Channel and distribution

Management

Group members:M. Saad Anwer

Durriya Mehak
Farhana Sharif
Sarfaraz
Owais Siddiqui
Submitted to : Sir Khalid Rafiq Zahid Khan
Afreen Fatima
 Contents
Company Introduction
History

01
Higher management
Hierarchy

Products
Target Market
Manufacturing

02

Distribution
Sales

Financial Information
SWOT
PEST
03 Question & Anwer (If any)
 Introduction
GlaxoSmithKline Pakistan Limited was created January 1st, 2001 through the
merger of SmithKline and French of Pakistan Limited,

Mission
GlaxoSmithKline one of the world's leading research-based pharmaceutical and
healthcare companies is committed to improving the quality of human life by
enabling people to do more, feel better and live longer.
Values
GSK values are deeply embedded in every function, across the globe. Strategic
development, operations, and customer engagement are based on our values of
Respect for people
Patient focused
Transparency
Integrity
History
 Product line
GSK Pakistan leads the industry in value, volume and prescription market
shares, and we are committed to our mission of providing patients quality
products to help improve the quality of their lives. Some of leading
pharmaceutical brands include:
I. Augmentin
II. Seretide
III.Amoxil
IV.Velosef
V. Zantac
VI.Calpol
. and renowned consumer healthcare brands, which include:
I. Panadol
II. Horlicks
III.Aquafresh
IV.Macleans
V. ENO.
Target Market

Pakistan's estimated population in

2015 is over 191.71 million
Making it the world'ssixth-most-
populouscountry.
the population growth rate stands
at 1.49%.
Theeconomy of Pakistanis the26th
largestin the world in terms
ofpurchasing power parity(PPP)

POPULATION IN RURAL / URBAN AREAS

(Population in Million)

Year : 2015
All Areas : 191.71
Male : 99.04
Female : 92.67
Rural areas : 116.52
Urban areas : 75.19
Average in come : 85756.16 for year

Market value : 16440313433600

Millions

Source: Ministry of Planning,

Development & Reforms
 Manufacturing and
Supply
There are 79 manufacturing sites spread over 33 countries across the global

Manufacturing sites in Pakistan

GMS West Wharf

The major manufacturing operations at this site are Dermatological products,
Ointments and Creams, including a sterile facility for liquid ampoules. The West
Wharf site also has a small unit for aerosols and spansules manufacturing. Over
77 Stock Keeping Units (SKUs) are manufactured here, with an annual volume of
around 146.4 million packs.

Major products manufactured at this site are

Betnovate
Dermovate
Polyfax
Fefol Vit.
 Manufacturing and
Supply
GMS F 268, SITE Karachi

This site is located in the Sindh Industrial Trading Estate

and is the biggest GMS site in Pakistan. It has three
manufacturing blocks - Liquid Block, Tablets Block and
a dedicated Penicillin Block. The site also has a small
dedicated unit for Iodex Cream. Over 182 SKUs are
manufactured at this site, with an annual volume of
around 208 million packs.

Major products manufactured

at this site are

Augmentin,
Amoxil
Calpol
Zantac
Actifed.
 Manufacturing and
Supply
GMS korangi Karachi

Located in the Korangi Industrial State, this

manufacturing site has a dedicated block for
Cephalosporin, both orals and injectables, as well as
a small unit for tablets. GMS Korangi manufactures
around 103 SKUs and produces an annual volume of
around 37 million packs.

Major products manufactured

at this site are

Velosef
Ceprorex
Theragran Ultra

Currently GSK have 6 Warehouse across Pakistan

 Distribution
Three distributor for GSK in retail
1)Vikor distributor (29 branches).
2) M& P (33 branches)for SK& F products
3) Real channel for Beecham

Two distributor for GSK institution

RK for government hospital and tender business
institution
Jawaid Traders for private hospital
 Distributor
VIKOR is engaged in the import,
sales, promotion and distribution of
a wide range of national and
international brands of
pharmaceuticals, consumer
products and health care
presentations.
The largest network of
distribution centers in
Pakistan.
VIKOR's integrated infrastructure
includes refrigerated storage
capabilities for distribution of
temperature-controlled products
even to the most remote areas of
the country
A fully computerized management
information system ensures
efficacy and efficiency in data
Distributor
 Distribu
tor

A National distribution network

from Karachi to the Kunjerab Pass,
from Gawadar to Umarkot
the largest national distribution
network covering more than 850
towns and cities across the country.

6 Central warehouses, 31
Shared and 29 Dedicated
Depots, 8 Sales Offices and 11
Service Centers / Hubs
M&P serves through 89
locations to ensure product
availability in 850 cities and
towns of Pakistan.
Distribution Flow
Distributor hierarchy
Director

NSM

BM

FM

Supervisors

Bookers and Suppliers

 Distribution
62000 chemist all over the Pakistan
Weekly booking and Supply
No middle man
Training
Inventory level (4 weeks) on new
product launching
 Sales as per IMS data -2014

Trilion 0.029

Billion 29

Crore 2900

Million 29000

Lakhs 290000

Thousand 29000000

Hundred 290000000

value in numbers 29000000000

 GSK Strategies
GSK had decided to reach new geographic expansions, other than the Middle East.
This new strategy was implemented for both the pharmaceutical and consumer
health care products of the company,
The strategy is all about launching new products, bringing innovation and adopting
new marketing strategy,
GSKs new strategy is to increase its investments in Pakistan,
GSK had decided to aggressively invest in businesses in countries like Turkey, Egypt
and Pakistan.

Three Basic business strategies

Three strategic priorities are to :

1. grow a diversified global business,

2. deliver products of value,
3. and to simplify our operating model.
 Political factors Economic factors
Affecting the 1. impacting GSK
implementation of GSK marketing strategy
marketing strategy include high rate of
economic growth in
include possible changes
China and India.
in international trade
2. current economic
regulation and
uncertainties associated
competitive regulation with European markets
likely to be introduced might have negative
by the governments of implications on the
China and India. marketing strategy
 Technological factors
breakthroughs in
pharmaceutical
Social factors industry,
changes in consumer issues associated with
lifestyles, licensing
shifts in consumer patenting drug
attitudes and manufacturing
opinions etc technology, as well as,
the level of
development of industry
technology.