2 3 Consumer Gritschneder

The online pharmacy as a mediator between consumer, pharma and payer Klaus Gritschneder

Company profile Europa Apotheek Venlo 2 • Founded in 2001 • 2009: more than 225 member of staff, thereof more than 50 pharmaceutical employees • 5.000 patients per day • Recognized partner of health insurances • Full product range • Thereof approx. 10.000 products in stock • Just-in-time supply every 2 hours • Approx. 300.000 unit packages per month • Aside from ordering via internet, phone, fax or mail it is possible to order from one of the 1.000 PharmaPunkte at the dm-chemist´s shops INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland

Company profile Medco Health Solutions 3 • One of the largest health care companies in the US • US leading pharmacy benefit manager (PBM) • own clinical research institute • world‘s largest mail-order pharmacy • 20.000 employees, among them more than 2.400 pharmacist and more than 500 nurses • 60 millionen patients • Turnover in 2008: approx. 50 billion US$ • More than 100 millionen prescriptions are supplied from the mail-order pharmacies p.a. INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland

Old pharmacy – New pharmacy Structural change after 800 years? 4 Reality today: • Large mail-order pharmacies serve the German market • Development of new concept (co-operations) • New players enter the market (chemist‘s shops, retailer) Do these developments imply a paradigm shift? Did the market change already? INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland

Market research by Rheingold institute Conclusion 5 In respect to common/ simple illness‘ the view of the pharmacist is often seen to be an additional source to the physicians opinion But: • The patients liberate themselves from physicians and pharmacists • Liberation from dependency and paternalism • Lack of discretion and the missing of a retreat possibility in the pharmacies are critizised by patients (especially in rural areas) • The pricing policy of pharmacies is subject to severe criticism INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland

Market research by Rheingold institute Conclusion 6 Paradigm shift from the „traditional pharmacy“ to a modern distribution scheme • Customer experience with the new system is missing – therefore partly insecurity at the client‘s end • Alteration is generally acclaimed and perceived as past due • Most important: customer/ patient feels being taken seriously and wants to benefit from the price advantages INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland

Mediator mail order pharmacy 7 mail order pharmacy offers • more service to patients patient - saving money - secure & convenient delivery - drug safety & specialty services • feedback to pharma pharma pharmacy payer - in case of recalls for drugs - requests from patients • cost reduction to payers - additional rebates politics - over all cost reduction • a guarantee about areawide, full assorted supply to politics INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland

Thank you for your attention!

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2 3 Consumer Gritschneder

by Silja Chouquet on Oct 08, 2009

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2 3 Consumer Gritschneder — Presentation Transcript