Step-by-step instructions: how to open a pharmacy. How to open a pharmacy: stages and subtleties of organizing a pharmacy business How to open a pharmacy from scratch without a pharmaceutical

The sale of pharmaceutical products is a relevant activity because people have been sick, are sick and will always be sick. Of course, this is not a happy fact, but it is quite a beneficial circumstance for the owner of a pharmacy or pharmacy kiosk. Therefore, if there is an idea in your plans, you should seriously think about how to open a pharmacy.

How to open a pharmacy

Before opening a pharmacy kiosk from scratch, you need to understand the types of pharmacy business. After all, there are not only kiosks, but also pharmacies and pharmacy points. Although these three forms have a common meaning, there are some differences in the implementation of the activities of each of them.

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Pharmacy, pharmacy point and pharmacy kiosk - what are the differences

All listed types of pharmaceutical business are subject to licensing. To briefly explain the difference between a pharmacy, a pharmacy point and a pharmacy kiosk, let's go from simple to complex - from kiosk to pharmacy.

Type of pharmacy organization	Possible functionality
Kiosk	Only drugs sold without a prescription can be sold through a pharmacy kiosk. Prescription drugs are prohibited from sale.
Paragraph	In a pharmacy you can sell drugs according to doctor’s prescriptions, over-the-counter drugs, but you cannot sell narcotic, psychotropic, potent and poisonous medications.
Pharmacy	A pharmacy implies a full range of services: sale of all existing medications, production of medications. And, accordingly, this form of business is more difficult from a technical point of view, because it requires additional equipment.

It should be noted that pharmacy premises, regardless of the chosen option, are subject to quite serious requirements regarding the covering of walls and ceilings, lighting, temperature, etc. In addition, there are standards that regulate the qualification level of employees of any pharmacy organization.

What is more profitable to open: a pharmacy, a pharmacy kiosk or a pharmacy

The most profitable option is to open a pharmacy. “Starting” a pharmacy requires much more funds, and accordingly, the payback period for the business will increase. For a pharmacy, this period, provided it has a good location, is about six months, while for a pharmacy it is 2-3 years. Read about how much you can earn from this.

If you choose between a storefront and a kiosk, the pharmacy kiosk will be less profitable because it misses the segment of customers who need prescription drugs.

Who can open a pharmacy or kiosk?

There are no restrictions on who can become the owner of a pharmacy business, but there are some nuances that relate to the organizational and legal form of the activity.

For example, how to open a pharmacy kiosk or point and register it as an individual entrepreneur (individual entrepreneur)? This is possible, but only if this businessman has a diploma as a pharmacist.

When registering a pharmacy company as a legal entity (study), for example, LLC, it is not necessary to be a pharmacist by specialty. It is enough to hire a person with the necessary education and experience in this field for at least three years for the position of pharmacy manager.

What is needed to register a pharmacy, kiosk or pharmacy

In order for a pharmacy business to start generating income, it must be licensed, otherwise it will not be allowed to operate. To obtain a license for a pharmacy, you first need to contact Rospotrebnadzor for an expert opinion on the compliance of the premises with the established requirements. By this moment, the site of the future pharmacy kiosk should be 100% ready, and the necessary documentation should be drawn up, such as:

a journal for recording the receipt and consumption of disinfectants;
production control plan;
agreement for the disposal of “expired” medicines (pharmaceutical waste);
agreement for deratization and disinfestation;
an agreement with a medical organization to conduct professional examinations of employees;
contract for the removal of waste containing mercury;
agreement for waste removal (MSW);
agreement for washing and dry cleaning of workers' workwear.

Rospotrebnadzor reviews the application within one month, the conclusion is issued based on the results of the on-site commission.

After the conclusion has been received, you can submit documents to the body that issues licenses; Roszdravnadzor is responsible for the activities of the pharmaceutical and medical fields.

List of documents for obtaining a license for a pharmacy kiosk, item:

documents that confirm the right to carry out entrepreneurial activities (extract from the Unified State Register of Individual Entrepreneurs or constituent documents) (copies);
receipt of payment of the state fee for licensing;
documents on the lease or ownership of the premises in which trade will be carried out;
TIN (copy);
a document granting the right to conduct dispensary or pharmaceutical activities;
conclusion of the SES (copy);
conclusion of the fire service (copy);
application for a license.

At this point, it is important to note that in addition to licensing, the state obliges any pharmacy organization to have a minimum range of medications available, in accordance with Decree of the Government of the Russian Federation No. 2782 of December 30, 2014. If it is discovered that any drug from the list is missing, the legal entity is punished with a fine, or the pharmacy’s activities are suspended.

When carrying out licensed activities, it is necessary to be very responsible about document flow. Find out what they are. List and terms of storage of important papers.

This information will help you avoid problems with regulatory authorities.

Read also which ones are needed. How to correctly write the title of an entrepreneur, and whether it is necessary to decline the name of the individual. faces.

Secrets of the pharmacy business

It is impossible to argue with the fact that opening a pharmacy from scratch is more difficult than just any retail outlet. But the return is greater. There is no such thing as a “lull” in the pharmacy business. There is a demand for medicines all year round.

However, to succeed in this business, as in any other, you need to approach it with soul.

The trading floor should be pleasant and attract attention. Showcases need to be designed in a logical manner, presenting as wide a range as possible.

It is very important to choose the right location for the pharmacy. Some tips on this in the following video:

And, of course, the most important thing in a pharmacy is professional staff who can easily provide the necessary advice.

The right approach to clients

Each client must be satisfied with both the service and the availability of the necessary medications.

You can try to “tie” the client to the pharmacy, for example, by handing over a business card with a consultation number; if a person uses it at least once, he will become a regular customer.

Selling medicines with the right approach can become a very profitable business, which is why many beginning (and not only) businessmen are interested in questions about how to open a pharmacy. What documents will be needed for this? What is more profitable to open: a pharmacy, a pharmacy or a kiosk? What is the difference between these companies?

What is the difference between pharmacies and pharmacy points?

In modern cities you can often see pharmacies, kiosks, shopping centers, and even shops. What are the differences between them? If you are interested in how to open a pharmacy, you should immediately understand these subtleties.

Pharmacies sell almost all types of medicines. Moreover, some products are prepared here, in the pharmaceutical laboratory. Such enterprises also supply those medications that are issued exclusively with a doctor’s prescription. Pharmacies sell ready-made medications, both with and without prescriptions.

The only limitation in this case is narcotic, poisonous, psychotropic and potent drugs. But at the pharmacy kiosk they sell exclusively those medications that can be issued without a prescription from the treating specialist. It is immediately worth noting that the boundaries between such enterprises are often blurred.

How to open a pharmacy? Required package of documents

Of course, in order to open your own point of sale of medicines, you need the appropriate documents. First of all, you should register with the tax service. If you plan to open just one kiosk and cooperate exclusively with individuals, you can arrange an individual

entrepreneurship. But if in the future you plan to expand your business, cooperate with public and private institutions, a limited liability company or open joint stock company will be a more suitable option.

In addition, you will need an appropriate license to sell pharmaceuticals. If you are a certified pharmacist with more than three years of experience as a pharmacist, then you will not have any problems - you will receive the necessary permission within 45 days. But how to open a pharmacy without pharmaceutical education? This is also possible, you just need to provide evidence that your staff has professional employees with the necessary education and work experience.

Now it’s worth mentioning the OKVED codes. A pharmacy falls under clauses 52.3 (retail sale of medical and pharmaceutical goods), 52.31 (retail sale of pharmaceutical goods and manufacture of drugs), 52.32 (retail sale of medical and orthopedic goods), 52.33 (sale of perfumes and cosmetic products).

In addition, you will need permission from the sanitary and epidemiological station, a copy of the agreement with special organizations that ensure regular disinfection of premises, removal of medical waste, etc. By the way, copies of all documents must be kept in the pharmacy in case of an unscheduled inspection.

Pharmacy premises requirements

In fact, the requirements for the premises are not that great and depend on the type of activity.
If the pharmacy will be engaged exclusively in sales, then the minimum area should be about 12 m2. If the enterprise is engaged in the production of medicines, it will need a separate room for the laboratory and storage of raw materials, and this increases the minimum area to 22–30 m2.

Naturally, there must be an uninterrupted water and electricity supply, as well as a ventilation and air conditioning system. We need a small office for the manager, as well as a wardrobe room for employees.

By the way, if you are interested in the question of what it takes to open your own business and make it profitable, you should know that a favorable location is one of the main factors. Rent a room in busy and densely populated residential areas of the city.

It is advantageous to locate a pharmacy near a clinic, hospital, or hostel. Before opening, it is worth conducting research and determining what category of clients you will have to serve - it is unlikely that a person with a minimum salary will buy expensive, foreign funds unless there is a special need for it.

Design Features

If you are interested in how to open a pharmacy, think about the necessary equipment and furniture that are simply necessary. To begin with, you should purchase the necessary racks, shelves, counters and other furniture that is necessary to display and store medicines. By the way, it is best to arrange the drugs in a certain sequence (for example, analgesics, diuretics, antibiotics, etc.).

If you are going to open a large pharmacy with a huge assortment of goods, then you should think about putting several benches in the sales area where customers can wait in line, etc.

What equipment will you need?

First, you need to obtain and register a cash register. Some pharmacies use computers and special software that facilitates record keeping and bookkeeping.

Don't forget that some medications need to be stored at a certain temperature - you will probably need special refrigerators. If you are going to make medicines, then the amount of equipment and special utensils will increase significantly.

Deciding on the range of products

If you are thinking about how to open a pharmacy kiosk or point, then first of all you should take care of the range of products. Before opening, be sure to conduct monitoring to determine the products in greatest demand.

Some pharmacies work closely with hospitals to purchase the medications and instruments they need.

In addition, pharmacies (points or kiosks) sell other goods, in particular, cosmetic products (shampoos, creams, lotions based on medicinal herbs), baby products and accessories (milk formula, bottles, creams, powders), etc. You can sell simple orthopedic products, some medical devices (for example, tonometers, thermometers). Homeopathic medicines are also popular.

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This business never stops growing. There will always be a demand for medicines, like food, and many entrepreneurs are interested in opening a pharmacy. The sale of medicines is a profitable business; the turnover in this business amounts to billions of dollars. There is an opinion that it is not possible to create this business without special education. It's a delusion. How to open a pharmacy without pharmaceutical education? It's worth looking into this.

Anyone who has the desire and means can open a pharmacy. There are several types of such activities:

ordinary institution;
pharmacy store;
relevant item;
kiosk.

There are significant differences between them; a classic pharmacy or point dispenses prescription drugs. Kiosks and shops sell only medicines without prescriptions. Decide on the services you want to provide.

First steps in starting a business

The initial capital may not be enough to create a pharmacy business; contact the bank for a loan. To develop a small business, draw up a business plan, otherwise the loan will not be issued.

For a beginner, drawing up such a plan can incapacitate him for a long time. There are special companies that will do the work for you for a certain amount.

Is pharmaceutical education necessary?

The form of ownership plays a major role in opening a pharmacy without appropriate education. If you register as an individual entrepreneur with the goal of opening an establishment, a pharmacist or pharmacist diploma is required. Any other type of activity does not prohibit opening a pharmacy without special education.

The case provides for a certain license for the sale of medicines.

Competitive environment

Competition in this business is high. New pharmacy kiosks, shops and points are opening on every corner. Before you start a new business, test the waters. What competitors sell, what they don’t have, and so on.

Give preference to a format that compares favorably with competing companies. Create your own unique offer that can interest consumers.

Choosing a room

Decide on the location of the institution. The premises for the pharmacy should be located at some distance from competitors. Preferably near a clinic or shopping center. The comfort in the room will be appreciated not only by employees, but also by visitors. There are requirements for premises rented for a pharmacy. The minimum retail area is at least 12 square meters.

It is better if the establishment is on the first floor.
Walls and floors should be made of materials that can be easily disinfected and washed frequently.
For security purposes, you can install bars on the windows.

The premises do not meet the requirements and need urgent repairs.

Employees should not have their rights infringed upon; they should be allocated a rest room, a dressing room, and the manager should have a separate office.

The premises must have a stable water supply, sewerage, ventilation, and air conditioning. Install comfortable benches where visitors can wait their turn. Make sure that it is easy for people with disabilities to come to your establishment.

Equipment

The cost of equipment takes up the lion's share of capital. No pharmacy can do without glass shelves for displaying medicines and storage cabinets. Take care of the convenience of your employees by purchasing tables, chairs, computers and office supplies.

A metal safe is required; poisonous and narcotic substances are stored in it. Kiosks do not need a safe; they do not have the appropriate license to sell such substances. A pharmacy cannot do without a cash register.

To open a pharmacy kiosk, purchase or order: a cash register display, a refrigerated cabinet with the appropriate temperature. In addition to everything listed above, the item provides a prescription counter, work tables, and cabinets for staff.

Staff

The profitability of an enterprise depends on its personnel. Employees must have the skills and relevant knowledge. A pharmacist must have a specialized secondary education; a worker without a higher specialized education is not a pharmacist. Regardless of their position, employees must be responsible in fulfilling their duties, showing communication skills and, if necessary, patience.

Even if the owner does not have a pharmaceutical education, the staff must have one. Cashiers should offer similar drugs if what the customer asks for is not in stock. Pharmacy employees work in gowns, caps, and, if necessary, with a protective gauze bandage on their face. You cannot leave the premises wearing protective clothing. Each pharmacy employee must have a medical record.

Documentation

To open this business with or without a pharmaceutical education, you will have to draw up a list of important documents. You should start your journey through various authorities with the tax office. When renting premises, you need to conclude an agreement, which should be approved by the medical association, and then by the department of the state property fund. Without permission from the SES, a business will not go far.

A license for the retail sale of medical drugs is required; it can be obtained from the safety control department. When concluding a contract for a pharmacy, the document is drawn up with a medical institution.

The advantage of the case is the long shelf life of drugs.

Government agencies and medical institutions are strict about pharmacies. The legislative system is on guard and punishes low-quality goods and dishonest service.

Advertising

Availability of logo and corporate identity.
Regularly updated website.
Special offers and promotions.
Participation in charitable organizations.

Approximate costs

How profitable is it to open a pharmacy in terms of savings? So, rough calculations for opening such a popular business.

The purchase of furniture and other equipment will cost 120–150 thousand rubles.
Repair 50–60 thousand rubles.
An illuminated sign costs 10–12 thousand rubles, but this is not the limit.
Permitting documents 30–40 thousand rubles.
Installation of security and fire alarms 30–40 thousand rubles. At first you will have to spend about 240–300 thousand.

A financial contribution will have to be made every month. This means:

Rent is about 15 thousand rubles.
Payment to employees is 50–60 thousand rubles.
Advertising will cost 5 thousand rubles.

A well-chosen location can serve 100 people per day. In six months, monthly income will be 350–400 thousand rubles. A 30–40% profitability will allow you to recoup all costs within a year.

Selection of assortment

Conduct research, find out what medications consumers need. Cooperation with hospitals will help answer many questions. You don’t have to limit yourself to medicines; you can sell cosmetics, baby food, diagnostic devices and much more.

Additional income can be obtained from the sale of thermometers, tonometers and orthopedic products. Drug suppliers prefer to work with pharmacy chain owners. You can try to come to an agreement or team up with the owners of other establishments and make purchases all together. The range should be expanded regularly.

In pharmacies, goods must be arranged in a special order; study the rules for arranging medications on display cases and shelves.

Track sold medications and order new ones if necessary. Potential buyers will easily switch to your competitors if they don’t get what they came for.

Knowledgeable people who have long delved into all the intricacies of running a pharmacy business share their experience.

It is not necessary to buy furniture and fittings; it can be made to order.
The buyer's attention will not be distracted if the display cases are placed along the walls.
Choose durable product racks.
The main secret to increasing turnover is the location of expensive drugs. They are usually placed at buyer eye level.
There is a seasonal factor in opening a pharmacy. In summer there is a relative calm, the peak falls between October and April. The organization of such a profitable business should be carried out in the summer, so that the opening of the pharmacy falls in the fall.

This type of business activity as a pharmacy will always be popular, because people need medicines even more than groceries. Statistics show that the right organization helps to attract profits after just six months.

According to experts, competition in this business will become fiercer in a few years. If possible, open a pharmacy in the region, not in a big city. A ready-made, established business can always be sold at a favorable price, so develop, create new enterprises and do not stop there.

In this material we answer the questions:

How to open a pharmacy store from scratch, how to prepare documents, choose equipment;
Is it possible to open a pharmacy without pharmaceutical education, how then to register a company;
How much does it cost to open a pharmacy, and how much profit does it bring?

All pharmacy establishments in Russia are divided into three types: pharmacy, pharmacy kiosk and point. You can read in detail the list of requirements and features of each type of work in the order of the Ministry of Health on the types of pharmacy organizations. Institutions of different types differ mainly in the list of drugs approved for sale. For example, prescription drugs are allowed to be sold exclusively in pharmacies. Also, it is not possible to purchase poisonous or narcotic substances at small points.

Important nuance– before you open a pharmacy from scratch, you will have to start directly with a general pharmacy organization. Kiosks and points are unique structural units that should belong to a pharmacy store. In practice, small kiosks pay for themselves faster. But they can be created only after organizing a pharmacy.

Another classification of pharmacies is based on the type of permitted functions:

Engaged only in the sale of drugs;
Industrial pharmacy – manufacturing medicines;
Manufacturer of aseptic preparations.

Price policy

Pricing partly depends on the location of the store. It is advantageous to locate one of the three types of institutions listed below in the city.

Discounter. An institution with a limited range of the most popular drugs and low prices.

It makes sense to place in in busy places in residential areas, near roads, near metro stations and stops - where many people visit every day.

An establishment with an average assortment and related hygiene and cosmetic products. The most common type, equally well suited for central areas of the city and for bedrooms.

Large organizations with a number of items from 7 thousand and a large selection of related products. In such an establishment, sales are carried out through several counters, and open display of products is allowed. This increases sales by 20-30%.

This should be located in the city center so that it is convenient for customers to get around in search of rare medicines. Most of the clients are patients of central hospitals and numerous passers-by.

To open a pharmacy in a rural area, you should focus on a large selection of drugs (often there are only one or two similar establishments in a village) and low prices. There is little competition here; you should be located in the busiest places.

You can’t put a big markup on medicines, the norms allowed by the state are 10-40%.

Who can open a pharmacy

The pharmacy business requires higher (higher professional education) or secondary medical education (in the field of pharmaceuticals) not only from the pharmacist and salespeople, but also from the manager.

Medical education of a different profile is suitable if the employee has additional education that allows him to work in medical aid stations and distribute medicinal substances at retail.

In this case, the head of the company must have work experience of three to five years. If you have a higher professional education, three years is enough; for secondary education, five years of experience is required.

What to do if you find suitable workers, but you yourself are not in the medical field? Is it possible to open a pharmacy without education? In this case, it is worth hiring a specialist who meets all the requirements and will take on the responsibilities of managing the company in accordance with the employment contract.

Business registration

Below are step-by-step instructions on how to open a pharmacy and prepare documents correctly.

We register the business as an individual entrepreneur or LLC. For a large company planning to grow into a network, an LLC is better suited. This status gives more opportunities when purchasing goods, concluding contracts, and increases the level of trust in the company.

Matching codes OKVED: 52.31– “Retail trade of pharmaceutical products”, 52.12 – “Other retail trade in non-specialized stores”, as well as 52.32 – “Retail trade in medical goods and orthopedic products” and 52.33 – “Retail trade in cosmetics and perfumery products.”

Besides this, what other documents are needed to open a pharmacy:

Charter of the company;
Certificate of registration with the tax office (receipt of TIN and KPP);
Document from Rospotrebnadzor on compliance with sanitary standards and permission from Rospozharnadzor. Before this, you will need to prepare the retail space for inspections (the corresponding order of the Ministry of Health is “On the sanitary regime of pharmacies”);
Copies of education certificates from personnel, health records;
Production control program (you can order development from a special company).

The most difficult thing is to get a conclusion from the SES. In addition to arranging the premises in accordance with all conditions, the following agreements will be needed: for disinfection and disinfestation, disposal of waste containing mercury, garbage removal, dry cleaning of employees' work clothes, regular medical examinations for employees, and cleaning of the ventilation system.

How to apply for a license

To open a pharmacy kiosk from scratch, in parallel with searching for premises, you need to obtain a pharmaceutical license for your activities from the Ministry of Health. The cost of the license itself (state fee) is about $100, and the services of private companies for its registration cost about $1,300.

What a pharmacy must provide for a license:

A specialist certificate is required from the head of the institution;
Photocopies of medical education documents from all employees except the cleaning lady. Workers need labor and health records;
Conclusions of SES and fire supervision;
Certificate of registration of a legal entity;
Document on renting premises for a store;
BTI plan;
Certificates for purchased equipment.

The entire list of permits and certificates is given in Order of the Government of the Russian Federation No. 489. The license is issued for five years, after which it will have to be renewed.

Features of pharmacy placement

The ideal places to open a pharmacy are buildings on the first line (near roads and highways). The establishment should be located in a separate or residential building. It is more profitable to locate points and kiosks on the territory of hospitals and clinics, in large supermarkets. This will create a good demand for the most popular drugs among a stream of “random” visitors: those who were passing by and were not going to visit you on purpose.

When opening an institution in the city center, it is important to maintain an adequate price level due to high competition. In a residential area, prices may be raised slightly higher than those of competitors. Regular customers living nearby will in any case visit the same establishment for the sake of convenience.

Pharmacy store area

According to state standards, the minimum area of a pharmacy is 65-70 square meters. For a kiosk and point, a space of 15-20 square meters is sufficient. m. In our calculations, we focus on an institution with an area of 65 square meters. m in a residential area. Renting the premises will cost approximately $600 monthly. Repairs and preparation for inspections and launch of sales - around $2000.

Features of room preparation

You can familiarize yourself with the list of requirements in the Industry Standard developed by the Government of the Russian Federation. What does it take to open a pharmacy?

In addition to retail space, the building should include a cloakroom, service bathroom and shower;
Utility areas are required: for rest and lunch, reception, unpacking, sorting and storage of medicinal substances;
Equipping with fire, light and sound, security alarms;
Availability of electricity, cold and hot water, heating, sewerage, ventilation;
In the room where the medications will be located, devices are needed that record air parameters (mainly temperature and humidity);
Floor covering - linoleum, ceramic tiles. The floor must be insulated;
Ceilings and walls are covered with materials suitable for constant wet cleaning with special disinfectant solutions. A high light reflectance coefficient is also important for walls.

Equipment and furniture

You should open a small retail outlet with the following set of equipment:

Open shelving for medicines (7-8 pcs.), closed glass display cases (3-4 pcs.), counter – $800. Good and inexpensive manufacturers: Fabrik Art, Leomebel;
Closed cabinets for storing medicines (5-6 pcs.) – $550. Diakoms, Doctor Furniture, Uzumcu, Alvi, Vernipoll;
Pharmaceutical floor refrigerators with a glass door for storing regular medications (2 pcs.) – $1100-1200. Pozis, Enisey, AKG, Sanyo;
Medical freezer– 600-700 $. "Posis", VTS;
Safe thermostat for storage of psychotropic and narcotic substances (burglary resistance class - third) - $2000. Labex, Valberg;
Computer– 500 $. Lenovo, Asus;
Office furniture for utility rooms (table, chairs) – $300. Stoross, Felix, Prizma;
Cash machine- 150-250 $. Orion, Mercury, Elwes-MK;
Electronic accounting software – 1500 $.

This is the minimum set of what you need to open a pharmacy. The total cost of the equipment is about 8 thousand dollars.

Purchasing goods for sale

To make a good profit, you need to purchase from 2500-3000 types of products. Each medicine is required in quantities of at least 50 pieces. In addition, place related products in the sales area (wet wipes, contraceptives, creams, shampoos, baby food, diapers, herbal teas, dietary supplements, etc.) The initial purchase of products will require an investment of $20,000 or more.

Staff

Four people need to be hired. This is a pharmacist manager, two salespeople (to work in shifts), and a cleaning lady. Accounting is outsourced. The most important figure is the pharmacist. This is an employee who forms the store’s assortment and controls the quality of work. The salary fund (together with the services of an accountant) will be $2500-3000 monthly.

Costs and profits

So, how much money does it take to open a pharmacy? Capital costs consist of the following items:

Registration, preparation of certificates and permits - approximately $1700-1900;
Payment of rent three months in advance, repairs and decoration – up to $4,000;
Purchase of furniture, equipment and medicines – $28,000;
Making signs and signs – $150-200.

You will need to invest $34,000 in the business. Monthly expenses are around $5,500. Monthly revenue – $7000-9000. Net profit – $1500-3500. By expanding the range and gaining fame among regular visitors, the level of profit can be significantly increased.

Is it profitable to open a pharmacy?

Such a store offers highly sought-after products, but faces serious competition. Running a store isn't cheap. It is most profitable to additionally organize pharmacy points and kiosks during the first two years of work. They bring more profit with less investment. A small network of 2-3 institutions, after payback, will be able to generate income of $10,000 per month “net.”

Another option is to buy a franchise to open a pharmacy under the name of a well-promoted chain. It's easier in some ways , but less profitable than to create it yourself from scratch.

The greatest difficulty in opening your own pharmacy from scratch is obtaining permits and meeting the high state requirements for premises and employees. Independence from the season, consistently good demand and opportunities for scaling make this a long-term project.

How to open a pharmacy. Step-by-step instruction

HOW TO OPEN A PHARMACY. STEP-BY-STEP INSTRUCTION.

In this article, you can learn step by step how to open a pharmacy yourself and consider the option of opening a pharmacy as a franchise with a starting capital of 1,500,000 rubles.

The pharmaceutical retail business in Russia is quite profitable: medicines, medicines, as well as health and beauty products are always in demand. However, opening your own pharmacy or pharmacy is not so easy; for this you need to figure out how to open a pharmacy from scratch, study the features of the drug range, the state of the pharmaceutical market and the demand for the most popular drugs, find pharmaceutical suppliers with competitive prices, and organize advertising well pharmacies at the place of its organization. Therefore, for young businessmen and entrepreneurs, the best option for opening a pharmacy would be to work under a franchise; this method has a lot of significant advantages.

Features of the “pharmacy” business

This industry is in close contact with the state, which in this case plays the role of “carrot and stick”: on the one hand, it imposes legislative requirements in comparison with other industries, on the other, it allocates funds from the budget for the development of the industry
The pharmacy industry is characterized by stable high demand (provided the pharmacy itself is well located)
Pharmacies have special requirements for personnel, goods and pricing by the state and regulatory authorities
In this industry there is practically no “status” consumption (or conspicuous consumption) of most goods (drugs and medical equipment), this does not apply to cosmetics
There is quite a lot of competition in the pharmacy niche, but it can be overcome with the proper formation of an assortment matrix and price positioning

Approximate costs. Payback

Opening a turnkey pharmacy with goods can range from 1,500,000 rubles to infinity.

A brief overview of pharmacy business franchises

Among the leaders in this area:

1. “Sovetskaya Pharmacy” is a developed federal pharmacy chain in the “close to home” format in the economy price category. Close location near densely populated areas, a wide range of drugs and related pharmaceutical products, affordable low prices, a flexible system of discounts, the availability of bonus programs, a system for booking and ordering drugs through the Internet site www.sites of professional pharmacists are the main reasons for the popularity of the network among the population. Today, more than 215 branches already operate in 58 regions of Russia, both in cities with a population of over a million and in rural areas. The franchise offers favorable terms of cooperation: assistance in purchasing goods at wholesale prices from manufacturers, discounts on medicines, accounting. If you want to open a pharmacy as a franchise, this is the most attractive and profitable option.

RUB 1,500,000

2. “Rigla” offers advanced development technologies and long-term prospects, guarantees the supply of medicines at reduced prices. The network operates in 49 regions of the country and is popular.

The cost of opening a pharmacy franchise is from RUB 2,500,000

3. “Evalar” is a chain of private pharmacies that offers a wide selection of its own drugs based on medicinal herbs. Standard franchising conditions include advertising support, staff training, legal and financial advice.

The cost of opening a pharmacy franchise is from 1,000,000 rub.

4. “Pharmacy 36.6” is one of the largest chains in Russia. The franchise includes marketing support, assistance in forming the assortment, organizing procurement, and conducting training sessions for staff.

The cost of opening a pharmacy is dandy from RUB 2,500,000

At approximately the minimum, the main expenses will be:

If you are going to open a premium pharmacy, you can safely multiply all expenses by two or three times.

How soon will your investment pay off after opening a pharmacy?

The fastest-paying pharmacy organizations (read more about the types below) are considered to be pharmacies, where all the basic (in-demand) medications are always available. If you choose a good location, a pharmacy can pay for itself in six months to a year.

A “classical” pharmacy takes longer to pay for itself: in general, more requirements are placed on it, even partial fulfillment of which requires financial investments. With a convenient location and a competent pricing and assortment policy, the pharmacy will pay for itself in about a year and a half (this is an average figure; location in a crowded shopping center can speed up the process significantly).

Regulations

Regulatory documents regulating pharmacy commercial activities

Basic steps. Opening our own pharmacy

Determine the type of pharmacy (pharmacy or pharmacy)
We are registering a legal entity (registration of LLC or JSC)
Register with the tax office
We select premises taking into account maximum traffic (pedestrian and vehicular)
We purchase the necessary commercial and medical equipment
Installing the software
Obtaining a license and relevant permits
We are recruiting staff (pharmacy manager and pharmacists)
We form an assortment matrix
We purchase “products” for sale and formulate a pricing policy
Opening a pharmacy and promoting your business

What kind of pharmacy are you planning to open?

By the nature of their activities, commercial pharmacy organizations can be divided into:

Pharmacies There are production and finished dosage forms

Pharmacies also come in production and finished dosage forms

It is also worth mentioning another type of pharmacy organization - remote sales pharmacies. We are talking about pharmacies (online pharmacies) that accept customer orders by phone or via the Internet and then create orders for collection at pharmacies.

According to the Order of the Ministry of Health and Social Development of the Russian Federation “On approval of types of pharmacy organizations” #553 dated July 27, 2010, pharmacy organizations are divided into types:

Pharmacy (with open or closed display):

pharmacy of finished dosage forms
industrial pharmacy
industrial pharmacy with the right to manufacture aseptic medications

Pharmacy point (with open or closed display):

Functions

Pharmacies perform the following functions:

Informative

Consulting customers on the use and storage of medicines and medical devices
Informing employees of medical institutions, social security, etc. about available medicines and products, new products, etc.

Manufacturing of medicines and preparations

Manufacturing of medicines and drugs according to doctors’ prescriptions and requirements/applications of healthcare institutions
In-pharmacy procurement and packaging of medicines and products, herbal raw materials (in accordance with the approved regulations) with subsequent sale

Implementation

Sales of finished medicines and preparations (including homeopathic) without prescriptions and according to doctors’ prescriptions, as well as according to the requirements/applications of medical institutions
Dispensing medicines at discounts, as well as free of charge to certain groups of the population - in case of concluding agreements with health authorities, medical institutions, insurance companies (in accordance with the Legislation of the Russian Federation)
Sales of factory-made medicinal plant raw materials
Sales of disinfectants, as well as personal hygiene items and products
Sales of medical products (medical equipment, care items for patients and children, diagnostic tools, etc.)
Sales of optics and optics care products
Sales of mineral waters, medicinal, dietary and baby food products
Sales of cosmetic products
Release of goods through a rental point
Providing first aid

Pharmacy

The pharmacy also sells ready-made medications with and without prescriptions, with the exception of psychotropic, narcotic, poisonous and potent drugs; it is also possible to dispense medications free of charge or at a discount; it is also possible to manufacture medications and package them with subsequent sale.

The main difference between the point and the pharmacy:

It is prohibited to sell psychotropic, narcotic, poisonous and potent drugs; it will not be possible to set up a rental point for medical equipment and rehabilitation equipment

How to open a pharmacy

Registration
Payback period
Taxation
OKVED codes
Licensing

Registration Payback period Taxation OKVED codes Licensing

Pharmacy registration

The only special “point” when registering a pharmacy organization is that you must receive from the local government a “Decision to open a new pharmacy establishment” (in other words, a “License”).

If we are talking about opening a legal entity, then this can easily be done by a person who does not have a special education. However, he is obliged to hire a manager who has a diploma as a pharmacist or pharmacist.

Legal features

A franchise means that you acquire the right to use a trademark, service marks, trade secrets and other exclusive rights belonging to the copyright holder in your business activities. The user bases his business on the business reputation of the copyright holder and undertakes to comply with his requirements. The rights and obligations of the parties when purchasing a franchise are governed by the Commercial Concession (Subconcession) Agreement. Essentially, you get step-by-step instructions on how to start your own pharmacy business from scratch.

Please note: some unscrupulous entrepreneurs operate without a registered trademark. It is worth considering that in this case they do not bear any responsibility for their actions, and the agreement for the provision of services is not an agreement for the purchase of a franchise.

List of required documents

To open a pharmacy or pharmacy without medical care, you must register as an individual entrepreneur (individual entrepreneur) if you have a pharmaceutical education and work experience as a pharmacist for more than 5 years, or open an LLC that does not require you to have a pharmaceutical education to run a pharmacy business. Along with the Commercial Concession Agreement, a number of documents are required:

pharmaceutical license giving the right to sell medicines. You can get it from the licensing department of the Ministry of Health of the Russian Federation at the place where the pharmacy is opened. As a rule, if you intend to open a pharmacy under a franchise, the copyright holder offers its assistance in obtaining a turnkey pharmaceutical license within 60 days;
After you have found premises for a pharmacy and entered into a lease agreement for a certain period, you will need permits from supervisory services: fire inspectorate, sanitary and epidemiological station. All documents must be completed correctly, the franchisor can also help you with this;
Documents confirming work experience and length of service, as well as personnel qualifications, will be required. A pharmacist must have specialized education, be able to answer customer questions and provide competent professional advice on the availability of drugs in the pharmacy.

Payback period

There are no special requirements for registering a pharmacy organization as a legal entity. Both individual entrepreneurs (IP) if they have a pharmaceutical education, and legal entities (LLC, JSC) registered with the tax authorities in accordance with the legislation of the Russian Federation have the right to engage in pharmaceutical activities.

What else should you consider if you decide to open a pharmacy? If we are talking about an individual entrepreneur, to work in the pharmaceutical field, you must have a higher education and real work experience of at least 3 years (in your specialty) or secondary education (pharmaceutical) and work experience of at least 5 years.

In simple words, an individual entrepreneur who intends to register a pharmacy organization in his name must have a diploma as a pharmacist or pharmacist.

Taxation

Tax is understood as a mandatory, individually gratuitous payment levied on organizations and individuals in the form of alienation of funds belonging to them by right of ownership, economic management or operational management for the purpose of financial support for the activities of the state and (or) municipalities.

The provisions of Articles 8 and 333.16 and subparagraph 36 of paragraph 1 of Article 333.33 of the Tax Code of the Russian Federation, in their constitutional and legal meaning in the system of current legal regulation, mean that the state duty is the only and sufficient payment for the performance by a state body of legally significant actions, which equates to the issuance of documents , including driver’s licenses (Determination of the Constitutional Court of the Russian Federation dated March 1, 2007 N 326-O-P).

A pharmacy organization (pharmacy) is both a retail trade enterprise, an enterprise that provides services to the public (for example, rental services for medical devices), and a manufacturing enterprise (a manufacturing pharmacy that produces medicines according to doctors’ prescriptions).

The main regulatory documents defining the specifics of accounting and taxation of pharmacies:

— Order of the Ministry of Health and Social Development of Russia dated July 27, 2010 N 553n “On approval of types of pharmacy organizations”

— Federal Law No. 99-FZ dated May 4, 2011 “On licensing of “Certain types of activities”

— Decree of the Government of the Russian Federation of December 22, 2011 N 1081 Moscow “On licensing of pharmaceutical activities”

— Decree of the Government of the Russian Federation No. 865 "On state regulation of prices for drugs included in the list of vital and essential drugs"

— Order of the Ministry of Health of the Russian Federation dated March 4, 2003 No. 80 “On approval of the industry standard “Rules for the dispensing (sale) of medicines in pharmacies. Basic provisions. OST 91500.05.0007-2003"

Based on Article 4 of Law No. 61-FZ, a pharmacy organization is understood as an organization, a structural unit of a medical organization that carries out retail trade in medicines, storage, manufacture and dispensing of medicines for medical use in accordance with the requirements of Law No. 61-FZ.

At the same time, in pursuance of Law N 61-FZ, Order of the Ministry of Health and Social Development of Russia dated July 27, 2010 N 553n “On approval of types of pharmacy organizations” (hereinafter referred to as Order N 553n) approved the following types of pharmacy organizations: pharmacy (finished dosage forms, production, production with the right to manufacture aseptic medicinal products), pharmacy point, pharmacy kiosk. Thus, in order to determine the pharmacy organizations that have the right to apply in the period from September 1, 2010 to January 1, 2011, the taxation system in the form of a single tax on imputed income should be guided by the provisions of Law No. 61-FZ and Order No. 553n.

Article 17. General conditions for establishing taxes and fees

1. A tax is considered established only if the taxpayers and elements of taxation are determined, namely:

object of taxation;

the tax base;

taxable period;

tax rate;

tax calculation procedure;

procedure and deadlines for tax payment.

Article 18. Special tax regimes

1. Special tax regimes are established by this Code and are applied in cases and in the manner provided for by this Code and other acts of legislation on taxes and fees.

Special tax regimes may provide for a special procedure for determining the elements of taxation, as well as exemption from the obligation to pay certain taxes and fees provided for in Articles 13 - 15 of this Code.

2. Special tax regimes include:

2) simplified taxation system;

3) taxation system in the form of a single tax on imputed income for certain types of activities

Mode element	UTII	USNO
Taxpayers	1. Taxpayers are organizations and individual entrepreneurs carrying out business activities subject to a single tax on the territory of a municipal district, city district, federal cities of Moscow and St. Petersburg, in which a single tax has been introduced. Art. 346.28, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}	Taxpayers are organizations and individual entrepreneurs that have switched to a simplified taxation system and apply it in the manner established by Chapter 26.2 of the Tax Code of the Russian Federation. Consultant Plus}
Income	Not standardized	An organization has the right to switch to a simplified taxation system if, based on the results of nine months of the year in which the organization submits a notice of transition to a simplified taxation system, income determined in accordance with Article 248 of this Code does not exceed 45 million rubles. Art. 346.12, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}
Number of employees	Organizations and individual entrepreneurs cannot apply if the average number of employees for the tax (reporting) period, determined in the manner established by the federal executive body authorized in the field of statistics, exceeds 100 people;	Organizations and individual entrepreneurs cannot apply if the average number of employees for the tax (reporting) period, determined in the manner established by the federal executive body authorized in the field of statistics, exceeds 100 people; Art. 346.12, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}
Sales area	No more than 150 sq.m.	Not standardized
Object of taxation	1. The object of taxation for the application of a single tax is the imputed income of the taxpayer. Consultant Plus}	The objects of taxation are: income; income reduced by expenses. 2. The choice of the object of taxation is carried out by the taxpayer himself, with the exception of the case provided for in paragraph 3 of this article. The object of taxation may be changed by the taxpayer annually. The object of taxation may be changed from the beginning of the tax period if the taxpayer notifies the tax authority about this before December 31 of the year preceding the year in which the taxpayer proposes to change the object of taxation. During the tax period, the taxpayer cannot change the object of taxation. Art. 346.14, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}
The tax base	The tax base for calculating the amount of a single tax is the amount of imputed income, calculated as the product of the basic profitability for a certain type of business activity, calculated for the tax period, and the value of the physical indicator characterizing this type of activity. Art. 346.29, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}	Article 346.18. Tax base 1. If the object of taxation is the income of an organization or individual entrepreneur, the tax base is recognized as the monetary value of the income of the organization or individual entrepreneur. 2. If the object of taxation is the income of an organization or individual entrepreneur, reduced by the amount of expenses, the tax base is recognized as the monetary value of income reduced by the amount of expenses. Art. 346.18, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (ConsultantPlus)
Taxable period	Section 346.30. Tax period The tax period for the single tax is a quarter. Art. 346.30, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}	Article 346.19. Taxable period. Reporting period 1. The tax period is a calendar year. 2. Reporting periods are the first quarter, six months and nine months of the calendar year. Art. 346.19, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}
Tax rate	Section 346.31. Tax rate The single tax rate is set at 15 percent of the amount of imputed income. Art. 346.31, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus}	Section 346.20. Tax rates 1. If the object of taxation is income, the tax rate is set at 6 percent. 2. If the object of taxation is income reduced by the amount of expenses, the tax rate is set at 15 percent. The laws of the constituent entities of the Russian Federation may establish differentiated tax rates ranging from 5 to 15 percent, depending on the categories of taxpayers. (as amended by Federal Law No. 224-FZ of November 26, 2008) Art. 346.20, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012)
Tax calculation procedure	The tax base for UTII is imputed income (IIT), which is calculated using the formula: UT = BD * FP * K1 * K2 Calculation of UTII in 2012 is made according to the formula: UTII = Imputed * NS NS - tax rate equal to 15%. The calculated amount of tax can be reduced, but not more than 50% by the amount of: - paid insurance premiums for pension, social (disability, maternity, accidents), medical insurance for the period; - the amount of benefits paid for temporary disability; - the amount of fixed insurance payments paid by the individual entrepreneur for himself. DB - basic profitability - conditional income for the month, which is established for each type of activity. The amount of basic profitability is approved per unit of physical indicator that characterizes the type of activity. FP is a physical indicator in units depending on the type of activity, for example, the number of vehicles, area (in sq. m), employee, etc. K1 - correction factor - deflator coefficient, set for each year by the Ministry of Economic Development. For 2012 it is 1.4942. K2 - adjustment factor - takes into account the specifics of doing business. Its size is established by local representative bodies.	Section 346.21. Procedure for calculating and paying tax 1. Tax is calculated as a percentage of the tax base corresponding to the tax rate. Consultant Plus} 3.Taxpayers who have chosen income as an object of taxation, at the end of each reporting period, calculate the amount of the advance tax payment based on the tax rate and actually received income, calculated on an accrual basis from the beginning of the tax period until the end of the first quarter, half-year, nine months, respectively. taking into account previously calculated amounts of advance tax payments. Art. 346.21, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012) (Consultant Plus} 4. Taxpayers who have chosen income reduced by the amount of expenses as an object of taxation, at the end of each reporting period, calculate the amount of the advance tax payment based on the tax rate and actually received income reduced by the amount of expenses calculated on an accrual basis from the beginning of the tax period to the end of the first quarter, half year, nine months, respectively, taking into account the previously calculated amounts of advance tax payments. (as amended by Federal Law No. 101-FZ of July 21, 2005) 5. Previously calculated amounts of advance tax payments are counted when calculating the amounts of advance tax payments for the reporting period and the amount of tax for the tax period.
Procedure and deadlines for tax payment	Section 346.32. Procedure and deadlines for payment of the single tax 1. Payment of the single tax is made by the taxpayer based on the results of the tax period no later than the 25th day of the first month of the next tax period. 2. The amount of the single tax calculated for the tax period is reduced by taxpayers by the amount of insurance contributions for compulsory pension insurance, compulsory social insurance in case of temporary disability and in connection with maternity, compulsory medical insurance, compulsory social insurance against industrial accidents and occupational diseases , paid (within the limits of calculated amounts) for the same period of time in accordance with the legislation of the Russian Federation when taxpayers pay remuneration to employees employed in those areas of the taxpayer’s activity for which a single tax is paid, as well as for the amount of insurance premiums in the form of fixed payments paid individual entrepreneurs for their insurance, and for the amount of temporary disability benefits paid to employees. In this case, the amount of the single tax cannot be reduced by more than 50 percent. (as amended by Federal Laws dated July 21, 2005 N 101-FZ, dated July 22, 2008 N 155-FZ, dated July 24, 2009 N 213-FZ) 3. Tax returns based on the results of the tax period are submitted by taxpayers to the tax authorities no later than 20 the th day of the first month of the next tax period. Art. 346.32, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012)	7. The tax payable at the end of the tax period is paid no later than the deadline established for filing a tax return for the corresponding tax period in paragraphs 1 and 2 of Article 346.23 of this Code. (as amended by Federal Laws dated July 21, 2005 N 101-FZ, dated July 22, 2008 N 155-FZ) Advance tax payments are paid no later than the 25th day of the first month following the expired reporting period. Art. 346.21, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012)
Tax return	At the end of the tax period, taxpayers-organizations submit a tax return to the tax authorities at their location. (as amended by Federal Law No. 155-FZ of July 22, 2008) Tax returns based on the results of the tax period are submitted by taxpayer organizations no later than March 31 of the year following the expired tax period. Art. 346.23, “Tax Code of the Russian Federation (Part Two)” dated 05.08.2000 N 117-FZ (as amended on 02.10.2012)

VALUE ADDED TAX

Elements of taxation for value added tax (VAT) are established by Chapter 21 of the Tax Code of the Russian Federation.

Pharmacy organizations, with the exception of organizations that have the right to be exempt from taxpayer obligations in accordance with Article 145 of the Tax Code of the Russian Federation or have switched to the simplified tax system or UTII, are payers of value added tax.

The object of taxation for industrial pharmacies and pharmacies operating under sales contracts are operations for the sale of goods - medicines, medical devices and other goods permitted for sale through pharmacy chains.

For pharmacies providing services (commission trade services, rental services for medical products) - operations for the sale of services.

The tax base is determined as:

- the cost of goods sold based on prices determined in accordance with Article 40 of the Tax Code of the Russian Federation, taking into account excise taxes (Article 154 of the Tax Code of the Russian Federation).

— revenue from the sale of services (commission — for pharmacies operating under a commission agreement).

For tax purposes, the VAT tax base includes advance payments for future deliveries of goods at estimated rates - 10/110 and 18/118 (for example, prepayment to health care facilities for goods) (Article 162 of the Tax Code of the Russian Federation).

The moment of determining the tax base is fixed in the accounting policy of the enterprise (Article 167 of the Tax Code of the Russian Federation). In pharmacies, like retail enterprises, the moment of shipment coincides with the moment of payment, therefore, most often in the accounting policy of pharmacies, for VAT tax purposes, the date of occurrence of the obligation to pay tax occurs as the goods (services) are shipped.

Tax rates:

At a rate of 10% in accordance with subparagraph 4 of paragraph 2 of Article 164 of the Tax Code of the Russian Federation, the following is taxed:

— sales of medicines, including medicinal substances, including in-pharmacy production;

— sales of medical products;

— sales of baby and dietary food products, goods for children, such as toys, diapers.

Codes of types of products taxed at a rate of 10%, in accordance with the All-Russian Classifier of Products, as well as the Commodity Nomenclature of Foreign Economic Activity, are determined by the Government of the Russian Federation.

For food products and goods for children, the Government of the Russian Federation approved the codes by Decree No. 908 dated December 31, 2004 “On approval of lists of codes for types of food products and goods for children subject to value added tax at a tax rate of 10 percent” (as amended on March 23 .2005). For medicines and medical products, in the absence of a corresponding Decree of the Russian Federation, the Ministry of Taxes of the Russian Federation in its Letter of January 28, 2002 No. VG-6-03/99, in order to apply a tax rate of 10%, proposes to be guided by the codes of the All-Russian Classifier of Products listed in the Letter of the State Tax Service of the Russian Federation and Ministry of Finance of the Russian Federation dated 04/10/1996 No. ВЗ-4-03/31н, 04-03-07 “On the procedure for exemption from value added tax of medical products”, registered with the Ministry of Justice of the Russian Federation 05/07/1996 No. 1081.

Some groups of goods and services that are sold through the pharmacy chain are exempt from tax in accordance with Article 149 of the Tax Code of the Russian Federation, these are:

— the most important and vital medical equipment according to the List approved by Decree of the Government of the Russian Federation of January 17, 2002 No. 19;

— prosthetic and orthopedic products, raw materials and supplies for their manufacture and semi-finished products for them;

- technical means, including motor vehicles, materials that can be used exclusively for the prevention of disability or rehabilitation of disabled people according to the List approved by Decree of the Government of the Russian Federation of December 21, 2000 No. 998 (as amended on May 10, 2001);

— glasses (except for sunglasses), lenses and frames for glasses (except for sunglasses) according to the List approved by Decree of the Government of the Russian Federation of March 28, 2001 No. 240;

— services of pharmaceutical organizations for the manufacture of medicines.

A few words about services for the manufacture of medicines (VAT is not assessed), the so-called tariffs for the manufacture of medicines. According to clause 1.4.3. Methodological recommendations for practical and scientific workers No. 98/124 “On intradepartmental primary accounting of medicines and other medical products in retail pharmaceutical (pharmacy) network organizations of all organizational and legal forms located on the territory of the Russian Federation” (approved by the Deputy Minister of Health of the Russian Federation on May 14 .1998), the price of a medicine manufactured within a pharmacy consists of the pharmacy cost of medicinal ingredients, including distilled water, if it is included in the prescription, the cost of pharmaceutical glassware, the cost of auxiliary materials (stoppers, caps, labels, etc. .), as well as the tariff for the manufacture of medicine. Sales of such drugs manufactured within a pharmacy will be subject to VAT at a rate of 10%. In practice, it is most often impossible to separate out the tariff for the manufacture of medicine and apply the benefit, because in this case, it is not possible to ensure separate accounting for the sale of goods, which are taxed at different rates. In clause 6.17.1. Methodological recommendations for the application of Chapter 21 “Value Added Tax” of the Tax Code of the Russian Federation, approved by Order of the Ministry of Taxes of the Russian Federation dated December 20, 2000 No. BG-3-03/447 (as amended on September 17, 2002), explains the application of tariff benefits:

— “When exempting from taxation the services of pharmacy organizations for the manufacture of medicines, it should be borne in mind that these organizations must have a license, and they are provided on the basis of agreements with legal entities (in particular, with hospitals) for the manufacture (in-pharmacy manufacture) of medicines from the customer’s raw materials (clause 6.17.1 introduced by Order of the Ministry of Taxes and Taxes of the Russian Federation dated September 17, 2002 No. VG-3-03/491).”

Operations for the sale of all other goods in pharmacies are subject to VAT at a rate of 18% (these are parapharmaceuticals, medical equipment not included in the List of vital and necessary equipment, repellents, dietary supplements, mineral waters and other goods permitted for sale through the pharmacy chain ).

— When applying different tax rates, the tax base is established separately for each type of goods (work, services) (Article 153 of the Tax Code of the Russian Federation). Warehouse computer programs used in pharmacies (for example, “Apteka-2000”, “M-Apteka”, etc.) provide separate accounting for the sale and receipt of goods.

— When calculating VAT to be included in the budget, tax deductions should be taken into account.

Tax amounts presented to the taxpayer in respect of goods (work, services) are subject to deductions if the following 4 conditions are met:

— The goods must be capitalized, services must be provided;

— Goods (services) must be paid for, and VAT must be highlighted as a separate line in the payment documents;

— Goods (services) are purchased to carry out transactions recognized as objects of taxation in accordance with Chapter 21 of the Tax Code of the Russian Federation;

— It is necessary to have correctly executed invoices issued by sellers of goods (services) with the VAT amount allocated in them.

The tax period is set as a calendar month.

If monthly during a quarter the revenue from the sale of goods (services) excluding VAT does not exceed one million rubles, the tax period is established as a quarter (Article 163 of the Tax Code of the Russian Federation).

Tax payment is made based on the results of each tax period based on actual sales no later than the 20th day of the month following the expired tax period (Article 174 of the Tax Code of the Russian Federation). In this case, the taxpayer is obliged to submit a tax return to the tax authority at the place of his registration.

OKVED codes

Main code:

OKVED code 52.31— Retail trade of pharmaceutical products
- production of medicines by pharmacies

Additional codes:

OKVED code 24.42.1— Production of medicines
This grouping includes:
— production of medicinal products (medicines) consisting of a mixture of two or more components for use for therapeutic or prophylactic purposes, not packaged or packaged in dosage forms or in packaging for retail sale
– production of psychotropic substances and narcotic drugs (finished forms)
This group does not include:
— production of microorganism cultures, see OKVED code 24.41
— production of toxins, see OKVED code 24.41
— preparation of human and animal blood for use for therapeutic, prophylactic and diagnostic purposes, see OKVED code 24.41
- production of soap containing small amounts of medicinal additives, see OKVED code 24.51.3

OKVED code 51.18.1— Activities of agents specializing in the wholesale trade of pharmaceutical and medical products, perfumes and cosmetics, including soap
This group also includes:
— activities of agents in the wholesale trade of medical equipment and orthopedic products

OKVED code 51.46— Wholesale trade of pharmaceutical and medical goods, medical equipment and orthopedic products

OKVED code 51.70- Other ratailing
This grouping includes:
- specialized wholesale trade not included in previous groups
- wholesale trade in goods of a universal range without any specific specialization

OKVED code 52.12— Other retail trade in non-specialized stores
This grouping includes:
- retail trade of a universal assortment of goods in which food products, including drinks, and tobacco products do not predominate
- activities of stores selling a universal range of goods, including clothing, furniture, household electrical goods, hardware, cosmetics, jewelry, toys, sporting goods, books, newspapers, magazines, etc.

OKVED code 52.32— Retail trade of medical goods and orthopedic products
This group also includes:
— retail trade in medical equipment products

OKVED code 52.33— Retail trade in cosmetics and perfumery products

Licensing

How to obtain a license to open a pharmacy?

To open a pharmacy in Russia, you must obtain a license. Otherwise, the activity of selling medicines will be considered illegal. If you decide to open a pharmacy as a franchise, then many franchisees help newcomers obtain a license and are willing to advise.

What is the procedure for obtaining a license to open a pharmacy?

To begin with, we note that the premises for the pharmacy must already be selected and purchased or leased, since the license is issued specifically for a specific facility. When all repair work is completed and legal requirements are met, you must fill out an application for a license (a sample is issued by the Ministry of Health). Next, you pay the fee, submit an application, go through an inspection, learn about the decision made and pick up the license itself. It sounds quite simple, but in reality all these actions require several months.

The nuances of obtaining a license to open a pharmacy

There are several types of pharmacy establishments in our country - a pharmacy, a point and a kiosk. The main difference between them all is that some prescription drugs can only be sold in pharmacies, that is, you cannot buy, for example, a psychotropic drug prescribed by a doctor at a pharmacy kiosk. At the same time, in practice, pharmacy points and kiosks pay for themselves faster, but by law they cannot be opened until a pharmacy is organized. That is, they become an addition to the existing main place of sale of medicines. Licenses for each designated type of pharmacy establishment are different.

It is also necessary to consider the location of medications and the assortment. Medicines containing narcotic substances must be stored separately from others. Likewise, poisonous drugs. The pharmacy's assortment must include first aid medications.

Requirements for premises for a pharmacy

To obtain a license to open a pharmacy, you need to find a premises that will meet all of the following requirements:

Equipping the premises with refrigerators for storing medicines, as well as special furniture;
The presence of a separate room in which all equipment for wet cleaning necessary for the floor and walls is stored;
There are no protrusions or recesses at the junctions of ceilings and walls;
There must be ceramic tiles on the floor;
If there are hollow plasterboard partitions in the room, they must be removed, otherwise a license to open a pharmacy will not be issued;
Materials used in repairs must be certified, this also applies to building materials;
At the entrance there is a high-quality shoe mat, which should be cleaned regularly (at least daily);
It is necessary to regulate the level of natural light through the use of devices and devices that prevent direct sunlight from entering the room. Showcases are also equipped with protective equipment;
Requirements have been established for the temperature regime, as well as for the level of humidity and exhaust air - they must be taken into account;
An entrance group for people with disabilities must be equipped;
The minimum room area is 18 square meters. meters, and it should be located in a permanent building. An exception is a pharmacy in a medical or preventive complex - its area can start from 8 square meters. m.

What are the requirements for pharmacy employees?

There is a strict ban on hiring foreign citizens, that is, only citizens of the Russian Federation can work in the pharmacy (this even applies to cleaning staff);
Pharmaceutical education is mandatory for a manager. If it is higher, then three years of experience is sufficient; if it is intermediate, then five years of experience and a specialist certificate are required;
All pharmacists must have certificates of accreditation;
Each pharmacist must regularly improve their qualifications (at least once every five years);
A health certificate is required.

Requirements for pharmacy equipment

To obtain a license to open a pharmacy, you must also choose the right equipment. The latter must be registered with the Ministry of Health. All equipment used must have certificates of conformity, and in addition, service agreements must be concluded in advance. If any of these points are not observed, the issuance of a license to open a pharmacy will most likely be refused. Documentation for installed equipment and its maintenance will need to be provided during the on-site inspection (occurs after review of the application).

How long does it take to get a license to open a pharmacy?

It is difficult to estimate the exact time it will take to obtain a license. However, the law sets a maximum of 45 days. Before submitting an application for a license, it is already necessary to purchase all the equipment, prepare the premises, hire qualified personnel, enter into service agreements, etc. In general, all formalities need to be resolved. Therefore, the total period for opening a pharmacy can be about three months, in some cases it can stretch for six months. From the moment of registration of the pharmacy, the certificate itself is issued within three days.

How long is a license to open a pharmacy valid?

According to the new rules, the issued license is unlimited. This law was introduced quite recently; before this, a license was issued only for five years. However, renewal of the license will still be necessary if the pharmacy is reorganized, its name or legal address changes, as well as some passport data of the individual entrepreneur, including his place of residence.

Is it possible to open a pharmacy without obtaining a license?

According to the law, opening a pharmacy without a license is prohibited. If the owner nevertheless takes this step, then both the owner and the employees bear responsibility for conducting activities without a license. Such a business will be forcibly closed, in addition, if the owner received licenses, but somehow violated the prescribed operating conditions, the pharmacy may also be closed.

In case of gross violations, the owner is subject to a fine of 4,000 to 8,000 rubles; another option is arrest for 90 days. For legal entities, the fine ranges from 5,000 to 10,000 rubles. The fine imposed on legal entities ranges from one hundred to two hundred thousand rubles, or arrest for 90 days is possible.

Pharmacy premises

Primary requirements

How to choose the right premises to open a pharmacy

The importance of the location chosen for the pharmacy cannot be underestimated. The success of the entire business ultimately depends on the correctness of this decision. Therefore, in this article we will talk about what to look for when choosing a premises if you decide to open a pharmacy.

Choosing a premises for opening a pharmacy - the main points that you should pay attention to:

Throughput and projected turnover. These two indicators are related: the higher the traffic, the higher the expected turnover of goods in most cases;
Compliance with the format (different premises are required for a pharmacy and a pharmacy kiosk);
Premises converted to non-residential use. Many potentially attractive premises may not be available for rent or purchase for opening a pharmacy because they have not yet been converted to non-residential use. If the premises were once an apartment - even if there has been a grocery store in its place for almost a decade - it will be impossible to obtain a license to open a pharmacy here;
Area from 18 sq. meters. If a point of sale is planned in a medical dispensary, then the minimum area of the premises is reduced to 8 square meters. meters.

How to assess the attractiveness of a specific location for opening a pharmacy?

High traffic area. This category includes facilities where the traffic volume exceeds 400 people per hour;
Low traffic areas. These are mainly residential areas where the main traffic occurs in the morning and evening. Experts cite a figure of 300 people per hour, starting from which a place can be considered potentially profitable;
Shopping complexes. They can be located in different areas - both with high traffic and with low traffic, this is not so important. Internal traffic and the popularity of the shopping center itself are important, since even if it is located outside the city, traffic in it can be created specifically by visitors from other areas.

Opening a pharmacy in a high traffic area

What is high traffic? This is a traffic capacity of 400 people per hour. Of course, this only applies to large cities. In addition, this traffic is most often created by residents of other areas; the share of locals may not exceed ten percent.

If we talk about the capital, then it is worth considering completely different figures. Traffic of even 500 people is extremely low for Moscow, however, for example, for Chelyabinsk it is a good indicator.

Where to open a pharmacy to maximize traffic? It is largest in the area of stops and intersections, at metro exits, as well as markets, large banks, and popular shopping centers.

The cross-country ability needs to be calculated; for this you can hire a special employee who will provide honest data. It is important to evaluate the traffic in both the morning and evening, as well as on weekends. Traffic is assessed between 9 a.m. and 10 p.m. Depending on the data obtained, you can also determine the optimal operating time of the pharmacy.

If it is not possible to accurately calculate traffic, then to open a pharmacy you can use a simplified scheme: count the number of people passing by during 20-minute periods of time. It is imperative to take measurements from noon to one o'clock in the afternoon, as well as from 5 to 6 o'clock in the evening. The figure obtained in 20 minutes is multiplied by three. When carrying out calculations, children and declassed elements are not taken into account.

If you plan to open a pharmacy in another city, then it is quite difficult for the owner to assess the prospects of the location. To obtain objective indicators, panoramic photographs of the entire adjacent territory and the entrance to the proposed point will be required. The ideal option is on-site video surveillance. It is necessary to accurately assess the potential success of a location for opening a pharmacy, since even in central areas there may be places with minimal, insufficient traffic.

Quality of traffic when opening a pharmacy

Pedestrian flow may vary; for example, in some places the traffic can be extremely high, but the pharmacy’s attendance is unsatisfactory. What does this indicator depend on? It depends on why these people came to this place in the first place. Maybe they work in a nearby shopping center? Or are they walking along the boulevard? If they return home from work through this place, these are potential clients of the pharmacy. If they simply transfer from one transport to another, then, most likely, these are not your clients.

The demography of the flow is also of great importance. For example, near universities, traffic is almost always very high, while young people do not make significant purchases - their average bill is insignificant. At the same time, traffic during the daytime can exceed 1000 people!

The ideal composition of the flow is women from 25 to 60 years old. The more of this group there is in traffic, the more promising the location for opening a pharmacy.

What is the average amount of traffic that will visit the pharmacy? About 6-8%. This figure is only approximate and can be equal to 2% if the place is located, for example, at the exit to the metro, where 2000 people can pass through in an hour.

Opening a pharmacy: important features of the design of the entrance area of the premises

The design of a pharmacy's façade directly affects its traffic. So, the presence of a large number of steps is always a repulsive factor. Speaking in numbers, starting from the fourth stage, each stage reduces the number of visitors by 0.5-1%. Heavy, thick doors repel visitors, so the door should be transparent and easy to open.

Opening a pharmacy: average bill criterion

The location of a pharmacy directly affects its average bill. Within the same city, the average bill in pharmacies with the same traffic can differ significantly. On central streets the average check is usually higher than, for example, in a residential area.

How to determine the approximate size of the average check? According to the indicators of other pharmacies located in the center. As a rule, the flow of clients here is approximately the same in terms of their solvency (we do not take into account pharmacies located in premium segment shopping malls). It should also be taken into account that on average only 9 out of 10 customers make a purchase, since some will come in just to find out the price, warm up, wait for transport, etc.

When choosing a place to open a pharmacy, also evaluate whether there is a serious competitor nearby. In any case, he opened his pharmacy earlier and already has loyal customers, so his presence will influence sales. Even if a competitor is 5 minutes away, you will receive only 80% of the profit that you would have had if there were no competitors at all. This calculation is rough; for example, if you stand closer to a stop than a competitor, “process” the flow well, you can practically not take into account the presence of another pharmacy nearby.

Is it worth opening a pharmacy in a residential area?

What is the catchment area of one pharmacy? Usually defined within 450 meters. To open a pharmacy, you should not consider areas with a population of less than 2.5 thousand people. Ideal if the area has high-rise buildings.

What other points are worth considering? The number of entrances to the area, if there are no more than two and there is a stop located next to the potential location for the pharmacy, is an ideal option. If there are cafes, markets, grocery stores nearby, placing a pharmacy in this place will be the right decision.

When choosing a premises for a pharmacy, it is worth considering dozens of other parameters - we have listed only a few important points. In addition, if you are planning to open a pharmacy as a franchise, then each franchisee will have their own requirements for the premises; it is worth finding out about them initially and choosing the premises in accordance with them.

Features of work organization

Equipment
Staff
Range
Price policy
Advertising

List of necessary equipment for opening a pharmacy

What equipment is needed to open a pharmacy? To answer that question, you need to know what the format of the pharmacy is. To summarize, all pharmacy equipment can be divided into two types. The first is demonstration, which is necessary for the correct presentation of goods. The second type of equipment is specialized, the need for which is explained by the profile of the point of sale. This includes refrigerated cabinets, safes in which prescription drugs, laboratory equipment, cash registers, counters, etc. will be stored.

Equipment for pharmacy kiosk

A pharmacy kiosk is most often a small room (from eight square meters) that sells over-the-counter medications.
Equipment for a pharmacy kiosk must include display cases and/or a cash register display, closed shelving and a refrigerated cabinet. The average market price of this equipment starts from 50 thousand rubles. It is worth considering that the amount stated is calculated per unit for each item. If, for example, two refrigerated cabinets are required, then the cost of the equipment will increase to approximately 70 thousand rubles (the average cost of a refrigerator for a pharmacy is 20,000 rubles).

Equipment for a pharmacy

The minimum area of the premises to open a pharmacy is 25 square meters. meters, if we are talking about a point located in a hospital or health care facility. If a pharmacy is located in an ordinary residential building, then the minimum area for it is 40 square meters. meters. In this case, you need to organize a separate entrance, a fire alarm, a place for unloading medications, etc.

What equipment will be needed?

To store medicines, you need refrigerators that will maintain temperatures from 2 to 14 degrees (cost about 20,000 rubles);
For medications that do not require refrigeration, you will need steel cabinets (the price for one starts at about 5,000 rubles);
Counters, as well as display cases (average market cost of a pharmacy display case - 8,000 rubles) and island pyramids (cost - from 13,000 rubles);
To equip the cash register area, you need a special counter (its cost starts from about 7,000 rubles);
Furniture for staff - wardrobes, lockers, etc. Can be purchased at a regular furniture store;
A safe in which prescription drugs will be stored. Mandatory - with a mechanical or combination lock. The safe can be any size.

The cost of equipping a pharmacy will depend on the area of the premises. The larger it is, the more display cases, cabinets and other elements will be required.

Advice: it is better to place in showcases those goods whose sale is most profitable. It is optimal to place expensive drugs and medical equipment at eye level of the buyer (height from the floor - about one and a half meters).

Equipment for prescription and production pharmacies

If a pharmacy produces medicines, it should have separate rooms - a washing room, as well as a room for assistants and distillation. The latter is often combined with a sterilization room in which drugs that require intravenous administration are prepared. In addition, in this case, an aseptic block is also needed.

What equipment is needed?

The same as for a pharmacy - display cases, a safe for prescription drugs, refrigerators, furniture for staff, a cash register, etc. In addition, you will also need to purchase all the necessary laboratory equipment. This includes dishes, scales, a pharmaceutical table with special sections, filtering devices, sterilization cabinets, etc. There are two types of sterilizers for pharmacies - steam or air; all the necessary tools and equipment can be purchased from specialized manufacturers. The difference in price in this case can be very large and depends on the models, as well as the newness of the equipment.

To equip a pharmacy where medications will be produced, you will have to pay a relatively larger amount than to open a regular pharmacy. According to statistics, in this case, the cost of equipment for a pharmacy pays off within a period of one and a half to three years, subject to a competent promotion strategy.

A little advice: be careful when choosing pharmacy shelves. In some cases, the load on a shelf can be twenty to thirty kilograms, so structures that can withstand this weight are needed.

So, the cost of pharmacy equipment varies greatly depending on the type of point. The biggest expense involves opening a pharmacy where medications will be produced. However, in the future, it is from this pharmacy outlet that the maximum profit can be extracted. Remember also that you can open a pharmacy kiosk only if you have an already functioning classic pharmacy.

How to choose the right staff for a pharmacy

According to statistics, in Russia there is one pharmacy for every 3,000 people. Therefore, the demand for qualified employees to work in pharmacies is very high.

If we talk about the best prospects for pharmacists, then university graduates strive to get a job either in the largest networks or in Western companies that are ready to offer them the best conditions.

Headhunters in the pharmaceutical market often use a strategy of searching for fast-training personnel rather than the most experienced ones. The demand for experienced specialists is already very high, and finding an employee who can quickly absorb practical information is very promising. Moreover, if you pair him with an experienced specialist who is ready to teach. In addition, when applying this strategy, you can save a lot, since employees with little experience easily agree to relatively low salaries. To protect themselves and recoup the costs of training, owners often sign an agreement with such candidates, under which pharmacists are required to remain in this pharmacy for several years.

How are pharmacy staff selected?

There are two main ways to recruit employees for a pharmacy. The first is internal, that is, a specialist who is already working in the network is promoted. The second is external, which means searching for a new employee who has not previously worked in a given pharmacy or chain. The advantage of the first method is that the employee has already settled into the team; in addition, it is easier for him to start performing new duties. External selection allows you to gain access to the widest variety of personnel and, possibly, find a unique specialist who will bring greater profit to the pharmacy. At the same time, there is always a risk that the employee will not fit into the team.

If we talk about the moment of opening a pharmacy, then, of course, only external selection of specialists is used. In this case, the entrepreneur also has two options. The first is to contact recruitment agents. The second is to search for employees yourself. However, the realities of the Russian headhunter market in the pharmaceutical segment are such that cooperation with recruitment agencies is not always effective, and the cost of intermediary services can be very significant.

Requirements for staff in a pharmacy

At its core, a pharmacist is a salesperson, but very high demands are placed on his education. A person without appropriate specialized education cannot be a pharmacist. In addition, in accordance with the law, pharmacists must undergo recertification every five years.

It is common practice in the pharmacy industry to hire senior students, as they are more willing to accept difficult working conditions, such as night shifts.

If you are planning to hire a specialist with experience, then be sure to call his past jobs. Find out how the employee performed, whether there were any scandals with his participation or other unpleasant situations. Recommendations play a huge role when choosing an employee for a pharmacy, especially when it comes to management positions.

What questions to ask at an interview?

It is important to find those employees who will be more motivated than others to work for you. On the other hand, be prepared to interest potential key specialists with your proposal. To understand how interesting a person is to work in a given pharmacy or chain, be sure to ask the question about what exactly attracted him to a particular point? Also, ask about how the employee sees themselves at different intervals.

Since a pharmacy employee has direct access to prescription drugs, it is important to clarify the reasons for his departure from previous jobs, as well as to use the services of third-party organizations that are ready to check the candidate’s reliability. The latter is not unusual for pharmacy owners, as just one employee with a particular addiction or “vulnerable” personal qualities can negatively impact the success of the entire business.

A common practice for pharmacies is a probationary period for each employee. Pharmacists' uniforms often include a microphone to assess communication skills as well as sales ability. You can send secret shoppers to the employee to be able to assess the competence and patience of the pharmacist.

The nature of a pharmacist's work requires regular health checks. He requires a medical record, regular examinations by a dermatovenerologist are required, he must be tested for STDs, undergo fluorography, and also every ten years - a diphtheria vaccination, as a result - a physician's conclusion about his fitness to work in a pharmacy.

When opening a pharmacy, it is worth choosing the most successful candidates and, after starting their work, constantly monitoring their activities. Employees whose shifts produce the most sales are the most promising; it is worth investing in their subsequent training.

In what cases should a pharmacist be fired?

There are a few basic things that are unforgiving in the pharmacy industry. If a direct complaint has been received against an employee, it is worth studying it carefully. If a pharmacist is impatient, rude, or has poor knowledge of the product range, he can damage the reputation of the entire pharmacy chain. A negative review on the Internet about a pharmacist can cause a significant reduction in sales of a particular outlet. Therefore, each such situation should be considered separately. Sometimes a bad-mannered employee should be fired.

Another reason for looking for a new employee at a pharmacy is identified shortages. Write-offs of prescription or high-cost drugs should be closely monitored. Therefore, unscheduled inventories should be carried out as often as possible. If they show a shortage of drugs, it means there is an unreliable employee on staff.

Some drug manufacturers or distributors negotiate with local pharmacists to carry their products. Monitor such situations; if the pharmacist agreed to such a deal, look for a new employee to take his place.

Why do valuable specialists leave?

Imagine that you have found a really good specialist and have already opened your own pharmacy. However, at some point this valuable employee warns you of his desire to quit. If we are talking about the initial stages of work, most often such a situation arises due to difficulties with adaptation. Therefore, it is very important to create the right atmosphere within the team, for which it is necessary to initially determine the psychological compatibility of personnel. One difficult, unpleasant employee in personal communication can cause the dismissal of other, possibly more valuable personnel. Therefore, in a pharmacy it is necessary to monitor not only the quality of customer service, but also the internal atmosphere in the team.

So, having decided to open a pharmacy, you will need to choose which specialists are preferable for you - those already with extensive experience and corresponding salary requirements, or young employees who need additional training. By forming a good team with a pleasant atmosphere within the team, you will create the basis for the pharmacy to quickly recoup all investments in itself and begin to make a profit!

How to properly build a pricing policy in a pharmacy

Trade turnover, pharmacy profit, customer interest - all this depends on competent pricing. As a rule, pharmaceutical establishments with above-average prices have less chance of success, unlike those that offer their products at a reasonable price.

Modern approaches to determining prices

Most often, in modern pharmacies, pricing is based on three models:

Decentralized, in which price setting falls on the shoulders of managers. In simple terms, they have to determine prices “by eye,” guided solely by their own experience.
Partially decentralized, differing from the previous one only in that a certain set of goods is subject to pricing rules. And all other positions in this regard depend on the heads of pharmacies.
Centralized, in which pricing rules are dictated by the management of the pharmacy chain for the entire range.

Determining the final cost

The optimal pricing system takes into account three aspects:

competitiveness;
ensuring maximum profit;
high customer loyalty.

If we talk about the main factors that influence the final cost of medicines, then these primarily include surcharges that arise on the way from the manufacturer to the pharmacy. And it looks something like this:

Manufacturer's starting price.
Packaging costs up to 25% of the starting price.
Tax duties.
Markup from one or more intermediaries.
Other expenses already incurred in the pharmacy (premises rent, labor costs, utilities, etc.).

In addition, when setting the price, the exchange rate is taken into account (relevant for imported medicines) and the number of intermediaries. As a rule, pharmacy chains are able to afford to buy goods directly from manufacturers, while small organizations have to work with intermediaries, purchasing drugs at exorbitant prices.

How to create an effective pricing system

When medicines are delivered directly to the pharmacy, other factors begin to interfere in the formation of their cost: the type of buyers, assortment, level of competition and the category of the organization itself. Taking these features into account, an effective pricing system is created in several stages:

A portrait of the average buyer is determined. To do this, research is conducted to identify the main characteristics of the client generating income. The process takes into account the solvency of people, their requirements for service, gender, age, etc. It should be noted that for pharmacies located in residential areas, the issue of pricing is very acute, since the buyers are basically the same. Therefore, for successful development, you need to adhere to competitors’ prices or set even lower prices for goods.
The main competitors are identified. At this stage, the pricing policies of other pharmacies are analyzed, and groups of medications are identified that will become the basis for comparing markups. As a rule, for walk-through pharmacies located in the city center, competitors are pharmaceutical organizations located on the path of customers. And for residential areas - nearby pharmacy points.
The commodity core is highlighted. In this case, marker positions (the most in demand) are identified, which form the core of the assortment. Simply put, a list of medications is created that generates the main income for the pharmacy.
The reaction of buyers to price changes is assessed. After a competitive analysis, the direction of price movement is determined, taking into account the specifics of the organization itself. At the initial stage, it is recommended to gradually change the cost of goods in the range of 5-10%, and after assessing the reaction of customers, you can move on to a markup of 3-5%.
Actions are planned. In practice, loyalty programs are expensive, and not all pharmacies can afford them. However, it is worth thinking about attracting customers with the help of promotions and discount cards, but without damaging the organization itself.

Pricing Methods

Almost always, pricing methods depend on its goals. If increasing profits is at the forefront, then it is recommended to adopt the following methods:

Pricing based on customer psychology.

When setting the price of medicines, it is necessary to take into account the price perception of buyers. Many experts advise sticking to odd numbers. For example, customers will perceive 9.99 rubles more loyally than 10 rubles. The difference is only one penny, but it plays a very big role.

Pricing based on company prestige.

Many people are willing to pay not only for the product, but also for the name of its manufacturer, if it is prestigious. So, for aspirin from a foreign company that is popular, you can put a higher markup, and buyers will perceive this as normal. However, you need to have firm confidence in the worthy reputation of the drugs in order to avoid unpleasant questions from clients.

Competition based pricing.

This method is very simple as it does not require tedious work with demand curves. In addition, it is considered the most optimal solution in conditions where buyers react extremely sharply to price levels. When choosing this method, it is enough for a pharmaceutical organization to adhere to the prices of its closest competitors.

Refusal of unclaimed goods

Ideally, illiquid stock balances should not exceed 10-15% of the total quantity of available goods. They need to be constantly monitored and a list of medications that are purchased extremely rarely (for example, 1 unit per month) must be periodically compiled. After this, such drugs must be excluded from the range, since they negatively affect the profitability of the pharmaceutical organization. Of course, with this approach, you can lose some customers and reduce the range a little, but such sacrifices will certainly be worth it.

Conclusion: how to open a pharmacy? or... Pharmacy franchise?

Industry affiliation, high competition and lack of experience dictate very serious requirements for entrepreneurs to the question “How to open a profitable pharmacy?”

Open a pharmacy- a labor-intensive, complex process that involves serious time and financial investments.

However, such a business pays off quickly enough and brings a stable income: medicines, as was said at the very beginning, will always be bought.

If you're ready to open a pharmacy, but the prospect of spending a huge amount of time and effort doesn't sound too appealing, you may want to consider a pharmacy franchise.

Pharmacy franchise- the so-called symbiosis of big business and a start-up enterprise, which allows beginning businessmen to invest their funds in creating a guaranteed profitable and quickly payback business.

Franchise benefits

The main advantages of such an organization of business activities are as follows:

1. The reputation of a popular pharmacy chain brand will help attract customers without special expenses for advertising and business promotion - it’s simple and profitable.

2. The risks of failures and “getting bumps” are reduced, since proven business solutions and modern retail sales technologies are used, work is carried out according to an open, streamlined scheme and clear business processes.

3. There is no need to waste time searching for suppliers of pharmacy products and selecting products that are in demand - the franchisor will do this for you.

4. Training in key business processes and implementation of an automation program in a pharmacy will help you understand all the intricacies and nuances of opening a pharmacy.

5. It is easier and faster to obtain a pharmaceutical license based on the support of the franchisor and his experience in opening pharmacies.

6. The payback period for a pharmacy franchise is from 6 to 12 months, subject to strict adherence to the rules and recommendations of the franchisor.

Thus, by purchasing a pharmacy franchise, you receive the right to use a well-known brand of a pharmacy chain, a good business and image reputation, a ready-made business plan for the development of a pharmacy business, recommendations for decorating a pharmacy sales area and selecting a drug assortment, and contacts of pharmaceutical suppliers and distributors. You will need to independently find a suitable premises located on the first line of houses in a high-traffic area with high pedestrian and vehicular traffic and meet the requirements of the franchise agreement, purchase the necessary medical equipment, and recruit professional pharmacists and pharmacists. You can open a pharmacy under a franchise both in a big city and in rural areas, for example in a small village or village. Unfortunately, it will not be possible to open a pharmacy without investments and financial investments.

"Sovetskaya Pharmacy": the best franchising offer for pharmacies

The main advantage of a pharmacy franchise is the relatively low startup cost and quick return on investment. This is the optimal solution for those who are deciding how to open a pharmacy from scratch and still have no idea how much expenses will be required to develop a pharmacy business.

The pharmacy chain offers high-quality and in-demand products at manufacturer prices within the budget price segment. The average bill is 500-700 rubles. The annual turnover of the network is 3,500,000,000 rubles. Cooperation provides a number of advantages:

. minimum payback period - from 8 months to a year;
. purchases on favorable terms from wholesale prices from manufacturers and official distributors;
. a wide range of medicinal and pharmaceutical products (more than 60,000 items), including ordering rare drugs;
. full support at all stages of doing business, good PR support when opening a franchise pharmacy;
. the possibility of opening an online pharmacy and booking medications via the Internet with further purchase of medications at prices below market prices.

The minimum requirements for an entrepreneur are:

. the entrance fee is only 999 rubles;
. no pharmaceutical education required;
. registration of a legal entity is required;
. investment amount is about 1,500,000 rubles;
. minimum room area - from 30 square meters, location on the ground floor, in a high traffic area.

“Soviet Pharmacy” is the best solution for those who are going to start their own business and open a pharmacy as a franchise.

Step-by-step instructions: how to open a pharmacy. How to open a pharmacy: stages and subtleties of organizing a pharmacy business How to open a pharmacy from scratch without a pharmaceutical

How to open a pharmacy

Pharmacy, pharmacy point and pharmacy kiosk - what are the differences

What is more profitable to open: a pharmacy, a pharmacy kiosk or a pharmacy

Who can open a pharmacy or kiosk?

What is needed to register a pharmacy, kiosk or pharmacy

Secrets of the pharmacy business

The right approach to clients

What is the difference between pharmacies and pharmacy points?

How to open a pharmacy? Required package of documents

Pharmacy premises requirements

Design Features

What equipment will you need?

Deciding on the range of products

First steps in starting a business

Is pharmaceutical education necessary?

Competitive environment

Choosing a room

Equipment

Staff

Documentation

Advertising

Approximate costs

Selection of assortment

Price policy

Who can open a pharmacy

Business registration

How to apply for a license

Features of pharmacy placement

Pharmacy store area

Features of room preparation

Equipment and furniture

Purchasing goods for sale

Staff

Costs and profits

Is it profitable to open a pharmacy?

List of necessary equipment for opening a pharmacy

How to choose the right staff for a pharmacy

How are pharmacy staff selected?

Requirements for staff in a pharmacy

What questions to ask at an interview?

In what cases should a pharmacist be fired?

Why do valuable specialists leave?

How to properly build a pricing policy in a pharmacy

Modern approaches to determining prices

Determining the final cost

How to create an effective pricing system

Pricing Methods

Refusal of unclaimed goods

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