All-In-One Magazine

04/2017 ALL-IN-ONE MAGAZINE

Your Access to Success First PHOENIX Pharmacy Partnership European Conference

Real world evidence with our Business Intelligence

New Healthcare Logistics Warehouse in Brno, CZ

AiO Magazine 2017_4.indd 1 24.10.2017 16:27:07 2 Editorial

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Dear reader,

When launching new products, measuring the RoI on marketing and sales campaigns, understanding patients and their consumer patterns and having in-depth market insight EUROPE is key to success.

3 Longtime-cooperation: PHOENIX group and Teva Thanks to our countless data points in 4 Business Intelligence: over 2,000 own pharmacies and more than From Market Access to Market Success 12,000 cooperation pharmacies, we can 6 PHOENIX Pharmacy Partnership: provide you with market intelligence in near European Pharmacy Conference in Berlin real-time covering 1.5 Mio patient contacts 14 per day.

Increase your revenues and take advantage COUNTRIES of the benefi ts of our data analysis. Our Business Intelligence experts can provide 7 New Healthcare Logistics warehouse in Brno, CZ you with a better understanding of your 8 First in wholesale: PHOENIX Croatia certifi ed market. 9 Apotek1 in Norway: Subscription Deal and TV channel Looking forward to cooperating with you! 10 Tamro Link: Administrating medicines in hospitals in Finland Kind regards 11 Tamro Baltics: Your experts in the region Stefan Jung Head of Pharma Services ALL-IN-ONE NEWSFLASH

12 Short news from PHOENIX group

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The All-in-One Magazine is published by Editorial Team: Title Page: PHOENIX Pharmahandel GmbH & Co KG, Olaf Christiansen (Chief Editor, +49 621 8505- Oliver Windholz, CEO PHOENIX group, Pharma Services, Pfi ngstweidstraße 10-12, 844, [email protected]), Hanna presents at the PHOENIX Pharmacy 68199 Mannheim, Germany. Bergholm, Carolin Dörner, Kestutis Dubinka, Partnership European Conference Petr Dvorak, Tomislav Kulic, Nemanja Jank- Berlin, 19th October 2017. All rights reserved, no part of this publication ovic, Tobias Jahreiss, Petr Novotny, Kjersti S. Printed by: may be reproduced without prior permission Ofstad, Jan Petras, Ingo Schnaitmann, Charterhouse Print Management by the publisher. Dirk Schürbüscher, Dean Williams. Ltd., Köln

AiO Magazine 2017_4.indd 2 24.10.2017 16:27:09 PHOENIX All-in-One | Partnerships 3

STRONG PARTNERSHIP LONGTIME COOPERATION PHOENIX GROUP AND TEVA

PHOENIX group and Teva: TOP-TO-TOP MEETING JULY 2017 Strong longtime partnership further prolonged Picture (from left to right): Nemanja Jankovic (Head of Partnerships, PHOENIX group), Richard Daniell (President and CEO Europe Generics, For seven years now, PHOENIX Teva), Frank Große-Natrop (Board Member, PHOENIX group), Josephin group and one of the worldwide Malade (Lead, Strategic Projects & Alliances, Teva), Stefan Jung (Head leading pharmaceutical compa- of Pharma Services, PHOENIX group), Christoph Stoller (former Senior nies, Teva, have been cooperating Vice President Generics and Commercial Operations Europe, now Ge- on a European level in a long and neral Manager (ad interim) Germany and Austria, Teva) and Rob Bren- trustful partnership that brings ad- ninkmeijer (Head of Strategic projects & Alliances - SPA, Teva). ded value for patients across Europe. Partnerships are part of PHOENIX All-in-One, a combination PARTNERSHIPS of services along the entire value chain for the pharmaceutical With our PHOENIX All-in-One industry. Jung, Head of Pharma Services Commercial Partnerships, we and Group Sourcing at PHOENIX provide sales growth on The contract with Teva was prolon- group. Christoph Stoller, former European, regional and local ged including the existing contract SVP, Chief Operating Officer GGM level through proven business with Actavis, acquired by Teva, and Europe and new General Manager services with involvement of HQ also a longtime partner of of Teva in Germany and Austria, with certain partners. PHOENIX group. added “We really can make a difference with our partnership – “We can face the challenges in the it´s a natural thing that we work to- market better together”, said Stefan gether as market leaders in Europe.”

AiO Magazine 2017_4.indd 3 24.10.2017 16:27:11 4 PHOENIX All-in-One | Business Intelligence

Real world evidence for better business decisions

The success of a drug and its benefi t to the patient or consumer is measured in the market. Why not use intelligence from the real world to prepare for the market and to monitor and optimise its success? PHOENIX group is a leading Integrated Healthcare Provider present in 26 European countries. Its real-world universe includes 150 million patient contacts each year visiting its 2,000 own pharmacies or one of its 12,500 cooperation partners.

AiO Magazine 2017_4.indd 4 24.10.2017 16:27:13 PHOENIX All-in-One | Business Intelligence 5

FROM MARKET ACCESS TO MARKET SUCCESS PHOENIX group Business Intelligence

Based on discussions with you, our industry based on outdated data does not provide partners, we realised the value you can gain the agility needed to respond. PHOENIX’ from retail data sets. Initial proof of concept Business Intelligence team works with cli- confirmed that clients can benefit from data ents to monitor the uptake of their product analyses and increased revenue, spend in terms of volumes, patients and regional budgets wisely and improving patient treat- distribution based on weekly or even daily ments. The decision was taken to integrate retail data. For some clients it was a shock wholesale and retail data into one database. to find that their products left their manufac- This real world and real time database is the turing premises but did not reach any phar- foundation of PHOENIX All-in-One solutions. macy shelves. You can benefit from market intelligence in Once recog- Closed-loop success near real-time. nised, based collaborations PHOENIX is Market Access able to help to optimise delivery to the point Our Business Intelligence services provide of sale. valuable input into market access activities. Responses from real markets show the Marketing campaign ROI analysis diversity in drug usage and co-medication. Budget limitation is always a challenge. Questions are for example, how products in Marketing and product managers want to this segment are being used currently in a spend their scarce resources effectively. At patient’s treatment regimen or whether a the same time, they want to respond quickly product is used appropriately in accordance to market needs or opportunities. We as- with treatment regimes. In a product specif- sess the impact of marketing campaigns ic study it was analysed that nearly 50% of with a regional granularity defined by the patients were under-dispensed. Another first two digits of the postal code with a po- study showed that nearly 30% of patients tential daily delivery frequency. picked up between five to eight other Rx products besides the product in scope. Partnering for success Beyond providing Business Intelligence solu- Benefit from market intelligence tions, we have more arrows in the quiver to in near real-time. provide success and take appropriate ac- tion. PHOENIX All-in-One services, such as It was also shown that the use of specific Healthcare Logistics and Patient Services, OTC drugs was a precursor to the analysed can be combined resulting in closed-loop product. success based collaborations. PHOENIX group provides business analytics, helps Launch excellence optimise the supply chain and provide PoS The first weeks and months of a product on support, thus closing the loop between you the market determine the success of the and your patients to deliver success. new product. Subsequently, optimising the Contact us to discuss your needs: resources spent to manage the launch [email protected].

AiO Magazine 2017_4.indd 5 24.10.2017 16:27:14 6 PHOENIX All-in-One | European Pharmacy Congress FIRST EUROPEAN CONFERENCE

How are independent pharmacies preparing cus would lie on personalised care for every for the digital future? Around 300 pharma- patient – for example in dosing the active cists discussed this question with experts at ingredients of a drug. the PHOENIX Pharmacy Partnership confe- The pharmacy could use digital channels rence in Berlin. This network is the umbrella to advise the customer on every aspect of organisation for PHOENIX group’s 12 exis- healthcare. ting pharmacy cooperation programmes in 15 countries. Over 9,000 independent phar- The slogan for the two-day event sposored macies are members of Europe’s largest by Sandoz, Teva, Zentiva, QuintilesIMS and network for pharmacy cooperations. Mylan was “Your Access to Success”.

“Great steps are being taken towards digitisa- Your Access to Success – tion in the healthcare industry. New players via over 9,000 pharmacies are appearing on the market, and pressure on healthcare budgets is increasing. It is there- in Europe fore essential that pharmacies move even “At PHOENIX, independent pharmacists have closer to their customers”, remarked Oliver a voice. This is why we established an Advi- Windholz, CEO of the PHOENIX group. He sory Board to determine focus areas. We col- believes that access to digitisation will be laborate openly and transparently”, said Sara crucial for success. Zucca, a pharmacist from Milan. She is one of the twelve members of the PHOENIX Futurists like Bertalan Meskó and experts Pharmacy Partnership’s European Advisory from the pharmaceutical industry and trade Board. Over the past year, the network’s agreed that bricks-and-mortar dispensing agenda has covered the expansion of loyalty pharmacies would remain, but that their ran- programmes, category management, and di- ge, services, and communication chan- gital marketing in the member programmes. nels would change signifi cantly, with a move towards more in- Positive signals emerged from the conferen- tensive and individual pa- ce: participants stressed the need to conti- tient care. nue developing their businesses – including the use of digital opportunities. They want to The pharmacy of work together to confront the increasingly the future would tough competition, exchange knowledge, become a “point and drive forward innovations for their of care”, a business and patients. central hub for local health- More information about the partnership: care. The fo- www.phoenix-pharmacy-partnership.eu

AiO Magazine 2017_4.indd 6 24.10.2017 16:27:26 PHOENIX All-in-One | Czech Republic 7

WAREHOUSE

PHOENIX Czech Republic is the partners in the longtime leader in the pharma- Czech Republic. ceutical distribution market in the „With the new state- Czech Republic. During 25 years of of-the-art warehouse its existence, PHOENIX has establis- in Brno, we are able to offer hed a strong base of six distributi- our partners an even quicker and on centers for the storage and full- easyer access to Eastern Europe. area distribution of pharmaceuticals Brno is situated close to Austria in the regions of Bohemia and and Slovakia, countries like Poland Moravia. and Hungary are close-by and so are the Balkan Non-EU countries“, Today, PHOENIX provides fast and says Petr Dvorak, Sales Director reliable deliveries of 25,000 SKUs of PHOENIX Czech Republic. to more than 4,000 pharmacies, hospitals and other customers on Join our opening ceremony in a daily basis. For nearly 200 Czech Brno. and foreign partners, PHOENIX Contact us: [email protected]. ensures the operation of consign- ment, customs or own warehouses, including a wide ran- STATE OF THE ART ge of services for some of them, WAREHOUSE BRNO as well as throughout the Central European region, the Balkans and the CIS countries.  10,500 square metres (plus 3,500 sqm extension potential)  Additional 350 sqm of mezzanine space (suitable e.g. for high In our everyday work, we rely on value goods) our rich experience. Emphasis is  19,000 pallett spaces in ambient placed mainly on the quality of the  560 pallett spaces in cold chain services provided, the product ran- (potential to double space if needed) ge and the approach of our emplo-  1,000 palett places for narcotics yees. PHOENIX has also become  Fully GDP compliant one of the most important pharma

AiO Magazine 2017_4.indd 7 24.10.2017 16:27:28 8 PHOENIX All-in-One | Croatia

PHOENIX Croatia in Zagreb, Velika Gorica, Osijek and Solin have been successfully certifi cated according to Quality Management Systems ISO 9001, ISO 14001, and Energy Management System ISO 50001.

PHOENIX Croatia is the fi rst pharmaceutical wholesaler in Croatia with a ISO 50001:2011 certifi cate and one of the fi rst in the pharmaceutical industry.

PHOENIX Croatia ensures a high level of service, compliant with the legal requirements and expecta- tions of clients, partners and sup- pliers. PHOENIX Croatia imple- FIRST WITH ments an integrated Quality, Environment and Energy Manage- ISO 50001:2011 ment Systemin accordance with the requirements of ISO 9001: 2015, ISO 14001: 2015 ISO 50001: SUCCESSFUL CERTIFICATION OF 2011and the requirements of PHOENIX CROATIA Good Manufacturing Practices (GMP) and Good Distribution PHOENIX Farmacija d.o.o. is one stuffs, chemicals, and diagnostic Practice (GDP). of the leading healthcare providers and laboratory equipment. „Providing ﬁ rst class services and in Croatia. quality for our industry partners is From fi ve distribution centres, After six months of intensive pre- and will always be our focus“, says PHOENIX Croatia supplies custo- paration and a successful certifi - Tomislav Kulić, Group Logistics mers with medicines and medical cation audit held in June 2017 by Director at PHOENIX Croatia. products, dietary supplements, DNV-GL, the wholesale and health- „These certiﬁ cates are another step baby food, special nutritional food- care logistics warehouses of to ensure our pretence.“

PHOENIX IN CROATIA

 5 distribution centres  Wholesale, Healthcare Logistics and value added services for the industry  Strong local pharmacy cooperation ADIVA  More information: www.phoenix-farmacija.hr

AiO Magazine 2017_4.indd 8 24.10.2017 16:27:31 PHOENIX All-in-One | Norway 9

SUBSCRIPTION SERVICES

our industry partners. It is free of charge for patients, they can manage it themselves online, giving them peace of mind knowing that the pharmacy will have the products they need when they need it. This improves patient adherence, resulting in greater revenues..

“We have worked with the development of this subscription service for two years, and we’re ahead of the competition.”, says Apotek 1 Retail Systems Manager Ola Bøen. Apotek1, the Norwegian PHOENIX The service is adaptable based on group company, is market leader in the type of medicine and the Apotek 1 is aiming for 30,000 sub- wholesale and retail. The subscrip- amount each individual customer scribers by the end of the year and tion deal is a perfect way for our uses. When the customer runs out 60,000 by the end of 2018. Th- industry partners to reach out to of medicine, they will receive an rough smart and targeted marke- patients. SMS and their medicine will be ting, as well as the right focus from made ready for pick-up or delivery. effi cient and service-minded phar- What used to be Apotek 1’s „pre- The customer will never run out of macy staff, this is a manageable scription deal“ has now changed lifesaving medicine ever again. goal. shape and form and become a This subscription service is value More information: „subscription service“ for patients. adding for both the the patient and [email protected]

MODERN COMMUNICATION CHANNEL APOTEK1 TV STRENGTHENS COMMUNICATION

Two years and four months have passed since Apo- Apotek 1 TV Editor, Anders Dahl, is very optimistic tek 1 launched its own TV channel – Apotek 1 TV. about the future of Apotek 1 TV. There is great poten- Since then, more than 500 programs and series have tial to use Apotek 1 TV more strate- been produced and published. gically towards the pharmacy team and patients. In May 2017, Apotek 1 celebrated the two year anni- „We have experienced versary. What started as a vision to develop a user- that this way of focused, state-of-the-art and effi cient platform for communicating internal communications and training, is today a pro- is both innovative minent communications channel for Apotek 1. On and ground- Apotek 1 TV, pharmacy employees can learn about breaking when what’s new in the world of health and pharmaceuti- it comes to cals. Everyone can use it as a training tool to keep Norwegian themselves updated on seasonal trends and topics, retail“, says new products and upcoming market campaigns.. Dahl.

AiO Magazine 2017_4.indd 9 24.10.2017 16:27:35 10 PHOENIX All-in-One | Finland TAMRO LINK

ceuticals are already widely used globally.

“I expect that Tamro’s service will facilitate the practical implementa- tion of pricing models so that no model or treatment will remain unutilised because of the additional work it involves,” says Elina Ahomäki, Senior pharmacist-in- charge, HUS Hospital District Pharmacy.

The service will reduce the amount Tamro Corporation, a PHOENIX ted as an outcome of close de- of work at hospital pharmacies company in Finland, provides hos- velopment collaboration between and wards related to medicines pitals and pharmaceutical compa- hospitals, pharmaceutical compa- with value-based pricing. The Tam- nies with an innovative Tamro nies and Tamro. ro LINK Hospital service will collect LINK Hospital service for administering value-based pricing models Value and outcome-based pricing Reduce the amount for hospital medicines. A need for models for pharmaceuticals provi- of work singificantly the service emerged when hospi- de hospitals with increasingly tals were short of tools for monito- more opportunities to choose the all information related to agree- ring and administering an increa- best medicinal treatment for the ments so that medical staff can sing number of agreements that patient in a cost-effective way. easily enter the information about are based on medicine and the medication dose administered patient-specific effectiveness. With the help of the pricing mo- to the patient and the treatment The digital service is now available dels, the hospital will only pay a period on a centralised basis into a to all hospitals and pharmaceutical part of the patient’s medicines, or single application. companies. according to the health benefit The reporting section of the appli- received from the treatment on a cation makes it easy for the hospi- “This entirely new and digitalised patient-by-patient basis. Value- tal pharmacy to monitor and admi- operating model was jointly de- based pricing models for pharma- nister the agreements. veloped and is a good example of how we speed up the development of the healthcare sector with our “This entirely new and digitalised customers, both in terms of opera- operating model is a good ex- tional efficiency and savings to society. As an integrator for the sec- ample of how we speed up the tor, Tamro found it natural to take development of the healthcare up the challenge for streamlining sector with our customers, both the work of professionals in the pharmaceuticals industry,” says in terms of operational efficiency Kai Kaasalainen, Managing and savings to society.“ Director of Tamro Corporation. The service was jointly construc- Kai Kaasalainen, Managing Director Tamro Corporation

AiO Magazine 2017_4.indd 10 24.10.2017 16:27:46 PHOENIX All-in-One | Baltics 11

YOUR EXPERT IN THE BALTICS Tamro Baltics is a longtime trusted healthcare provider in the region.

The Baltic States, Estonia, Latvia and Lithua- ducts. The three warehouses are closely nia, are important markets even though they connected with a cross-border transportati- are sometimes, without a plausible reason, on network. a bit „out of focus“. More than six million people live in the three countries bordering With Tamro Batlics, you have full access to the Baltic Sea, Russia, Belarus and Poland. all customer groups within all the three local markets and the entire region: pharmacies PHOENIX group is present in the Baltic sta- (with own and cooperative pharmacies), tes with a strong and successful company: hospitals, private clinics and vaccination Tamro Baltics. The company is the only in- cabinets. The annual handled volume is ternational integrated healthcare provider more than 210mio Euro. with equal coverage and local presence in all three Baltic markets - a natural partner Besides that, Tamro runs Patient Services for you, our industry partners, to reach out like pharmacy trainings, adherence to patients in the region. programs, home delivery and adjunct thera- py via own and/or cooperation pharmacies. Tamro Baltics is designed to meet all the different More information: Kestutis Dubinka, customer requirements [email protected]

In all three countries, Tamro Baltics has a unifi ed quality management approach with GDP, GMP, ISO 9001:2015 and is ISO 50001:2012 licenced. Furthermore, a customer proven quality focus service provider approach is given.

To meet all customer requirements, Tamro Baltics has three temperature controlled distribution centres in each country: Kaunas, Lithania, Riga, Lativia and Tallinn, Estonia.

In addition, part of this setup includes dedi- cated storage areas for all kinds of required storage conditions for pharmaceutical pro-

AiO Magazine 2017_4.indd 11 24.10.2017 16:27:51 PHOENIX All-in-One | Newsflash 12

PHOENIX AUSTRIA TAMRO SWEDEN

Successful IT integration Together we can help you sell more

In today‘s business world, IT solutions within Our colleagues from Tamro Sweden, a the logistics chains are essential parts of PHOENIX company, are constantly striving to the business processes. It is therefore very develop their service portfolio, both through important to have a reliable, experienced their own projects and through the cooperati- and competent partner. on with others.

This is particularly true in the pharmaceuti- Tamro is now giving their customers greater cal industry, which is confronted with increa- opportunities for increased sales via a new, sing requirements for validated IT systems, exciting collaboration. Tamro and Blue Ocean whether for production, administration or Sales Scandinavia have initiated a collaborati- logistics. ve partnership centred on services which ge- nerate increased sales. This means that you The experienced employees of PHOENIX can now get support in your marketing and group IT are continuously supporting all sales efforts to the pharmacy and self-care PHOENIX group country organisations with market via initiatives such as advisory ser- these new challenges. The combined know- vices and temporary additions to your sales team. These initiatives can easily be com- The computer was invented to bined with our previous offerings in the area, including the distribution of sales material and solve problems that did not product information. exist before. (Bill Gates) Please contact Johan Mossberg, Marketing Manager at Tamro, for more information: how, experiences and competences from [email protected] different countries and projects are collec- ted centrally for the benefi t of all countries – More information about Tamro Sweden: and you, our industry partners. http://www.tamro.se/en/

This is the case in Austria where one of the largest Healthcare Logistics partners had to implement a version update in SAP and an integration of a new business area within a very short time.

A very challenging task considering the vali- dation requirements, which would not be Up-to-date with feasible without many years of experience our monthly newsletter and precise project management. Quick and easy to digest like a short This challenging goal could be achieved on – subscribe to our monthly both sides by means of mutual commit- ment, direct and open communication as news update All-in-One espresso: well as mutual understanding and exchange . of experience.

AiO Magazine 2017_4.indd 12 24.10.2017 16:27:52