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ACCESS TO HEALTHCARE THROUGH INFORMATION JOSÉ ALBERTO PEÑA Director General of Marzam Healthcare Distribution
Q: What are the main challenges of distributing health-
Q: Marzam started with the distribution of pharmaceuticals
related products in Mexico?
(prescription and nonprescription), then wound care and
A: There are two major challenges in the Mexican health
health-related material. What is the next step?
industry: public investment and security. The Mexican health
A: Diversification is a core part of our strategy today and
system is fragmented, which causes inefficiencies. In terms
into the future. We are already working with medical
of infrastructure, we do not need much more; there should
devices and specialty products. These trends in the
be no problem with the available infrastructure. The issue is
healthcare market will become more important and we
how we are using this infrastructure. More needs to be done
want to be part of that evolution. In the future, Marzam’s
on prevention (vaccination) and on preventive education
sales will evolve and we will carefully evaluate all new areas
because it will be difficult to overcome the health problems
of opportunity. Today, we work with 200 providers in the
we have now if we do not change the habits of the new
healthcare industry.
generations. Q: Marzam has launched a new online platform that serves Another challenge is security. We have seen an increase in
more than 11,000 pharmacies. What impact has Marzam
the number of transportation thefts, something that we are
en línea had?
addressing with technology, since boosting the number of
A: We are working to get closer to our clients through new
security personnel does not eliminate the problem. We are
media. Marzam en línea allows independent pharmacies
focusing on technology to ensure our products are tracked
to maintain communication with Marzam, allowing them
correctly, taking preventive action and working closely with
to track their activities and to request any support they
the authorities of each state.
need. Customers can use this online platform to make their purchases, verify what they bought, view the status of their
Q: What are the hardest places to reach and how do you
orders and check their account status. In September 2017,
manage logistics to these areas?
the first month that Marzam en línea was available online,
A: The most complicated geographies are those furthest
10 percent of pharmacies had already registered.
away from urban areas. In Mexico, there are around 30,000 stores that dispense healthcare products (prescription or
Q: Given the company’s desire to become an integral
nonprescription goods), of which 16,000 are independent
health provider, what are your diversification plans?
pharmacies: Marzam visits 11,500 of these 16,000. Therefore,
A: Our private market business is divided between
we believe we are the company that reaches the largest
independent pharmacies, national chains and self-service
number of independent pharmacies. We also visit regional
stores. We are now focusing on private hospitals, a segment
pharmacies, pharmacy chains and self-service shops. In
in which we are also growing and see great potential. Today,
total, we visit close to 20,000 points of sale.
sales to the government sector represent 10 percent of Marzam’s sales, an area in which we also expect significant
Q: How do you guarantee the correct distribution at all
development given that 50 percent of Mexico’s healthcare
points of sale?
is paid by the government. We also want to expand the
A: Marzam has two great strengths: our infrastructure
number of consumer products that we manage.
reach and the information we generate. We are helping the pharmacies and the health industry by providing them with information, which helps decision-making regarding
Marzam is a Mexican company that began operations 83 years
purchasing and distribution. We all have the same goal
ago by distributing drugs to pharmacies in Mexico City. Now it
and if we provide the right service to the patient the rest
distributes healthcare products throughout the country. It is a
will find its way.
leader in specialized logistics solutions for human care
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