Reiner Christensen © Chameleon Pharma Consulting
The main developments are the following: Group's consolidated Net sales reached RUR 10.810.8 mln in H1 2011 versus RUR 9.749.4 mln in H1 2010, a 10.9% increase in ruble terms y-o-y;
Pharmacy Retail Net Sales increased by 8.0% in H1 2011 in ruble terms and reached RUR 7 264.6 mln versus RUR 6 725.6 mln in H1 2010;
Net Sales of finished goods of the production unit Veropharm increased by 18.0% in H1 2011 in ruble terms and reached RUR 3 154.8 mln versus RUR 2 673.2 mln in H1 2010;
In 2012 "36.6" plans to increase retail revenue by 26-30% in comparison with the current year, said Chief Executive Officer of the Management Company in an interview with "Prime".
Even the year 2011 saw significant changes on the government side, 36.6 managed well and was able to also increase the average check per customer from 243 to 304 ruble (see table).
In H1 2011 consumer month-to-month traffic correlates with the market trend: there is a substitute increase of high-income customers share (with an average check level more than 500 rubles), and a partial outflow of the low-income customers (with an average check level below 200 rubles). The average retail space per pharmacy was 73,9 sq.m.
The leading pharmacy 36.6 is very much depending on the Moscow region, were they run 354 pharmacies which amounts to 55% of their retail business. On the other hand there are others chains being strong outside the Moscow area. This means there is still further potential outside the Moscow area for new outlets or acquisitions.
Pharmacy chain "36.6"
Аптечная сеть 36,6 в 2012 г. планирует увеличить выручку розничного сегмента на 26-30% intends to increase the share of products under its own brand. "Our goal is to increase by 2015 the proportion of goods under its own brand in the total revenue to around 32% ", - said Valeria Solok. Она отметила, что компания начала продавать продукции СТМ оптом.«Пока объемы не слишком большие, но мы этот канал развиваем."At the moment sales volumes are not too big, but we will develop this channel. В планах уже через год иметь 2 млрд руб.The plans - one year later to achieve 2 billion rubles with their own label brands in trade "- explained Valeria Solok.
Pharmacy Chain 36.6 has 983 pharmacies, 19 outlets of their "Early Development Center – ELC brand, 10 opticians and 19 departments of optics, located inside the pharmacy.
Chameleon Pharma Consulting comments: 36.6 had difficult times during the last years, and they seam to be back on the growth track. Still the cash flow is a major issue for all pharmacy chains.
The new tax regime introduced by the government in early 2011 has resulted in bankruptcy of many individual chains. The future will show how 36.6 will manage within the new framework.
Overall we can say that 36.6 chain has very established outlets with good consumer shopping environment. There is no way to sell your OTC´s successfully without being with the Top 10 Pharmacy chains in Russia, which is quite different compared to only 5-7 years ago.
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