HEALTH CHANNELS WORLD WIDE

2008: Our vision of the world

Drugstores dominant
Mixed distribution (pharmacies, chains of
pharmacies & drugstores)
Independent pharmacies dominant

2014: more and more mixed

distribution!
Independent pharmacies
Mixed distribution : pharmacies,
drugstores, Department stores,
beauty stores, e-business,
dispensing, mails order, infomercials

HEALTH CHANNELS
PHARMACIES

DRUGSTORES

PARAPHARMACIES

SPAS AND MEDISPAS

WHOLESALERS

DISPENSING DOCTORS

ACD BOUTIQUES
E-BOUTIQUES ...

THE PHARMACY,
HISTORICAL CHANNEL
Rx (drugs) turnover > 70% of global turnover
Also selling OTC, toiletries, beauty and personal comfort
A majority of independant stores

In some countries,
drugstorized pharma chains

E.G. RUSSIA

THE PARAPHARMACY,
A EUROPEAN PHENOMENON
Outlets focused on dermo-cosmetics no RX
2/3 are shops inside a supermarket (Carrefour, Auchan )
1/3 are independent outlets
Large reach of consumers from mass market channel
Mostly in France, Spain, Belgium

Key account sales strategy :

Centralized buying
Strong negotiation power
Annual trade terms

THE WHOLESALER,
REACHING ADDITIONAL DISTRIBUTION
B to B companies that sell Medication, OTC and dermo-cosmetics to
pharmacists
Pharmacists can buy small quantities (units), receive deliveries 2 or 3
times a day
Turnover is mainly driven by drugs, and their added value is mainly logistics

Increase of numeric distribution by delivering products to non-visited

pharmacies
Profitable client : no POS material, no animations, no trade terms
In some countries, use of the wholesalers sales force to visit and sell our
brands

THE DRUGSTORE
LEVER OF INTERNATIONALIZATION
Standardized and centralized chain stores with a broad product
offer:
toiletries, snacks, cards, nutritional supplements, cosmetics (from mass to
premium),
OTC and drugs, but drugs turnover < 50% of global turnover
Convenience store: wide choice in a large space (200 - 1000 m2), long
opening hours

THE DISPENSING

DOCTORS,
DIRECT SELLING BY DOCTORS
Doctors and physicians who
provide a medical service and
sell cosmetic products.
They provide non-invasive esthetic
procedures and have direct
interest in selling
complementary cosmeceuticals

Over 42,000 dispensing doctors,

mainly in North and South
America and in Asia (where
allowed)

THE DEPARTMENT
STORE

ACD CHINA
The VICHY and La Roche-Posay corner in the XIJIAOBAILIAN department store
EXAMPLE
in SHANGHAI, China

NEW FORMATS
SHOP-IN
MALLS

DUBAI

COSMETIC ACTIVE
BOUTIQUES

HONG KONG

PHARMACY

GERMANY
PHARMACY

GERMANY
PHARMACY

GERMANY
PHARMACY

FRANCE
PHARMACY

FRANCE
PHARMACY

FRANCE
PHARMACY

RUSSIA / PHARMACY CHAIN

COLOMBIA

CHINA
PHARMACY

PHARAPHARMACY

SPAIN
PARAPHARMACY EL CORTE INGLES

DRUGSTORES

BRAZIL
DRUGSTORE

BRAZIL
DRUGSTORE

BRAZIL
DRUGSTORE

BRAZIL
DRUGSTORE

CANADA
DRUGSTORE

HONG KONG
DRUGSTORE

USA
DRUGSTORE

USA
DRUGSTORE

CHINA
DRUGSTORE

BOUTIQUES

FRANCE
DERMACENTER BOUTIQUE

HONG KONG
DERMACENTER BOUTIQUE

DEPARTMENT STORES

CHINA
DEPARTMENT STORE

TRAVEL RETAIL

CHINA
DERMACENTER TRAVEL
RETAIL

HONG KONG
DERMACENTER TRAVEL RETAIL