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Company Overview
From its beginnings in 1993, Paramed has been a specialist distributor and marketing agent for premiere Western, research-based medical companies. Simply put, Paramed imports, markets and distributes branded Western medical products. Paramed’s primary focus is pharmaceuticals, OTCs, rapid tests, consumer products (intended for sale in pharmacies) as well as products for control of hospital infection... The company covers the entire territory of the Russian Federation, although special focus is afforded to the critical greater Moscow metropolitan area.
Paramed’s business is well-balanced, being split almost evenly between direct retail, direct hospital and sales via other distributors. Indeed, in 2004 hospitals represented about 29% of total turnover, while pharmacies were about 32% and sales to other distributors (mostly outside of Moscow) comprised about 39% of turnover.
Paramed also has an excellent track record in Federal, Moscow City and regional tender businesses.
Paramed represents the products of 18 companies. Supply partners include Pfizer, GSK, Novartis, Servier, Organon, Laboratoires Expanscience, Warwick SASCo, Holtsch Medizinprodukte, Johnson & Johnson Medical, Bergland Pharma, Becker Manicure, and Lifescan.
In pharmaceuticals, while Paramed has broad experience across many target audiences and therapeutic categories, it has special expertise in the areas of Gynaecology, Hospital Anti-Infectives, dermatology and Paediatrics. The company, and its personnel, has also worked extensively in products for self-diagnostics: Lifescan glucometers, rapid tests by Unipath, Persona contraceptive monitors.
Sales Force Network: Altogether, Paramed has 30 Medical Representatives employees. Of these, 17 medical sales representatives in the greater Moscow area.
Paramed conducts a strong regional business through branch offices stretching across Russia. Indeed, Paramed representatives work in all the largest cities of the Russian Federation. 13 representatives are based outside Moscow. They are responsible for promotion and medical support of Paramed’s partner products in their regions. They also ensure that local distributors have Paramed partner companies’ products on stock, ensuring that partners’ penetration and coverage goals on a national basis are met or exceeded.
All Paramed sales representatives have a university education, are well-trained and are closely supervised by experienced management cadres.
Western Marketing Expertise: Perhaps unique amongst Russian distributors and marketing agents, Paramed’s leadership has extensive work experience from leading multinationals. Thus, the company brings a Western approach to marketing and selling activities.
Exclusive Representation: During the last seven years, Paramed has worked hard to build a stronger position in exclusive representation. Paramed has signed long-term exclusive agency agreements to represent several premiere Western companies that do not have their representative offices in Moscow. These companies include Unipath (a subsidiary company of Inverness Medical), Laboratoires Expanscience, Warwick SASCo, Holtsch Medizinprodukte, Becker Manicure Solingen, and Bergland Pharma. For its exclusive partners, Paramed offers a full range of dedicated services. These include regulatory activity with the Ministry of Health of the Russian Federation and other relevant organisations, clinical trials, dedicated marketing, sales, tender activity and of course distribution of product – both direct and via other wholesalers. Currently, over $8 million, or about 1/3rd, or Paramed’s sales derive from exclusive representation. It is the fastest-growing part of Paramed’s business.
Non-Exclusive Partnership: For those companies (for example, Merck Sharp & Dohme, Pfizer, Servier, J&J Lifescan), which already have large corporate operations in Russia, Paramed provides non-exclusive distribution and marketing services. These include import, customs clearance, warehouse handling, sales to hospitals and pharmacies, as well as distribution in regions of Russia. In addition, for selected product lines, these companies entrust Paramed with an important part of both trade channel and marketing activity. Paramed is structured in such a way that it can work actively and cooperatively with MNC company representatives across Russia, finding synergies and supplementing MNC activity with additional Paramed marketing resources (SOV) either geographically or therapeutically in areas where MNCs have chosen not to focus their own resources.
Reputation and Reliability: Paramed has maintained long-term, excellent relationships with major American and European multinationals for more than a decade. These companies have indicated a readiness to provide references as to Paramed’s bona fides. The company enjoys a strong reputation for ethical and professional behaviour. All Paramed employees are thoroughly trained in both Russian and IFPMA ethical marketing rules and guidance.
Further, during the course of the past decade both the company itself and Paramed’s principal managers have passed multiple Western credit and security screenings. The company operates on extended credit terms from many MNCs. On a security front, the company confines its activities to Russia and the CIS and has no record of parallel exports to other markets.
Financial Security: Paramed maintains a good relationship with its banking partners (Societe Generale and Bank of Moscow). References are available upon request.
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Primary market territory |
Moscow, European part of Russia, the Ural region |
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Secondary market territory |
Siberia, Far East |
Customers: 29% - retail pharmacies
32% - hospitals and rehabilitation centres
39% - regional distributors
Head Office and Subsidiaries: Paramed Head Office is located in Moscow. Representative offices operate in the following cities: St.Petersburg, Ekaterinburg, Rostov/Don, Samara, N.Novgorod, Kazan, Ufa, Cheljabinsk, Krasnodar, and Stavropol. Minsk (Byelorussia).
Paramed central warehouse is located in Moscow. We have our own pharmaceutical warehouse which has passed both MNC and local audits for GWP. The company holds a license to undertake business in pharmaceuticals throughout the Russian Federation until 2014.
In addition to its central warehouse in Moscow, the company maintains a buffer warehouse in Klin (Moscow Region), and in Stavropol (Southern Russia).
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