Pharmacy - as one of the most ancient types of business (business plan studies). Measures to circumvent competitive pharmacies displayed in the marketing plan

In this material:

What should be included in the business plan of a pharmacy in the form of a store or kiosk with or without the right to manufacture? Before starting a project, it is important to understand what expenses are foreseen at the first stage, what authorities you have to visit, where to start and what profit you can count on. Ready business plan and its example can be downloaded in the application.

Determine the type of legal entity

Before drawing up a pharmacy business plan, you need to decide on the type of legal entity. There are three forms for a pharmacy:

• individual entrepreneurship;
• limited liability company;
• Open Joint Stock Company.

Each type of legal entity has its own subtleties. In accordance with the law "On the Circulation of Medicines", only a pharmacist can become an individual entrepreneur in this area. In other cases, a pharmacist or pharmacist should be placed at the head of the enterprise. Different types of taxation OKVED codes and much more. The best option is to consult with an accountant who will work after the pharmacy opens before the pharmacy opens.

Which pharmacy organization to open?

At the second stage of drawing up a pharmacy business plan, one must choose what type of institution will be opened. By type of activity, pharmacies can be divided into manufacturing and trading. The production of dosage forms will require additional costs. It is more profitable to consider the project of a trading organization. You can sell medicines:

• pharmacy;
• Pharmacy;
• pharmacy kiosk.

The pharmacy is allowed to dispense prescription drugs and drugs of the "A" list. A pharmacy and a pharmacy kiosk do not have the right to do so. But the sale of prescription drugs implies a mountain of different reporting and other "charms" of control by the state.

In terms of payback period, comparison is in favor of the pharmacy. The considered example assumes an average period in which a pharmacy reaches a break-even point of 2 years. The average payback time for an item is six months. But there is a slight complication. A pharmacy is an example of a structural unit, and to open it, you must either organize a pharmacy or find partners who agree to open a pharmacy from their enterprise.

Choose a room

If you plan not to purchase ready business, and opening from scratch, then the first and most expensive part is the purchase or rental of premises. Here is a sample of the requirements for the premises of a pharmacy:

• the pharmacy must occupy a total area of ​​at least 75 m²;
• production premises with a total area of ​​at least 60 m² include: a trading floor, a place for receiving and unpacking goods, a storage department;
• administrative and utility rooms with an area of ​​at least 13 m² - this is a separate place for the head and accountant, a dressing room or closet, a staff room, an archive;
• sanitary facilities of at least 2 m²: toilet, inventory storage.

All communications must be centralized. Be sure to equip not only fire, but also light and sound alarms. The place of storage of medicines is equipped with devices that record the temperature and humidity of the air. These are security requirements, but there are conditions that must be met for the project to be successful.

It is better that the future pharmacy is located in a passing place. After all, it is planned to open a business, the purpose of which is to make a profit. When choosing a place, it is necessary to take into account not only the absence of competitors nearby and the presence of potential customers, but also who will be the buyers. Kiosks located in new urban areas with economy class housing and next to luxury houses will have different purchasing power of customers. This must be taken into account when compiling the assortment of goods and the formation of margins.

Cost planning

After buying or hiring a suitable room, it must be renovated to meet SES standards and equipped with equipment. During the repair process, only materials that can be easily processed with disinfection solutions can be used. Floor covering - tile or linoleum. According to the most conservative estimates, the repair of the pharmacy will cost several hundred thousand rubles.

And you also need to buy display cases, lockers, a refrigerator for storing medicines, a safe for drugs on list “A” and a separate safe for revenue. For all equipment, you will have to spend an amount comparable to the cost of repairs. In the expenditure side of the pharmacy business plan, it is also necessary to take into account the production of outdoor advertising (signboard, signs, tablets, etc.), salaries to employees for several months (preferably 4-5), utility bills, money for settlements with suppliers.

Before registering a legal entity and starting work, it is necessary to conduct a marketing research: which distributors of medicines work in the city, on what conditions they supply goods to new customers. Ask them for price lists, compare prices and payment terms. It's good to take the time to get to know the most loyal ones. They will take a long time to work with.

When all expenses are taken into account, the premises are found, you can start registering entity and look for the head of the enterprise. To obtain a license for pharmacy activities, you need an order to appoint a director and chief accountant of the organization. The license itself is paid. For its receipt, a certain amount is paid to the account of the Ministry of Health.

The most reasonable way out is to obtain permission from firefighters, a sanitary and epidemiological station, the choice of OKVED codes, etc. - hire a person who understands this paper maze.

When the license is obtained, the opening of the pharmacy is considered completed and you can start working.

What income to expect? At any point of sale, profit is formed from the difference between the cost of purchasing goods and the selling price. In the pharmacy business, you will have to face the fact that the size of the markup on medicines is regulated by law. The same goes for hygiene products. It is better to lay the estimated profitability at a level of 10% of the volume of trade. In any case, if within six months of operation the pharmacy reaches a breakeven point and starts to make a profit, we can say that the business is successful.

Pharmacy services are one of the oldest types of business. Times have changed, customs have changed, but there have always been pharmaceutical establishments. Humanity, unfortunately, most likely, is still far from the eradication of all ailments, which means that pharmacies, as an attribute of society, will continue to accompany civilization.

Before proceeding with the development of a pharmacy business plan, we will give a generalized view of this business. This will give an understanding of what the entrepreneur will face in the development of his pharmacy business. We will give general recommendations for writing a business plan, an example of calculations. In conclusion, several important reservations will be voiced, perhaps mainly of an ethical nature.

The pharmacy business is a field of activity that is under the close control of the state..

Errors, negligence, misunderstandings, deliberate deceit in the work of the enterprise can lead to serious, negative consequences for all parties. Therefore, before starting planning, in addition to studying the legislation, consultations with pharmacists are desirable, or an independent in-depth study of the topic.

At proper planning build profitable business maybe.

Requirements for a pharmacy, types of pharmacies

Pharmacy activity requires compulsory licensing. This is the hardest and longest part. At the same time, it does not matter much whether it will be a small kiosk or a whole branched network.

Obtaining a license involves:

• requirements for reconstruction, equipment and equipment (water supply, drainage, ventilation, access areas, refrigerators, cabinets, etc.);
• appropriate documentation, including requirements for lease (sublease) agreements;
• requirements for specialists: pharmacists and pharmacists (their work experience cannot be less than 3 years);
• if the form of ownership is an individual entrepreneur, then an individual entrepreneur must be a certified pharmacist, otherwise register the enterprise as a joint-stock company.

And a number of other requirements (SES, firefighters, etc.). It takes from 2 months to six months to obtain a license.

By type, pharmacies are divided into:

• production (with the right to manufacture aseptic products and without such a right);
• pharmacy of finished drugs (you can sell prescription drugs);
• pharmacy (prescription drugs cannot be sold);
• pharmacy kiosk (pharmacy point less than 20 sq. meters).

The license requirements for all types of pharmacies are different. The smallest requirements for pharmacy kiosks, but the possibilities are sharply limited.

By volume, you can also introduce distinctions:

• network of pharmacies;
• large drugstores;
• small stalls.

A separate type of pharmaceutical business is online pharmacies. There are some peculiarities here. Lower selling prices, due to the absence of additional overhead costs. Less trust from customers.

Download a ready-made pharmacy business plan, current for 2019, you can from our trusted partners "Biplane". Download link.

Pharmacy organization, market analysis

Pharmacy market is oversaturated. That's why a ready-made pharmacy business plan should include well-researched production, organizational, marketing and financial plan.

The production plan defines the manufacture of medicines, necessary equipment, organization of the sale of drugs.

Organizational - the number and structure of staff: pharmacists, promoters, drivers and other support staff.

A marketing plan for small drugstores is optional. Enough advertisements. Large pharmacies, and even more so networks, will require a well-developed marketing policy: promotions, discounts, and so on.

The financial plan summarizes all the others and updates the idea. Since the main goal of organizing an enterprise is to make a profit. The financial plan should reflect the period of reaching the break-even point, the profitability of the project.

The location of the pharmacy plays a significant role..

It is advantageous to locate a pharmacy within walking distance from people's places of residence. Also in places of high concentration - train stations, shopping centers. At the same time, it is necessary to clearly analyze and monitor the content. In different places, the demand for goods is somewhat different.

In addition, before opening, you will need to carefully study the nearest competitors in the district. Prices for goods in a newly opened pharmacy should be comparable with the neighbors.

Due to the great competition, in order to increase profitability, in addition to medicines, it is recommended to trade in related products: shampoos, pastes, massagers, etc.

The larger the pharmacy, the more investments will be required and the more difficulties with obtaining a license and regulatory authorities. Depending on the intention of the enterprise, a specific pharmacy business plan should consider:

1. Primary intended customer base. For example, for pensioners - beneficiaries and departing at railway stations, a different set of goods is needed.
2. Offers from competitors.
3. A set of goods, prices, discounts, location, advertising.

Additional features.

What related products can be offered in a pharmacy. Arrangements with organizations and private traders for the provision additional services, for example, by measuring pressure, sugar, and so on.

Pharmacy kiosk costing example

Opening a pharmacy is a complex process. It is better to order a business plan to specialists or, in extreme cases, search the Internet for a more suitable one for a particular implementation.

Here, for a sample, a calculation is taken for a small pharmacy kiosk.

Licensing is the simplest: there is no production, there is no sale of prescription drugs.

The room is small, about 10 sq. meters. Employees: 2 pharmacy specialists. Sophisticated equipment is not required: cash register, computer, payment terminal. Equipment - racks. No marketing expenses required. From advertising - signs.

The markup for different groups of goods is not the same. For medicines usually - 20-30%, for related products it can be up to 50-100%. On average we take 30%.

With a daily passage of 70 - 100 people and an average check of 200 - 400 rubles, we get: 14 - 40 thousand rubles a day. Per month: 400 - 1,000 thousand rubles.

In this case, the monthly profit can be: 50 - 300 thousand rubles. And the payback period is from 1 to 3 years.

Some notes on the pharmacy business

It should be emphasized once again that the pharmacy business is specific. And without an idea about pharmaceuticals and state legislation in the field of drug sales, it is risky to engage in it.

In addition, there are three more caveats of not quite correct business conduct.

1. A fairly common practice of selling various cheap alcohol-containing drugs to the appropriate contingent in small pharmacies. This method makes small pharmacy stalls profitable.
2. Sale of near-narcotic, strong anesthetics and other drugs semi-legally to the relevant contingent. It also makes small pharmacy kiosks profitable.
3. Arranging with clinics and doctors to write prescriptions for certain drugs and refer clients for a fee.

If the first two practices border on criminal liability, the latter has more of an ethical aspect. However, the application of such business methods lies entirely on the conscience of the owner.

The pharmacy business is one of the most successful investments to date. Need in medicines not only does not decrease, but on the contrary, increases every year.

But not every institution can be profitable. For a successful start, you need to properly conduct organizational arrangements and develop a sound business plan.

Location rating

Such points can be located:

• On the streets with a lot of traffic(street pharmacies). The key to the success of such an institution is the proximity of a grocery supermarket or shopping center, a major stop or transport interchange. The markup here is quite high. Patency monitoring should be carried out three times a day. Each passing woman is considered as a potential buyer, two men - one, a group of people - one. If we take every passing person for a future visitor, the figure will turn out to be unreasonably high.
• Shopping malls or supermarkets on the way to the grocery store. Such points are characterized by a quick exit to the breakeven point. This is due to the fact that people who come here are set to buy and have a supply of money. Turnover can be predicted by the number of grocery supermarket checks. The features of these pharmacies are rather large investments for opening, high profitability, lack of competition (landlords, as a rule, allocate space for one such institution).
• In large sleeping areas. Here it is necessary to assess the presence of competitors or places for their potential location. The markup is usually low. To quickly reach the breakeven point, it is necessary to reduce the cost of opening. The room should be with a small cost of repair.

Format Options

It is necessary to decide on the format of the future institution:

• Self-service pharmacy. An option for supermarkets, points on the streets with stable active traffic. With more than 10,000 daily traffic.
• Counter format will be appropriate in a residential area and on streets with good traffic.

Interesting information about the organization of such activities is presented in the following video:

Premises valuation

The best choice would be a room with a set of all the necessary rooms, regulated by the requirements of the license terms. The renovation will increase the cost of construction works and permits, as the restructuring must be legalized.

You need to evaluate the input group. The presence of a large number of steps will become an obstacle for a certain group of buyers. Large stained-glass windows will provide an opportunity for visual advertising. The presence of a parking lot will increase the number of visitors, as they will include those who, in its absence, would simply pass by.

Analysis of the competitive environment

When opening, it is necessary to correctly and objectively assess the competitive environment around the institution (approximately within a radius of 1 km). Competitors are divided into several categories:

• Local pharmacy chains. Points located throughout the city allow you to keep abreast of prices and respond mobilely to their changes. Suppliers provide their regular customers with discounts on goods. This keeps prices low.
• Large pharmacy national chains. The assortment here is formed by marketing departments, so local specifics are not taken into account. Buying goods in large quantities provides significant discounts provided by suppliers. Centralized purchasing does not allow work "to order" and leads to frequent loss of in-demand goods before the expected delivery.
• points classical type . Buyers of the older and middle age category trust these pharmacies, as they have used their services for a long time. Prices here are higher than in the first two groups, the assortment is wide, but the quantities are insufficient.
• Online pharmacies. The margin of trust in this type of service is still low.

Consequently, local and national chain establishments will become the main competitors.

Investment investments

The preparatory period includes a number of costs that are necessary to bring the enterprise to the point of opening.

The main articles are:

• Cost of finding premises.
• Repair work (including building materials).
• Obtaining permits (BTI, SES, license and others).
• The cost of installing fire and security alarms. The cost of a burglar alarm depends on the mode of operation (24-hour point or not).
• Purchase of pharmacy equipment (furniture for industrial, commercial and domestic premises).
• Mounting and connection of communication lines (telephone line, Internet).
• Automation of the institution (purchase and installation of office equipment, complex "M-Apteka").
• Advertising and marketing costs:
  • production and installation of a signboard, a flashing cross - outdoor advertising;
  • interior design of the premises;
  • advertising directly during the opening process - a discount program, promotional products, etc.

Operating expenses in the preparatory period:

• Maintenance of the premises in the period before opening and carrying out repair work. This includes rent, security, public Utilities. Here you can also pay for last month rent.
• Communication services (telephone, mail, internet).
• Personnel selection. This is the work of recruitment agencies.
• Administration salary during the opening period.

Fixed and variable costs

Knowing the fixed and variable costs will allow you to calculate the break-even point that the business should reach. It is reached at the moment when the sum of constants and variable costs is equal to the income from the sale of a certain number of products.

variable costs- these are costs that change in proportion to the change in the turnover of the institution. These include transportation costs, packaging costs, commission expenses, and so on. It is impossible to plan them by the amount, they are planned by the level:

• % distribution costs = Sum of distribution costs / Amount of turnover

fixed costs- these are the costs, the amount of which does not depend on the structure and volume of trade. The level of these costs is inversely proportional to the turnover. These include remuneration of employees, social contributions on wages, rent, depreciation of fixed, low-value assets and workwear, and others. They can be scheduled based on the actual amount of costs.

The attribution of costs to fixed or variable needs to be considered for each item separately. For example, if the salary of an employee is constant, then the change in turnover does not affect him. And if the percentage of sales is included in the wage formula, then this value becomes a variable.

Marketing plan

• Facade decoration and outdoor advertising. When evaluating the facade, its visibility for passing and passing is taken into account. The entrance must be clearly visible, for which it must be highlighted and illuminated. Outdoor advertising can be used to inform about pricing and changes that are attractive to buyers. It can also be information about additional services or products.
• It is necessary to study the trading area within a radius of 1 km for the flow of people, competitors, potential partners. In places of the main streams it is necessary to place billboards, pavement signs with drawn or illuminated arrows in the direction of the institution. It is necessary to start working with those who can become a potential client - doctors from the nearest clinic or hospital, optics and cosmetics stores, sports clubs, other shops.
• The use of "client magnets" - additional services. This is, for example, a doctor's consulting room.
• When opening, it is necessary to place in the hall drugs that are actively promoted by the distributor or manufacturer and currently have a powerful advertising campaign in the media. It is necessary to avoid disorder and redundancy of advertising structures and materials on the territory of the institution. This scatters the attention of the visitor and leads to a loss of individuality.
• Pharmacy zoning will play a huge role - showcases should be located in such a way as to maximize the number of "hot" zones and reduce the number of "cold" ones.
• Using external communications that are effective in the early stages of development:
  • distribution of leaflets by promoters;
  • distribution of leaflets to addresses;
  • if the point is not the first in the network, you can send out a newsletter about the opening of a new pharmacy on mobile phones clients;
  • posters in the nearest healthcare facilities, shopping centers;
  • placement of advertisements in the press, the Internet, in local media.

Staff

Recruitment is carried out in order to create a qualified team of specialists to fulfill the goals set by the management of the enterprise. The structure can be of several types.

Self-service pharmacy:

Counter type establishment:

In order for the staff to be interested in the constant increase in turnover and quality of service, it is necessary to introduce an interesting motivation.

Motivation can be of several types:

• Material:
  • First-timer's salary = salary + bonus + % of individual gross profit.
  • Manager's salary = salary + (bonus + % of individual gross profit) * Kzav.

  The formula can be customized. If the maximum turnover is required from the headman, then the indicator “% of individual turnover” should be present in the formula. When the formula includes "% of individual gross profit", then profitability will increase due to the fact that the pharmacist will seek to sell high-margin products. You can enter the inventory turnover ratio into the manager's salary formula.

• intangible- certificates, valuable gifts.

Opening schedule

In order to set the opening date, you must try to most accurately calculate the time for each stage of the preparatory work:

• Decision making and conclusion of the lease agreement.
• Repair and decoration of the premises.
• Installation of fire and security alarms.
• Conclusion of agreements with authorities fire safety and a security company.
• Preparation, departure of the licensing commission for the inspection of the object.
• Meeting of the licensing commission and receiving.
• Order, manufacture and installation of equipment.
• Purchase and installation of office equipment.
• Advertising and marketing activities:
  • order, production and installation of outdoor advertising;
  • interior decoration of the room.
• Selection and training of personnel. Schedule approval.
• Assortment confirmation. Conclusion of contracts with suppliers.
• Determination of the pricing policy of the point. Negotiation of terms with major suppliers.

Price question - how much does it cost to open?

We give an example of the calculation (figures are approximate). Amount of initial costs:

	Amount, rubles
Total	2 110 000
Commercial equipment (refrigerators, furniture, showcases, safe)	90 000
Repair	1 500 000
Interior decoration of the premises	60 000
Summing up communications: electricity, heating, gas (if necessary), water, sewerage	90 000
Security and fire alarms	50 000
Licensing and obtaining other permits	90 000
Cash equipment, office equipment	90 000
Formation of assortment for opening	90 000
Other costs	50 000

Amount of monthly expenses. In this example, the room is private, so rent No:

Name of the cost item	Amount of monthly expenses, rubles	Amount of annual expenses, rubles
Total	165 000	1 980 000
Staff salary	80 000	960 000
Insurance deductions	24 000	288 000
Security	18 000	216 000
Public Utilities	10 000	120 000
Fare	10 000	120 000
Advertising	8 000	96 000
other expenses	15 000	180 000

With such monthly expenses and a trade margin of 30%, the break-even point will be 858,000 rubles per month. It will be reached by the end of the second quarter.

• The average check is 160 rubles. The number of checks is 250 per day.
• Therefore, the revenue will be 40,000 rubles per day or 1,200,000 rubles per month.
• In the first quarter, daily revenue will be 15,000 rubles, in the second - 30,000 rubles, in the third - 40,000 rubles.

The institution will reach a revenue of 50 thousand rubles in about 6 months, when all marketing solutions will be implemented, the qualified staff will be finally staffed, and the base of the main clientele will be formed:

• Revenue for the year will be 11,250,000 rubles.
• Cost of sales - 9,000,500 rubles, which includes:
  • Material expenses - 7,020,500 rubles.
  • Staff salary - 960,000 rubles.
  • Insurance deductions - 288,000 rubles.
  • Security - 216,000 rubles.
  • Utilities - 120,000 rubles.
  • Transportation costs - 120,000 rubles.
  • Advertising - 96,000 rubles.
  • Other expenses - 180,000 rubles.
• Gross income before tax - 2,249,500 rubles.
• The amount of tax payments (UTII) - 236,500 rubles.
• Net profit - 2,013,000 rubles per year. Per month - 167,752 rubles.

In this scenario, for the full payback of the business 12 months required.

The calculation was made for a pharmacy, which is located in its own premises. If the premises are rented, then experience shows that full self-sufficiency will take 24-36 months with sales of 30-40 thousand per month.

What sanitary norms and rules are subject to the pharmacy, what must be observed?
Is a license required to open a pharmacy?
How much money do you need to open a pharmacy, how much does it cost?

Organization:
Location, where to open a pharmacy - premises and its rent, how to choose a premises?
Pharmacy equipment and equipment
Staff for pharmacy business

Marketing:
Sales of products
Advertising

Financial plan:
Investments (calculations for opening, equipment, personnel, purchase of goods, taxes)
Payback, is it profitable to open a pharmacy?

Franchise pharmacy opening option, pros and cons, investments, payback

Prospects for the development of the pharmacy business:
1) Opening of our own laboratory for the production of tablets and medicines
2) opening a veterinary department in a pharmacy
3) opening a small pharmacy in countryside

Opening a pharmacy business requires awareness of this direction. Today, there are many pharmacies, as well as grocery stores.
Therefore, in order to somehow stand out, you must have good advertising. But, at the same time, this business will never lose its relevance. Since there is always a demand for medicines, as well as for food.

Who can open a pharmacy, what education is needed? Is it possible to open a pharmacy without pharmaceutical education?

According to state law, the owner of the pharmacy, as well as the staff, is required to have pharmaceutical education. A diploma is a confirmation of the completion of higher or secondary special education. Additionally, the manager must have a relevant continuous work experience as a pharmacist for at least 3 years. In the case of secondary vocational education, such experience must be at least 5 years. In addition, you must have a certificate of a specialist. These rules are provided licensing requirements for those who want to start a pharmacy business.

But there is another option. You can open an enterprise for a third party to manage the pharmacy. For example, to establish an LLC and hire a person with a pharmaceutical education to be the director of the company.

Sanitary norms and rules for a pharmacy.

In the process of carrying out pharmaceutical activities, all pharmacies and pharmacy points must be guided by the relevant sanitary norms and rules. Failure to comply with these requirements is punishable by law. Responsibility for the implementation of the following standards rests directly with the head of the organization.

Exist sanitary requirements to the arrangement and placement of pharmacies, requirements for equipment and decoration of premises, requirements for the improvement of the premises, as well as for the cleaning and hygiene of employees of the organization.

Sanitary requirements for the device and placement of pharmacies provide for the following points:

The pharmacy can be located both in a separate building and on the first floors of residential buildings;
- it is obligatory to have two entrances: separately for visitors and separately - a service entrance, for unloading and loading operations;
- the presence of a platform for the entrance of motor vehicles;
- the presence of several areas in the room: for customer service, staff workplaces, a room for storing and unpacking medical products, an area for storing drugs that require special conditions, a restroom with the obligatory presence of a washbasin, a utility room where staff items can be stored or reception can be carried out food.

Sanitary requirements for equipment and decoration of the premises:

The finish of the flooring should provide for the possibility frequent wet cleaning using disinfectants;
- if the showcases or windows of the room are located on the sunny side, then special protective devices (awnings or blinds) must be provided;
- vents or window openings that are necessary for ventilation of the room must be equipped with special nets to prevent dust, dirt or insects from entering;
- a prerequisite is the presence of special bactericidal lamps in order to carry out regular disinfection of the premises.

Requirements for the improvement of the premises include the following aspects:

Mandatory presence of central heating;
- it is preferable to equip the room with special, smooth-walled radiators, which are the easiest to carry out the cleaning process;
- the possibility of airing the premises in the summer, winter and spring-autumn period with the help of vents or window openings;
- during the heating period, the air temperature should not be less than 18 °C;
- must have artificial lighting in a pharmacy;
- when organizing lighting, preference is given to fluorescent incandescent lamps;
- it is obligatory to have water supply in the room with cold and hot water;
- the presence of sewerage, to remove the runoff of water, and garbage bins, to remove solid waste;
- disposal of solid waste should be carried out at least twice a day.

Sanitary requirements for cleaning and hygiene of employees include:

Every day, the room should be wet cleaned using special disinfectants;
- once a month, wet cleaning of windows, vents and window openings should be carried out using soap or disinfectants;
- during the thaw period and during the warm period of time, wet cleaning of windows outside the premises is carried out;
- at least once a week, cabinets and shelves where medicines are to be stored are wet cleaned;
- sinks and latrines must be disinfected daily using separate cleaning equipment (special markings must be provided to distinguish);
- employees of the premises must wash their hands before starting work, have special clothes (robe, hat, if necessary, gloves and a protective gauze bandage on the face). It is forbidden to leave the pharmacy in overalls;
- at the workplace of the employee there should be no foreign objects, as well as in the pockets of overalls;
- each employee of the organization should have a special book in which data on the results of a medical examination should be regularly entered. This document gives the right to work in an organization of a similar direction;
- employees who have diseases that do not allow them to work in the pharmacy field should be sent for treatment. And only after confirmation of their recovery, admission to work is resumed.

What documents are needed to open a pharmacy?

To open a pharmacy, you must contact the sanitary and epidemiological service and provide the following list of documents:
- a document confirming the identity and identification code;
- statement;
- the original and a photocopy of the "Certificate of registration as a legal or natural person";
- Extract from the USRN;
- a document that confirms the right to ownership of the premises, which will be intended for the pharmacy;
- BTI plan;
- contract for disinfection, laundry and the possibility of destroying fluorescent lamps;
- a document confirming the possibility of conducting an inspection of employees;
- medical books workers;
- production control plan;
- data with the performed measurements of the microclimate of the room.

By submitting the above documents, you must receive in return a sanitary passport allowing you to open a new pharmacy, as well as special permission for the placement of the object economic activity.

The next step is to contact the fire department for a special permit.

To do this, you must provide the following list of documents:

Documents that confirm the availability of funds for the implementation of fire safety;
- certificate of state registration;
- Declaration on fire safety;
- a document with prescribed measurements of the insulation resistance of electrical wires;
- pharmaceutical license.

Is a license required to open a pharmacy?

To carry out pharmaceutical activities, it is mandatory to open a license. This procedure takes about a month on average. The following documents are required:

Certificate of registration of the enterprise;
- statement;
- extract from USRN;
- a document confirming registration with the tax service;
- receipt of paid tax collection;
- certificate of a specialist of the head of the organization;
- a document confirming the right of ownership;
- work books personnel;
- a document confirming the right to use the equipment;
- permits obtained from the SES and the fire service;
- characteristics and plan-scheme of the object of economic activity.

How much money is needed to open a pharmacy?

The answer to this question depends on several aspects. First of all, the chosen type of pharmacy plays a role. There are several of them: a pharmacy, a store or a kiosk, an industrial pharmacy, a pharmacy of ready-made medicines. Additionally, it is worth evaluating the size of the organization and its location.

The funds that will go to the start of the business will be spent on the following: purchase of display cases, cabinets, racks, medicines, safes, furniture, refrigeration equipment, computers, software, rental of premises, registration of all required documents and marketing activities.

For example, opening a pharmacy kiosk in a residential area of ​​the city may entail an amount of 10-12 thousand dollars. Opening the same pharmacy kiosk, only in the central part of the city will cost about 17 thousand dollars. If we talk about a pharmacy store, then the amount will be much higher. For a sleeping area, you will have to pay about 20-27 thousand dollars. A store in the center will cost $30,000 or more, depending on the size of the space itself.

Organization and arrangement of a pharmacy.

Location and room.

After receiving all the necessary documents, you can start choosing the location of the pharmacy. First of all, it is important to focus on its size, type and potential buyers. For example, if you want to open a small pharmacy with a standard range of products (essential medicines and the most popular medicines), then you should choose a residential area of ​​​​the city. It is better to choose a place near a bus stop, grocery stores or in places where there are more people. If you have opted for elite and expensive products, you are going to offer the consumer exclusive and expensive drugs, then you need to opt for the city center or its business district. When choosing any place for pharmaceutical activities, it is best to focus on the places where a large number of people: market, subway, transport stops and other similar areas.

You can rent a room both in a separate building and on the first floors of residential premises. But for an elite pharmacy, it’s still better to opt for separate room to prepare a separate and comfortable entrance for visitors, as well as to brand the premises under the style of a pharmacy.

When choosing the premises for a pharmacy, it is necessary first of all to focus on the quadrature. For a medium-sized pharmacy, there should be at least 80 sq. m. It is also necessary to focus on sanitary standards: the presence of heating, water supply, sewerage, electricity, air conditioning.

Repair and equipping of the premises should be easy to give in to regular cleaning. Another positive point will be the presence of a fire and security system. Wherein, important condition is the point that the pharmacy should be separate from the premises of any other organizations.

For the normal operation of the pharmacy, a minimum amount of equipment is required. It includes:

Cash registers and special software;
- racks, show-windows and counters for storage of medicines;
- closed cabinets and refrigerators (for medicines that require special storage conditions);
- safes (in the event that there is a need to store drugs with a narcotic effect);
- computers, tables, chairs and other indoor furniture.

Only if you have all of the above equipment, you will receive a license to create a pharmacy business.

Staff.

After purchasing the necessary equipment, you can start recruiting. Requirements for pharmacy staff are quite high. All pharmacy workers, with the exception of a cleaning lady or a security guard, must have a higher pharmaceutical education. Some workers require a certain amount of work experience. For example, the head of the organization must work as a pharmacist for at least 3 years. This rule applies to his deputy. In addition, once every 5 years, a procedure for improving the qualifications of all personnel should be carried out. Insofar as, modern drugs every year they improve, and people often come to the pharmacy not only to buy medicines, but also for advice. Therefore, it is important to retrain pharmacy workers.

The number of staff directly depends on the size of the pharmacy itself. If we take into account a medium-sized pharmacy, then for the normal operation of the enterprise you will need:

Head and acting head;
- receptor-controller (responsible for receiving goods);
- chemist-analyst (responsible for product quality);
- defector (responsible for the storage of goods);
- assistant (does self-manufacturing drugs);
- pharmacist or handist (sells medicines).

If the pharmacy is small, then the staff may be smaller or one person may perform two positions.

Marketing and sales of goods.

In order to determine the most needed commodity items, it is necessary to monitor and get acquainted with medicines that are in the greatest demand for given period. Another profitable option for purchasing goods is direct cooperation with hospitals. In this case, you will provide the buyer with exactly the product that the doctor will prescribe for him. But such agreements require additional investments. To maximize profits, you can offer related products: cosmetics, baby food, accessories, orthopedic products, and more. At the same time, you can set a margin on such goods absolutely any.

In order to somehow stand out, a small pharmacy needs to constantly pursue an active advertising policy. The main factors that attract buyers are advertising and flexible pricing policy. Of course, you can carry out active marketing activities and use all advertising tools: newspapers, magazines, the Internet, radio, television. But not always such activity can entail a lot of buyers and bring the desired profit. To date, there are enough pharmacy points and people often do not have a question about: where to find a pharmacy. Therefore, sometimes it is better to use simpler actions. They don't cost as much.

For example, if you decide to locate a pharmacy in a residential area. Then it is best to orient people with signs, signs that will be visible and will be able to guide consumers. You can also reach the audience by handing out leaflets or through mailboxes. You can also distribute discount cards and set a small discount percentage, create an Internet site for ease of use with the ability to order or reserve goods. Additionally, you can offer customers high service, good advice. All of the above actions will subsequently turn out to be more effective and less costly.

Financial plan.

There are major costs that will entail the opening of a new pharmacy. It is on their basis that it is necessary to calculate the financial plan.

For a medium-sized pharmacy, the following expenses may be required:

Renting premises for 2 months - from 1.5 to 5.5 thousand dollars;
- carrying out repairs (if necessary) - up to 3 thousand dollars;
- purchase of commercial equipment - up to 7 thousand dollars;
- purchase of refrigeration equipment - 400-700 dollars;
- purchase cash registers- 150-300 dollars;
- optional equipment if necessary - about 1.5 thousand dollars;
- documentation and taxes - 150-400 dollars;
- advertising and outdoor signs - about 2 thousand dollars;
- other expenses - 600 dollars;
- wage employees - from 700 to 1.2 thousand dollars per month;
- purchase of the necessary goods - from 10 thousand dollars and more.

Starting a medium-sized pharmacy business can cost between $27,000 and $31,000. Having invested such an amount of money, it is important to understand the profitability and possible risks business.

The profits of a pharmacy will depend on many factors: where you decide to locate the pharmacy, the size of the area or population, competition, as well as rent and pricing policy. According to experts, opening a pharmacy or pharmacy is quite profitable, even under conditions of high competition. For example, the turnover of a small pharmacy will be approximately $30,000. Considering the monthly expenses, we get a net monthly profit at 3-5 thousand dollars. IN this case You can recoup the initial investment in 1 year. A large pharmacy can make a profit of $150,000 or more. But her monthly expenses are much higher. Therefore, with the right and competent organization work, you will pay back the invested funds in six months, a maximum of a year.

But even if the payback of the pharmacy is slower, the opening of the pharmacy remains profitable business, given the growing demand for various medicines from year to year and the active development of this industry. Most often in the Russian Federation, the profitability of pharmacies fluctuates around 10%. Of course, this is not an impressive amount. But, if the development of a pharmacy is in the hands of an experienced businessman, then you can get a much better result. For example, it is pharmacy chains that give the highest profit. Since they have good advertising, are located in many areas of the city, have an attractive discount system, as well as a low pricing policy.

Opening a pharmacy franchise.

Large pharmacy chains often invite businessmen to start their pharmaceutical business in partnership with them. For this, a franchise agreement is used. This type of cooperation remains one of the simple ways to start your own business. The meaning of this agreement remains as follows: the possibility of using already famous brand to create their own pharmacy. This agreement obliges to plan your business in accordance with established rules. This is a certain size of the premises, type of services, work schedule, features of the organization and more. Considering the above points, we can highlight the positive and negative sides development own business under a franchise agreement.

Positives include the following:

Minimum expenses for marketing activities;
- reduced risks of unsuccessful business;
- assistance in promotion;
- low pricing policy and competitive prices for medicines;
- reliable and trusted suppliers;
- advertised and recognizable products;
- teaching the basic rules of doing business, trainings;
- assistance in obtaining a license to open a new pharmacy.

Separately, it is worth highlighting the negative aspects of doing this business. First of all, it is important to note the high price of buying a franchise of a well-known brand. It is also important to note the restrictions on the conduct of various activities, which excludes the possibility of independent development. In addition, it is necessary to independently look for premises, in accordance with the requirements of the contract, as well as hire the stipulated number of personnel and the agreed equipment.

It is important to note that each network can dictate its own rules and offer unique conditions for cooperation. For them, as for you, it is important to develop and make a profit. But still, it is possible to allocate average investments for organizing a pharmaceutical franchise business on the following conditions:

Lump sum - from 1.5 thousand dollars;
- royalties - from 2 dollars;
- the amount of investment, taking into account the opening of one pharmacy on an area of ​​​​more than 80 square meters; m - 20-30 thousand dollars.

At the same time, franchising can provide the following conditions: ensuring the supply of goods from leading distributors, staff training, organizing advertising activities for a new point, support at all stages of creation and development, as well as other points that may differ for each pharmacy chain.
According to experts, even taking into account the large initial investment, this business can pay off in a one-year period. But this figure is influenced by many factors. Additionally, in the franchise pharmacy business, it is worthwhile to correctly select the working staff. This is, first of all, not education and work experience, but the ability to find an approach to each buyer - communication data. Professionally organized customer consulting is the key to running a successful pharmaceutical business.

Prospects for the development of the pharmacy business.

The pharmaceutical industry, like any other, can be developed to increase the profits of the enterprise and, accordingly, the greater interest of potential customers. When opening a new pharmacy, you can think about the development of the following areas:

Opening of own laboratory for the production of medicines;
- additional opening of the veterinary department;
- Opening of an additional pharmacy store in a sparsely populated area.

Opening of own laboratory for the production of tablets and medicines.

Opening our own laboratory for the production of medicines is quite promising direction. Not every pharmacy can offer such a range of services, especially if we talk about a sparsely populated area. It often happens that a consumer who wants to buy medicines of a similar direction is tormented in search of a point where they are produced.

Therefore, opening your own laboratory, you can safely count on an additional flow of customers, and, accordingly, a large profit. Additionally, it is important to note that such medicines can compete with advertised foreign analogues. Therefore, it is important to conduct an advertising campaign so that the consumer knows about the new opportunities of your pharmacy. In addition, it is worth contacting hospitals, medical centers to talk about your new business strategy. And also, if possible, talk with doctors so that they advise your pharmacy to people in need of such medicines.

The only point, it is important to calculate the entire cost of the equipment, which is better: to buy it or rent it. It is also important to take into account the additional expenses for renting a special room, working staff, equipment for storing medicines, necessary inventory. Most often, this industry entails large expenses, but, according to experts, this proposal remains quite profitable and cost-effective. Full payback, in the case of correct and competent development of the direction, can pay off in a six-month period.

But, before you make the final decision to open your own drug production laboratory, it is important to monitor the market in order to know exactly which specific drugs may be in high demand. Average this direction can raise revenue up to 30%.

Opening a veterinary department in a pharmacy.

The additional opening of a veterinary department may also result in profit. According to the results of the survey, about 20% of the inhabitants of our state have pets, which are your target audience. This means that almost every fifth buyer has a pet and can buy the necessary medicines for him. It is important to note that even in times of crisis, people continue to take care of their pets. Therefore, the veterinary department can generate a stable income over a long period of time, since any animal, just like a person, needs to be regularly maintained in health.

This department can be opened on the territory of the pharmacy. Since all the necessary equipment, as well as inventory for storing veterinary medicines, is already present, it remains to connect additional staff to the work, as well as purchase racks and a display case. Accordingly, it will be necessary to purchase veterinary drugs. You can also contact your distributors for the supply of medicines for people on this issue. According to experts, all investments can be recouped in 1.5 years if the advertising company is properly organized.

Opening a small pharmacy in the countryside.

Opening a small pharmacy in a rural area can be stable income for quite a long period. In the main turn, it is worth highlighting the main positive and negative points. The advantage is that most often in rural areas there is no competition. Villagers have to go to the nearest regional center for medicines. If you open a pharmacy in a village, then all its inhabitants, and possibly also people living in neighboring villages, will immediately contact you. Additionally, it can be noted that it is your pharmacy that will dictate the pricing policy for medicines, which allows you to set the maximum margin for the product. But, it is worth noting the negative point - this is a narrow circle of potential buyers.

But the sale of essential medicines and the most popular drugs can bring significant profits. But this direction can be developed a little by offering customers goods for children, cosmetics or household products. Investments in this business will not be as large as compared to opening a pharmacy in big city. But the payback period may be at least a year, due to lower turnover.

Business results.

The pharmacy business, even with a slow payback period, is worth the effort and money invested in it. Since the constantly stable and high demand for medicines are the basis for maintaining successful business pharmaceutical direction!

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pharmacy business investment competitor

1. General information

2. Goals and objectives of the business plan

3. Summary of the business plan

4. Marketing plan

5. Marketing strategy

6. Market Analysis

7. Spending plan

8. Organizational plan

9. Sales plan

10. Financial plan

11. Types of risks

Appendix

1. General information

Name of the business plan:

Pharmacy "Siberian Health"

Name, address and phone number of the founder, indicating the share in the authorized capital:

Svyazina Yulia Sergeevna, Langepas, share in the authorized capital 100%.

Surname, name, patronymic of the head of the organization (individual entrepreneur), phone:

Svyazina Yulia Sergeevna

The essence of the business plan:

Organization of the provision of high-quality medicines to the population of Langepas.

Direction of investments:

1. Purchase of premises

2. Purchase of equipment

3. Purchase of necessary medicines

2 . Goals and objectives of the business plan

Pharmacy in the format of a mini-market "Siberian health".

Pharmacy Goals:

1. Arrange production;

2. Achieve maximum profit and return credit funds ahead of schedule;

3. Complete the payback of the project in 3 years, then receive a net profit;

4. Increase sales by expanding the range;

5. Earn a reputation as a reliable supplier of medicines and gain the trust of customers;

6. Ensure the availability of the most complete drug base (drugs, devices, etc.) for patients diabetes;

Tasks:

1. Get investment;

2. Find a suitable room in the central part of the city for rent;

3. Registration of a license for medicines to open a pharmacy;

4. Purchase the necessary equipment;

5. Staffing;

6. Paperwork with resource-supplying organizations.

3 . Business plan summary

This document is a business plan for the Siberian Health Pharmacy. This document designed to organize the sale of drugs in the city of Langepas, Khanty-Mansi Autonomous Okrug-Yugra.

The pharmacy business is a tempting business for a future entrepreneur: the need for medicines is no weaker than for food or water, but the medicines themselves take up little space, so a pharmacy requires significantly less retail space than a regular store. Small in size, drugs cost no less, and often much more, than any item in a regular grocery store, so drug sales are a very profitable business. Features of the pharmacy business are licensing and strict adherence to the requirements of the Ministry of Health and other standards.

The proposed plan for the creation of a pharmacy describes the purpose and objectives, ways to achieve the goals set, and also contains the main financial indicators of its proposed activities.

The goal of Siberian Health Pharmacy is to make a profit due to the rapid growth of sales, high quality service and low production costs.

The key to the success of the Pharmacy is proper marketing, teamwork of employees, high quality service and competitive prices.

All organizational activities will be carried out from September to December 2011, the opening of the Pharmacy is planned for January-February 2012.

indicative the financial analysis activity of the proposed enterprise confirms favorable forecasts. The main factors contributing to the company's success are high demand, extensive staff experience and competitive prices.

All financial calculations are made in accordance with international standards for the calculation of business plans.

This project is designed for 3 years. To implement the business plan, investments in the amount of 6,105 thousand rubles are required, of which 1,105 thousand are personal funds, 5,000 thousand are taken on credit at 12% per annum for 3 years.

Estimated financial analysis of Apteka's activity confirms favorable forecasts. The main factors contributing to the success are high demand, extensive staff experience and competitive prices.

4 . marketing plan

Target: meet the needs of the population in high-quality medical preparations, as well as providing the necessary medicines for patients with diabetes mellitus.

Market description:

1. Minimum plan: Pharmacy "Siberian Health", Langepas

2. Plan-maximum: Network of pharmacies "Siberian health" in the city of Langepas.

1. Analysis, evaluation and forecasting of the state and development of the pharmacy business markets.

2. Development of pricing policy.

3. Needs research after-sales service and mechanisms for their satisfaction.

Additional services provided to buyers of medicines (difference from competitors):

1. Existence of the system individual order for rare, missing medicines.

2. Providing quality medicines for people with diabetes. pharmacy business service medication

3. The Pharmacy will provide online consultations (departure in case of emergency) by an endocrinologist, a diagnostic therapist.

5 . Marketing strategy

Pharmacy's marketing strategy in the first three years is aimed at gaining a stable market position and maintaining competitiveness.

The selling price for products will be lower than that of competitors by 5%. Potential buyers of products are divided into 2 groups (market segments). Segment A - people with diabetes, Segment B - people who buy other medicines, depending on their needs.

Based on marketing research, it was determined that the physical sales volumes for these segments are: Segment A - 38%, Segment B - 62%. The population suffering from this disease will be provided with a professional examination, as well as the necessary treatment.

In the future, it is planned to open a network of pharmacies, with the provision of services of a similar nature in remote parts of the city.

6 . Market analysis

Market conditions - the current economic situation, which includes the relationship between supply and demand, the movement of prices and inventories, the portfolio of orders by industry and others economic indicators. In other words, market conditions are specific situation, which has developed on the market at the moment, or a limited period of time, as well as a set of conditions that determine this situation.

The main purpose of studying the market situation is to establish to what extent the activity of industry and trade affects the state of the market, its development in the near future, and what measures should be taken to better satisfy the demand of the population for goods, to use the available goods more rationally. manufacturing enterprise opportunities. The results of studying the market conditions are intended for making operational decisions on managing the production and marketing of goods.

Geographical boundaries of the sales market - Langepas, Khanty-Mansky autonomous region- Yugra.

Annual production volumes were projected on the basis of forecasts of market capacity (annual demand of buyers for this product).

After analyzing the situation on the market in Langepas, it can be seen that the niche of the pharmacy business in this city not completely filled

1) There is no round-the-clock pharmacy;

2) There is no pharmacy specializing in drugs for diabetics (the number of people with this disease is growing every year).

It should be noted that the need for drugs is experienced by the entire population. In addition, the city is equated with the regions of the Far North, the majority of the population are working people, which means that people are solvent. In addition, 40% of Langepas are children who get sick quite often.

Over the past 5 years, the opening of new pharmacies has not been observed.

7 . Spending plan

	Article name	Amount, thousand rubles
	Purchase of premises
	Premises renovation
	Shop equipment
	Refrigeration equipment
	Cash equipment
	Medicines licenses
	Org. technique
	Communal expenses. Electricity
	Purchase of medicines
	other expenses
	Wage

8 . organizational plan

The Director is responsible for the operation of the Pharmacy, manages all management activities.

The accountant will conduct daily settlement activities: how much was sold, how much is left, what is more in demand, etc.

3 pharmacists will be accepted. The work schedule is 24 hours a day, 2 days after 2. General control over the state of medicines will be carried out by 2 pharmacists.

Also, you need a technician who will maintain cleanliness in the room.

The Pharmacy will provide professional medical services to an endocrinologist, a therapist-diagnostician.

The structure of this organization is shown in Appendix 1.

9 . Sales plan

On average, entering a pharmacy, a person spends 300 rubles. In the first year, it is planned that 30 customers will enter daily. Thus, for a week - 210 people, for a year - 10,080 people. The expected revenue is 3,024,000 rubles.

In the second year, it is expected to increase customers per day by 5 people, that is, 35 customers. A week - 245, for a year - 11,760. The revenue will be - 4,704,000 rubles.

In the third year, the increase in services will be increased - 500 rubles. The number of buyers will also increase - 40. Per week - 280 people, per year - 13,440. Expected revenue - 6,720,000 rubles.

10 . Financial plan

Opening a pharmacy requires a large investment of money. The table shows the financial justification for the investment.

This table shows that 5,000,000 rubles are required. In the first year it will be possible to return 1,000,000, but the enterprise will incur a loss.

In the second year, 2,000,000 loan funds will be contributed. The company's loss will be reduced.

For the third year, the Pharmacy will begin to generate income. The loan will be paid in full.

11 . Types of risks

When analyzing the risks, it was revealed that many factors affect the efficiency of work.

Possible risks	Impact on expected profit	Risk Mitigation Measures
1. Economic risks are associated with the instability of demand, lower prices by competitors	Decrease in income	Constant work with customers, expanding the range of goods, discount system, highest quality goods.
2. Production risks	Decrease in profitability	High organization of work, work around the clock without interruption
3. Financial risks	Decrease in income	Development of investment and financial policy, getting into the zone of profitable operation

In connection with the listed risk possibilities, the management of "Siberian Health" has developed a number of measures to minimize risks.

1. if additional financing is needed, the conditions for granting a loan are agreed with a bank that has a stable position.

2. All settlement transactions have spare funds.

3. taking fire safety measures.

Appendix

Staff Pharmacy "Siberian Health"

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