Good health, good life, good will.
Company presentation
Good health, good life, good will. Goodwill Pharma Company profile Goodwill Pharma is one of the leading players in the sales and marketing of pharmaceuticals in Hungary and Serbia. The dynamic expansion has established a strong position in both pharmaceutical markets. Founded in 1997, the Group has more than 150 employees
in
2
countries.
Our
unique
feature
comprehensive service we provide to our Clients.
Company profile
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Good health, good life, good will. Speed up your turnover, with a profesional Pharma partner
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Goodwill Pharma is a pharmaceutical company established in Serbia in 2003.
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The Company also has an office in Belgrade, the capital city of Serbia and in Novi Sad, capital of Vojvodina province.
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Our partner is Goodwill Pharma Hungary, established in 1997 in Szeged.
Goodwill Pharma’s headquarter is located in Subotica, a town in the northern part of Serbia.
Speed UP YOUR TURNOVER, IN SERBIA
Good health, good life, good will. Innovative range of services Profesional in all areas
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registration and import of new drugs,
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outsourcing services,
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marketing and indirect sale of medicines and medical devices
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customs and shipping services,
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market research,
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taking part in tenders,
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organizing congresses, symposiums, lectures,
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retail (chain of pharmacies).
INnovative range of services
Good health, good life, good will. Product line Wide range of products
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Our medicines for oral administration include neurological, gastroenterological, cardiovascular, gynecological, urological and movement pain drugs
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OTC, medical devices Our activities include sales and promotion of three patented dietary supplements for special medical treatment
Wide range of products
Good health, good life, good will. Goodwill Pharma Team
GOODWILL PHARMA TEAM
Good health, good life, good will. Proffesional management Experience and knowledge – always a priority! Our outdoor team that conducts promotional activities of medicines consists of: 16 Medical Representatives 2 Product Managers 3 Regional Sales Managers 1 Director of Pharma Division Our Medical Representatives visit general practitioners, doctors of different specialties and state and privately owned pharmacies.
Experience and knowledge – always a priority!
Good health, good life, good will. Sales Network Covering different areas Our sales channels are: • • •
Hospital tenders: purchase from wholesalers State owned pharmacies Private pharmacies
Patient routes
Sales network
Good health, good life, good will. Our partners Serbia
Our partners
Good health, good life, good will. Outsourcing Increase efficiency, decrease costs Adaptable, flexible collaboration models Many pharmaceutical companies have just decided to cut headcount of sales representatives due to increasing operational costs. In most cases this is the number one cost saving measure. However, detailing frequency is still a key factor in achieving planned results. Goodwill Pharma Sales Force covers the whole territory of Serbia, keeping daily contact with target group of specialists, GPs and pharmacists.
OuTsourcing
Good health, good life, good will. Outsourcing Reducing risk
Reducing risk has become an even more important consideration. It is a proven cooperation model wherein our Partner pays a service fee against achived results. Accordingly, our Partner’s risk is limited and regarding costs is very low. For many years back, Goodwill Pharma has been working for its key partners with so called “over the base line” model. No matter if the product is to be launched or if it has already well-established market share.
OuTsourcing
Good health, good life, good will. Outsourcing Flexible solutions
To achieve results we apply flexible solutions, bring fresh marketing aspects and employ stable sales force with the ability to promptly adapt to ever changing market conditions. As a result of outsourcing, our Partners get the freedom to focus on important strategic projects, while the operation of well-established systems are performed by a professional service provider–Goodwill Pharma.
OuTsourcing
Good health, good life, good will. Outsourcing Partners
Duration: From 3 – 6 months To 3-5 year agreements Type of outsourcing arrangements: a) base-line achievements b) per visit arrangement c) pharmacy activities
OuTsourcing
Good health, good life, good will. Outsourcing Expanding to different areas
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expand into new geographic areas, portfolios or sales chanels launch or actively manage existing products which fall outside of your core therapeutic areas
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re-launch of ˝sleeping˝ products
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focus on core products
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increase the flexibility of your workforce
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reduce and better control the costs of running sales team(s)
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reduce the costs of establishing commercial infrastructure
OuTsourcing
Good health, good life, good will. Outsourcing Responsible sales team •
Dedicated Sales Team We form a team working exclusively for your brand(s) or product(s)
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Syndicated Sales Team We agree on percentage of total visits of the shared representatives
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Vacancy Management If you need a fast, short-term, but efficient replacement in your sales team we can offer representatives out of our active team or a data base to fulfill such positions •
Take over If you have a product which does not fit in strategic plans or is out of budget or investment interest but is not meant to be in the pipeline in the territory we can take it over for the contracted period without changing the MAH in the territory.
OuTsourcing
Good health, good life, good will. Outsourcing Dedicated partnership relations We know where to go and what to achieve! The strength of our Sales Team lies in the broad, dedicated partnership relations. On which we have been working hard for years now to deserve the attributes like Reliable, Steady and Personal. The medical and pharmacy representatives manage their target groups with proper skills and due power. On these grounds, they perform detailing to specialists, GPs and pharmacists with clear professional goals. We provide skilled and specially trained sales experts, up to date market intelligence and a sophisticated controlling system in the promotion of Rx and OTC medicines, food supplements and medical devices. We are confident that an able team requires an able coach. Thus we lead our staff with coach management approach.
OuTsourcing
Good health, good life, good will. Outsourcing Portfolios • • • • • • • •
Pain Management Orthopedics Rheumatology Neurology Urology Gynecology Cardiology Pulmonology GWP has own database of more than 20.000 entries of specialist and GP`s and 2500 pharmacies
OuTsourcing
Good health, good life, good will. Outsourcing Outsourcing models
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Per visit remuneration Base-line model Combination of per visit and base line models One-off sales, pharmacy promotions
OuTsourcing
Good health, good life, good will. Outsourcing Per visit - fix line model
Per visit remuneration – fix line model
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Visits are defined in number, duration, specialist, territory, sales channels Promo materials and trainings should be provided by the client company Remuneration is defined by visit or category and is not dependent on sales This model is used for short term promotions
OuTsourcing
Good health, good life, good will. Outsourcing Base-line model
Base-line model
• Sales base-line is defined on the previous sales achievements • Promo materials and trainings should be provided by the client company • Remuneration is defined as a percentage of the wholesale price and calculated on the sold quantity above defined base-line This model is used when there is a sales history for the product. Sales is based on the IMS data. Monthly clearing of remuneration. To avoid any logistics and delivery disputes Goodwill Pharma accepts to conduct exclusive imports for the outsourcing period according the distribution contract and conditions. Minimum period of the base-line outsourcing contract is 2 years.
OuTsourcing
Good health, good life, good will. Outsourcing Fix and Base-line models Combination of Fix and Base-line model
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For the launch period fix remuneration is established Sales base-line is defined on the previous sales achievements Promo materials and trainings should be provided by the client company Remuneration for the base-line period is defined as a percentage of the wholesale price and calculated on the sold quantity above defined base-line
This model is used when new product is launched on the market and there is no sales history for the product. After agreed time (no less then one year), base-line model is introduced. Sales is based on the IMS data. Monthly clearing of remuneration. To avoid any logistics and delivery disputes Goodwill Pharma accepts accepts to perform import activities for the outsourcing period under the distribution contract and conditions. Minimum period of the base-line outsourcing contract is 2 years.
OuTsourcing
Good health, good life, good will. Activities Regional markets 2009 Bosnia and Herzegovina 2009 Kosovo 2012 Macedonia Montenegro 2014 Q3 Slovenia Bulgaria Albania Croatia
Regional markets
Good health, good life, good will. Wholesale and imports Activities
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Goodwill Pharma has its own warehouse in Subotica with space of 500 m2.
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Own customs clearing department, forwarding activities
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We are supplying wholesalers and pharmacy chains
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Free Custom Zone services
ACTIVITIES
Good health, good life, good will. Goodwill Pharmacies Getting closer to our customers! Expanding the field of activities, in 2008. we opened the first Goodwill Pharmacy. The unique and distinctive visual the identity of it, commitment to superior service, nice atmosphere and above all a wide range of products, with expert advice and sales, Goodwill Pharmacies soon separated from the competition. Today the market of Serbia there are 30 Goodwill Pharmacies. This year we are planning to continue expanding our network
ACTIVITIES
Good health, good life, good will. Goodwill Pharmacies Getting closer to our customers!
Our motto is: Pharmacy, which gives! This is not just our slogan- it is our strategic commitment to rewarding the confidence of our patients. On this way, we cherish our long-term cooperation and friendship One of our promotional activities is that we publish promotional newspaper - 100,000 copies, every second month. Sales: The total number of fiscal accounts, which we publish annually at the level of Serbia amounted to 1,200,000 copies- 1,200,000 unique sales results!
ACTIVITIES
Good health, good life, good will. Goodwill Pharmacies Getting closer to our customers!
Besides this, we are cooperating with other pharmacies: • •
500 state pharmacies 1700 private pharmacies
Goodwill Pharma pharmacy chain in Serbia consists of 30 pharmacies.
ACTIVITIES
Good health, good life, good will. Financial Overview
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Goodwill Pharma is privately owned company organized and operating under Serbian laws
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Founded in 2003 Registered warehouse since 2008 Middle size company since 2010 Number of employees 46 Official auditor: Moore & Stephens
Financial overview – GOODWILL PHARMA
Good health, good life, good will. Financial Overview – Regional Goodwill Pharma turnover 7000000 6000000 5000000 Regional Serbia
4000000 3000000 2000000 1000000 0
2005
2006
2007
2008
2009
2010
2011
2012
Financial overview – GOODWILL PHARMA
2013
2014
2015
2016
Good health, good life, good will. Financial Overview
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Since 2008 Goodwill Pharma is running a very successful retail business The “ZU Goodwill Apoteka” pharmacy chain has currently 30 sales points Number of employees 111 Achieved sales turnover for 2013 was EUR 5,450,000 Expected turnover of EUR 7,500,000 in 2014 The targeted growth for the upcoming 5Y period is 5-8 new pharmacies per year, and annual growth of turnover in amount of EUR 1,500,000-
Financial overview - pharmacies
Good health, good life, good will. Goodwill Pharma offers you the possibility of:
ing new customers through tenders, g prices to markets, ver old products, ng new products, with certificates-related issues,
as well as:
al support, nal database (20.000 of MD’s, pharmacies and other contacts), resources, ent, le contacts.
Goodwill Pharma
Good health, good life, good will.
Thank you for your time and patience! www.goodwillpharma.rs Goodwill Pharma Head Office Matije Gupca 14, 24000 Subotica, Serbia Phone: +381 24 554 498; 670 265 Fax: +381 24 60 20 63 Representative Office Vojislava Ilića 87 IV/18, 11000 Belgrade, Serbia Phone/Fax: +381 11 2833 138