OTC Distribution in Central and Eastern Europe's Growth Markets 2013: Grasping the Opportunities in Russia, Ukraine, Poland, Romania and Bulgaria

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1 Brochure More information from OTC Distribution in Central and Eastern Europe's Growth Markets 2013: Grasping the Opportunities in Russia, Ukraine, Poland, Romania and Bulgaria Description: This is a new and important strategic market study for consumer healthcare companies seeking growth opportunities from Europe s most rapidly expanding markets. This is a strategic market report that presents an in-depth analysis of market channels in the five growth markets under study, which between them represent 255 million inhabitants who consume 14.6 billion worth of OTC consumer healthcare products a year. It explores a number of important factors coming into play which will influence the major growth opportunities for healthcare companies in Russia, Ukraine, Poland, Romania and Bulgaria. Not least of which is the increasing role for consumer healthcare in countries where public medical services lag behind those in many Western States. Furthermore, there is a growing awareness among pharmacy channels for the need to develop retail opportunities for goods and services in health and personal care sectors which are not financed by the State. Consumer healthcare is thus an ideal target for this development. Among the issues that will influence supplier strategies are: - Changes to the nature and structure of the pharmaceutical supply chains in Russia, Ukraine, Poland, Romania and Bulgaria in response to intensifying competition - The consolidation of wholesale pharmaceutical distributors to maximise efficiencies and improve competitiveness - The growing buying power of retail pharmacy chains in all five East European countries - Developments in new retail pharmacy formats including the growth of discounts chains and online pharmacy - Mass market retailers' ambitions to capture a share of the pharmacy market through products licensed for sale in non-pharmacy outlets and the integration of pharmacies into their hypermarkets and supermarkets - The economics of pharmacies and the importance of non-prescription OTC healthcare and personal care products as a share of their business by category - Impact of new tax reforms on groups of Russian pharmacies - The expansion of international retailers into Eastern Europe's consumer health and beauty markets - New distributor strategies shaping the healthcare supply chains in Russia, Ukraine, Poland, Romania and Bulgaria Key Features: - Distribution channels for OTC self-medication and associated products in Russia, Ukraine, Poland, Romania and Bulgaria and shows how they will influence the strategies for companies seeking new growth opportunities from these important expanding markets. This important new strategic study is written by two respected healthcare marketing strategy consultants Susannah M Copland and James W. Dudley. Wealth of knowledge and insights in competitive and changing marketing channel structures serving 255 million inhabitants who consume 14.6 billion worth of OTC consumer healthcare products each year. In-depth strategic analysis that shows that demand for consumer healthcare is increasing faster in the Russia, Ukraine, Poland, Romania and Bulgaria than elsewhere in Europe and explains how leading players along supply chain are helping shape the channels of distribution to meet this demand. Insights and understanding of the strategies adopted by leading international and national pharmaceutical distributors and shows why distributors are diversifying into production and retailing. This market report shows how pharmaceutical wholesalers are building wholly owned retail pharmacy chains and forming virtual chains as well as developing mail order pharmacies and e-commerce. - How mass market operators in Russia, Ukraine and Poland are integrating pharmacies into their retail strategies to capture healthcare consumer demand in their hypermarkets and supermarkets. Furthermore it shows the challenge to pharmacies from competing channels including supermarkets especially in Poland

2 and Ukraine. Study of the factors driving change and presenting challenges and opportunities to manufacturers who are already operating in Russia, Ukraine, Poland, Romania and Bulgaria or are looking to enter Europe's fastest growing consumer healthcare markets. Analysis and discussion of national statutory and regulatory developments; healthcare supply chain economics; evolving formal and informal channel structures; distribution channel retail competitors' and pharmaceutical distributors as well as their linkages and groupings. An exploration of manufacturer, retail customer and shopper needs and the unfolding strategies required by healthcare companies to lead in the rapidly growing self-medication markets of Central and Eastern Europe. Up-to-date statistics, insights, discussion and opinions regarding the historic, present and future challenges and opportunities for companies in the channels serving the consumer healthcare markets in Russia, Ukraine, Poland, Romania and Bulgaria together with consumer insights, market sizes, sales trends and distributor market shares Contents: Chapter 1 Introduction to OTC Distribution in Europe s Growth Markets Forward to the 2013 Study of the Distribution of OTC Medicines in Europe s growth markets of Russia, Poland, Ukraine, Romania and Bulgaria Table 1.1: Populations of Russia, Poland, Ukraine, Romania and Bulgaria Graph 1.1: IMF GDP Growth Estimates Russia, Poland, Ukraine, Romania and Bulgaria Health of the Populations of Russia, Poland, Ukraine, Romania and Bulgaria Graph 1.2: Average Life Expectancy Russia, Poland, Ukraine, Romania and Bulgaria Europe s Top Growth Markets for Non-Prescription Medicines and Self-care Graph 1.3: Annualised Consumer Purchases Non-prescription Medicines Market in Russia Poland, Ukraine, Romania and Bulgaria 2007 to 2015 (estimated) millions Graph 1.4 Annualised Growths of European Non-prescription Medicines Markets Russia, Poland Ukraine, Romania and Bulgaria Graph 1.5 Combined Value Sales of Non-prescription Medicines Market Russia, Poland, Ukraine Romania and Bulgaria compared to the European Total 2008 to 2015 ( millions at consumer prices) Graph 1.6 Share of Total European Sales of Non-prescription Medicines Market by Russia Poland, Ukraine, Romania and Bulgaria 2007 to 2015 Retail Distribution of Non-prescription Medicines in Russia, Poland, Ukraine, Romania and Bulgaria Table 1.2: Pharmacy and Non-Pharmacy Channels for Non-Prescription Medicines in Russia, Poland, Ukraine, Romania and Bulgaria Pharmacy Density in Russia, Poland, Ukraine, Romania and Bulgaria Table 1.3: The Number of Pharmacies and the average Number of Citizens they serve in Russia Poland, Ukraine, Romania and Bulgaria Table 1.4: Average Pharmacy Turnover by Category for Russia, Poland, Ukraine, Romania and Bulgaria Pharmacy Chains in Russia, Poland, Ukraine, Romania and Bulgaria Pharmaceutical Distributors in Russia, Poland, Ukraine, Romania and Bulgaria Consolidation and Concentration of Market Share of Pharmaceutical Distributors in Russia, Poland, Ukraine, Romania and Bulgaria Table 1.5: Market Shares of the Leading Pharmaceutical Distributors in Russia, Poland, Ukraine, Romania and Bulgaria Diversification of Pharmaceutical Distributors in Russia, Poland, Ukraine, Romania and Bulgaria into different Sectors within the Supply Chain International Pharmaceutical Distributors Expansion across Borders into Russia, Poland, Ukraine, Romania and Bulgaria Chapter 2 OTC Distribution in the Russian Federation Russia Overview Graph 2. 1: IMF Forecasts of GDP for Russia to 2015 The Russian Healthcare Environment Graph 2. 2: Life Expectancy of Russians compared to Citizens of top 5 EU States and USA The Non-prescription Medicines and OTC Self-medication Market in the Russian Federation 2012 Graph 2.4: Russia Total Non-prescription Medicines and OTC Self-medication Market at Consumer Prices millions (forecast)

3 Share of the Russia Non-prescription Medicines and OTC Self-medication Market by Category 2012 Table 2.1.: Russia Non-prescription Medicines Millions Consumer Purchases by Therapeutic Category est The Regulatory Environment for Non-prescription and OTC Self-medication Medicines in Russia Classification of Medicines in Russia Herbal medicines Homeopathic products and homeopathic combinations Vitamins and minerals Marketing Authorization for Non-prescription and OTC Medicines in Russia Regulations Governing Marketing and Distribution Channels for OTC Medicines in Russia Controls on Pricing and Margins of OTC Medicines in Russia Advertising Non-prescription Medicines in Russia Pharmaceutical Supply Chain in the Russian Federation Figure 2.1: Pharmaceutical Supply Chain in Russia The Retail Pharmacy Environment for OTC Self-medication in Russia Growth of Retail Pharmacy Chains in Russia Graph 2. 5.: Market Share of Top Pharmacy chains in Russia Graph 2. 6: Growth in the Number of Pharmacies of Top 10 Chains Graph 2. 7: Market Shares of Top 10 Pharmacy Chains in Russia Table 2.2: Main Retail Pharmacy Chains in Russia 2011 Major Retail Drugstore Chains in Russia Rigla Apteke 36.6 Table 2.3: % Share of Pharmacy Chain 36.6 Turnover by Category Russia A5 Pharmacor Implozia Farmaimpex Raduga Oriola KD Samson-Pharma Doctor Stoletov Voluntary Pharmacy Groupings and Virtual Chains in Russia Alphega United Marketing Group (UMG) Asna Pharmacy Economics in Russia Graph 2.8: Russia - Breakdown of Pharmacy Turnover by Category Main Pharmaceutical Wholesalers Supplying Pharmacies in Russia Graph 2.9: Market Shares - Leading Pharmaceutical Wholesalers in the Russian Federation Protek Graph 2. 10: Protek Source of Business 2012 SIA International ZAO Katren NPK ZAO Rosta ZAO Alliance Healthcare ZAO Oriola (Moron OOO) R-Pharm Russian Wholesalers Emerging Strategies - Vertical Integration along the Supply Chain Russian Pharmaceutical Distributors Vertical Integration into Manufacture Russian Pharmaceutical Distributors Pre-wholesaling and Import Management Services Russian Pharmaceutical Distributors Vertical Integration into Retailing The Future for Healthcare Distribution in Russia Graph 2.11: Russia - Forecast Non-prescription Medicine Consumption to 2015 Millions (Consumer Purchase Prices) Chapter 3.OTC Distribution in Ukraine Table 3.1: Ukraine Largest City Populations Ukraine Economic Background Graph 3. 1: Ukraine GDP Growth Estimates Compared to Germany, Japan and the US Table 3.2: Ukraine Total Pharmacy Expenditures Table 3.3: Ukraine Pharmacy % Turnover by Category Graph 3.2: % Value Share of Prescription and Non-prescription/OTC Medicine of Total Sales: Jan-June 2010-

4 2012 Graph 3.3: % Share of Prescription and Non-prescription/OTC Medicine of Total Volume: JanJune Ukraine s Pharmaceutical Market: Consumer Preference The Non-prescription Medicines and OTC Self-medication Market in Ukraine to 2015 Graph 3.4: Ukraine Total Non-prescription Medicines and OTC Self-medication Market at Consumer Prices millions The Regulatory Environment for Non-prescription and OTC Self-medication Medicines in Ukraine Definition of Medicinal Products in Ukraine Classification of Medicines in Ukraine Marketing Authorization for Non-prescription and OTC Medicines in Ukraine Advertising Non-prescription and OTC Medicines in Ukraine Prior Approval for Advertising Non-prescription and OTC Medicines Regulations Governing Marketing and Distribution Channels for OTC Medicines in Ukraine Online Trade and Mail Services of Pharmacy Medicines in Ukraine Controls on Pricing and Margins of Medicines in Ukraine Table 3.4: Ukraine Regulated Retail Mark-up by Cost of Medicine Retail Pharmacy Licensing Conditions in Ukraine Possible Introduction of VAT on Drug Imports to Ukraine Introduction of Reference Pricing Programs in Ukraine Pharmaceutical Supply Chain in Ukraine Main Pharmaceutical Manufactures Operating in Ukraine The Retail Pharmacy Environment for OTC Self-medication in Ukraine Pharmacy and Non-Pharmacy Retail Channels for Non-prescription and OTC Medicines in Ukraine Regional Distribution of Pharmacy and Non-Pharmacy Retail Outlets and for Non-prescription and OTC Medicines in Ukraine Table 3.5: Ukraine Distribution of Retail Outlets by Region 2012 Figure 3.1: Ukraine Proportion of Retail Pharmacy Revenue by Regional Centre and District 2012 Ukraine - Average Sales per Pharmacy by Region Graph 3.5: Ukraine Average Sales per Pharmacy by Region Euros Table 3.6: Number of Outlets and % Market Share of Top-10 Pharmacy Chains in Ukraine.. Top 5 Retail Pharmacy Chains in Ukraine Company Profiles Med-Services Group Table 3.7: Med-Services Group: Number of Pharmacy Outlets by Region Arnica Pharmastore Bazhaemo Health (Good Health) Pharmacy OKP Ukrainian Pharmacy Holding Company Ukraine Retail Pharmacies: Emergence of Pharmacy Supermarkets Vitalux Apteka TAS Ukraine Retail Pharmacies: Emergence of Pharmacies within Supermarket Chains Spar-Tsentr Velika Apteka Bila romanshka and Bud Zdorovy Ukraine Retail Pharmacies: Growth of Foreign Investment A.S. Watson Group Main Pharmaceutical Wholesalers Supplying Pharmacies in Ukraine The Role of Pharmaceutical Distributors in Ukraine Table 3. 8: % Market Share of Top-5 Pharmaceutical Wholesalers in Ukraine: BaDM Ltd Optima-Pharm Alba Ukraine Fra-M Ukraine Wholesalers: Other Players Vertical Integration along the Supply Chain Company Profiles Ukraine - A Growing Market in a Challenging Environment: Conclusion Chapter 4 OTC Distribution in Poland Poland Overview Table 4.1: Populations in Main Metropolitan Areas in Poland Graph 4.1: Poland GDP Growth Estimates Compared to Germany, Japan and the US Poland s Health Profile: The Polish Healthcare Market Graph 4.2: Poland Pharmaceutical Market 2006 to 2012 at Retail (RSP) and Manufacturers Prices (MSP)

5 Zloty Millions Graph 4.3: Poland Pharmaceutical Market at Retail Prices Euros Millions The Non-prescription Medicines and OTC Self-medication Market in Poland Graph 4.4: Poland Total Non-prescription Medicines and OTC Self-medication Market at Consumer Prices millions (forecast) Share of the Polish Non-prescription Medicines and OTC Self-medication Market by Category 2011 Table 4.2: Poland Non-prescription Medicines and OTC Self-medication Market Share and Growth by Therapeutic Category OTC Distribution in Central and Eastern Europe s Growth Markets est. Non-pharmacy and Mass Market Channels for Non-prescription OTC Medicines and Supplements in Poland The Regulatory Environment for Non-prescription and OTC Self-medication Medicines in Poland Classification of Medicines in Poland Marketing Authorization for Non-prescription and OTC Medicines in Poland Pharmacy and Non-pharmacy Retail Channels for Non-prescription and OTC Medicines in Poland Pharmacy Ownership in Poland Self-Service Ban on Pharmacy Advertising New Rules 2012 Regulations Covering Internet and Mail Order Pharmacies in Poland Controls on Pricing and Margins of OTC Medicines in Poland Advertising and Promotion of OTC Medicines in Poland The Impact of the New Reimbursement Act on OTC Medicine Advertising in Poland Changing Environment for Non-prescription OTC Self-medication Medicines in Poland The Retail Pharmacy Channels for OTC Self-medication in Poland Retail Pharmacy Market in Poland Table 4.3: The Retail Pharmacy Market in Poland est. Billions RSP Analysis of Retail Pharmacy Turnover in Poland Graph 4.5: Poland % Share of Pharmacy Turnover by Category The Number of Pharmacies in Poland Graph 4.6: % Pharmacies by Ownership in Poland Pharmacy Chain Dbam o Zdrowie Pharmacy Chain Mediq Apteka Independent Retail Pharmacy Multiples in Poland Table 4.4: The largest Independent Retail Pharmacy Chains in Poland 2012 Pharmacy Chain Dr. Max Pharmacy Chain Euro Apeteka Retail Pharmacy Developments by Supermarket Chains in Poland Buying Groups, Virtual Pharmacy Chains, Franchised Outlets and Wholesaler Marketing Concepts in Poland Pharmacy Buying Groups in Poland Table 4.5: Pharmacy Buying Groups in Poland Voluntary Groups and Virtual Pharmacy Chains in Poland Table 4.6: Virtual Pharmacy Chains in Poland Mail Order and Internet Pharmacies targeting Patients and OTC Self-medication Consumers in Poland Reduction in Number of Online Pharmacies in Response to Polish Reimbursement Act Graph 4.7: Internet Pharmacy Channel Share by Category in Poland Growth of Online Pharmacies in Poland Table 4.7: Leading Internet Pharmacies in Poland Clicks and bricks Online Pharmacy Networks in Poland Consumer Sources of Purchase of Non-prescription OTC Medicines for Self-medication in Poland Graph 4.8: Consumer Sources of Purchase Medicines in Poland Role of Pharmaceutical Wholesalers in Poland Main Pharmaceutical Wholesalers Supplying Pharmacies in Poland Table 4.8: Analysis Leading National Polish Pharmaceutical Wholesalers Market Share 2011 Neuca (Torfarm) the Leading Pharmaceutical Wholesaler in Poland Farmacol a Leading Pharmaceutical Wholesaler in Poland Pelion - (PGF) ACP Pharma - Dutch Pharmaceutical Wholesaler in Poland CF Cefarm - State Owned Pharmaceutical Wholesaler in Poland CEFARM Pharmaceutical SA PHOENIX Pharma Polska s Operations OPDF SA - Organization of Polish Pharmaceutical Distributors

6 Future of OTC Distribution in Poland Graph 4.9: Forecast Poland Non- Prescription Pharmaceutical Market at Retail Sales Prices to 2015 Euros Millions Chapter 5 OTC Distribution in Romania 2013 Romania an Overview Table 5.1 Population in Major Cities in Romania Graph 5.1: IMF Forecasts of GDP for Romania to 2015 The Romanian Healthcare Environment Health of the Romanian Population Graph 5.2: Romania Leading Health Risk Factors and their % Share of Death Graph 5.3: Romania Pharmaceutical Sales through Pharmacies Euros Millions at Consumer Prices The Non-prescription Medicines and OTC Self-medication Market in Romania Graph 5.4: Romania Total OTC Self-medication Market est. Euros Millions at Consumer Prices Share of the Romanian OTC Self-medication Market by Category 2012 Table 5.2: Romania Self-Medication Market Share and Growth by Therapeutic Category est The Regulatory Environment for OTC Self-medication Medicines in Romania Classification of Medicines in Romania Regulations for Distribution of Non-prescription Medicines and OTC Self-medication in Romania Pharmacy Ownership Rules in Romania Regulations covering Pharmacy Numbers in Romania Regulations covering Pricing of Non-prescription Medicines and OTC Self-medication in Romania Margins / VAT on Pharmacy Medicines on Prescription Medicines in Romania Table 5.3: Average Wholesaler and Pharmacy Margins in Romania 2011 Table 5.4: Permitted Pharmacy Margins based on Wholesaler Prices Prescription Medicines in Romania Regulations on Advertising OTC Medicines in Romania The Distribution Environment for Non-prescription Medicines and OTC Self-medication in Romania Retail Pharmacies - Developments in Romania Pharmacy Turnover in Romania Graph 5.5: Estimated Average Split of Pharmacy Turnover in Romania by Category Pharmacy Chains in Romania Graph 5.4: Leading Pharmacy Chains in Romania Sensiblu Table 5.5: The Development of the Sensiblu Pharmacy Chain in Romania Catena Table 5.6: The Development of the Catena Pharmacy Chain in Romania Farmaciile Dona 5.7: The Development of the Farmaciile Dona Pharmacy Chain in Romania Farmacia Richter Help Net Table 5.8: The Development of the Help Net Pharmacy Chain in Romania Centrofarm Mail Order and Internet Pharmacy in Romania Pharmaceutical Distributors in Romania Graph 5.6: Leading Pharmaceutical Distributors in Romania Pharmaceutical Distributors Investments in Pharmacy Chains in Romania Leading Pharmaceutical Distributors in Romania Mediplus - Leading Pharmacy Wholesale Distributor in Romania Farmexpert Alliance Boots in Romania Farmexim Fildas Trading The Future of OTC Distribution in Romania Graph 5.7: Forecast Non-prescription Medicine Sales in Romania to Millions at Consumer Prices Chapter 6 OTC Distribution in Bulgaria 2013 Bulgaria an Overview Table 6.1: Bulgaria - Populations in Main Cities Graph 6.1: IMF GDP Growth Estimates 2010 to 2015 Health of Bulgarians The Non-prescription Medicines and OTC Self-medication Market in Bulgaria Graph 6.2: Bulgaria Total Self-medication Market millions est. Share of the Bulgarian OTC Self-medication Market by Category 2012

7 Table 6.2: Bulgaria Self-Medication Market Share and Growth by Therapeutic Category est The Regulatory Environment for OTC Self-medication Medicines in Bulgaria Classification of Medicines in Bulgaria Marketing Authorization of Non-prescription Medicines and OTC Self-medication in Bulgaria New Regulations for Distribution of Non-prescription Medicines and OTC Self-medication in Bulgaria Regulations covering Pricing of Non-prescription Medicines and OTC Self-medication in Bulgaria Regulations on Advertising OTC Medicines in Bulgaria Trade Margins / VAT on Pharmacy Medicines in Bulgaria Table 6.3: Average Wholesaler and Pharmacy Margins in Bulgaria 2011 The Distribution Environment for Non-prescription Medicines and OTC Self-medication in Bulgaria Retail Pharmacies - Developments in Bulgaria Table 6.4: The Number of Pharmacies by Type in Bulgaria Pharmacy Turnover in Bulgaria Graph 6.3: Estimated Average Split of Pharmacy Turnover in Bulgaria by Category Mail Order and Internet Pharmacy in Bulgaria Pharmaceutical Wholesalers in Bulgaria Graph 6.4: Leading Pharmaceutical Distributors in Bulgaria Pharmaceutical Distributor Turnover in Bulgaria Table 6. 5: Estimated % Share of Turnover Typical Leading Pharmaceutical Distributor in Bulgaria Sopharma Trading Higia/ PharmNet Libra SA Sting The Future for OTC Distribution in Bulgaria Graph 6.5: Forecast of Non-prescription Consumer Purchases 2012 to 2015 Millions at Retail Selling Prices Ordering: Order Online - Order by Fax - using the form below Order by Post - print the order form below and send to Research and Markets, Guinness Centre, Taylors Lane, Dublin 8, Ireland.

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