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

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

2. Modern Retailing
25 4

3. Market Trend
10
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. Market Update
YTD Aug 11
Growth
Total 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. % 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 60
Remark: Figure based on ZP Pharma PRNs % share % Growth
Confidential www.zuelligpharma.com

6. OTC Sales MAT Aug-2011
%Share %Growth %Share %Growth
BKK 58.3 11.0 RDS 75.2 14.3
UPC 41.7 14.7 CHS 10.6 6.6
Total 100.0 12.0 WHS 14.2 2.5
Total 100.0 12.0
Confidential www.zuelligpharma.com

7. Retail Fact Sheet
Chain Store
800
700
600
500 Total
Boots
400
Watsons
300 Big C
CP all
200
100
0
2009 2010 2011
Confidential www.zuelligpharma.com

8. Retail Fact Sheet
7-11
2552 2553 2554 2555
%
Confidential www.zuelligpharma.com

9. Where are we now?
Confidential www.zuelligpharma.com

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15. Virtual Store
Confidential www.zuelligpharma.com

16. ?
Self Awareness
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• ?
• ?
1.
2.
3.
Confidential www.zuelligpharma.com

17. Location & Traffic
• Location VS Traffic
• Traffic out-store -
• Traffic in-store -
Confidential www.zuelligpharma.com

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19. Re-layout
Macro Space)
(Traffic Flow)
(Consumer Behavior)
(Decision Tree)
Confidential www.zuelligpharma.com

20. Store Layout
Confidential www.zuelligpharma.com

21. Merchandising
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22. Planogram
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23. Category Management
Confidential www.zuelligpharma.com

24. Category Management
Decision
Making •Vender Managed
Replenishment Inventory (VMI)
(Ordering) •Retailer DC
Category •Selecting
Management
Assortment •Watching & Deleting
•80/20 Law
Promotion
Shelf •Day of Supply
Presentation •Customer Decision tree
Confidential www.zuelligpharma.com

25. Category Management
• Cough & Cold, GI, Antibiotic
• OTC, Prescription, Personal care
Category Definition • Destination
• Prefer/Routine
• Occasional
• Convenience
Category Role
Category • Market Share
Category 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. Retail Management
POS
Front end
(Till) & Back
Database
office
Stock
Confidential www.zuelligpharma.com

27. RMS
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

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

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