Table of Contents Ge%ng to know Pharmabox: What is Pharmabox Product Por1olio Technology Compe:tors Why Partnering with Pharmabox Unique Target Reach Dis:nc:ve Brand Posi:oning Exclusive Partner BeneďŹ t
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WHAT IS PHARMABOX? Pharmabox is a company founded in South Florida that has developed an innova:ve automated retail system for commercializing Over The Counter (OTC) and personal care pharmaceu:cal products, in compliance with the Food and Drugs Administra:on (FDA) regula:ons. We oer a state of the art service’s pla1orm that provides the customer with immediate topquality products, based on healthcare necessi:es. Accessible 24 hours a day, 7 days a week.
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PHARMABOX UNIQUE TECHNOLOGY:
• • • •
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It is available 24/7. Accepts bills, coins, credit cards, Apple Pay and Android Pay. (Custom forms of payment e.g. airport card are also available upon request). It’s made with a front safety glass and ligh:ng, which makes it vandal-proof. Its advanced system can offer and display any product regardless of shape or size: from boxes to boXles to envelopes! Promo codes and special discounts can be taken by the system. The machine also provides receipts when prompted. Our excep:onal soZware provides ease of management and transparency of opera:ons on each machine. It creates daily and monthly reports that are easy to read, efficient, and accurate. The interac:ve screens to the sides of the machines allows for custom messaging, adver:sing, etc.
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Pharmabox has over 700 approved locaRons naRonwide, including the best universi:es of the na:on, the top 100-most visited malls, amusement parks and much more! Pharmabox has virtually no compeRtor within the category.
The closest oering come from CVS and their privatelabel vending machines. However, Pharmabox naRonwide-footprint is much larger, and is the only company that oers 100% hassle-free vending machines. Sources: CVS Health | Sept. 7, 2017 /PRNewswire Read as hXps://cvshealth.com/newsroom/ press-releases/cvs-pharmacy-thinks-outside-box-introduc:on-health-and-wellness-vending
Pharmabox Ac:ve Machines
CVS Machines
Pharmabox Machine Forecast
Vending Machines CVS vs Pharmabox: YTD and EOY
160 140 120 100 80 60 40 20 0 Machines YTD Pharmabox
Forecast Machines EOY CVS
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WHY PARTNERING WITH PHARMABOX?
TARGET: Unique reach of the audience
BRAND POSITIONING: Convenience and top-product selec:on
PARTNER BENEFIT: Best brand performance
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TARGET
PHARMABOX UNIQUE REACH OF THE AUDIENCE
7
80 70
All Primary Household Drug Store Shoppers
Monthly Walgreens Shoppers
Monthly CVS Shoppers
60
Age
50
18–24
5%
4%
5%
40
25–34
17%
16%
17%
30
35–44
18%
17%
19%
20
45–54
20%
20%
21%
55–64
19%
19%
19%
65+
21%
24%
20%
10 0 18-24
25-34
35-44 OTC
45-54
55-64
65+
Vitamin/Supplement
"Which of the following items do you buy on a typical shopping trip at a drug store(s)? Please select the items you typically buy in-store and online. Please select ALL that apply."
The Drug store audience is older: 6 out 10 drugstore shoppers are over 45+. More so, the younger drugstore shopper is the least likely to buy OTC or Vitamin Supplement at a drug store.
Sources: 2017 | Kantar Retail ShopperScape® | Mintel | Drug Store Retailing – US – February 2016 Base: 1,914 internet users aged 18+ who shopped at a drug store in last 12 months
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For certain categories, focusing on older audiences might be counter-intuiRve. In the case of first-aid, for instance, the older the target, the slowest the product rotaRon. The reason? Older audiences, are more likely to let minor wounds heal in their own, avoid checking expiraRon dates, or use expired products.
55-64
44
39
39
45-54
35-44
36
18-34
34 0
20
42
36
33
32
40
25
31
29
25 60
31
80
25
23 100
120
140
160
Store brands are as good as brand names I let minor wounds heal on their own I rarely check the expira:on date of my first aid supplies I use first aid supplies even if they are past their expira:on date
Sources: Mintel – First Aid in The US – 2017. Based on Informa:on Resources Inc., InfoScan Reviews; US Census Bureau, Economic Census/Mintel
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All Primary Household Drug Store Shoppers
Monthly Walgreens Shoppers
Monthly CVS Shoppers
18–24
5%
4%
5%
25–34
17%
16%
17%
35–44
18%
17%
19%
45–54
20%
20%
21%
55–64
19%
19%
19%
65+
21%
24%
20%
Age
Univerisi:es 22%
Airports/Cruises 22%
Malls 56%
Machine alloca:on in the U.S
Pharmabox reaches the young
by being placed in strategic and convenient locaRons like malls and universiRes. In fact, Pharmabox is on the only pharmacy reaching them so acRvely. Sources: 2017 | Kantar Retail ShopperScape®
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Total US Band-Aid Sales Pharmabox at current Prices, 2016-20
While drug stores are experiencing declines in both, sales and share in categories like OTC and first aid, Pharmabox most-sold products are within the OTC category, and the second most sold product are First Aid Band-Aids! Total US retail sales of first aid products at Drugstore
Year
% sales change from YA
2014
5.2
2015
5.3
2016
-0.4
Total Sales (units)
The results of reaching a younger audience is demonstrated with sales.
Forecast based on av. of 35 units per machine per month
250.000
210.000
200.000 150.000
126.000
100.000 50.000
63.000 12.600
21.000
- 2016
30 machines
Actual
2017
50 machines
2018
150 machines
2019
2020
500 machines
300 machines
Forecast
Est.
Pharmabox 5 most-sold products
ADVIL LIQUI-GELS BAND-AID BRAND ADHESIVE TYLENOL EXTRA STRENGTH
ADVIL MIGRAINE
ALWAYS INFINITY
Sources: Mintel – First Aid in The US – 2017. Based on Informa:on Resources Inc., InfoScan Reviews; US Census Bureau, Economic Census/Mintel
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Total Sales (units) Forecast based on av. of 70 units per machine per month
Sales and Forecast for Most Sold OTC and Personal Care Products
Total US Advil Brand Sales Pharmabox at current Prices, 2016-20
450.000 400.000 350.000 300.000 250.000 200.000 150.000 100.000 50.000 -
252.000
126.000 25.200
2016
30 machines
BAND-AID BRAND ADHESIVE
TYLENOL EXTRA STRENGTH
ADVIL MIGRAINE
ALWAYS INFINITY
Total Sales (units) Forecast based on av. of 30 units per machine per month
ADVIL LIQUI-GELS
42.000
2017
50 machines
Actual
Pharmabox 5 most-sold products
420.000
2018
150 machines
2019
300 machines
2020
500 machines
Forecast
Est. Total US Always Brand Sales Pharmabox at current Prices, 2016-20
200.000
180.000
150.000
108.000
100.000 54.000
50.000
10.800
18.000
- 2016
30 machines
Actual
2017
50 machines
2018 150 machines
Est.
2019
300 machines
2020
500 machines
Forecast
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Sales and Forecast for OTC and Personal Care Categories Total US OTC and Personal Care Sales Pharmabox at current Prices, 2016-20
2.874.000
3.000.000 2.500.000 2.000.000
1.724.400
1.500.000
1.338.000 862.200
1.000.000 500.000
172.440 80.280
287.400 133.800
802.800
401.400
- 2016
30 machines
Actual
2017
50 machines
2018
150 machines
Est.
2019
300 machines
Forecast
2020
500 machines
Total Sales ($ Dollars)
3.500.000
Forecast based on av. of 30 units per machine per month
Total Sales (units)
Forecast based on av. of 30 units per machine per month
Total US OTC and Personal Care Sales Pharmabox at current Prices, 2016-20
25.000.000 20.400.000
20.000.000 15.000.000
12.240.000 9.000.000
10.000.000 5.000.000
6.120.000 2.040.000 900.000
1.224.000 540.000
5.400.000
2.700.000
- 2016
30 machines
2017
50 machines
Actual
2018
150 machines
Est.
2019
300 machines
2020
500 machines
Forecast
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“Once I find a brand, I tend to sKck to it”
Teens, the untapped market. Reaching teens is important: In addi:on to developing brand affinity and preference, reaching a younger audience is also a business opportunity. In 2017 Sta:s:c Brain Research found that the total annual spending of teens in the U.S. sits just shy of $259 billion annually.
60%
Gen Y (21-34)
55%
Gen Z (16-20)
0%
10%
20%
30%
40%
50%
60%
70%
Teens are digital na:ve, and they are organically more aXracted to screens. More than half (56%) of teens use their digital devices for shopping.
Sources: Sta:s:c Brain Research Ins:tute (Online / Direct Response Mail) and Marke:ngvox/Rand Youth Poll research | Global Web Index Sta:sta 2018 | E-marketer: What Makes Teen Shoppers Brand-Loyal
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Airports, trains, malls and cruise ships:
PHARMABOX OFFERS A SPECIAL RELATIONSHIP WITH TRAVELERS.
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OTC essenRals are one of the travelers’ most-forgojen items.
Although close to 70% of U.S. travelers say they would not leave home without their per:nent toiletries, nearly a quarter forget to pack essenRals, such as a toothbrush or a razor, or OTC items.
1 in 4 travelers forgets to pack toiletries essenRals Items Which Travelers Consider Essen:al Smartphone
75%
Toiletries
69%
Camera
62%
Adaptor
56%
Special occ. Ou1it
44%
Guide book
39%
Tablet (not a laptop)
35%
Book
33%
Extra suitcase Hand sani:zer Laptop
30% 23% 21%
Sources: TripAdvisor; Ipsos. 34,026 online respindents 18+. 2015 (What are the travel essen:als that you won’t leave home without?) Marriot; TNS. 1,000 online respondents 18+ 2012 | ebookers; Office of Na:onal Sta:s:cs. 2,000 respondents 18+. UK 2017.
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For Europeans the number triples.
Univerisi:es 22%
Airports/Cruises 22%
Malls 56%
Sources: TripAdvisor; Ipsos. 34,026 online respondents 18+. 2015 (What are the travel essen:als that you won’t leave home without?) | Marriot; TNS. 1,000 online respondents 18+ 2012| ebookers; Office of Na:onal Sta:s:cs. 2,000 respondents 18+. UK 2017.
61% of Bri:sh travelers have leZ behind their toothbrush or other OTC items when traveling, 84% replace them spending approx. £96M every year for replacements.
And Pharmabox reaches that audience too! With convenient machines in cruise ships and airports, Pharmabox brings American brands to foreign soils.
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BRAND POSITIONING PHARMABOX OFFERS THE MOST CONVENIENT SOLUTION FOR THE UNATTENDED AREAS.
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% Importance when choosing a store The store is convniently located
Convenience is key! The most important reasons for purchasing in drug stores revolve around Convenience
4 in 10
Have used a vending machine because it was more convenient and faster than the shopping at the store Have bought from a vending machine because it was the only opRon available Are interested in buying Medicine and Personal care from a vending machine
88%
The store is open when I like go shopping
86%
I am able to easily find the items I need
85%
Checkout is quck and easy
85%
The store carries the brands I like
78%
The store looks modern
49%
Drug Store
Pharmabox
Varies
✓
Located in malls, subways, airports, universi:es, amusement parks
x
✓
100% automated quick and easy check out
x
✓
Open 24/7 - 365 days
Sources: Mintel Vending Machines 2012 | Mintel: Drug Store Retailing - US, February 2016 | ^Base: 1,828 internet users aged 21+ who shopped at a drug store in last 12 month. "Which of the following items do you buy on a typical shopping trip at a drug store(s)?
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Pharmabox brings together the convenience of a vending machine and the need for OTC products Percep:ons about vending machines
Top Items Purchased at Drug Stores
83%
60% 57% 53% 51%
Over-the-counter (OTC) medica:on
73%
Beauty & personal care items
60%
Prescrip:on medica:on
59%
Vitamins/Supplements
43%
39% 32% 31% 30% 30%
Household supplies (e.g. paper products, Food excluding beverages Gree:ng cards/giZ wrap Non-alcoholic drinks (e.g. soZ drinks, juice, etc) Medical supplies Alcoholic drinks (e.g. beer, wine, liquor)^
vending machine Vending machines I trust the brands I see products I buy at the I think more retailers offers a convenient should expand their sold in vending vending machine have should offer vending way to shop for the same quality as product offerings machines machines as an porducts products availables in alteran:ve to store shopping in their stores
Other Baby products (e.g. diapers, wipes, etc) CigareXes
18% 17% 13% 12%
Sources: Mintel Vending Machines 2012 | Mintel: Drug Store Retailing - US, February 2016 | ^Base: 1,828 internet users aged 21+ who shopped at a drug store in last 12 month. "Which of the following items do you buy on a typical shopping trip at a drug store(s)?
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PARTNER BENEFIT BEST BRAND PERFORMANCE FOR OUR PARTNERS
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FIRST AID – U.S.
COLD / SINUS / ALLERGY – U.S.
In store, more than 40% of consumers who purchase first aid products agree that store brand are just as good as brand names. In fact, Private Label owns a third of the market share in First Aid and OTC.
Pharmabox offers only brand names, limiRng the compeRRon with private label. Increasing Brand Performance.
COUGH REMEDIES – U.S.
YTD Market share %
YTD Market share %
YTD Market share %
Johnson & Johnson
14.6
Bayer AG
13.9
Mondelez
22.8
3M
7.9
Johnson & Johnson
12.7
ReckiX Benckiser
14.6
Bayer AG
8.6
ReckiX Benckiser
11.2
Ricola
10.9
Unilever
4.9
P&G
8.7
Pfizer
10.9
Other Brands
30.6
Sanofi Aven:s
7.0
Pres:ge Brands
8.5
Private Label
33.4
GlaxoSmithKline
5.7
Other Brands
11.8
Others
11.0
Private Label
20.5
Private Label
29.8
Note: Data may not equal totals due to rounding. The above figures are based on MULO sales data from Informa:on Resources, Inc., InfoScan Reviews. MULO is defined as Mul: Outlet, representa:ve of the following channels: total U.S. Grocery, Mass, Total U.S. Drug, Total Walmart, Dollar, Military, and Club.
Sources: Mintel - First Aid - Us - February 2017 | Mintel - Cough, Cold, Flu And Allergy Remedies 2016 | Informa:on Resources, Inc., InfoScan Reviews/Mintel
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Choice Paralysis can be seen in the drug channel too.
Qualita:ve Research at Walgreens showed that one of their bigger shopping barriers is choice paralysis: feeling overwhelmed by having too many opRons per category, thus, walking away without purchasing any item.
Almost 1 in 5 customers who shopped for an item at Walgreens said they didn’t end up purchasing simply because they could not find the item. Even when it was in the shelf.
Sources: Unilever Shop along at drugstore – 2017 | Mintel - The Walgreens Shopper February 2016
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Sheena Iyengar | Columbia University | Jar Experiment
Too many choices can confuse the consumers, and impede a sale. Studies from Columbia University demonstrated that consumers are up to 10X more likely to purchase from a small group of brands. In perspec:ve: Today, the typical grocery store has over 35,000 op:ons available, and the typical Wal-Mart has over 100,000!
People were actually 10X more likely to buy a jar of jam when showed less op:ons on display
60%
40% 30%
3% 24
jars displayed
Interest
6
Purchase
Sources: Sheena Iyengar on the Power of Choice -- and Why It Doesn’t Always Bring Us What We Want hXp://knowledge.wharton.upenn.edu
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One-of-a-kind and cost-eecRve brand exposure.
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76% of purchase decisions are made in store, and half are made in less than 10 seconds
PromoRng your product at POS (Point of Sale) builds equity AND sales
ReacRons across POS elements
60 %
PromoRonal signage creates a memorable shopping experience, and more importantly, it encourages to shop new products.
FMOT (First Moment Of Truth) occurs within the ďŹ rst 3-7 seconds of a consumer encountering the product, and it is during this :me that marketers have the capability of turning a browser into a buyer.
30 %
Eye Catching
62 %
31 %
Is Relevant
Encourages to Shop Future Purchase Intent New Products
Sources: Kantar Retail 2016 / In-Store Tac:cs that Engage and Drive Sales. | Newsamerica / POPAI 2012 Shopper Engagement Study (grocery COT)
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Pharmabox oers a unique POS promoRon elements, with screens that reach the consumer right at the FMOT.
Sources: Kantar Retail 2016 / In-Store Tac:cs that Engage and Drive Sales | Newsamerica *Considering SmartSource ShelZake OneÂŽ and SmartSource Coupon Machine
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AT A FRACTION OF THE PRICE! Shopper MarkeRng efforts in-store in selected drug-stores (e.g. Walgreens)*
At-shelf Engagement
Avg. Starts at 50K per program
VS. Pharmabox POS Digital AdverRsing in selected malls (Pharmabox)
65” Screen Engagement Starts at 4K per quarter
Sources: Kantar Retail 2016 / In-Store Tac:cs that Engage and Drive Sales | Newsamerica *Considering SmartSource ShelZake One® and SmartSource Coupon Machine
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TOP THREE BENEFITS OF PARTNERING WITH PHARMABOX
! Reach a younger audience, right when they need your product the most. ! Develop brand loyalty with younger audiences. ! Bring your brand overseas.
! Bring your brand to the most under-served audiences and areas that crave for your products.
! Obtain the best brand performance by avoiding compe::on with private label. ! Avoid choice paralysis by having a curated selec:on of products. ! Enjoy one-of-a-kind and cost-effec:ve brand exposure through unique POS promo:on.
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QuesRons?
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Thank You!
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AT A FRACTION OF THE PRICE! Pharmabox offers a unique POS promoRon, with screens that reach the consumer right at the FMOT.
Shopper MarkeRng efforts in-store in selected drug-stores (e.g. Walgreens)*
Pharmabox POS Digital AdverRsing in selected malls (Pharmabox)
Avg. Starts at 50K per program
Starts at 4K per quarter
At-shelf Engagement
65” Screen Engagement
Sources: Kantar Retail 2016 / In-Store Tac:cs that Engage and Drive Sales | Newsamerica *Considering SmartSource ShelZake One® and SmartSource Coupon Machine
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WHAT MAKES US UNIQUE IN THE MARKET?: THE BLISS OF A HASSLE-FREE VENDING MACHINE. •
• •
Pharmabox is the sole responsible for the services and replenishment of their machines. No sub-contractors are involved. – We offer service 24/7. Our system provides an exclusive feature for remote troubleshoot. – Its advanced soZware runs real :me and remote inventory reports, allowing for easy same-day or next-morning replenishment. A no:fica:on will be sent automa:cally to us once a product is low. Refunds are easy! The machine’s sensor would not charge the user unless the product has been removed successfully by a hand from the bin. Pharmabox technology offers the highest ROI in the industry of vending machines
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Beyond private label, several studies show that too many choices can confuse the consumers, and impede a sale. Some even suggests that consumer are up to 10X more likely to purchase from a small group of brands. Sheena Iyengar, at Columbia University, did an experiment, where one group of people was presented with samples of six dierent jams available for purchase while another group was presented with twenty four dierent jams. The bigger jam group showed much greater interest when sampling, but the smaller group was more likely to actually purchase.
People were actually 10X more likely to buy a jar of jam when showed less op:ons on display
60
40 30
3 24
Interest Purchase 6
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