People tend to get sick, some resort to folk remedies to heal, but many prefer proven medicines. Therefore, we can safely assume that our ready business the pharmacy plan will have a priority among the population of the city. In addition, in pharmacies you can buy not only medicines, there are a number of related products that will help develop immunity and protect a healthy human body from viral infections.
An example of a pharmacy business plan with calculations can be used not only as a guide for, with its help you can get a loan from a banking institution or attract investment funds from the state to support small businesses.
Characteristics of the future project
A typical pharmacy business plan from scratch includes general information, namely:
- This pharmacy business plan can be implemented in any city, even if its population does not exceed 250 thousand people.
- The premises, which will be used as a pharmacy, should have a total area of 85 square meters. Of it, 65 square meters should be intended for retail space.
- It is best if the project is implemented in a residential area.
- The pharmacy will be built from scratch by the owner of the future business, the land for construction is leased.
- You can carry out sales using the counter type.
- Pharmacy hours of operation are from 9:00 to 19:00.
- It is planned to hire five employees in the staff.
To open, you must have an amount that is 2 million 857 thousand rubles. Of this amount, we plan to issue 2 million as investments to support small businesses, the rest of the amount can be invested by the business owner.
Performance indicators
If we consider the pharmacy business plan from an economic point of view, then every month the profit will be 116 thousand 579 rubles, and the return on investment in the business will occur no earlier than in two years.
Funds for implementation
At the stage of implementation of the future project, you need to invest in:
- Buy everything necessary equipment for trade - 97 thousand rubles. This amount will include the purchase of racks for goods, a display case, a refrigerator, for storing medicines, as well as a safe to store drugs.
- Carrying out construction work on the construction of a building that is intended for a pharmacy - 1 million 500 thousand rubles.
- About 80 thousand rubles will be spent on the interior decoration of the premises.
- You will also need to bring water supply, heating, sewerage system, electricity - 100 thousand rubles.
- There must be a fire-fighting system, air conditioning - 60 thousand rubles.
- To carry out activities, you need to go through the registration process and obtain a license for the sale of medicines - 80 thousand rubles.
- Purchase cash register and equipment for employees - 40 thousand rubles.
- Purchase a range of goods for the first time - 650 thousand rubles.
- Unforeseen expenses are also possible in the process, it is worth setting aside 50 thousand rubles for them.
Thus, it will take 2 million 857 thousand rubles.
We will register our future organization as "LLC". Only one person will act as a founder. When registering a pharmacy, you will need to indicate the OKVED code, in this case we select only one code - 52.31 - sale of medicines, at retail.
Taxation system
For the system, it is worth choosing an imputation - UTII. The percentage from this system will not be taken from profit or income, but depending on the total area of the premises in which the organization is located. Since the area of our premises is 65 square meters, monthly deductions to tax fund will amount to 16 thousand 522 rubles.
Stages of project implementation
- The organization will be located in a residential area, and carry out its activities on time from 9-00 to 19-00 hours.
- On the this moment a ready-made pharmacy business plan with calculations began the implementation process at the following points:
- Completed the registration process of the business in the tax service.
- In order to rent a land plot with a total area of 105 square meters, which is owned by the city administration, all the necessary documents have been collected. The municipal property management committee has already agreed on the place where the pharmacy is planned to be built. The lease agreement is planned to be long-term, for a period of five years, with the possibility of purchasing the land plot and re-registering it as the property of the business owner. It is planned to pay 80 thousand rubles per month under the lease agreement.
- Suppliers of modular buildings were found and a contract for the supply was concluded.
Dear visitors, below is an example of a pharmacy business plan with economic calculations. The calculations are made by specialists with extensive experience in an Excel file, thanks to which they can be adapted to any business plan of another pharmacy. After reviewing the document, you can download the file with the calculations below. If you have any questions - ask them directly in the comments, the VKontakte group, or by writing to us by mail.
Summary
Goal: "opening a pharmacy in the shopping center of the city of Samara."
Task: "meeting the need for medicines of the population of the central district of the city of Samara, making a profit from the opening of a new pharmacy."
Initiator of the project
The initiator of the project is individual entrepreneur, which today already owns a small network of three pharmacies in different parts of the city.
All pharmacies under management have been operating for a long time and show profit, which indicates a high experience in managing an entrepreneur and a high-quality approach to business.
Investment costs
To open a pharmacy, 2,000 thousand rubles will be required, which will be used to repair and decorate the premises, purchase commercial equipment and refrigerators, purchase of goods.
Project financing
It is planned that the investment costs will be paid from two sources - the project initiator's own funds and a bank loan. The distribution between these two sources is as follows: 70% - bank loan, 30% - entrepreneur's own funds.
It is planned that the loan will be received for up to 5 years with an annuity repayment schedule and an interest rate not exceeding 16% per annum. The collateral for the loan will be the premises of one of the already operating pharmacies, owned by the entrepreneur.
Based on the calculations for the project, the following indicators payback of opening a pharmacy:
- inflation - 10%;
- simple payback period - 3.83 years;
- discounted payback period - 4.75 years;
- NPV - 2,284 thousand rubles;
Suppliers and contractors
A team of finishers was chosen as contractors to carry out the renovation of the premises, which had previously performed similar work when opening the previous three pharmacies.
Equipment suppliers will also be selected the same as those who supplied equipment to outlets opened earlier.
The company is still working with product suppliers and is not going to change them. Given the increase in sales, it is planned that the suppliers of the goods will provide additional discount for products that will allow the new establishment to pay off even faster.
Products
The assortment of the pharmacy will consist of the most popular medicines and will contain the following product groups:
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Investment plan
Investment size
The volume of investments in opening a point of sale will amount to 2,000 thousand rubles. The breakdown of investment investments is presented in the table below:
| Name of works/equipment | price | Qty | sum |
| Premises renovation | 500 000 | ||
| Purchase of commercial equipment | |||
| Showcases vertical | 3 000 | 8 | 24 000 |
| Showcases horizontal | 5 000 | 4 | 20 000 |
| refrigerators | 35 000 | 2 | 70 000 |
| Counter for cashier | 20 000 | 1 | 20 000 |
| Cash register | 20 000 | 1 | 20 000 |
| Furniture | |||
| Table | 3 000 | 1 | 3 000 |
| Chair | 1 000 | 1 | 1 000 |
| Investments in working capitalal | |||
| Purchase of goods | 1 342 000 | ||
| TOTAL | 2 000 000 | ||
Investment payment and work plan
Below is a work plan for opening a pharmacy:
Below is a payment plan for works and equipment for a pharmacy:
| expenditures | 1 month | 2 months |
| Premises renovation | 500 000 | |
| Purchase and installation of equipment | 158 000 | |
| Purchase of goods | 1 342 000 | |
| TOTAL | 2 000 000 |
Production plan
room
The pharmacy is located in the shopping center of the city of Samara. Its area is 60 sq.m. and consists of:
- Trading floor - 52 sq.m.;
- Warehouse - 8 sq.m.
Working hours
The opening hours of the pharmacy will completely coincide with the opening hours of the shopping center - from 10-00 to 21-00.
Manufacturing process
The process of passing goods from the supplier to the customer will look like this:
- The pharmacist brings the products and brings it to the pharmacy warehouse;
- The seller puts the products in their places on display cases and in refrigerators.
- Upon receipt of a request from a buyer for this product, the seller beats it off at the checkout and passes it on to the buyer.
- Every day, all proceeds are collected by collectors and taken to the bank.
Variable cost
The variable cost of sales is the purchase price of products from the supplier. At the same time, the average markup for all product groups in the pharmacy is planned at the level of 30%.
Marketing plan
Competition
The pharmaceutical business is very competitive. This is due to the rather high income of retail outlets. Pharmacies can be located almost anywhere, which leads to the placement of pharmacies even in shopping malls.
There are more than 1,000 different pharmacies and pharmacy kiosks in the city. And even nearby there is a similar a store competitor. But the presence of a good flow in the shopping center and the planned pricing strategy should lead to the fact that some of the competitors' buyers will be drawn to the pharmacy that is being opened.
Location
As mentioned earlier, it is planned to place a pharmacy in one of the premises of the shopping center. It will be located on the first floor, which will provide a good flow of customers to the outlet.
Range of services and prices
The range of products offered will be similar to other pharmacies and will consist of the following items:
The markup on products on average for all groups will be 30%. The average check per buyer will be 1,000 rubles, and the number of buyers upon reaching the potential sales volume should be 100 people per day.
Volume of sales
Due to the fact that the buyers of the pharmacy will be mainly visitors to the shopping center, the pharmacy will quickly reach its potential sales volumes.
Below is a schedule for the pharmacy to reach potential sales volumes:
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At the same time, for calculations it will be necessary to take into account that in the pharmacy business there is a seasonality of demand, which is described by the graph below:
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As can be seen from the graph, there is a rather serious drop in sales in the summer and an increase in sales in the winter and spring months. This will definitely need to be taken into account when planning the work of staff, especially vacations.
Advertising strategy
In order to reach potential sales volumes as quickly as possible, it is planned to use the following advertising channels:
- Window dressing and ordering a sign for a point of sale - 20,000 rubles;
- Distribution of flyers at the entrance to the shopping center - the cost is 5,000 rubles;
- Placing a sign on one of the floors of the shopping center about the presence of a pharmacy downstairs - the duration of the placement is 3 months, the cost will be 4,000 rubles. per month.
organizational plan
Business registration
No additional fees are required to register a business entity, the existing one will be used. The company operates on a simplified taxation system based on the “income minus expenses” system.
Despite this, obtaining a new license will still be necessary.
Personnel and staff structure
Again, due to the fact that the business is already running, and only the opening of an additional outlet is taking place, this will not require a large number of additional staff. But at the same time, it will be necessary to increase the payment of existing employees. The staff of the new pharmacy and additional payments to existing employees are presented in the table below:
| Position | Qty | Salary | Prize |
| Director* | 1 | 5 000 | 10% of pharmacy profits |
| Pharmacist | 4 | 12 000 | 3% of pharmacy revenue |
| Cleaning woman | 1 | 10 000 | |
| support worker | 1 | 10 000 | |
| TOTAL | 7 | 37 000 |
‘* - positions that are already available and which will simply be paid extra.
The personnel subordination structure is presented below:
Financial plan
Prerequisites
In order to calculate the payback of the pharmacy, an inflation rate of 10% per annum was set, as well as the following rates based on the current tax system and the company's taxation:
- Income tax - 15%
- personal income tax - 13%;
- Social contributions - 34.2%;
- VAT - 0%.
In addition, the discount factor was calculated, which amounted to 11% and was included in the calculation.
Project financing
In order to finance the opening of a pharmacy, it is planned to attract a bank loan in the amount of 1,400 rubles. for up to 5 years, the interest rate will be 19% per annum with an annuity repayment schedule.
The loan repayment schedule is shown in the chart below:
Project payback indicators
Based on the calculation of the pharmacy opening, the following performance indicators were obtained:
- model building period - 10 years;
- inflation - 10%;
Project Sustainability Analysis
In order to determine the dependence of the project on changes in prices and costs, we analyzed the model for stability by changing the level of average prices (changes in margins), purchase prices and costs. The resulting NPV indicator, depending on the change in indicators, is presented in the table below:
| Indicator | -20% | -10% | 0 | +10% | +20% |
| Prices | - 1 347 | - 128 | 1 249 | 2 341 | 3 492 |
| Purchase price | 2 013 | 1 688 | 1 249 | 871 | 423 |
| Costs | 1 687 | 1 455 | 1 249 | 1 012 | 854 |
Risk Analysis
The discounted payback period is almost 10 years. During this time, various events can occur that negatively affect the payback of the project. In this section, we will look at the most likely and most influential of them:
The declining birth rate is one of the most significant social factors, which will lead to a decrease in the purchase of medicines for newborns and young children, when they are sick most often.
An increase in tax rates and non-tax payments is one of the significant political factors that will lead to a tax burden on an enterprise and a decrease in profitability.
Another political factor is the reduction of the maximum markup on medicines. This will lead to the inability to receive the necessary profit and, accordingly, the closure of the pharmacy.
One of the technological factors is the emergence of new drugs that positively affect the health of the population is rather positive than negative.
The increase in rental prices is one of the significant economic factors. But this increase can only occur if the economic situation improves, which in turn will lead to an increase in drug prices. Therefore, it is not so dangerous for the project.
conclusions
The calculation of this example of a pharmacy business plan shows efficiency indicators that are interesting for investments, a quick return on payback and minimal risks, which is very interesting for the investor and project initiator.
Pharmacy business plan: expediency of opening + 4 reasons and rules for writing a document + 7 success factors + features of the pharmaceutical market + methods of bypassing competitors + technological aspects of the project + recommendations on inventory + calculations of financial and economic indicators + 4 risks.
Entrepreneurs who want to open a business selling pharmaceutical (medicinal) and parapharmaceutical (biologically active) products must, first of all, prepare a pharmacy business plan.
To succeed in the pharmacy business, you need to be well versed in its specifics. And one cannot do without a document covering key aspects of the activity, planned activities.
Is there an economic benefit in opening a pharmacy?
Pharmacy- This is an institution of a pharmacological profile and a social orientation, where various medicines are manufactured, dispensed (sold) to the population. Their activities affect the quality of drug care and its availability.
Under the pharmacy chain is understood the association of at least 5 objects into a holding or legal entity, which is characterized by:
- unified quality standard for drug supply;
- the presence of one pricing, assortment policy;
- logistics;
- qualified personnel, etc.
On the territory of Russia there are over 9 thousand pharmacies and more than 1.6 thousand pharmacy chains. Their number is steadily growing. Business in this area, although it is associated with high costs, is highly profitable, because. there is always a demand for medicines.
The Russian pharmaceutical market is one of the largest in the world and one of the most profitable. Its volume exceeds 1,155 billion rubles. Only government spending on medicines amounted to more than 11% of the health care budget, which is equivalent to 294 billion rubles.
On average, the population spends about $145,000-155,000 on medicines a year. 2/3 of the market is filled with imported products.
The owner of the pharmacy will have one more feature in his hands Russian market pharmaceuticals. It consists in 100% payment by citizens of the cost of medicines. The fact is that, undergoing outpatient treatment, patients are accustomed to purchasing medicines in pharmacies on their own.
In other countries, for the general population, private/public insurance covers most pharmacy costs. In the Russian Federation, drug provision on preferential terms is available to a small number of citizens.
Studies have shown that 75% of the population complain about health, of which about 10% have chronic diseases. These factors are the reason for the increase in the cost of purchasing medicines.
Those who assess their health as poor do not visit pharmacies more often than others, but leave twice as much money there. The monthly expenses of chroniclers exceed those of other respondents.
Pensioners go to the pharmacy Money 27% more than in middle-aged people. Gender differences also affect pharmaceutical demand. For example, the male gender is much less likely to visit pharmacies. However, once there, they leave money 18% more than women.
Based on the foregoing, we can conclude that opening a pharmacy is. In the country, there is an increase in the income of the population, an increase in attention to health. This means that per capita consumption (demand) for medicines will also increase.
The profitability of a pharmacy is at least 13%, and sometimes reaches 50%.
How and why should you write a business plan?
As already mentioned, writing a business plan is a paramount task for an entrepreneur who wants to open a pharmacy.
It reflects the main points on planning and doing business:
- description of the future state of the pharmacy;
- main goals and intentions;
- activity plan of the pharmaceutical institution;
- expected benefits;
- risks.
Business plan shows technical methods project implementation, goals, programs that highlight the activities necessary to implement the idea. The document should be informative, supplemented with appendices with tables, graphs, calculations.
Briefly identify and evaluate the ways that will lead you to your financial/economic goals.
And the tasks in a business plan are usually:
The business plan must include a list of actions to be taken. Based on this, an action plan is drawn up for opening a pharmacy in a certain sequence.
Then, financial, labor, material, information resources are analyzed and distributed, forecasts are made regarding the time period for the formation of the pharmacy.
When a certain version of the plan is obtained, it is also subjected to analysis, answering the questions:
After that, a more advanced action plan is prepared, the original program is detailed, and adjustments or changes are made, if necessary.
If it is necessary to resort to, the business plan should be the document that will convince them of the feasibility of investments.
Reasons for compiling a pharmacy business plan, other than using it as a guide to action, may be:
- need for loans;
- re-profiling of commercial activity;
- attraction of investors;
- corporatization of pharmacy property, etc.
What is required to open a pharmacy?
In addition to drawing up a business plan, the entrepreneur is expected to comply with all standards of this activity, because. entry into the pharmacy market is tightening. This is done with the aim of admitting only serious and worthy players.
The future owner of the pharmacy business will have to work hard:
- training of competent personnel,
- software purchase,
- organizing a telephone service
- conducting marketing research,
- launch of an advertising campaign.
In addition, a pharmacy needs to be located somewhere. You will have to take care of the premises, think about the favorable location of the enterprise. If you enter into a lease agreement, its validity period must be at least 3-5 years.
The purchase of equipment (commercial, refrigeration, cash, additional), furniture, shop windows will fall on the shoulders of the business owner. All this is necessarily supported in the business plan by calculations.
Also in the immediate plans of the entrepreneur will be the preparation and provision of a subcommittee that licenses the pharmaceutical business, a package required documents. Receipt permits and the issuance of a license can take 10 months. and cost 60 thousand rubles.
The organizational and legal form of the pharmacy will be LLC. You can read more about the opening process on the FTS portal: https://www.nalog.ru/rn77/yul/interest/reg_yl/register When registering, you need to select an activity code from OKVED 52.31.
A person who wants to "rise" in the pharmacy business needs to conclude contracts with services that remove and dispose of garbage and solid waste.
In the business plan, mention the documentation prepared in advance (labor contracts, work schedule, regulations). Staff training, search for suppliers are also mandatory steps before opening a pharmacy.
Pharmacy Business Plan Summary
In the summary of the business plan, you must briefly describe your pharmacy, its name, organizational form, specialization, form main goal, i.e. answer the question: “What should your project achieve?”.
The main goals of the pharmacy are:
- sale of high-quality pharmaceuticals and other pharmacy products;
- increase in sales volumes;
- profit and its maximization.
Also, the summary of the business plan contains information about the format of your enterprise. It could be Pharmacy or a kiosk, a network of pharmacies, an online pharmacy, a wholesale pharmaceutical base, a classic pharmaceutical facility.
The introduction of a business plan also informs about the form of ownership, trade, the number of shareholders / owners, the date of opening, the planned number of pharmacy facilities, and reports the proposed location of the pharmacy.
Describe in a few sentences target audience decide what will be the key to the success of your business.
For instance:
- correct marketing concept;
- high level of service;
- competitive prices;
- supply of high-quality pharmaceuticals and medical devices;
- creation of a stable customer base;
- competent assistance;
- introduction of modern high-performance software.
Be sure to indicate in the first section of the plan what will be the sources of financing for your business: own funds and / or borrowed funds.
Marketing Plan: Pharmacy Industry Analysis
One of the most important sections of a business plan is marketing. It reflects the results of the analysis of the competitive environment, the pharmaceutical sales market, and the raw material base. Also, a marketing plan is necessary to reflect commercial risks, determine pricing policy, choose a strategy and develop tactics for the activities of the marketing department.
Pharmaceutical market research over the past 3 years has shown the growth of the industry. Till market relations were in the process of development, there were changes in business, organization of pharmacies, consumer preferences.
The changes affected logistics, the supply of drugs to pharmacies, which affected their turnover.
Pharmacy business is characterized by:
- reduction in the assortment by manufacturers with an increase in prices,
- gain state regulation industries,
- deterioration in the conditions for the delivery of goods to the pharmacy from distributors.
The Russian pharmaceutical market has a complex structure in which the following interact:
- customers (health workers, patients);
- health authorities;
- distributors (retail/wholesale intermediaries);
- drug manufacturing companies.
The pricing policy is formed under the influence of about 6 factors, among which the decisive one is cost price. The level of demand depends on the price. It is worth prescribing in the business plan the cost of production after the calculations.
Dumping strategy is not recommended. The main thing is that the cost should correspond to the quality of the drugs sold in the pharmacy. You also need to consider the prices of competitors. By clicking on the link https://www.rlsnet.ru/news_1842.htm, you can find out approximate prices in pharmacies of a particular region.
After you have dealt with market analysis and pricing, proceed to study the activities of competitors, weak and strengths their business.
It is necessary to take into account all neighboring pharmacies and pharmacy chains. Look at their product range, service, room design, and other important factors that will help you put together a marketing plan.
To find out the approximate number of local competitors, you can use the service: https://www.apteki.su/
1. Measures to circumvent competitive pharmacies displayed in the marketing plan.
To enjoy competitive advantages, the pharmacy owner can additionally organize the sale remotely.
Previously, it was possible to order medicines via the Internet, but they were received only upon personal appearance at the pharmacy. Now the drug supply policy allows you to arrange home delivery of drugs, which will advantageously distinguish your business from other pharmacies and bring convenience to the disabled, pensioners, and seriously ill people.
note that the transportation of medicines from the pharmacy to the appointed address can be carried out not by couriers, but by pharmacists and / or pharmacists.
Also, an advantage over competitors will be such a simplification of the work of the pharmacy, as its automation.
Many to this day prefer not to automate their business because of the high cost of the operation. But, as practice shows, in vain.
Automation of a pharmacy has a number of advantages:
- increase in sales,
- simplification and tracking of pharmaceutical orders,
- business analytics,
- prompt customer service,
- the possibility of having a discount program,
- theft prevention.
The following software is suitable for pharmacies:
- UNIKO Pharmacy;
- Eprica;
- Standard-N;
- Pharmacy Master of Pharmcom company;
- Infoapteka;
- AIS Pharmacist, etc.
It would also be right to install a POS terminal so that cashless payments can be made in the pharmacy. Significantly increase the turnover will allow the creation of your own website.
2. What advertising campaign should be indicated in the business plan?
Any type of business needs mass, because this is the only way to announce its opening. Every entrepreneur in the marketing plan touches on this issue.
Here you can and even need to enlist the help of marketers. But there are also universal ways that give a business high results.
You can promote your business to the market through the following activities:
- creating your own memorable pharmacy logo,
- ordering advertising in the media, /li>
- placement of ads on television, radio, newspapers and specialized magazines.
In the marketing plan, write down which media you will cooperate with, how many ads and for what budget you are going to place. Feedback with clients provides online promotion of the pharmacy.
In addition to the options mentioned, outdoor and oral advertising will bring popularity to the business, network marketing, raising public awareness through the publication of printed promotional products.
Non-traditional ways to promote a pharmacy, mentioned in a business plan, can be:
- sale organization,
- participation in charity
- providing discounts to certain categories of the population (the elderly, the disabled).
In addition, if possible, place bank terminals in the pharmacy. As we have already noted, this will help increase the flow of people.
Technological aspects of a business plan: the choice of premises and equipment for a pharmacy
The normal operation of the pharmacy can be ensured provided right choice location. Experts assure: 50% of success in the pharmacy business is achieved through location, 30% depends on the professionalism of the staff, the remaining 10% - from competitors located nearby, advertising and prices.
The best option is a place where there is a massive flow of people.
Such places for a pharmacy can serve:
- metro station or bus stop;
- polyclinic;
- near shops, malls.
The premises purchased as a property or rented as a pharmacy must meet all sanitary and hygienic standards. It is necessarily carried out according to the plan overhaul, replacement of engineering communications with new ones.
It is also equipped with air conditioning, water supply, drainage and heating systems, electricity and good lighting. The premises for the pharmacy are designed in such a way as to prevent the penetration of rodents, animals, insects. Its area can be 70 square meters. m, but no less.
While the administration is registering a lease agreement, the owner of the future pharmacy can start repair work. To do this, contact the bureau that deals with design and design.
While you will be engaged in repairs and equipment before the appearance of an expert representing the Licensing Commission, it may take up to 7 months. Obtaining a pharmacy license and performing the above tasks is the longest organizational procedure.
Then you need to get a conclusion from the SES and firefighters who present their requirements for the business: the availability of appropriate furniture, PC and software in the pharmacy, a laser scanner for refrigeration equipment, registration of a cash register.
It is better to buy equipment for a pharmacy from trusted manufacturers, which include:
- Theos,
- Consit-A,
- gios-concom,
- Artlife Techno,
- Alsi PharmTech M,
- Star and others
The room is technically equipped in order to increase productivity, which means that the equipment must be of high quality and comply with safety standards.
What will be the assortment of the pharmacy?
V Lately in pharmacies there is a tendency to expand the range of drugs. Over 18 thousand items are offered for sale. It is better to give preference to those drugs in which there is a need among the population.
To do this, it is necessary to monitor the state of drug supply in the region. The future business owner should conduct a survey among citizens to study their opinion, determine how much they are willing to spend on their health.
Pricing is an important factor. For example, medicines, the cost of which does not exceed 100 rubles. are perceived by Russians as easily accessible. An assortment of goods priced at 100-300 rubles. in the pharmacy also satisfies the consumer.
But medicines, the cost of which exceeds 500 rubles, not everyone can afford to buy. Therefore, it is impractical to fill a pharmacy with them. Although they should be available in some quantity, because. certain groups of the population, even to the detriment of other important needs, will buy expensive medicines if it is vital.
Also, to find out what assortment to supply a pharmacy with, it is worth considering the therapeutic focus:
In addition, there is a minimum list of products for the pharmacy business, approved by the Ministry of Health, which is mandatory.
It has 60 items, including:
- activated charcoal (tablets/capsules),
- ascorbic acid (tablets / dragees),
- Captopril (tablets)
- ibuprofen (suspension / capsules / tablets),
- timolol (drops), etc.
The commodity stock by the time the pharmacy opens cannot be less than 4 thousand items, usually it rests on the amount from 600 thousand rubles up to 2.4 million rubles. Subsequently, your pharmacy should have a range of 4-7 thousand different drugs.
Focus on inventory classes:
- special-purpose goods (drugs with antiviral, anti-infectious effects, vaccines);
- the usual medicines for the current purpose, which are in daily demand;
- medicines for seasonal accumulation and early delivery (fish oil, herbs, mineral water, etc.)
In addition, the pharmacy must be stocked with prescription products. There may be several types of pharmaceutical products here: drugs manufactured extemporaneously (in a pharmacy) and finished drugs produced by pharmaceutical companies.
The author of the business plan must indicate new developments, both Russian and foreign, in the assortment of goods. Parapharmaceutical products (e.g. personal care products, creams, children food, medical cosmetics, herbal teas for weight loss, etc.)
Such systems as Medline, Cross-Market, ROSBI will help you to form a range of pharmaceutical products.
Don't forget to list suppliers in your business plan. They can become:
- CV Protek ( https://www.protek.ru)
- GK Grand Capital ( https://grand-capital.ru)
- Sia International ( https://siamed.ru)
Orders for a pharmacy can be made remotely.
Organizational plan of a pharmaceutical institution
The organizational plan concerns labor resources, staffing etc. Pharmacy staff must be not only highly qualified, but also sociable, able to resolve conflict situations.
The person holding leadership position need to implement quality systems. In addition, the manager is entrusted with the task of informing employees about customer complaints, changes made to the legislation.
Team building needs to be given special attention. To work in a pharmacy, you need to hire highly qualified pharmacists and pharmacists, and make wages high.
The requirements for them are as follows:
- knowledge of the range of pharmacies,
- interest in work
- desire for career growth
- opportunity to provide advice.
A pharmacy usually has 2 divisions: a sales department and an administrative department, i.e. accounting, personnel. Based on this, in the organizational plan, you need to write how many employees your staff will consist of, its schedule, and the selected remuneration system.
Financial section of the business plan: calculations for opening a pharmacy
The trading and financial activities of pharmacies are characterized by the following categories:
- turnover;
- commodity turnover;
- profitability;
- costs;
- profit;
- trade overlays;
- labor productivity.
The markup cannot be set more than 40%, otherwise the pricing policy of competitors will leave you without customers. Pharmacies that make a profit from the difference between the cost of purchase and sale can only sell medicines at retail prices.
You cannot know how much sales a pharmacy will make. Forecasts regarding the value of this indicator are made by specialists of the marketing service. You enter data into a business plan.
Marketers investigate this issue based on the current social, demographic, economic conditions prevailing in the region, the incidence rate of the population, and analysis of competitors.
The pharmacy sales plan looks something like this:
V financial section the business plan also details the annual plan of expenses and income, the capital flow plan. Costs or expenses will be fixed and variable.
The latter include:
- transport costs;
- Commission;
- means necessary for loading and unloading, etc.
Permanent:
- pharmacy advertising,
- rent,
- warehouse depreciation,
- payment of taxes and utilities.
Payback at the pharmacy takes a long time (up to 2-2.5 years), only the cost of equipment will be covered after a year. Capital investments are large - at least 2.5 million rubles.
In the business plan, the pharmacy needs to indicate not only monthly costs, but also annual ones, and calculate the expected profit.
It is advisable to complete this section of the business plan with the main financial and economic indicators presented in tabular form. An example is shown in the picture.
The pharmacy is able to bring to its owner every month from 116 thousand rubles. income with a 16% profitability and expenses of more than 2 million rubles.
How to open a pharmacy from scratch?
Preparation of necessary documents. How to choose
range of drugs?
Risks when opening a pharmacy
Another important section of the business plan is "Risks".
In the case of a pharmacy, the risks include:
- high competition;
- government influence on pricing;
- increase in the cost of imported medicines due to fluctuations in the foreign exchange market;
- strengthening the regulation of the pharmaceutical industry at the legislative level.
In each case, it is necessary to identify alternative exits and solutions to problems, displaying the options in the business plan.
There are also unforeseen risks that may arise without your participation. These are natural disasters, fires are not the fault human factor etc.
To avoid many mistakes, to see the effectiveness of the efforts made, you need a pharmacy.
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And will it generate income? People buy drugs quite often, regardless of where they live. Opening a pharmacy in a village can be a good business idea, especially since there are not so many such outlets in the area. Even a person who does not have a special education can start a business in this area. The initial investment, taking into account today's prices for medicines, pays off quickly enough. Pharmacies will always have customers, no matter how much the drugs they sell will cost.
We open a pharmacy kiosk in the village
Opening a pharmacy kiosk does not require an impressive start-up capital. People get sick often, so you will not experience a lack of clients. The pharmacy business is a business that can be started in any locality, be it a village or. Need to install acceptable prices for drugs so that customers go to your institution. Attracts buyers and a wide range of products. In this case, the villagers will not have to go to the city to purchase any medicine. Your pharmacy should stock drugs in various price ranges.
In the early stages of the institution's operation, it is necessary to develop promotions and discount systems for new and regular customers. Special attention should be given to the selection of qualified personnel who will be able to recommend to visitors the remedies for their diseases. This significantly increases the competitiveness of your organization, especially considering that many villagers do not like to go to doctors.
Choosing the format of the future pharmacy
Thinking about opening a pharmacy, you should decide on its format. Arrangement provides great opportunities for profit. Here you can sell not only ready-made drugs, but also make prescription drugs. The range of products must include cosmetic and hygiene products. Opening such an institution requires significant financial investments.
Therefore, if you do not have sufficient financial resources, pay attention to such a format as a small pharmacy kiosk.
Here you can sell over-the-counter medicines. The sale of hygiene and cosmetic products, as well as the manufacture of prescription drugs, are not available for kiosks. You should not immediately refuse to open such an outlet, because it also has its advantages: no need to rent a large area and significant financial investments.
What documents are needed to open a pharmacy in the village
In order to open a pharmacy of any format, you must obtain a license. To do this, you should prepare documents in which the address of your institution should be indicated. So before getting permits should be found suitable premises. According to the requirements, the minimum area of the premises in which the pharmacy will be located should be 12 m². Pay attention to the need to organize a separate entrance to the premises, a place for unloading goods. In addition, basic communications must be carried out. A pharmacy is best located on the main street of the village, near a rural store or train station. A small utility room should also be provided. Do not forget about the need to equip a bathroom for employees.
Necessary equipment for a pharmacy kiosk
Quite high requirements are imposed on the equipment of pharmacies.
It is necessary to purchase specialized equipment that creates optimal conditions for storing medicines.
It is mandatory to have shelving, a refrigerator and cabinets for storing medicines. It is necessary to equip and workplace pharmacist.
Pharmacy kiosk staff
If you do not have a special education, you will need to hire a manager who has not only a document on higher education and at least 5 years of experience in this field. You can perform the functions of a manager and an accountant on your own.
It is best to organize the continuous operation of the pharmacy, in which case it is necessary to hire several pharmacists who will work in shifts.
We also need an employee who will maintain cleanliness in the room - a nurse. She can work 5 days a week, and 2 cleaners can be hired to work in shifts.
What medicines are more profitable to sell? We select the assortment
In order to order medicines at the most favorable prices, it is necessary to conclude contracts for the supply of products with manufacturers, and not intermediaries. The choice of drug manufacturers is quite wide, so there will be no difficulties at this stage. When opening a pharmacy in a village, you must develop a range of products that will be presented in your establishment.
It should be remembered that if the client does not find the right drug in your pharmacy, he will go to a competitor. Make sure that the most popular and in-demand medicines are always available. When purchasing medicines, pay attention to expiration dates, which should be as long as possible. Pharmacy kiosks should not sell drugs containing narcotic substances.
How much money is needed to open a pharmacy in the village
In order to open a pharmacy in the village, you will need. It is impossible to accurately calculate the expected profit. In the first months, the outlet will not make a profit, therefore, in start-up capital should include funds for employee salaries, rent and taxes.
After you have regular customers, the pharmacy will begin to bring in more than 50 thousand rubles of net profit per month. The risks of opening a pharmacy in the village are assessed as moderate; if there is a stable flow of customers, the payback comes in 2-3 years after the start of work.
If you want to create a stable income, read the new book Investing Territories How and where to invest money profitably , and you can avoid the common mistakes newbies often make. A few steps will help you get around many sharp corners and increase your fortune.
What is the OKVED for the business of opening a pharmacy kiosk in the village
To open a pharmacy kiosk selling medicines in the village, you will need to register it with the tax office, indicating the following OKVED codes:
- 3 Pharmaceutical and medical supplies, cosmetic and perfumery goods at retail;
- 31 Pharmaceutical retail trade;
- 32 Retail sale of medical goods and orthopedic products;
- 33. Retail trade in cosmetic and perfumery goods.
At the same time, if it is also planned to manufacture some medicines, it is necessary to additionally indicate the OKVED codes from the group: 24.42.1 "Production of medicines".
Sales technology
Pharmacy kiosks in the village, as a rule, do not have high competition, which, with a high level of demand, provides a stable profit. However, you need to make sure that the staff has a sufficient level of knowledge in the field of pharmacology and can explain to the villager detailed instructions each drug sold.
Repair of the premises must take into account the requirements specified in the hygiene certificate. The decoration of the ceiling and walls of the pharmacy is carried out with materials that are suitable for wet cleaning with disinfectants. All pharmacy equipment must be registered with the Ministry of Health. It is better to use a closed type of pharmacy kiosk, advising and dispensing products to customers through the window. On the first shelves you need to place the medicines that are most in demand among buyers. As a rule, these are painkillers and contraceptives.
The pharmacy business is one of the most successful investments to date. Need in medicines not only does not decrease, but on the contrary, increases every year.
But not every institution can be profitable. For a successful start, it is necessary to properly carry out organizational measures and develop a competent business plan.
Location rating
Such points can be located:
- On the streets with a lot of traffic(street pharmacies). The key to the success of such an institution is the proximity of a grocery supermarket or shopping center, a major stop or transport interchange. The markup here is quite high. Patency monitoring should be carried out three times a day. Each passing woman is considered as a potential buyer, two men - one, a group of people - one. If we take every passing person for a future visitor, the figure will turn out to be unreasonably high.
- Shopping malls or supermarkets on the way to the grocery store. Such points are characterized by a quick exit to the breakeven point. This is due to the fact that people who come here are set to buy and have a supply of money. Turnover can be predicted by the number of grocery supermarket receipts. The features of these pharmacies are rather large investments for opening, high profitability, lack of competition (landlords, as a rule, allocate space for one such institution).
- In large sleeping areas. Here it is necessary to assess the presence of competitors or places for their potential location. The markup is usually low. To quickly reach the breakeven point, it is necessary to reduce the cost of opening. The room should be with a small cost of repair.
Format Options
It is necessary to decide on the format of the future institution:
- Self-service pharmacy. An option for supermarkets, points on the streets with stable active traffic. With more than 10,000 daily traffic.
- Counter format will be appropriate in a residential area and on streets with good traffic.
Interesting information about the organization of such activities is presented in the following video:
Premises valuation
The best choice would be a room with a set of all the necessary rooms, regulated by the requirements of the license terms. The renovation will increase the cost of construction works and permits, as the restructuring must be legalized.
You need to evaluate the input group. The presence of a large number of steps will become an obstacle to certain group buyers. Large stained-glass windows will provide an opportunity for visual advertising. The presence of a parking lot will increase the number of visitors, as they will include those who, in its absence, would simply pass by.
Analysis of the competitive environment
When opening, it is necessary to correctly and objectively evaluate competitive environment around the establishment (approximately within a radius of 1 km). Competitors are divided into several categories:
- Local pharmacy chains. Points located throughout the city allow you to keep abreast of prices and respond mobilely to their changes. Suppliers provide their regular customers with discounts on goods. This keeps prices low.
- Large pharmacy national chains. The assortment here is formed by marketing departments, so local specifics are not taken into account. Buying goods in large quantities provides significant discounts provided by suppliers. Centralized purchasing does not allow work "to order" and leads to frequent loss of in-demand goods before the expected delivery.
- Points of the classical type. Buyers of the older and middle age category trust these pharmacies, as they have used their services for a long time. Prices here are higher than in the first two groups, the assortment is wide, but the quantities are insufficient.
- Online pharmacies. The margin of trust in this type of service is still low.
Consequently, local and national chain establishments will become the main competitors. 
Investment investments
The preparatory period includes a number of costs that are necessary to bring the enterprise to the point of opening.
The main articles are:
- Cost of finding premises.
- Repair work (including building materials).
- Obtaining permits (BTI, SES, license and others).
- The cost of installing fire and security alarms. The cost of a burglar alarm depends on the mode of operation (24-hour point or not).
- Purchase of pharmacy equipment (furniture for industrial, commercial and domestic premises).
- Mounting and connection of communication lines ( phone line, the Internet).
- Automation of the institution (purchase and installation of office equipment, complex "M-Apteka").
- Advertising and marketing costs:
- production and installation of a signboard, a flashing cross - outdoor advertising;
- interior design of the premises;
- advertising directly in the opening process - discount program, promotional items, etc.
Operating expenses in the preparatory period:
- Maintenance of the premises in the period before opening and carrying out repair work. This includes rent, security, public Utilities. The payment for the last month of rent may also be included here.
- Communication services (telephone, mail, internet).
- Personnel selection. This is the work of recruitment agencies.
- Administration salary during the opening period.
Fixed and variable costs
Knowledge of permanent and variable costs will allow you to calculate the break-even point at which the business should reach. It is reached at the moment when the sum of constants and variable costs is equal to the income from the sale of a certain number of products.
variable costs- these are costs that change in proportion to the change in the turnover of the institution. These include transportation costs, packaging costs, commission expenses, and so on. It is impossible to plan them by the amount, they are planned by the level:
- % distribution costs = Sum of distribution costs / Amount of turnover
fixed costs- these are the costs, the amount of which does not depend on the structure and volume of trade. The level of these costs is inversely proportional to the turnover. These include employee salaries, social Security contributions on wages, rent, depreciation of fixed, low-value funds and workwear, and others. They can be scheduled based on the actual amount of costs.
The attribution of costs to fixed or variable needs to be considered for each item separately. For example, if the salary of an employee is constant, then the change in turnover does not affect him. And if in the formula wages a percentage of the sale is laid down, then this value becomes a variable.
Marketing plan
- Facade decoration and outdoor advertising. When evaluating the facade, its visibility for passing and passing is taken into account. The entrance must be clearly visible, for which it must be highlighted and illuminated. outdoor advertising can be used for information about pricing policy and changes that are attractive to buyers. It may also be information about additional services ah or goods.
- Need to study trade area within a radius of 1 km for the flow of people, competitors, potential partners. In places of the main streams it is necessary to place billboards, pavement signs with drawn or illuminated arrows in the direction of the institution. It is necessary to start working with those who can become a potential client - doctors from the nearest clinic or hospital, optics and cosmetics stores, sports clubs, and other stores.
- The use of "client magnets" - additional services. This is, for example, a doctor's consulting room.
- When opening, it is necessary to place in the hall drugs that are actively promoted by the distributor or manufacturer and currently have a powerful advertising campaign in the media. Avoid confusion and redundancy advertising structures and materials on site. This scatters the attention of the visitor and leads to a loss of individuality.
- Pharmacy zoning will play a huge role - showcases should be located in such a way as to maximize the number of "hot" zones and reduce the number of "cold" ones.
- Using external communications that are effective in the early stages of development:
- distribution of leaflets by promoters;
- distribution of leaflets to addresses;
- if the point is not the first in the network, you can send out a newsletter about the opening of a new pharmacy on mobile phones clients;
- posters in the nearest healthcare facilities, shopping centers;
- placement of advertisements in the press, the Internet, in local media.
Staff
Recruitment is carried out in order to create a qualified team of specialists to fulfill the goals set by the management of the enterprise. The structure can be of several types.
Self-service pharmacy:
Counter type establishment:
In order for the staff to be interested in the constant increase in turnover and quality of service, it is necessary to introduce an interesting motivation.
Motivation can be of several types:
- Material:
- First-timer's salary = salary + bonus + % of individual gross profit.
- Manager's salary = salary + (bonus + % of individual gross profit) * Kzav.
The formula can be customized. If the maximum turnover is required from the headman, then the indicator “% of individual turnover” should be present in the formula. When the formula includes "% of individual gross profit", then profitability will increase due to the fact that the pharmacist will seek to sell high-margin products. You can enter the inventory turnover ratio into the manager's salary formula.
- Intangible- certificates, valuable gifts.
Opening schedule
In order to set the opening date, you must try to most accurately calculate the time for each stage of the preparatory work:
- Decision making and conclusion of the lease agreement.
- Repair and decoration of the premises.
- Installation of fire and security alarms.
- Conclusion of agreements with authorities fire safety and a security company.
- Preparation, departure of the licensing commission for the inspection of the object.
- Meeting of the licensing commission and receiving.
- Order, manufacture and installation of equipment.
- Purchase and installation of office equipment.
- Advertising and marketing activities:
- order, production and installation of outdoor advertising;
- interior decoration of the room.
- Selection and training of personnel. Schedule approval.
- Assortment confirmation. Conclusion of contracts with suppliers.
- Determination of the pricing policy of the point. Negotiation of terms with major suppliers.
Price question - how much does it cost to open?
We give an example of the calculation (figures are approximate). Amount of initial costs:
| Amount, rubles | |
|---|---|
| Total | 2 110 000 |
| Commercial equipment (refrigerators, furniture, showcases, safe) | 90 000 |
| Repair | 1 500 000 |
| Interior decoration of the premises | 60 000 |
| Summing up communications: electricity, heating, gas (if necessary), water, sewerage | 90 000 |
| Security and fire alarms | 50 000 |
| Licensing and obtaining other permits | 90 000 |
| Cash equipment, office equipment | 90 000 |
| Formation of assortment for opening | 90 000 |
| Other costs | 50 000 |
Amount of monthly expenses. In this example, the premises are owned, so there is no rent:
| Name of the cost item | Amount of monthly expenses, rubles | Amount of annual expenses, rubles |
|---|---|---|
| Total | 165 000 | 1 980 000 |
| Staff salary | 80 000 | 960 000 |
| Insurance deductions | 24 000 | 288 000 |
| Security | 18 000 | 216 000 |
| Public Utilities | 10 000 | 120 000 |
| Fare | 10 000 | 120 000 |
| Advertising | 8 000 | 96 000 |
| other expenses | 15 000 | 180 000 |
With such monthly costs and a trading margin of 30%, the break-even point will be 858,000 rubles per month. It will be reached by the end of the second quarter.
- The average check is 160 rubles. The number of checks is 250 per day.
- Therefore, the revenue will be 40,000 rubles per day or 1,200,000 rubles per month.
- In the first quarter, daily revenue will be 15,000 rubles, in the second - 30,000 rubles, in the third - 40,000 rubles.
The institution will reach a revenue of 50 thousand rubles in about 6 months, when all marketing solutions, the qualified staff is finally completed, and the base of the main clientele is formed:
- Revenue for the year will be 11,250,000 rubles.
- Cost of sales - 9,000,500 rubles, which includes:
- Material expenses - 7,020,500 rubles.
- Staff salary - 960,000 rubles.
- Insurance deductions - 288,000 rubles.
- Security - 216,000 rubles.
- Utilities - 120,000 rubles.
- Transportation costs - 120,000 rubles.
- Advertising - 96,000 rubles.
- Other expenses - 180,000 rubles.
- Gross income before tax - 2,249,500 rubles.
- The amount of tax payments (UTII) - 236,500 rubles.
- Net profit - 2,013,000 rubles per year. Per month - 167,752 rubles.
In this scenario, for the full payback of the business 12 months required.
The calculation was made for a pharmacy, which is located in its own premises. If the premises are rented, then experience shows that full self-sufficiency will take 24-36 months with sales of 30-40 thousand per month.
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