ARUPAVI HEALTH TECHNOLOGIES PRIVATE LIMITED

In their own words

PROBLEM: The domestic Indian Pharma Market (IPM) is worth Rs 2Lakh Crore (Price to Retailer terms, Source: IQVIA SSA 2023). The Pharma supply chain consists of over 1.2 million pharmacies serviced by 60-70K Stockists/Wholesalers, distributing SKUs of 3000+ Manufacturers. Pharma Retail has the following structural problems: • Fragmented last mile visibility: Less than 40% of 1.2 Mn plus Pharmacies use technology for their core operations e.g. digitized billing. Manufacturers have little to no visibility on retail shelves. Penetration of digitisation solutions is higher among top 20 cities of India. Rest of India i.e. Bharat is more prone to using manual processes. • Inefficient Operations: Non-digitized pharmacies are disadvantaged in daily effort, efficient assortment & CRM leading to extra labour, stagnant outreach, prescription bounce and higher expiry. Industry research suggests over Rs 8000 Crore equivalent of Medicines face expiry annually, and a substantial impact of this is on smaller Bharat Pharmacies. • Lack of Integrated Solution: Existing App based B2B suppliers (largely Metro & T1 focused) offer competitive rates and convenience but aren’t connected to pharmacy software. • Challenges of Bharat: Bharat Pharmacies additionally face issues in logistics (arrange for goods pick up) and price-discovery. Distributors have lower sales automation, higher fulfilment costs & cash flow issues. SOLUTION: An App first B2B marketplace (full stack i.e., order to fulfilment) connecting pharmacies with multiple distributors, along with embedded SAAS pharmacy tools (Sales, Inventory, CRM). Our App first approach is reduce total cost of ownership problem faced by small pharmacies, and they are able to benefit from technology driven efficiency. WHY NOW: • Covid accelerated awareness and acceptance of digital health in ‘Bharat’ like in ‘India’ - provided a tailwind to Chemist’s outlook on digitization to compete with e-Pharmacies. • SMBs open to ‘app-first’ business tools based on experience with UPI, ledger apps etc. • Government driving Digital Health Ecosystem - ABHA ID started with doctor consultations & will eventually cover pharmacy purchase also. Pharmacy legacy s/w (desktop) inadequate. • GST gave tailwinds to old practices (geo-infiltration & channel-stuffing). Potentially, Turnover limits of 1 Crore for e-invoicing and e-way compliance may reduce grey channel business. BUSINESS MODEL: • As a startup, our revenue will come from selling embedded ERP for Pharmacies. • Additionally, in the Marketplace, our model will be Pay-as-you-go for Distributors, who will be getting more business along with convenience of process & built-in Fulfilment services. • Subsequently, we will also build supply-chain analysis software for Pharma Manufacturers.

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