www.newpharma.be

1. Online pharmacy:
4 years old.
Results?
Mike Vandenhooft
Managing Partner
http://www.newpharma.be e-Shop Expo
21th of March 2013

3. Agenda
1. Legal & deontological background
2. Facts & figures pharmacy & e-pharmacy
3. What makes Newpharma successful?
4. Facts & figures Newpharma

4. Legal &
1. deontological
background

5. What is sold in a pharmacy?
online?
health and beauty OK
non-prescription drugs OK
(OTC)
prescription drugs (Rx) NO
= characteristics of a pharmacy:
access to professionals
legal framework
deontological constraints

6. Legal aspects (online pharmacy)
Royal Decree (01/2009)
Art 29 – Royal Decree of January 21st, 2009 – Belgian Monitor 30/01/2009
Authorises online non-prescription drugs sale. Mandatory to be linked with a physical pharmacy
BE
Circular FAMHP (01/2009)
Circular 536 of the FAMHP (Federal Agency for Medicines and Health Products)
Specify practical modalities about online drugs sale
DocMorris Decree CJEC (12/2003)
DocMorris Decree of December 11th, 2003 CJEC (Court of Justice of the European Communities)
EU CJEC talks in favor of cross-border commerce of non prescription drugs via Internet

7. Deontological constraints because of the
Pharmacist Order
impossible to communicate about
competitive advantages
Advertising is Eg. No external communication about prices
is allowed
tolerated BUT no advertising in commercial
environment
Eg. impossible to be present on a commercial
website
Eg. Facebook, Twitter,...???

8. Where are OTC and RX authorised
to be sold online?
Non prescription
drugs (OTC)
Prescription (RX) &
non prescription
drugs (OTC)
May 2012 : LNP – n°399, jeudi 22 avril 2010

9. Facts & figures
2. pharmacy & e-
pharmacy

10. Online purchases (BE)
% of online buyers purchasing this type of product
42%
40%
38%
34% 33%
27%
23%
21%
16% 16% 16% 17%
14%
12%
8% 8% 8%
6% 6% 6% 5%
3% 2%
growth potential for online purchase of
pharmaceutical products
COMEOS, E-commerce in Belgium June 5th, 2012

11. For which reason(s) do you visit
an ‘’online’’ pharmacy?
Buy products online 71%
Compare prices 43%
Compare products available on the
29%
market
Consult instructions of one or several
20%
products
Other(s) 3%
0% 50% 100%
Newpharma survey, August 2012 (Total Respondents: 1.482)

12. For which reason(s) do you buy
pharmaceutical products *online* ?
Online prices are more attractive 60%
Free to order at any time 54%
Possibility to be delivered at home, at work,… 50%
More online product choice 33%
Online buying goes faster than going to a pharmacy 32%
Free to choose products 30%
More available information about products 20%
Confidentiality for some product purchases 15%
Other(s) 2%
0% 50% 100%
Newpharma survey, August 2012 (Total Respondents: 1.077)

13. What makes
3. Newpharma
successful?

14. Bad image of online pharmacy
FALSE
DRUGS
SPAM

15. How to grow in a
highly
saturated 1
& regulated
market?
1. Belgian market has one of the highest physical pharmacy density rate in Europe (1 for 2.150)

17. 750
Brands

18. Shipping costs (starting as low as)

19. Newpharma magazine (info & advices)
PC Tablets Print
Read it on Own branded app
www.newpharma.be on iTunes store
3 clicks
Digital to buy
solution
Parcels

20. 4. Facts & figures
Newpharma

21. > 1.300.000
products dispatched
200.000
patients

22. Newpharma turnover
€ 10.000.000
+72%
€ 8.000.000
€ 6.000.000
+61%
€ 4.000.000
+131%
€ 2.000.000
€-
2008 2009 2010 2011 2012

23. Newpharma vs. Belgian e-commerce growth
140%
131% E-commerce
Newpharma
120%
100%
80% 72%
61%
60%
40%
28%
24% 22%
20%
0%
2010 2011 2012

24. Team of 24 collaborators
3 Pharmacists
3 Pharmacy assistants
3 Managers (partners)
15 Employees

25. Consumer profile
Age Repartition (all countries)
<18 years <1%
18 – 25 years 6%
26 – 35 years 24%
36 – 45 years 25%
46 – 55 years 22%
>55 years 24%
Gender Repartition Language
(all countries) Repartition (BE)
Women 70% FR 45%
Men 30% NL 55%

26. Newpharma patients per country
BE
NL
54%
12%
Other
countries
FR 1%
32%
LU
1%
Newpharma sales January-October 2012 sales

27. Top 10 internal search requests (BE)
All languages Dutch French
1. Dafalgan 1. Dafalgan 1. Nuxe
2. Alli 2. Eucerin 2. Alli
3. Magnesium 3. Avène 3. Dafalgan
4. Nuxe 4. Magnesium 4. Magnesium
5. Avène 5. Vichy 5. Avène
6. Vichy 6. Louis Widmer 6. Mustela
7. Mustela 7. Mustela 7. Vichy
8. Eucerin 8. Alli 8. Viagra
9. Viagra 9. Viagra 9. Aérosol
10. La Roche Posay 10. La Roche Posay 10. La Roche Posay

28. Top 10 cosmetics internal search requests (BE)
All languages Dutch French
1. Nuxe 1. Eucerin 1. Nuxe
2. Avène 2. Avène 2. Avène
3. Vichy 3. Vichy 3. Mustela
4. Mustela 4. Louis Widmer 4. Vichy
5. Eucerin 5. Mustela 5. La Roche Posay
6. La Roche Posay 6. La Roche Posay 6. Eucerin
7. Louis Widmer 7. Nuxe 7. Caudalie
8. Caudalie 8. Roc 8. Bioderma
9. Bioderma 9. Caudalie 9. Weleda
10. Weleda 10. Weleda 10. Lierac

29. Main consumer profiles
Convenience Infor-mation Privacy Cost saving Choice Liberty of
(24/7 & Choice
delivery)
Digital Mum vvv v v v
Health oriented v vvv vvv
Intimate product buyer v vvv v
Rural OR low mobility vvv v v vvv
Heavy e-commerce vv v vvv v
consumer
Heavy weight products vvv v
buyer

30. Purchased product segments 1
25%
20%
15%
10%
5%
0%
1. Based on Newpharma turnover Jan 2012-Oct 2012

31. Belgium online pharmacy market
(OTC + parapharmacy)
off & online
1.543.000.000€1
= 5,5bn €
x 27,9% (OTC + parapharmacy)
online
26.500.000€2
1,7%
1. IMS-Health Belgium, 2011 Report
2. Estimated online belgium e-pharmacy market (OTC + prapharmacy products) extrapolated from oct 2012 results

32. Top 10 sales (BE)
All languages
1. Motilium Instant 30 Comprimés Fondants Instantané
2. XLS Medical Capteur de Graisses 120 Comprimés
3. Metagenics Metarelax 90 Comprimés
4. Dafalgan Forte 8 Comprimés 1g
5. Bio-oil Huile Regenerante 60ml
6. Dafalgan Odis 16 Comprimés Orodispersibles
7. Buscopan Dragées 50x10mg
8. Nasa Rhinathiol 0,1% Spray Adultes 10ml
9. D Cure Solution Huileuse 4 Ampoules
10. Omnibionta Pronatal Metafolin 60 Comprimés

33. Anecdote
Lowest order
(incl. 1,90 € delivery costs)
Highest order

34. Thank you
)