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July 27 EastChina China Distribution StrategyEastern China: Shanghai, Nanjing, ChangzhouInterim Review: Shanghai 27 July 1999 Shanghai: Hospital Environment(General Hospital) Nanjing: Hospital Environment (General Hospital) Changzhou: Hospital Environment Eastern China: Drug Retail Environment Shanghai: Drug Store Key Player (Hua Shi) Nanjing: Drug Store Key Players Changzhou: Changzhou Pharmaceutical Changzhou: Changzhou Pharmaceutical Retail Operations Nanjing: Pharmaceutical Distribution Structure (Non-TCM Pharmaceuticals) Changzhou: Distribution Structure China Distribution Strategy Changzhou: Changzhou Pharmaceutical Eastern China: Typical Margin Structure Agenda: 27 July 1999 Shanghai: Potential Pharmaceutical Environment(Issues) Agenda: 27 July 1999 Next Steps: August Bayer OTC/Pharmaceutical Overlap Source: Bain Interviews The OTC and pharmaceutical businesses have significant overlaps in both distribution and in hospitals. However overlaps in physicians depend on drug category. Tier 2 3 Less critical channel for pharmaceutical China Pharmaceutical (New Drug Co.) OTC Pharmaceutical Same business Same purchasing team Depends on drug category Same group and approval procedure Same approval/ purchasing China Distribution Strategy Bayer OTC Category Pain GI Anti-Fungal Vitamins (Drug Stores) Antibiotics Diabetes Rheumatism Hypertension Internal Medicine Physician Overlap Bayer Pharmaceutical Category Women’s Health Dermatology GI Endocrinologist Cardiology Physicians Distribution Environment Distributors Hospitals Drug Stores Hospital Environment Drug List Committee Pharmacy Physicians Joint Rhneumatology China Distribution Strategy Source: Bain Interview Hua Shi is currently the largest chain store with a strong parent and growth capability. Shanghai Pharmaceutical Co. Hua Shi Drug Store Ltd. Hudong Distribution Branch 60 chain stores established with RMB~50MM investment branded “Hua Shi” Annual store revenue of RMB3-5MM Centrally managed