R&F Case Presentation

Presented By:
Ankit Govil
Aparna Ravi
Prashant Saurav
Shreyas Bansal

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 SGI Group involved in manufacturing and marketing of:
 Bulk pharmaceuticals, Drug intermediaries, Fine chemicals, Dyes and
dye intermediaries, Food preservatives
 Business Philosophy: delivering high quality products and
following ethical business practices
 Year 2000, Diversification (to pharmaceutical retailing)
contemplation due to changed environmental conditions
 Pharmaceutical retailing in India: Rs 16 Cr
 Existing Organized retail (Pharmaceutical): Health & Glow,
Apollo Pharmacy, Model Pharmacy, Tru Value, Medicine
Shoppe
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 Shortcomings of Traditional Store:
 Lack of refrigeration & air-conditioning facility to preserve medicines
 Lack of power back-up
 Absence of Pharmacist, which is primarily source of information for
rationale and dosage of the prescribed medicine
 Even though customer was most important in this business, he/she
was neglected

 Consumers:
 Attitudinal & Behavioral change from curative & preventive medicines
 Rising education level, income and increased awareness for healthcare
 Increased cases of lifestyle diseases: diabetes, asthma, hypertension,
arthritis etc
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 Fulfilling the void left by traditional medical stores
 Focus on Health-overall wellbeing of patients & not just
preventive care
 Not just selling medicines but to provide shopping experience
 Provide counseling and educating customers about
medicines and their consumption (administration)
 Encouraging and promoting sound personal health practices

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 Those Attached to Hospitals
 Catered mainly to patient’s requirements and hence
planned merchandise accordingly.
 Those Around areas with high concentration of
chambers of consulting doctors
 Dealt in medicines prescribed by neighboring doctors
 Those in residential or market areas
 Provided the benefits of proximity and personalized
service.
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 Apollo Hospital Pharmacy Chain
 Hospital Pharmacies- adjacent to Apollo Hospital and attracts patients
of Apollo Hospital
 Clinic Pharmacies- primary stores attached to Apollo Clinic and attract
patients
 IOC Pharmacies – located in the vicinity of petrol pump, which have
central location and thus more easily approachable.
 Stand Alone Day and Night Pharmacies- located in high traffic areas
and can be approached in cases of emergencies.

 Model Pharmacy Project, New Delhi

 located in vicinity of Hamdard University and attract customers from
there.

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 All India Chemist and National Medical Store
 Located at the subway of AIIMS Hospital and attract
patients from there.

 Planet Health
 located in residential areas to provide relaxed but
efficient shopping environment to the customers.

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 Apollo Hospital Pharmacy Chain
 Have different format of stores and thus different
categories and layout under the Umbrella brand
 Health & Glow
 Discounts may lead them into trouble with local traders.
 Muthu Pharmacy
 Brand it as a pharmacy shop for genuineness and
convenience
 Subhiksha
 Give the bundling offers on Rx products to improve the Rx
sales and hence improve the margins.
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 Model Pharmacy Project, New Delhi
 Focus on Layout that gives a better shopping experience
 All India Chemical and National Medical Store
 Increase the billing counters and larger OTC area to reduce
the lag queues and waiting time.
 Planet Health
 Bring the billing counters more close to the exit doors,
however continue with the large display of health related
items.
 Serve dual purpose of shopping experience and give
solutions to Indians attitude of hurries.

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