"Equalize" the rights of mobile, equipped on cars, pharmacy kiosks with stationary pharmacies - such an idea is laid down in a bill prepared by the State Duma Committee on Health Protection. According to the head of the committee, Olga Borzova, the revival of pharmacies on wheels will be able to ensure "equal access to effective and high-quality medicines for all segments of the population, both in outpatient and inpatient treatment"|. The prose of life is such that the pharmacies that existed in large villages have disappeared almost everywhere: it is unprofitable for business to maintain them, and it is unprofitable for the budget. Therefore, quite often rural residents have to get medicines to the regional center. According to legislators, mobile pharmacies could improve the situation. At first glance, the idea is sound. But how efficient it is and whether it is possible to achieve the declared goals in this way is a big question. Firstly, we have experience of mobile pharmacies, and considerable. State-owned enterprises delivering medicines to remote settlements were organized at one time in the Krasnoyarsk Territory, the Leningrad and Astrakhan Regions, and in the Kuban. And this is despite the fact that such an activity as the mobile sale of medicines is not fixed by law today and, as a result, is not licensed. A similar experiment was carried out in Moscow. Here the arguments of its organizers are different: there is no need to ensure accessibility in a big city flooded with pharmacies. But trade from wheels will allow selling medicines cheaper - such a pharmacy does not have to pay expensive rent and utility bills. In Moscow, the experiment, as soon as it began, ended so ingloriously: buyers did not see cheaper medicines, but there were enough complaints about the quality of the goods sold. And where pharmacies still exist by agreement with local administrations, it is estimated that this pleasure is very expensive. The idea to allow businesses to make money on the road trade implied the removal of restrictions on the assortment (that is, to sell not only over-the-counter drugs, but also those that a doctor should prescribe). And this is already fraught with other consequences - none of the specialists welcomes self-treatment. In the Confederation for the Protection of Consumer Rights, the development of outbound drug trade is not welcomed for another reason. It will be difficult for the buyer, if a conflict situation arises after purchasing the medicine, to defend his rights if the pharmacy, figuratively speaking, does not stand still. In addition, equipping machines with special equipment that ensures the correct storage conditions for medicines (and these conditions are different for different drugs) is also very problematic. The Association of Foreign Pharmaceutical Manufacturers, in turn, reminds: it is mobile and virtual (via the Internet) trade that are most risky in terms of the possibility of getting counterfeit. And where is the certainty that if the right of mobile trade is given to merchants, they will go to bearish corners, and will not set up kiosks on wheels on busy highways? The very idea of ​​delivering medicine straight to the patient's bedside can fail. It is really difficult, if not impossible, to control field pharmacies - such is the opinion of Roszdravnadzor specialists. It is no coincidence that the Ministry of Health and Social Development, where, in fact, they are also concerned about the disgusting drug supply of the population far from large settlements, is very skeptical about the legalization of pharmacies on wheels (especially commercial pharmacies, not state ones). Here they believe that it is necessary to develop another, the safest way - through obstetrical paramedical stations and offices of general practitioners.

In the Astrakhan region they want to license mobile pharmacies. The new Minister of Health of the region Viktor Akishkin spoke about this initiative.

“The Astrakhan region is one of the few where a network of state pharmacies has been preserved. But there are considerable problems with providing medicines to residents of remote villages, because not every village can create a state pharmacy,” the Minister of Health said.

In order not to leave the villagers without medicines, the ministry is now trying to get private traders interested in organizing pharmacy points there, but it pins its main hope on the creation of “mobility”.

Based on the results of hearings in the regional Duma, the authorities asked the deputies to come up with a legislative initiative to the State Duma of Russia on introducing amendments to the current legislation allowing licensing of mobile pharmacies.

Then each district center where there is a state pharmacy will be provided with a mobile pharmacy. Such a pharmacy on wheels will not only provide medicines to the socially needy on preferential prescriptions, but also bring medicines to the people.

Meanwhile, the authorities are faced with another problem - counterfeit medicines. Delivery of drugs to the population is a noble cause, but the farther from the regional capital, the more difficult it will be to check the quality of pharmaceuticals. So, last year, more than 3 thousand citizens applied to the hotline of the Roszdravnadzor department of the Astrakhan region and the regional Center for the Quality of Medicines. Based on alarm calls, analyzes of 64 batches of medicines were carried out and fakes were detected in 2 cases.

As the head of the Goszdravnadzor department Adelya Umerova told reporters, compared to the data of 3-4 years ago, the number of counterfeit medicines in the region has significantly decreased. Meanwhile, as a result of comprehensive measures in the territory of the Astrakhan region in 2007, the sale was prevented and 122 series of low-quality drugs, 79 names and
7 series of counterfeit medicines, 7 items.

Of these fakes, 2 names of medicines were selected as dubious for examination directly upon importation into the territory of the region. “The fact of falsification of these drugs was subsequently confirmed by the manufacturing companies and the Federal Service for Surveillance in Health and Social Development,” A. Umerova emphasized.

Most often, such popular drugs as Essentiale Forte, Curantil, Cavinton, Mezim, Panangin, Biseptol and Trichopol of certain series are counterfeited. It is very difficult for non-professionals to recognize a fake, therefore, a specially created interdepartmental Commission for Controlling the Quality, Safety and Efficacy of Medicines operates in the region.

Now, on behalf of the federal center, a regional monitoring center is to be created to study the side effects of drugs. The data collected in Astrakhan by clinical pharmacologists (such specialists will appear in every hospital) will be included in the all-Russian data bank.

Soon, mobile pharmacies will roam the endless expanses of our country: in Russia, they decided to develop off-site medicinal trade. According to the authors of the idea, this will make it possible to promptly supply medicines to residents of the Russian hinterland. Another proposal designed to make drug care more accessible is to return the right to sell medicines to feldsher-midwife stations.

Pharmacy points that once existed in large villages and villages have disappeared almost everywhere: it is unprofitable for businesses to maintain them, and it is unprofitable for the budget. “While drug trade in cities brings a good income, it is extremely difficult for pharmacies to work in rural areas, primarily due to limited demand,” David Melik-Guseinov, director of marketing research at Pharmexpert, told Our Version. “And in the context of the crisis, the process of extinction of rural pharmacies has only accelerated.”

According to Roszdravnadzor, now only 14% of the country's pharmacies fall to the share of the country's pharmacies, while 27% of Russians (about 39 million people) live and work in rural areas, and in 22 regions the rural population reaches 40%. So the villagers (and every fifth of them, by the way, has already left the working age) have to go to the district center for pills. “Often, residents of remote areas are forced to buy medicines 300–400 kilometers from home,” our interlocutor states. In addition, they often have problems getting drugs from the preferential list: upon arrival at the regional center, it is not always possible to immediately get both a prescription and medicine.

Roszdravnadzor sees a way out in the introduction of the “Pharmacy-car” system. This idea was recently voiced by the deputy head of the department, Elena Telnova. Here it is worth noting that we already have experience in the mobile sale of medicines. State-owned enterprises that delivered medications to remote settlements were organized at one time in the Krasnoyarsk Territory, the Leningrad and Astrakhan Regions, and in the Kuban. A similar experiment was carried out in Moscow. Here, the arguments of its organizers were different: there is no need to ensure the availability of drug care in a metropolis flooded with pharmacies, drugstores and kiosks. But trade from wheels will allow selling drugs cheaper, because such a pharmacy does not have to pay expensive rent and utilities.

In the capital, the experiment failed: buyers did not see cheaper medicines, but there were plenty of complaints about the quality of the goods sold. In places where mobile pharmacies are still operating in agreement with local authorities, it is estimated that this pleasure is very expensive. Nevertheless, experts welcome the initiative of health officials. “The decision is certainly the right one,” Mr. Melik-Guseinov is sure. - It is necessary to develop this system, although it will definitely be unprofitable, because it is almost impossible to make a business on this, so mobile pharmacies will most likely be state-owned. But do not leave people without drugs! In addition, this will partly solve the problem of supplying medicines to privileged categories of citizens. After all, patients suffering from rare diseases, such as hemophilia, multiple sclerosis, and others, live not only in cities where they dispense the drugs they need. And it’s very difficult for sick people to get them 100 miles away.”

But in the Confederation of Societies for the Protection of Consumer Rights, the idea of ​​​​exit medicinal trade is not enthusiastic. For the buyer, if a conflict situation arises after the purchase of the medicine, it will not be easy to defend his rights if the pharmacy, in the literal sense of the word, does not stand still. And it is also very problematic to create the correct storage conditions for medicines in machines (and they are different for different drugs). The Association of Foreign Pharmaceutical Manufacturers, in turn, reminds: it is mobile trade, along with virtual (via the Internet), that is the most risky in terms of the possibility of running into counterfeit.

Monitoring mobile pharmacies is indeed difficult, if not impossible. It is no coincidence that the Ministry of Health and Social Development, which is also concerned about the disgusting drug supply of fellow citizens living far from large settlements, treats pharmacies on wheels without much enthusiasm. Here they believe that it is necessary to develop another, safer way of supplying villagers with pills - through feldsher-obstetric stations (FAPs) and general practitioners' offices.

This proposal, by the way, has already received approval at the very top. The other day, President Dmitry Medvedev, at a meeting with deputies of the municipal authorities of the Tula region, promised to change the rules for licensing rural FAPs (there are, according to various estimates, from 7 to 10 thousand in Russia) as soon as possible and return them the right to sell medicines and medical supplies. “It’s not the case when old people are chased for aspirin for 200 kilometers,” the head of state emphasized.

"Pharmaceutical Review", 2002, N 3

TABLETS ON WHEELS: FIRST RESULTS

If you can't, but really want to, then you can ...

folk wisdom

In the spring of last year, an experiment began in Moscow to provide residents of the capital with drugs using mobile pharmacies. This action caused a lively response from the pharmaceutical community and a flurry of diametrically opposed publications in the media. Someone warmly supported the experiment, someone criticized and continues to persist until now. As for the media, everything is clear here: they praise - therefore, they work off "one" money, they scold - "other". At the same time, the analysis of the situation on the merits sometimes turns out to be useless to anyone. The editors of "PharmOboz" set out to sum up the results of a year-long experiment.

Who will be responsible for the "bazaar"?

Let us recall the essence of the discussion about autopharmacies that unfolded on the pages of Pharmvestnik last spring. Critics represented by professional pharmaceutical associations, scientists and pharmacy workers accused the project of all mortal sins: from unprofessionalism to an increased risk of counterfeit sales. The director of the "People's Pharmacy M" I.V. Matveycheva firmly dismissed all the accusations and declared a socially significant idea of ​​bringing drug assistance to the population closer.

A year later, one can already judge the extent to which the "high commitments" taken on have been realized. Unfortunately, the PharmOboz correspondent was not able to meet with Inna Vladimirovna in person. Several attempts to get a comment from her on the results of almost a year of work of mobile pharmacies in the capital, as well as on the intention of the "People's Pharmacy M" to enter the pharmaceutical market of the Moscow region, were limited to little meaningful conversations with her secretaries. Meanwhile, there are questions about the essence of the experiment itself.

So, at one time, it was said that the prices for medicines in autopharmacies would be 20% lower than in other pharmacies. Attention, the question is: what specific drugs in autopharmacies today are 20% cheaper and compared to what kind of ordinary pharmacies?

Another topic. According to the correspondent's observations, autopharmacies stand for months in the same places without any movement. The principle of mobility, mobility is not implemented by them in any way. But it was said that everything would be different. Here is a quote from last year's Vedomosti: "A pharmacy must move several times a day so that the buyer can find it both near the metro on the way to work and in the evening near his home," says a source in Richfield (an investor in autopharmacies - PharmOboza's note). "Even at night, when the turnover is low, a mobile kiosk is useful. From eight in the evening to eight in the morning it is a free advertisement for itself." And the question is: what then is the difference between autopharmacies and stationary pharmacy kiosks? Here, perhaps, it is worth asking about whether autopharmacies work, as it was promised, again, around the clock?

I would also like to know what public events have been attended by autopharmacies recently? Maybe they appeared in the Red Square area on New Year's Eve, near the Dynamo stadium on the day of the match against Real Madrid, or somewhere else?

All these questions seem to be rhetorical. It is curious that in the texts of the directives of the Prime Minister of the Government of Moscow N 32-RP "On autopharmacies" (dated 19.01.2001 and as amended on 10.05.2001) and N 387-RP "On amendments to the order of the Prime Minister of the Government of Moscow dated 19.01.2001 N 32-RP "On autopharmacies" dated 10.05.2001 there is not a word about the cheapness of medicines or the work schedule of autopharmacies.Thus, formally, there seem to be no violations.And all unfulfilled promises remain entirely on the conscience of journalists, who wrote with fervor about this innovation last spring.

With a regulatory framework - tension ...

As you know, Russian legislation does not provide for such a form of drug provision as an autopharmacy. In Art. 4 of the Federal Law "On Medicines" defines the concept of "pharmacy" and provides a list of such institutions. It includes pharmacies, pharmacies of health care institutions, drugstores, drugstores, drugstores. Autopharmacies, as we see, are not on this list, and pharmaceutical outbound sales are not provided at all.

According to V.N. Soboleva, head of the pharmaceutical licensing department of the Ministry of Health of the Moscow Region, the operation of mobile pharmacies involves a violation of a number of legal acts. At the federal level, these are, in particular, Decree of the Government of the Russian Federation N 387 of 04/05/99 "On licensing pharmaceutical activities and wholesale trade in medicines and medical products", orders of the Ministry of Health of the Russian Federation: NN 309 of 10/21/97, 377 of 11/13/96 and 318 of 11/05/97, at the level of the Moscow region (where mobile pharmacies) - Resolution of the Governor of the Moscow Region N 12-PG of 01/19/98. A decoding of all violations would take more than one magazine page, so we will limit ourselves to the most important. For example, with regard to the proper mode of storage of medicines (Order of the Ministry of Health of the Russian Federation of November 13, 1996 N 377), it is impossible to ensure it in a van by definition. Last winter, which was replete with sudden changes in temperature, many could observe how the shop windows of autopharmacies either froze or became covered with damp perspiration. It is difficult to answer how it is possible to ensure the safety of drugs.

The Ministry of Health of Russia, apparently, takes a position of non-interference in the analysis of the situation with autopharmacies, without assessing their legal status, legitimacy of existence, etc. in any way. This is clear from the answer of the Deputy Minister A.V. Katlinsky to the request of the Chairman of the Board of the Association of Pharmaceutical Distributors "Pharmros" V.N. Here is what, in particular, is written in this document: "Pharmaceutical activity of any institution or enterprise is subject to licensing. The current legislation of the Russian Federation does not provide for the requirements for an autopharmacy as a subject of pharmaceutical activity and an object of licensing. But the constituent entities of the Russian Federation have the right to develop provisions on the licensing of pharmaceutical activities, including new forms of drug service. When selling medicines and pharmacy products, full compliance with the rules for their storage in accordance with the requirements of the order of the Ministry of Health of the Russian Federation of 13.11. 96 N 377 "On approval of instructions for organizing storage in pharmacies of various groups of medicines and medical devices."

The head of the Licensing Department of the Pharmacy Department of the Moscow Health Committee, VV Khloptsev, does not see any problems in licensing mobile pharmacies. The Moscow government is conducting an experiment, and that says it all.

Consumers, beware!

The activities of autopharmacies have not remained aloof from the watchful eye of human rights organizations, since the very principle of selling medicines through autopharmacies violates the rights of consumers. Legal adviser to the International Confederation of Consumer Societies (ConfOP) Svetlana Zavidova believes that buying medicines at an autopharmacy can actually make it difficult for citizens to exercise their rights guaranteed by the federal law "On Protection of Consumer Rights". It is easy to imagine a situation when a person returns to the same place the next day after a purchase in a mobile pharmacy to find out a question, and finds nothing there.

The volatility of location, uncertain legal status, lack of an appropriate legal framework regulating activities (including retail and off-site trade in medicines, conditions and procedures for compensation for harm caused to human health as a result of violation of the rules of pharmaceutical activity) creates ideal conditions for the sale of drugs of dubious quality. Thus, the rights of citizens declared in paragraph 2 of Art. 1 of the Federal Law "On Medicines" and Art. 7 FZ "On consumer protection". There is also a high risk of sales through mobile pharmacies without prescriptions for prescription drugs.

With the onset of the spring-summer season, mobile pharmacies have become more active: their new deployment points have been noticed, fresh advertisements have appeared on the Internet with job offers for pharmacists and pharmacists in pharmacies for (a salary of 300 USD is promised), rumors are actively circulating about attempts by Narodnaya Apteki M, the company that owns autopharmacies, to expand its activities to the Moscow region. They say that some "bull-calves" with a green doctor Aibolit on board have already "grazed" in the region.

So what did we end up with, you ask? And the fact that under the colorful flag of "pharmacies on wheels" a new, apparently strong player has entered the Moscow market of retail pharmacies, using a non-standard, effective PR technique. This player has already occupied his niche and will probably not give it up without a fight. Rather, on the contrary. And under what sauce he took it - no one is interested. Talking about the social meaning of this whole campaign, about improving drug supply, about getting closer to the population and other romantic nonsense, in our opinion, is completely meaningless. The creators of the mobile pharmacies project conducted a competent, from a market point of view, artillery preparation in the press, and then they calmly “entered”, or rather, “driven” into the city. 300 "bulls" against other retail entities in Moscow - 700 pharmacies and one and a half thousand points - this is a serious bid to win the market as a whole.

If we assume that the "People's Pharmacy M" suddenly gets permission to conduct an experiment in the Moscow region, then you can imagine what it will look like. It is unlikely that autopharmacies will go to remote villages in order to bring drug supply closer to the people. It will be more expensive for yourself - you can’t even pay for gasoline. Another thing: to stand in a crowded place, as ZILs with green Aibolites stand and trade near the metro in Moscow, where for some reason a stationary pharmacy kiosk has not yet appeared. Previously, people bought medicines in a pharmacy a hundred meters from the metro, and now in the "bull", right at the exit. Is it bad? So we brought the provision closer. Approximately the same picture will be drawn in the cities and villages near Moscow. As a result, it will be even harder for municipal pharmacies to work, belts and businessmen will be tightened. Competition, no words, will grow, and much more. But how conscientious she is is a question ...

I. STOLYAROV

The Association assists in the provision of services in the sale of timber: at competitive prices on an ongoing basis. Timber products of excellent quality.

The Russian drug market is growing by 20-25% annually. However, it is not easy for beginners to gain a foothold on it.

Own pharmacy business: we caught up with Europe

According to the Pharmexpert marketing research center, the volume of the Russian drug market in retail prices in 2004 was $6.3 billion. The results of 2005 have not yet been officially summed up, but the center's specialists believe that last year the volume of the Russian market rose to $7.9 billion.

The drug trade is most active in Moscow - the share of the capital in the structure of the all-Russian market is about 25%. This is due to the fact that in Moscow the pharmacy business began to develop earlier than in other cities. At the same time, over the past three years, the growth rate of the capital market has somewhat slowed down and now stands at 18% per year. For comparison: in large Russian cities this figure is 20-25% per year.

“There are already about 700 stationary private and 600 municipal pharmacies in Moscow and the Moscow region, not counting the numerous kiosks and pharmacy points,” says David Melik-Guseinov, head of the marketing research department of Pharmexpert CMI. – One pharmacy serves from 2.5 thousand to 6 thousand people, which is comparable to the corresponding indicators in developed Western countries.

In terms of the breadth of the assortment, universal Russian pharmacies can rather be called stores of various health products - they sell not only medicines, but also medical cosmetics, dietary supplements, hygiene products, goods for mothers and children.

Own pharmacy business: Everything is entangled in networks

Large pharmacy chains control 40% of the capital's market - more than 500 pharmacies operate under the brand name of one or another chain in Moscow. The companies 36.6, Rigla, Doctor Stoletov, OZ, Stary Lekar, Biotek, Farmir, ZEM Pharm and Samson-Pharma have the most pharmacies.

The Itek company is developing a network of pharmacy kiosks in the Moscow Metro. In the fall of 2004, when the Moscow Government banned trade in the metro, making an exception only for newsstands and distributors of theater tickets, only 10 out of 35 Itek pharmacy kiosks survived, and the chain's sales fell by 60%. But in early 2005, city officials allowed Itek to have one kiosk in each subway lobby, and the chain is now being resurrected.

Another network, Narodnaya Apteka M, owns pharmacies on wheels.

“Mobile pharmacies have their regular customers,” notes David Melik-Guseinov, “but recently, most people prefer to buy medicines in stationary pharmacies: the assortment of mobile pharmacies is very limited.

According to the Decree of the Government of Moscow dated December 31, 2004, 233 state-owned pharmaceutical companies with branches must merge into State Unitary Enterprise "Capital Pharmacies" in order to work under a single brand. Capital pharmacies will be supplied by the chain's own distribution subdivisions. According to Pharmexpert, the newly formed network will control about 25% of the Moscow retail market. It is possible that in the near future many unprofitable municipal pharmacies will be declared bankrupt and resold to commercial organizations.

State pharmacies in other regions are also united in networks: for example, in Nizhny Novgorod it is the Nizhny Novgorod Pharmacy Chain, in Krasnoyarsk it is the Gubernskie Apteki. And in Perm, the city state network "Perm Apteki" has already been bought by the Moscow network "36.6".

Own pharmacy business: Entrance ticket is expensive

“In order to enter the pharmacy market and gain a foothold on it, large investments are needed,” says David Melik-Guseinov. – To open one pharmacy in Moscow, you need from $40,000 to $85,000. This money is spent on renting premises for a period of 3 months, repairing it, purchasing furniture and equipment, and obtaining the necessary licenses and certificates. But in order for the pharmacy to generate income, it takes time, during which you have to spend money on the purchase of goods, remuneration of staff. So it may take up to $500,000 to gain a foothold in the market.

“At the same time, contrary to popular stereotypes, it is impossible to earn super profits in this business,” says Sergei Pankratov, Director for Development of the ZEM Pharm network. - The turnover of one average pharmacy retail outlet is approximately $25-30 thousand per month, which is an order of magnitude less than in Western countries.

A private pharmacy selling over the counter during the autumn-winter period brings no more than $5,000 in profit per month. For chain pharmacies with an open form of trade, this figure is slightly higher - $ 6-7 thousand per month.

Pharmacies cannot earn more because prices for many medicines are regulated by the state. For example, in Moscow it is impossible to “wind up” more than 23% of the wholesale price - this is the maximum trade markup. The average retail markup in Russia is 25-30%. Therefore, prices in pharmacies - both network and independent - are in the same range.

Own pharmacy business: Is it possible to survive alone?

Despite all these circumstances, new companies are constantly entering the pharmacy market. What strategy is better to choose for a business to be successful?

Opening your own universal pharmacy with a wide range of medicines and related products is not very promising, since it is very difficult to compete with network pharmacies, most of which operate in the same “universal” format. It is easier to become a member of any pharmacy chain. Major players are experiencing serious difficulties in finding premises for new pharmacies and therefore are happy to accept an investor who has the money and acceptable premises into their ranks. Some pharmacy chains - in particular, "Rigla", "OZ", "Old Doctor" - offer partners cooperation in franchising.

“In our company, all management, including the franchisee business, is centralized,” says Alexei Skrypnikov, executive director of Vitim and Co., which owns the Stary Lekar network. For franchisees, this has its advantages. Firstly, it is easier for him to go through the stage of establishing a new business. And secondly, the return on investment is reduced. We take care of our partners at all stages of opening a pharmacy. But they, for their part, must comply with the corporate standards of our network.

Another option for doing business under the "network roof" is to join the non-profit associations SoyuzPharma or Farmir, organized by powerful pharmaceutical distribution structures - the Protek Implementation Center and SIA International. The algorithm of the investor's actions in this case is somewhat different: first, he must open a pharmacy on his own, and then he can become a member of the association and work under its brand. Having done this, individual private pharmacies do not lose their legal independence, they can form an assortment and set prices at their own discretion. They are guaranteed the supply of pharmaceutical products through the founders of the associations, but if they wish, they can choose another supplier.

“Being a member of the network is beneficial,” says David Melik-Guseinov. - After all, drug manufacturers do not work directly with pharmacies - all deliveries are made only through distributors. The chains provide their pharmacies with the services of an authorized distributor, from which medicines are purchased at reduced prices.

In addition, network pharmacies have a wider range of non-drug products, which is very popular with customers; many of them are equipped with information and consultation corners and ATMs. And in some pharmacies, customers can even pay for the services of mobile operators.

Own pharmacy business: Pharmacies are not for everyone

If it is important for an investor to maintain his independence, he can search the pharmaceutical market for relatively free niches and open a specialized outlet. Many do just that, setting up a trade in rare or expensive medicines - homeopathic medicines, goods for diabetics, children, etc.

“Such a strategy allows us to succeed in the market,” testifies David Melik-Guseinov. - For example, the Samson-Pharma pharmacy chain in Moscow has only 6 pharmacies. But its annual turnover is greater than, for example, that of the regional network Kurgan Pharmacy, which has 225 pharmacies. The secret is that Samson-Pharma has chosen a narrow niche: it sells expensive drugs for cancer patients.

Social private pharmacies that have recently appeared on the pharmaceutical market also prefer narrow specialization. For example, the Protek company is now opening a network of pharmacies at polyclinics in the Moscow region and the North-Western region of the country. They will work under the state program of additional drug provision (DLO) and supply patients with medicines on preferential prescriptions. A 25% retail mark-up is set for drugs, which is paid by the state. It is shared between a distributor and a pharmacy.

So far, commercial pharmacies practically do not participate in DLO programs. But as the government program develops, this may change, and its implementation will require the active participation of pharmacies from the private sector. Already in 2006, the DLO program will become the most stable market for medicines for the companies included in it: it is planned to spend about $1 billion from the federal budget this year on the implementation of DLO.

Own pharmacy business: Open trade is in fashion

“As a rule, sales volumes in pharmacies with an open form of sale are 20-30% higher than in over-the-counter sales,” says Anton Parkansky, Executive Director of the 36.6 pharmacy chain, which was the first in Russia to offer medicines in open access. – In addition, with an open display in a pharmacy, more goods can be placed, and this form of trade is more convenient for customers.

On the open shelves in the trading floor, not only over-the-counter medicines are displayed, but also hygiene products, medical cosmetics, and related products. And prescription drugs are obtained through the counter, from the hands of a pharmacist. With a skillful selection of goods and compliance with the laws of merchandising, a self-service pharmacy is able to increase its turnover by another 12-20%.

Not surprisingly, many pharmacies are gradually moving to an open form of trade.

– The first pharmacies of the Stariy Lekar network appeared more than six years ago. At that time, trading through the counter was more common, - says Alexei Skrypnikov, Executive Director of Vitim and Co. – However, this year we plan to open self-service pharmacies under our brand.

The choice of the form of trade depends on the number of consumers passing by the pharmacy every day. If there are 10-15 thousand people, then you can open a self-service pharmacy. With a lower intensity of human flow, trading through the counter is better.

“It is impossible to act by trial and error in the pharmacy business,” says David Melik-Guseinov. – Before choosing a form of trade, you need to assess the number of potential buyers, find out what the turnover of your neighbors-competitors is, what medical institutions are located nearby, how you can cooperate with them and what doctors you should make friends with so that they can refer patients to your pharmacy.

It is most profitable to open pharmacies in "sleeping" areas. High rents in the city center “eat up” a very significant share of the profits of pharmacies located there.

Own pharmacy business: To the doctor ... to the pharmacy

“The number of medicines sold is decreasing, but at the same time the volume of the market in terms of money is growing,” says David Melik-Guseinov. – This means that consumers are starting to buy more expensive drugs.

The share of domestically produced drugs in the Russian market in physical terms is approximately 65%, but in monetary terms they account for only 30% - as incomes grow and under the influence of advertising, Russians begin to buy more and more expensive imported drugs.

The growing demand for expensive drugs is incomprehensibly combined with the traditional inattention of Russians to their health and the habit of self-medication. Having fallen ill, our compatriots most often go not to a doctor, but immediately to a pharmacy, to pharmacists and pharmacists, hoping to get advice on treatment from them. According to surveys, a non-prescription pharmacy customer consults a pharmacist about treatment in 50% of cases. And more than 40% of pharmacy visitors would like to consult a doctor directly at the pharmacy. Therefore, the organization of a consultation center in a pharmacy can become an important competitive advantage.

Own pharmacy business: Regions: everything is just beginning

In Moscow, the possibilities for the extensive development of pharmacy chains are almost exhausted. Therefore, major market players - "36.6", "O3", "Rigla" - began to expand into the regions.

- By 2008 we intend to occupy 10-15% of the Russian pharmacy market and ensure the presence of our network in all cities with a population of more than 500 thousand people, - says Anton Parkansky. – By 2008, the 36.6 chain plans to reach $1 billion in annual sales.

According to Pharmexpert experts, by 2008 chains will control about 60% of the Russian pharmacy market.

- I think that this year we will have two or three national networks, which will be present in all federal districts of Russia and practically in all subjects of the Federation, - David Melik-Guseinov is sure.

“At the same time, efficient individual non-network pharmacies will remain,” says Sergey Pankratov, ZEM Pharm Network Development Director. – Some of these pharmacies will survive due to their good location, others will compete with chains due to the high level of individual customer service or very narrow specialization.

Interestingly, while major players are trying to develop regional markets, provincial pharmacy chains are coming to Moscow. For example, the St. Petersburg company Pervaya Pomosh, which owns 70 pharmacies in the northern capital, opened several of its pharmacies in Moscow last year. Earlier, in 2004, the St. Petersburg retailer Natur Product acquired the Narodnaya Apteka chain in Moscow. Works in the capital and several pharmacies of the Samara network "Imploziya".

However, Moscow, as a rule, meets competitors from other cities unkindly. Having opened one or two pharmacies in the capital, many regional companies then close or sell them without receiving the expected profit.

Probing the Moscow and Russian markets and representatives of foreign pharmaceutical chains. In 2005, no less than five major international players in the global pharmaceutical market researched various segments of the commodity distribution networks of the Russian retail drug market.

HOW MUCH CAN YOU EARN?

MOSCOW PHARMACIES

Rates of growth

On average - 18% per year.

Market saturation

There are about 1,300 private and state stationary pharmacies in Moscow and the Moscow Region.

Average monthly profit

Pharmacy points - $ 2-3 thousand.

Private over-the-counter pharmacies – $4,000-5,000

Network pharmacies - $ 6-7 thousand.

Ideal Pharmacy*

*At the request of potential investors.

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