1. BROKERAGE SERVICE
We operate in Pharmacy and Priceline Retail, catering for companies not wishing to employ their own field force and who are willing to share with a number of other non-competitive companies.
Our coverage, frequency of call and charges, all combine to offer a very cost efficient service. We perform the role as clients representative, our functions include; order taking, merchandising, training and planograming.
Our three divisions offer full service on O.T.C.’s, we also conduct sell-ins on ethical lines and help combat generics by working in conjunction with clients’ ethical field-force.
2. MERCHANDISING SERVICE
We offer a metropolitan-based merchandising service for both Pharmacy and Priceline Retail, comprising 13 part-time merchandisers. Nationaly, our 39 representatives are also available for metro and country merchandising projects.
3. FAX MAILING SERVICE
Using our database comprising 5,000 pharmacies nationally, we offer a completely electronic system. Web-based output, 1,000 telephone lines, with all return orders scanned electronically, processed straight into wholesalers computers electronically, fully automated results analysis showing by state strike rate, value of orders, sales by SKU.
4. HISTORY
Pharmabroker was established in December 1979 by the current owner and Managing Director, Stewart Bowen. Stewart held senior positions in marketing with Johnson & Johnson as a Product Manager, Ciba Geigy – Product Manager and Revlon Toiletries - Marketing Manager. The company now operates with three separate selling teams, employs over
90 staff nationally and is responsible for sales in excess of
$250 million per annum.
5. STAFFING
Our staffing includes managers, administrators, merchandisers and representatives; we operate with three sales brokerage divisions each comprising 13 representatives.
Many of our staff have been with us over 10 years and include a mix of females and males, many with tertiary qualifications others with years of experience in the pharmaceutical industry. Organisational chart is available.
6. BROKERAGE COVERAGE
There are now just on 5,000 pharmacies in Australia and we call on 2,500 of these a minimum of 6 times per year, in each division with major accounts called on monthly.
Priceline Retail and Pharmacy are called on monthly for metro and eight weekly for regional.
We grade our doors ‘A’ these are weekly calls, ‘B’ two weekly, ‘C’ four weekly, ‘D’ eight weekly and ‘E’ is exempt from a call because they are too small.
All marketing groups are called on to ensure co-op activities are maximised.
7. ADMINISTRATION
We use the computer system ‘REPTOS’. All representatives transmit orders using tablet PCs and this data is captured for various statistical analyses including weekly sales, by rep, by product, by state and shows percentage contribution, all orders are transmitted electronically to wholesalers daily.
8. PROMOTIONAL PLANS
Based on guidelines given by the client we will plan and implement a full years promotional program for wholesalers,
marketing groups and state-based independents.
9. WHOLESALER SERVICING
We can take this role or the client can maintain or we work in conjunction. We will negotiate; ranging, margins, pricing, conduct business reviews, book wholesaler pages and control any other matters relating to these accounts. We have three key account managers servicing each wholesaler/marketing group.
10. EXTRANET
We provide a Pharmabroker to client exclusive secure website containing sales, share and market data which is updated monthly.
11. CLIENT SUPPORT
We expect our clients to provide selling brochures for the representatives, infield training and supervision (where possible), sales budgets, share data, co-op and deal guidelines, end of month wholesaler results and incentives for our representatives.
12. REVIEW MEETINGS
Our Sales Managers visit Sydney every quarter for business reviews with each client to discuss sales results, problems/opportunities and future direction. These reviews usually last 2 – 3 hours.
We also conduct an annual national field sales meeting, which gives the client the opportunity to present to our entire staff.
14. COSTS
Our brokerage fees on OTC’s range from 7% - 12.5% of invoiced sales to wholesalers. The fee is negotiable and based on the following criteria; length of range, complexity of product knowledge, position in market i.e. No. 1 or No. 10, time taken instore, distribution etc. etc.
Fees for ethicals can either be a fee per call or percentage of sales, merchandising drives are by negotiation.
The agreement is for 12 months to be reviewed and hopefully renewed.
|
