Direct Sales
Our direct sales is made of 2 major divisions and each of these divisions fully cover the Iranian Province that is Tehran. Direct Sales make over 40% of our sales volume annually. Our distribution team is mainly focused on the hospitals and clinics. For the pharmacies in Tehran and a couple of provinces (listed as follows), we rely on our subsidiary company, Momtaz. Starting from 2010, we have started running our direct sales operation in Esfahan, Central Khorasan, Northen Khorasan, and Mazandaran.
Low-End Target Market Sales Team
This sales team which is operating under a 100% subsidiary company of Iran Pharmis, Tamin Salamat, mainly focuses on making more than 90% of its focus on products availability in all over the Iran along with deploying various sales promotion technics for making sales.
This sales structure consists of regional sales manager who are supervising their sales rep, and they all have to report to the sales & marketing director for the same division.
High-End Target Market Sales Team
The main focus of this division as compared to our other division is focus on products promotions through various marketing approaches. The products in this division are being sold under the Iran Pharmis name.
The sales structure consists of a Product Manager for each group of our products who is in direct contact with all of our sales rep to make sure each group gives special attention to their product range of interest while trying to further utilize them with the marketing tools and information they need in better presenting our products. There is Sales Director who is responsible for managing all of the regional sales managers for this group of products. Finally, there is a marketing director for this division to whom all of the product managers along with the sales director have to report.
3rd-Party Pharmaceutical Distribution Channels
There are six 3rd-party Pharmaceutical Distribution Channels which have been previously fully owned and controlled by the government, and had the mandate to cover every single pharmacy, clinical center, and hospital in all over located anywhere in Iran. This has been a rule to make sure people and pharmacies could get their required medicines no matter where they live in Iran. Getting these items to certain geographical areas of the country certainly might not make economical sense as the cost of delivering the items there might be higher than the expected earning, however, these channels are required by law to do this.
Starting from a couple of years ago, these companies have become partly privatized and private companies were allowed to run a pharmaceutical distribution entity; however, all of these companies still have to follow the same rules in terms of becoming accessible. Those 6 channels still remain very strong as they were already very established in terms of the portfolio they carried and the financial situation they were achieved.
As single-use medical items generally make a small portion of these companies sales, and they are commonly bulkier in size as compared to their value, and moreover, the person resposible for purchasing the medicals are different from those purchasing pharmaceuticals, many of these channels are reluctant to distribute the medical products.
Iran Pharmis works with 2 of best companies (Ferdows and Hejrat) among the 6 major pharmaceutical channels in Iran to make sure are products are available everywhere in all the Iran (Pharmacies, Clinics, or Hospitals). These channels make 10% of our overall sales and they mainly distribute our low-end division products from Tamin Salamat.
3rd-Party Provincial Agents
There are 31 provinces in Iran, and we do not have a branch in 26 of them. These 26 provinces in total make 50% of our sales. Iran Pharmis has a special pricing structure to finance the operation of these 3rd-party agents and we provide them with all sorts of supports in terms of marketing, sales force training, and so forth.
We have a dedicated sales team in both of our divisions to provide immediate response to all of the requests of these agents.
Many of the provincial agents we are currently working with has been with us for more than 10 years.