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The online pharmacy as a mediator
between consumer, pharma and payer
           Klaus Gritschneder
Company profile Europa Apotheek Venlo
                                                                                      2


• Founded in 2001
• 2009: more than 225 member of staff, thereof more than 50
  pharmaceutical employees
• 5.000 patients per day
• Recognized partner of health insurances
• Full product range
• Thereof approx. 10.000 products in stock
• Just-in-time supply every 2 hours
• Approx. 300.000 unit packages per month
• Aside from ordering via internet, phone, fax or mail it is
  possible to order from one of the 1.000 PharmaPunkte at the
  dm-chemist´s shops

         INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
Company profile Medco Health Solutions
                                                                                      3


• One of the largest health care companies
  in the US
• US leading pharmacy benefit manager (PBM)
• own clinical research institute
• world‘s largest mail-order pharmacy
• 20.000 employees, among them more than 2.400 pharmacist
  and more than 500 nurses
• 60 millionen patients
• Turnover in 2008: approx. 50 billion US$
• More than 100 millionen prescriptions are supplied from the
  mail-order pharmacies p.a.



         INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
Old pharmacy – New pharmacy
Structural change after 800 years?                                                    4


Reality today:

• Large mail-order pharmacies serve the German market
• Development of new concept (co-operations)
• New players enter the market (chemist‘s shops, retailer)


Do these developments imply a paradigm shift?
Did the market change already?




         INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
Market research by Rheingold institute
Conclusion                                                                            5


In respect to common/ simple illness‘ the view of the pharmacist
is often seen to be an additional source to the physicians opinion


But:
• The patients liberate themselves from
  physicians and pharmacists
• Liberation from dependency and paternalism
• Lack of discretion and the missing of a retreat possibility in the
  pharmacies are critizised by patients (especially in rural areas)
• The pricing policy of pharmacies is subject to severe criticism




         INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
Market research by Rheingold institute
Conclusion                                                                            6


Paradigm shift from the „traditional pharmacy“ to a modern
distribution scheme

• Customer experience with the new system is missing –
  therefore partly insecurity at the client‘s end
• Alteration is generally acclaimed and perceived as past due
• Most important: customer/ patient feels being taken seriously
  and wants to benefit from the price advantages




         INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
Mediator mail order pharmacy
                                                                                         7

mail order pharmacy offers
• more service to patients
                                                                         patient
  - saving money
  - secure & convenient delivery
  - drug safety & specialty services
• feedback to pharma
                                                      pharma            pharmacy      payer
  - in case of recalls for drugs
  - requests from patients
• cost reduction to payers
  - additional rebates
                                                                          politics
  - over all cost reduction
• a guarantee about areawide,
  full assorted supply to politics
         INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
Thank you for your attention!

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2 3 Consumer Gritschneder

  • 1. The online pharmacy as a mediator between consumer, pharma and payer Klaus Gritschneder
  • 2. Company profile Europa Apotheek Venlo 2 • Founded in 2001 • 2009: more than 225 member of staff, thereof more than 50 pharmaceutical employees • 5.000 patients per day • Recognized partner of health insurances • Full product range • Thereof approx. 10.000 products in stock • Just-in-time supply every 2 hours • Approx. 300.000 unit packages per month • Aside from ordering via internet, phone, fax or mail it is possible to order from one of the 1.000 PharmaPunkte at the dm-chemist´s shops INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
  • 3. Company profile Medco Health Solutions 3 • One of the largest health care companies in the US • US leading pharmacy benefit manager (PBM) • own clinical research institute • world‘s largest mail-order pharmacy • 20.000 employees, among them more than 2.400 pharmacist and more than 500 nurses • 60 millionen patients • Turnover in 2008: approx. 50 billion US$ • More than 100 millionen prescriptions are supplied from the mail-order pharmacies p.a. INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
  • 4. Old pharmacy – New pharmacy Structural change after 800 years? 4 Reality today: • Large mail-order pharmacies serve the German market • Development of new concept (co-operations) • New players enter the market (chemist‘s shops, retailer) Do these developments imply a paradigm shift? Did the market change already? INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
  • 5. Market research by Rheingold institute Conclusion 5 In respect to common/ simple illness‘ the view of the pharmacist is often seen to be an additional source to the physicians opinion But: • The patients liberate themselves from physicians and pharmacists • Liberation from dependency and paternalism • Lack of discretion and the missing of a retreat possibility in the pharmacies are critizised by patients (especially in rural areas) • The pricing policy of pharmacies is subject to severe criticism INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
  • 6. Market research by Rheingold institute Conclusion 6 Paradigm shift from the „traditional pharmacy“ to a modern distribution scheme • Customer experience with the new system is missing – therefore partly insecurity at the client‘s end • Alteration is generally acclaimed and perceived as past due • Most important: customer/ patient feels being taken seriously and wants to benefit from the price advantages INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
  • 7. Mediator mail order pharmacy 7 mail order pharmacy offers • more service to patients patient - saving money - secure & convenient delivery - drug safety & specialty services • feedback to pharma pharma pharmacy payer - in case of recalls for drugs - requests from patients • cost reduction to payers - additional rebates politics - over all cost reduction • a guarantee about areawide, full assorted supply to politics INSEAD Healthcare Alumni Summit 2009 - 08 October 2009, Basel, Switzerland
  • 8. Thank you for your attention!