An unexpected cross-border adventureNewpharma - Mike Vandenhooft

March 23rd 2017

Co-founder & CMO

40 years old

Marketing-Management Graduate

Previous successful web experience:

Founder of Extenseo:

• 1st Belgian SEM agency

• Sold to Belgacom

• Now known as iProspect Belgium

Mike Vandenhooft

1. Newpharma presentation

2. Challenges we face(d)

3. Focusing on the customer

4. Closing words

Presentation videoApril 2015

Large-scale businessLarge-scale offer

1st Belgian online pharmacy

>30.000Products

>750Brands

10%OTC drugs

90%Parapharmacy

v.s.

>1.500.000Visits/month

>1.000.000Customers

100Co-workers

€43M Turnover 2016

=150Pharmacies

Brick-and-mortar

pharmacy (400m²)

Logistics center

(3.400m²)

About 3.800m² of space!

+131%+61%

+73%

+60%

+29%

+61%

+48%

+40%

2008 2009 2010 2011 2012 2013 2014 2015 2016 2017

Break-even since year 1

Turnover of €43M in 2016

(Forecast 2017: €60M)

European expansion, including

3 acquisitions in France

2nd biggest Belgian pure player

e-shop

€60M

€50M

€40M

€30M

€20M

€10M

0€

Newpharma's sustained growth

FO

RE

CA

ST

2008

Newpharma.be

2010

Newpharma.fr

Newpharma.nl

2014

Newpharma.de

Newpharma.at

Active in 12 countries

(5 main markets) BE

54%

FR

31%

NL

8%

Other

countries

1%

DE

6%

1. Newpharma presentation

2. Challenges we face(d)

3. Focusing on the customer

4. Closing words

? Path unclear & uncertain

• Building everything from scratch

• Regulation changes

• New pharmacy practices

Under scrutiny of "old-timers"• Brick-and-mortar pharmacies

• Order of Pharmacists

• Conservative consumers

Pioneering in a new sector involves challenges

Bonus gift: several lawsuits

SPAM

FALSE

DRUGS

Fighting stigmas

Pioneering in a new sector involves challenges

The sector

with the worst

reputation!

Jérôme GobbessoCo-founder & CEO

Different national regulations for:

Products• Drugs (Rx - OTC)

• Food supplements…

Advertising

Workforce

Different national awareness of:

Online pharmacy concept

Brands

Being international on a

disparate European market

Tremendous growth = "Luxury issue"… but still an issue

• Recurring lack of space (own logistics required by law)

• Need to adapt quickly (processes, logistics, mentalities, team)

Rapid growth

1. Newpharma presentation

2. Challenges we face(d)

3. Focusing on the customer

4. Closing words

Websites highly localised

for each marketLocal shipping methods (4 careers)

BE

FR

NL

DE & AT

BE

FR

NL

DE

Local payment methods (15 possibilities!)

AT

BE

54%

FR

31%

NL

8%

Other

countries

1%

DE

6%

Focusing on customer satisfaction with

a multilingual team

Great customer feedback

Many awards

Striving for excellence

1. Newpharma presentation

2. Challenges we face(d)

3. Focusing on the customer

4. Closing words

As an entrepreneur…

• Real bet in 2008

• Online pharmacy = regulatory nightmare!

• Hard work and self-imposed pressure

• Profitable since year 1 without raisingmoney

• Project has to remain fun

• Customer satisfaction is motivating

Proud of our team!

Thank you! Welcoming your questions