using traditional media – magazines: Magazyn Aptekarski, Świat Zdrowia, Moje Zdrowie and modern media – NEUCA website, Pharmaceutical and Medical Portal.
MAGAZYN APTEKARSKI: reaches 99% of pharmacies in Poland.
ŚWIAT ZDROWIA: kept its leadership position among nationwide monthlies about health – currently the publication has over one million readers.
MOJE ZDROWIE: was redecorated and adapted to the needs and situation on the pharmaceutical market.
We held a communication campaign "Medicines from the pharmacy only" which is an example of a synergy-based action of the traditional media and the modern media. The objective of the campaign was to strengthen the image and authority of the pharmacist and promote among patients the habit of buying medicines in pharmacies only.
"Medicines from the pharmacy only" campaign was endorsed by PHARMACEUTICAL AND MEDICAL PORTAL and MAGAZYN APTEKARSKI as well as 14 Regional Pharmaceutical Chambers.
At the same time, it was the largest communication campaign about the pharmacist in the history of the pharmaceutical environment, and of NEUCA GROUP:
- 45 millions ad views
- 15 millions users (12 millions through the Internet and 3 millions through the traditional media)
- 38 specialist articles within 2 months
The culmination of the campaign were petitions signed by citizens and filed in the offices of the President of the Republic of Poland, the Prime Minister and the Minister of Health.
oUR LOGISTICS SERVICES
In 2014 we completed over 4 m deliveries of pharmaceuticals to more than 12,000 pharmacies, 2,000 hospitals and healthcare-related entities.
For that purpose we used our logistics structures: 15 warehouses and the fleet of 730 delivery trucks which recorded ca. 55 m kilometres last year. Over 80% of deliveries are completed from high-performance automated central warehouses. Further efficiency and effectiveness improvements resulting from the optimisation of their processes permitted to manually transfer the target volumes of ACP PHARMA to cost-efficient automated warehouses. Currently they handle more than 640,000 reference items per day with the flexibility enabling to deliver over 800,000 items for order completed within up to 24 hours.
Within 5 months we combined infrastructure, integrated resources and optimised logistics processes following the merger with ACP PHARMA. During that period we managed to keep the highest level of services for the customers.
Our Business Support Units
Efficient and effective operations of the Group are possible following the consolidation of services which are shared throughout the entire organization. We carry out our strategy for back office centralisation through the CENTRE OF MODERN SERVICES for NEUCA GROUP entities.
THE CENTRE includes the SHARED SERVICE CENTRE (CUW) and the IT CENTRE (CIT).
1. IT CENTRE
CIT delivers complex and broad IT services, in particular in the following areas:
- acceptance of development directions for IT business solutions used in NEUCA GROUP,
- implementation of innovative IT solutions, improving certain business processes,
- development of software contributing to NEUCA GROUP business objectives,
- IT services strategy,
- information security,
- support for users,
- managing business applications,
- managing the IT infrastructure and assuring continuity of IT systems operations.
2. Shared Services Centre
CUW provides comprehensive services to NEUCA GROUP companies based on uniform standards in the following shared areas:
- accounting and finance,
- monitoring of receivables and credit control,
- human resources and payroll,
- administration and investments,
Starting from 2013 CUW provides services not only to pharmacy entities but to entities from other industries too. Comprehensive services such as bookkeeping, including HR and payroll services, as well as additional services in the form of management information and business and organisational consulting, are offered.