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| We have continuously
monitored revenues generated from the sale of OTC self-medication products
by all pharmacies over a period of 18 years. The results are compiled in
a weighting scale of relative significance that is regularly updated, expanded
and modified in response to market developments. We currently classify German
pharmacies according to the following system developed by OTC PHARMA-VERTRIEB
GmbH: Class A pharmacies (approx. 4,300): Highly significant OTC/SM revenues. These pharmacies are visited 4 times each year. The group includes about 750 SUPER-A PHARMACIES, some of which are contacted as often as 8 times per year. SUPER-A PHARMACIES are extraordinarily active OTC/SM pharmacies that offer a wide range of over-the-counter medications. |
Class B pharmacies (approx.
6,400): Good OTC/SM revenues; 2 visits per year. Class C pharmacies (approx. 4,200): Less significant OTC/SM revenues. As a rule, these pharmacies are visited once per year. These roughly 15,000 pharmacies (nearly 60% of the total) account for almost 85% of SM sales potential. Some 6,000 "Class D pharmacies” supply only 15 % of this market segment, due to the disproportionately dominant role of revenues from prescription drugs, low customer potential or insufficient sales space for over-the-counter medications. Two or three action focuses are defined for each sales round and incorporated into yearly business plans in consultation with our partner companies. |
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