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THE HEALTH AND LIFE OF POLISH PATIENTS IS OUR PARAMOUNT GOAL JAN KRUK, President, CF Cefarm SA, talks to "Polish Market". Cefarm has operated on the Polish market for over seventy years. You are now scoring very good results, but there must have been more difficult moments. How did you arrive at the present results? CF Cefarm is one of the most experienced pharmaceutical distribution companies. The history of this state-owned firm dates back to 1945. Over the years, a brand has been built which everyone in the sector knows well. For over 70 years CF Cefarm has developed strong relations with suppliers, primarily of medicinal products, dietary supplements, medical products and foodstuffs for special uses and cosmetics. Relations have also been forged with clients over the many years of steady co-operation. Our business activities today involve working with some 450 Polish and foreign suppliers and over 3,800 clients. We operate three distribution channels, each of which has its specific features, requirements and modes of operation. The pharmaceuticals market accounts for the biggest share of CF PM

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Cefarm SA sales, followed by pre-wholesaling services, that is sales to wholesalers. Of late we have also significantly increased our participation in the hospital market. In the first half of 2017, CF Cefarm sales accounted for 2.2% of the pharmacy market worth PLN 16 billion, up from 1.8% in 2016. This growth was owed to the acquisition of new clients among pharmacies never before served by the company. These included both independent pharmacies and chains which are now the strongest players in the market. 2017 has been a very good year for us, which is all the more noteworthy since 2016 was a fairly difficult time for the company in terms of finances. This year’s success is down to a very simple operation: we started counting money not just globally as a firm but in each of the distribution channels, where we examined each channel’s profitability. Dedicating the sales of particular products to the appropriate channels allowed us to generate higher profit margins.

We started out with a radical overhaul at the very start of the process, namely purchases. We re-examined the terms offered by suppliers, which enabled us to pull out of unprofitable contracts. Wherever possible, we sought more preferential terms to carry on working with our suppliers. You operate on a very specialised market, which means that you need to obtain a lot of permits and certificates. How does it affect your growth rate? Can you see any factors that hamper your development in particular, or do you reckon that the firm is still able to grow freely? Being present on the pharmaceutical market does place a lot of restrictions on distributors, both in terms of formal and legal requirements and quality. The market has evolved considerably in recent years. Only a company which obtains a wide range of permits and certificates is treated as a credible one. Because the market we decided to work PM

Profile for Polish Market

Polish Market No.12 (266)/2017  

Published on Jul 13, 2017 "Polish Market” is a prestigious English-language magazine published since 1996. In its pages, it promotes the Pol...

Polish Market No.12 (266)/2017  

Published on Jul 13, 2017 "Polish Market” is a prestigious English-language magazine published since 1996. In its pages, it promotes the Pol...

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