Post on 29-Mar-2015
Merrill LynchConsumer Focus Day
November 2003
Healthcare Strategy in South Africa
• Strategy
• UPD
• Clicks
• Clicks Pharmacy
“The realisation of a dream”
Multibrand Strategy – South Africa
LifestyleBeautyHealth
Consolidated Retail
Pharmacy
Specialist
Wholesale
Healthcare Strategy
• Leverage benefits of integrated channel to market
• Extend retail presence & expertise into pharmacy
• Establish efficient, compliant & profitable low-cost drugstores
• Promote co-ownership model
• Improve front to back shop ratio
• Synergies from combining pharmacy with current offering - lower overheads & increased footfall
• Franchise model retained – using compliant format
• Explore black empowerment opportunities
Manufac-turers11%
Distributors49%All Other
Wholesales40%
R988m
R3.788bn
R4.626bn
Wholesale & distribution - UPD model
• Profitable well run business• Efficient working capital
management • Largest national wholesaler
in SA• Expertise in fine distribution
UPD provides distributionfor integrated channel to market
UPD 43%of other
wholesalebusiness
Integrated channel to market
• Pharmacies carry less stock• Act as warehouse for pharmacies • Distribution & service levels key
UPD – in short
• Growth in turnover from PM&A & independent pharmacies
• Retained most independent pharmacy customers
• Standardised terms on FMCG suppliers
• Clicks pricing on top FMCG lines available to customer base
• Two franchise models in the group – Link + Multicare
• Develop Link offering as premium banner
• Develop programmes to enhance Link pharmacy loyalty to
UPD – new franchise agreement
Impact of legislation on UPD
Original source procurement • Levelling of the playing field – ethical standards + transparency
• Small impact on current wholesale customers
• Service levels will be the differentiator
Generic substitution• Single channel distribution - lower market share
of branded ethicals - better placed to benefit
• Currently, margins better
Single exit pricing• Timing – early 2004
• Lack of clarity“Generally
positive for UPD”
“The realisation of a dream”
Clicks - The Vision
• To create an experience of pharmacy that has never been seen before in SA
• To combine the best of what Clicks offers with the best of the pharmacy experience
• To enhance the Clicks brand qualities of value with convenience & service
Pharmacy in Clicks
• Regulatory approval for PM&A deal
• Application for licences
– PM&A
– Additional licences in selected stores
– Underserviced areas – discuss with government
• All New Clicks wholly-owned/JV pharmacies
to be rebranded Clicks
Format 1
Clicks Health, Home & Beauty with Dispensary
• Health & dispensary as additional components to our
current understanding of Clicks
• Value for money
• Servicing woman’s world
“For me, my home, my life”
• Heavy promotional drive
Format 2
Clicks Health and Beauty with Dispensary
• Health & Beauty focus supported by gifting & convenience
statement
• Personal connection to pharmacist
• Strong promotional offering
• Strong value statement
• Convenience & longer
trading hours
What the customers had to say...
• Customers expected Glengariff to be like a Clicks with an added pharmaceutical department
• The relationship with the pharmacist & customer service are key
• Clicks Pharmacies would be more price competitive than other pharmacies
• Can I use my ClubCard?
“Glengariff opens shortly
Systems ready
ClubCard ready”
Learning from Australia
Conversions:
• Converting existing Priceline store (Prahran)
– Sales growing in excess of 40%
– Back & middle shop sales already at 18% - should double
• Converting existing pharmacy (Bentleigh)
– Script sales grown by 20%
– Front shop sales up from 10% to 75%
New site:
• Mornington
– Turnover A$45k per week from 300m²
– Front shop sales 50%
Legal - Competitions Commission, pharmacy licenses,de-link, lease, JV, finance structure
Finance - Integrating 2 systems, debtors, feasibilities(new pharmacies, new partners), budgets
Store development - look and feel, low cost model,property issues
Operations - Operational structures, SOP’s, storeconversion procedures, training
OD/HR - Conditions of service, induction, performancedevelopment program, organizational development
Change Management - Leadership, interfacing,communication
Category - Ranging ‘new formats’, understanding ‘newproducts’
Marketing - Market offering around service, value,convenience and ClubCard. Signage, uniforms
IT - Development store systems, development hostsystems, testing. Ideal to follow
September October November December
Glengariff
13 3
BalfourPark
Rosebank
Atterbury
West CoastVillage
To follow next year: 75 other PM&A’s, Approximately 50 pharmacist enquiries,17 New Clicks Stores, 40 Clicks refurbs
Edgemead
20
27
4
9
9
Preparation/Ground Work Pharmacy Opening Schedule
Questions ?
Thank You