When a patient leaves the office with a recipe in hand, it becomes a consumer. From there, he chooses where to buy the medicine, attributing to the pharmacy a role that goes beyond health: the retailer. In this game, large networks like Raia Drogasil (), Pay Less (), Panvel () and Drugstore São Paulo dominate much of the market, gathered under a. They negotiate directly with the industry and operate through their own distribution centers.
In a market that moves about $ 210 billion a year in Brazil, this domain becomes a challenge for independent pharmacies and small businesses. It is in this context that the Associativism Building It stands out as a hub of collective strategies for the.
Located in the south of São Paulo and with 13,500 m², the space houses the operations of the Brazilian Federation of Associative Pharmacy Networks (FEBRAPAR), which brings together 70 networks and more than 17,000 pharmacies across the country, with annual revenues of R $ 30 billion. Also hosts Farmarcas (Network Administrator), responsible for 12 networks and which makes approximately R $ 10 billion.
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“The moved volume from this building goes beyond the entire pharmaceutical market in Central America,” says Ângelo Vieira, Farmacas Communication Director. According to Statist data, sector revenue in the region should reach US $ 2.04 billion (approximately R $ 12 billion) in 2025.
To the InfomoneyVieira explains that was born in Brazil in the 1990s, inspired by European experiences. Initially, the focus was on “buying better” using the collective volume for better conditions with suppliers. However, the model has evolved, also including strategies to sell more, innovate and improve management.
With tools such as data integration systems and financial indicators, associativism began to deliver market intelligence to small ones from all regions of the country. “The goal is to ensure that the independent pharmacy can compete in conditions close to those of large networks,” says the executive.
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Tools and Innovation
The advantages for members go beyond. Founded in 2000, Febrafar developed tools such as an indicator management program and a data integrator that analyzes the performance of each pharmacy in real time. This allows rapid adjustments and more based decisions.
For industry and distributors, the model brings advantages because it widely distributes opportunities in the market. “It prevents few networks from focusing on the entire negotiation power, promoting a more balanced ecosystem, benefiting the entire chain and, especially, the consumer,” says Vieira.
Farmarcas, created in 2012, emerged as a solution to standardize and enhance the performance of associated networks. Today, it centralizes the administration of 12 different flags, offering support in purchases, layout, marketing, price training and training.
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“With more than 400 employees and presence in all states, Farmarcas has grown at above -average rates: about 25% per year,” says the communication director. The initial amount to associate is also affordable: about $ 4,000 at the entrance, with monthly fee equivalent to one.
More than a building
In addition, Vieira reinforces that the associativism building is not just a building. With meeting rooms, auditoriums and co -creation spaces, he became a sector articulation center. “Pharmacies, industries, distributors and service providers negotiate, plan and build solutions to the future of pharmaceutical retail.”
This dynamic allows them to access the same market intelligence structure as large, but maintaining their local identity. The model has been efficient and is already being studied for application in other segments. “Supermarkets, building materials and clinics have been looking for us to talk,” reveals the executive.
