Zuellig Pharma Ltd“                                                                                       ?”              ...
Modern Retailing                   25   4
Market Trend10 8                                       7 8                      7             6               7           ...
Market Update                           YTD Aug 11  GrowthTotal Market   1Q10          2Q10       3Q10          4Q10      ...
% Sales Growth & share by Channel:                                     YTD Aug 11                                         ...
OTC Sales MAT Aug-2011        %Share           %Growth                  %Share           %GrowthBKK        58.3           ...
Retail Fact Sheet                                  Chain Store800700600500                                                ...
Retail Fact Sheet                             7-11                  2552      2553      2554          2555                ...
Where are we now?Confidential          www.zuelligpharma.com
Confidential   www.zuelligpharma.com
Confidential   www.zuelligpharma.com
Confidential   www.zuelligpharma.com
Confidential   www.zuelligpharma.com
Confidential   www.zuelligpharma.com
Virtual StoreConfidential                   www.zuelligpharma.com
?                    Self Awareness•                                            ?•                         ?•             ...
Location & Traffic• Location VS Traffic• Traffic out-store -• Traffic in-store -         Confidential               www.zu...
Confidential   www.zuelligpharma.com
Re-layout               Macro Space)                    (Traffic Flow)                         (Consumer Behavior)        ...
Store LayoutConfidential             www.zuelligpharma.com
MerchandisingConfidential             www.zuelligpharma.com
PlanogramConfidential               www.zuelligpharma.com
Category ManagementConfidential   www.zuelligpharma.com
Category Management              Decision              Making                                •Vender Managed              ...
Category Management                                         • Cough & Cold, GI, Antibiotic                                ...
Retail Management               POS                                                            Front end                  ...
RMS                           R SV e Cain                            M alu hS re to                     C go              ...
RMS• Store Design                         • Retail Marketing   – Customer Traffic Flow                – Consumer Advertisi...
Confidential   www.zuelligpharma.com
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Modern retailing “การค้าปลีกยุคใหม่ คุณพร้อมแล้วหรือยัง?”

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Zuellig Pharma Ltd ร่วมกับ
สมาคมร้านขายยา จัดการบรรยายเรื่อง

“การค้าปลีกยุคใหม่ คุณพร้อมแล้วหรือยัง?”
โดย ภก. วิบูลย์ จรรยานุภาพ, Business Unit Director, Zuellig Pharma Ltd.

ร่วมด้วย ภญ. นาฏยา ยิ่งยืน, Category Manager, Zuellig Pharma Ltd. และ
คุณวีณา  เผ่าพงศ์ไพบูลย์ Space Planner, Zuellig Pharma Ltd.

และการบรรยายเรื่อง
“GPOS :เครื่องบันทึกข้อมูล ณ จุดขาย”
โดย George S. Llorente, Gatessoft Corp.
ร่วมด้วย คุณเอกชัย เลิศนวลิมป์, Data Solutions Manager, Zuellig Pharma Ltd

25 Sep 2554, Venue: Crystal room, The Tawana Bangkok 80 Surawongse Road, Bangkok 10500, Thailand

Published in: Business
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Modern retailing “การค้าปลีกยุคใหม่ คุณพร้อมแล้วหรือยัง?”

  1. 1. Zuellig Pharma Ltd“ ?” , Business Unit Director, Zuellig Pharma Ltd. , Category Manager, Zuellig Pharma Ltd. Space Planner, Zuellig Pharma Ltd. “GPOS : ” George S. Llorente, Gatessoft Corp. , Data Solutions Manager, Zuellig Pharma LtdSep 2554, Venue: Crystal room, The Tawana Bangkok 80 Surawongse Road, Bangkok 10500, Thailand
  2. 2. Modern Retailing 25 4
  3. 3. Market Trend10 8 7 8 7 6 7 6 6 6 5 5 5 4 4 3 3 3 3 2 3 3 3 2 2 2 2 2 2 1 1 1.0 1 1 0 0 1 -0.1 0 0 1Q09 2Q09 3Q09 4Q09 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 YTD Jul YTD Aug 11 11 -0.8-2 -2-4 -3.3 IMS PReMA ZPL ZPL (Pharma) Confidential www.zuelligpharma.com
  4. 4. Market Update YTD Aug 11 GrowthTotal Market 1Q10 2Q10 3Q10 4Q10 1Q11 2Q11 YTD Aug 11 (%) 4.7 % 2.9 % 2.4 % 3.4 % 0.1 % 1.2 % N/A HP: 6.2 HP : 3.7 HP : 3.0 HP : 3.6 HP : -1.9 HP : -0.3 DS: -1.0 DS: -0.1 DS: 0.1 DS: 2.4 DS : 7.8 DS : 6.8 7.6 % 2.1 % 0.9 % 1.1 % -2.1 % 0.7 % HP: 8.9 HP: 2.4 HP: 1.0 HP: 0.8 HP: -2.7 HP: 0.2 DS: 0.2 DS: 0.5 DS: 0.7 DS: 2.7 DS: 1.8 DS: 4.1 7.2 % 1.7 % 0.2 % 0.6 % -0.4 % 1.9 % 3.2 % HP: 7.9 HP: 1.3 HP: -0.4 HP: -0.5 HP: -3.1 HP: -0.1 HP: 0.7 DS: 4.2 DS: 3.7 DS: 2.9 DS: 5.5 DS: 11.3 DS: 11.2 DS: 15.0 -3.2 % -0.8 % 1.0% HP: -4.9 HP: -2.1 HP: -0.8 Pharma PRNs DS: 5.6 DS: 5.9 DS: 11.2 HP=Hospital, DS=Drug store Confidential www.zuelligpharma.com
  5. 5. % Sales Growth & share by Channel: YTD Aug 11 0.3 OTO 56.2 2.4 Wholesale 0.0 12.1 Retail Drugstore 13.1 1.5 Chain Store 9.7 OTC: Gr 11.2 % YTD Aug 11 Doc/Clinic & other ETH 6.8 ; Share 16.3% 6.4 17.7 Private HP 5.4 2.1 Other Government HP 0.1 25.4 Ministry of Public Health -5.8 Government HP: Gr -3.26 % 8.2 YTD Aug 11 Military/Police -3.2 ; Share 59% 20.7 Faculty of Medicine in University -0.6 2.9 Bangkok Metropolitan Admin (BMA) -1.2 -10 0 10 20 30 40 50 60Remark: Figure based on ZP Pharma PRNs % share % Growth Confidential www.zuelligpharma.com
  6. 6. OTC Sales MAT Aug-2011 %Share %Growth %Share %GrowthBKK 58.3 11.0 RDS 75.2 14.3UPC 41.7 14.7 CHS 10.6 6.6Total 100.0 12.0 WHS 14.2 2.5 Total 100.0 12.0 Confidential www.zuelligpharma.com
  7. 7. Retail Fact Sheet Chain Store800700600500 Total Boots400 Watsons300 Big C CP all200100 0 2009 2010 2011 Confidential www.zuelligpharma.com
  8. 8. Retail Fact Sheet 7-11 2552 2553 2554 2555 %Confidential www.zuelligpharma.com
  9. 9. Where are we now?Confidential www.zuelligpharma.com
  10. 10. Confidential www.zuelligpharma.com
  11. 11. Confidential www.zuelligpharma.com
  12. 12. Confidential www.zuelligpharma.com
  13. 13. Confidential www.zuelligpharma.com
  14. 14. Confidential www.zuelligpharma.com
  15. 15. Virtual StoreConfidential www.zuelligpharma.com
  16. 16. ? Self Awareness• ?• ?• ?1.2.3. Confidential www.zuelligpharma.com
  17. 17. Location & Traffic• Location VS Traffic• Traffic out-store -• Traffic in-store - Confidential www.zuelligpharma.com
  18. 18. Confidential www.zuelligpharma.com
  19. 19. Re-layout Macro Space) (Traffic Flow) (Consumer Behavior) (Decision Tree)Confidential www.zuelligpharma.com
  20. 20. Store LayoutConfidential www.zuelligpharma.com
  21. 21. MerchandisingConfidential www.zuelligpharma.com
  22. 22. PlanogramConfidential www.zuelligpharma.com
  23. 23. Category ManagementConfidential www.zuelligpharma.com
  24. 24. Category Management Decision Making •Vender Managed Replenishment Inventory (VMI) (Ordering) •Retailer DC Category •SelectingManagement Assortment •Watching & Deleting •80/20 Law Promotion Shelf •Day of Supply Presentation •Customer Decision tree Confidential www.zuelligpharma.com
  25. 25. Category Management • Cough & Cold, GI, Antibiotic • OTC, Prescription, Personal care Category Definition • Destination • Prefer/Routine • Occasional • Convenience Category Role Category • Market ShareCategory Review Sub-Category • Consumer Segment • Retailer Category Assessment SKU • Supplier • KPI, Sales, GP% Category Scorecard • Traffic Builder • Transaction Builder Category Strategies • • Profit / Cash Generating Excitement Creating • Turf Protection • Image Enhancing Category Tactics • Assortment • Promotion • Pricing Plan Implementation • Shelf Presentation • Implement, Monitor • Schedule Confidential www.zuelligpharma.com
  26. 26. Retail Management POS Front end (Till) & Back Database office StockConfidential www.zuelligpharma.com
  27. 27. RMS R SV e Cain M alu hS re to C go ate ry Retail R etailDesign Management M eting ark Training Confidential www.zuelligpharma.com
  28. 28. RMS• Store Design • Retail Marketing – Customer Traffic Flow – Consumer Advertising – Category Adjacencies – Trade Marketing In Store• Category Management • Retail Training – Product Range – Basic Training – Planograms • Retail basics • Customer Service • Product Knowledge R SV e Cain M alu h S re to C go ate ry Retail R etail D esign Management M eting ark Training Confidential www.zuelligpharma.com
  29. 29. Confidential www.zuelligpharma.com

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