Commercial audit of a pharmacy chain
I take apart purchasing and inventory, margins, the assortment matrix, contracts with manufacturers and staff workload. The result is a map of losses in roubles and a plan of changes. About the audit
Konstantin Tiunov
Independent consultant and business broker in the Russian pharmaceutical market. For 18 years I was a commercial and marketing director at manufacturers, distributors and in pharmacy retail. I help manufacturers, pharmacy chains, distributors and investors make their business more profitable.
What I do
Pricing and assortment
I set margins by the role each product plays, rebuild the matrix and tie front and back margin together, within the price caps on essential medicines. About pricing work
Online pharmacy and aggregators
I work out the economics of an order, the terms of aggregator contracts and a launch plan with metrics for every stage. About online sales
Selling and buying a pharmacy
I handle deals involving pharmacies, pharmacy chains, production sites, portfolios of marketing authorisations and equity stakes, and prepare the asset for sale. About deals
Developing pharmacy staff
Training and motivation for counter staff, with the result checked against sales. About training
AI agents and automation
I hand routine decisions to an algorithm: price recalculation, ordering and stock allocation, prompts for counter staff. I start with the tasks where the effect is counted in money.
Experience
For 18 years I was a commercial and marketing director at manufacturers, distributors and in pharmacy retail, and I made the decisions on price, assortment and promotion myself. So I understand how a pharmacy chain does its sums, what a manufacturer is after when it signs a marketing contract, and where the two sides' interests part ways in practice.
Today I do operational consulting: the solutions I propose, I implement myself, together with the client's team. I work in Russian and English.
The areas I work in:
Front and back margin, marketing contracts.
A profitable assortment and loyalty programmes.
Pricing automation.
Valuing a pharmacy chain and preparing a business for sale.
Commercial strategy in mergers and restructuring.
Training and motivating pharmacy counter staff.
How I work
I don't take on everything
If the task can be solved without me, I say so in the first conversation.
Metrics are fixed before the start
The baseline figures and the rules for measuring the effect are agreed in writing before the work begins.
No hidden commissions
I take no fees from the contractors, platforms or manufacturers I recommend.
One side of a deal
In any one deal I represent either the seller or the buyer.
Lawful mechanics only
Pricing, promotions and work with manufacturers stay within industry and antitrust regulation, including the restrictions on essential medicines.
Confidential by default
We sign a non-disclosure agreement before the first data export. A client's project will appear neither on this site nor in my channel.
Insights
Where else to find me
Telegram channel @tiukon
Articles and material on pricing, online sales, asset deals and assortment. t.me/tiukon
Telegram @tiukos
Direct messages. I reply myself, usually within the working day. t.me/tiukos
My LinkedIn profile. linkedin.com/in/tiukos
Pharmvestnik
Personal page in the industry publication. pharmvestnik.ru
Kommersant
Personal page on the Kommersant conferences site. events.kommersant.ru
Frequently asked questions
Who is Konstantin Tiunov?
An independent consultant and business broker in the Russian pharmaceutical market. For 18 years I was a commercial and marketing director at manufacturers, distributors and in pharmacy retail. I work from Moscow.
Who do you work with?
Manufacturers, pharmacy chains and distributors, owners and investors in pharmaceutical assets, offline and online. With lawyers, valuers and IT contractors I work side by side, and there are no referral commissions between us.
Why are there no clients or case studies on the site?
On this market, "a chain with so many stores in such-and-such a region" is enough to identify the company at once. That is why there are no names or project details on the site or in the channel. You can judge the approach by the articles with the calculations and by the first conversation.
What don't you do?
I don't do government relations or lobbying, drug registration, pharmacovigilance or licensing. I don't issue legal, tax or medical opinions; where needed, I connect you with the relevant specialists. I don't quote a growth percentage before I have seen the numbers.
Let's Discuss Your Case
Message me on Telegram: who you are, what the task is and when you need the result.
Message on Telegram