Santo remédio para driblar a crise

remédios genéricos
Comércio farmacêutico cresce, ocupa as ruas e vê venda de remédio expandir. Para farmácias, associativismo traz diferenciais competitivos para pequenas empresas

Publicado em 28/11/2016

Pense em uma rua famosa por seu comércio. Seja qual for, é bastante provável que ela, atualmente, esteja ocupada em boa parte por farmácias. Em alguns casos, como na Rua dos Andradas, na Capital, um dos mais tradicionais pontos do comércio de rua gaúcho, essa afirmação chega até a soar comedida, tamanha a presença das drogarias, que se aglomeram umas ao lado das outras. Não é por acaso. Enquanto o varejo sofre com a crise econômica dos últimos anos, as redes de farmácias passam praticamente incólumes. E, garantem, ainda têm espaço para seguir crescendo.

Os dados das associações do setor refletem a relativa bonança em relação ao momento ruim do comércio brasileiro. Nos nove primeiros meses de 2016, último dado disponível, a Associação Brasileira de Redes de Farmácia e Drogarias (Abrafarma) informa um aumento, nas vendas, de 12,03% na comparação com o mesmo período de 2015. O crescimento, porém, não se limita às chamadas grandes redes, representadas pela entidade. Na Federação Brasileira das Redes Associativistas e Independentes de Farmácias (Febrafar), que representa 52 redes de farmácias associadas, o aumento informado para o período é ainda maior, na casa dos 13,5%.

O crescimento nos valores do segmento é maior do que a inflação – o IPCA, em setembro, fechou com alta de 8,48% em doze meses. E fica ainda mais discrepante quando visto junto ao total do varejo, que teve crescimento nominal de apenas 4,4% nos doze meses findos em setembro, de acordo com o IBGE.

O movimento na contramão da economia não é, porém, uma surpresa. Como os principais produtos do setor são puramente essenciais, é relativamente comum que as farmácias se descolem do resto do varejo. “É um setor que sofre menos oscilações, tanto para cima quanto para baixo”, analisa o diretor de acesso da Associação da Indústria Farmacêutica de Pesquisa (Interfarma), Pedro Bernardo. Quando o momento era de euforia, lembra, o setor também não participava dos grandes crescimentos. “Não é porque tem algum desconto que as pessoas vão sair enchendo o carrinho de medicamentos”, argumenta Bernardo.

Há outros movimentos, porém, que ajudam a explicar o fenômeno. Antigamente quase que totalmente pulverizado em pequenas farmácias, o varejo farmacêutico acompanha, há alguns anos, a ascensão de grandes redes. A profissionalização do setor, que chegou a despertar o interesse até de bancos de investimento, como o BTG Pactual (que desde o ano passado passa por um processo de desinvestimento no ramo), traz consigo algumas mudanças estruturais.

Além do simples ganho de escala, as redes conseguem eliminar o intermediário na distribuição, oferecer planos de fidelidade e mais opções de produtos, que são vistos como diferenciais frente às pequenas farmácias independentes – o que leva à substituição destas por novas lojas dos principais grupos. É essa transformação que tem levado à constante abertura de lojas com bandeira em localizações antes dominadas por outros varejos, onde as independentes, muitas vezes, não conseguiam chegar.

“Hoje, temos pouco mais de 12 mil lojas de redes entre as 72 mil farmácias no País. Estamos ainda longe do limite dessa substituição”, defende o presidente-executivo da Abrafarma, Sérgio Mena Barreto, que representa 27 das maiores cadeias de drogarias. Apenas as associadas da entidade cresceram 9,45% em número de lojas nos últimos doze meses, chegando a 6,2 mil farmácias.

A tendência é de que esse número continue aumentando. Mena Barreto estima que haja espaço para pelo menos mais 18 mil novas lojas de grupos, portanto. O motivo é simples: os pontos de redes chegam a faturar até dez vezes mais. Embora não representem nem 20% das lojas, as redes concentram 56% das vendas do setor, percentual que era de 42% em 2007. As independentes, por outro lado, viram sua participação cair de 55% para 30% no mesmo período. O restante é ocupado pelas redes associativistas, que passaram de apenas 3% para 14% do faturamento.

Ascensão das grandes redes ainda não alcança o Interior

Embora seja impressionante, a avalanche da abertura de lojas de redes ainda está restrita a capitais e grandes cidades. Dos 5,5 mil municípios brasileiros, as cadeias de farmácias alcançaram, até agora, apenas 650. “Poucas empresas têm o conceito de sair da grande cidade”, admite o presidente-executivo da Abrafarma, Sérgio Mena Barreto, que vê potencial para as redes em 1,5 mil municípios. Como o processo de substituição ainda não se esgotou nas capitais, porém, a expansão geográfica ainda deve demorar.

“Em Porto Alegre eu não encontro padaria, mas farmácia tem em todo lugar. Andando um pouco mais para dentro, porém, já não é bem assim”, brinca o coordenador de estudos e pesquisas do Programa de Administração de Varejo (Provar/FIA), Nuno Fouto, que argumenta que ainda há espaço para o crescimento orgânico no número de lojas. A concentração das redes nas metrópoles é ressaltada também pelo presidente da Febrafar, Edison Tamascia. “A ideia de que a grande está dominando o mercado não é verdade, pois abre lojas, sim, mas apenas m um número reduzido de cidades”, argumenta, citando a rede São João, com foco no interior gaúcho, como exceção.

Sem o interesse das grandes, quem vem absorvendo o potencial dos pequenos e médios municípios são as redes associativistas. Principalmente, argumenta Tamascia, no Rio Grande do Sul, berço desse tipo de cadeia que se assemelha a uma cooperativa de lojas: os donos continuam com a propriedade e gerência de seu ponto, mas compras, marca, plano de fidelidade, ações de marketing e treinamentos são compartilhados por toda a rede.

“O associativismo permite diferenciais competitivos para que a pequena farmácia enfrente esse mercado e se iguale à grande rede”, defende Ricardo Duarte da Silveira, presidente da Farmácias Associadas, uma das principais cadeias do Estado. A rede está presente em 246 municípios gaúchos, e ganhou 35 lojas no ano, chegando a um total de 784. Silveira defende que o sistema permite um diferencial em relação às grandes que é a proximidade dos empresários com o cliente. “Muitas vezes o próprio dono atende, fala a mesma linguagem do cliente, com a vantagem de ter toda a máquina da associação por trás”, defende o dirigente.

Segundo a Febrafar, o segmento deve fechar o ano com um crescimento de 12% nas vendas. Na Associadas, Silveira acusa um crescimento de 17% na receita até setembro. O resultado, acima do mercado como um todo, tende a aumentar o número de lojas das associações no futuro, na visão dos dirigentes. Segundo Silveira, mais do que com novas lojas, a expansão virá pela adesão de quem hoje atua de maneira independente.

Nem só de medicamentosvive a farmácia

É evidente que, quando se pensa em farmácia, o que venha à cabeça sejam remédios. Afinal de contas, são eles que justificam a existência do setor, e ainda respondem, mesmo no caso das grandes redes, por 65% das vendas. A tendência futura, porém, é de que esse percentual seja cada vez menor, movimento que já é perceptível nas lojas principalmente com o avanço das seções de cosméticos e de higiene.

“Com isso, a busca é por pontos de venda sempre maiores, que permitam ter linhas mais profundas”, comenta o presidente-executivo da Abrafarma, Sérgio Mena Barreto. Não basta mais vender xampu, segundo o dirigente, mas também pré-xampu e reparador de pontas, por exemplo. As redes brasileiras estariam entrando agora em uma terceira geração de lojas, com uma média de 300m² de área. Maiores do que a farmácia típica, em torno de 100m², mas bem aquém das drogarias norte-americanas e europeias, por exemplo, que chegam a ter 1,5 mil m² em média – e que, com isso, conseguem 55% de sua receita nos chamados não-medicamentos.

O Brasil, aliás, é um dos principais mercados de beleza no mundo, atrás apenas de Estados Unidos, China e Japão. E grande parte dessas compras passam pelas farmácias, que em não raros casos chegam a ter mais opções do que o varejo comum, como os supermercados, por exemplo. “O interessante é que a participação do cosmético vai aumentar, e já vem aumentando, mas sem o decréscimo do medicamento”, ressalta o presidente do Grupo Dimed, proprietário da Panvel, Julio Mottin Neto. Enquanto a higiene e beleza crescem a cerca de 20% ao ano nas vendas da rede, os remédios crescem em torno de 15%, argumenta.

Prova disso é que o Brasil, que em 2010 era o 10º maior mercado de remédios, subiu para a 7ª posição em 2015 – e, projeta-se, será o quinto maior até 2020. “O Brasil tem uma demanda por saúde muito grande, mas a oferta tem sido menor do que a população precisa”, argumenta o diretor de acesso da Interfarma, que representa os laboratórios, Pedro Bernardo. A entidade critica a queda nas compras institucionais (públicas e de planos de saúde), cuja participação baixou de 33% para 31% nas vendas de 2015 para 2016. Com isso, ganhou ainda mais relevância o varejo, que já representa 69% do total das vendas de remédios do País e tende a aumentar com o freio nos investimentos públicos. O envelhecimento da população brasileira também é sempre citado como justificativa para o aumento nas vendas de medicamentos no futuro breve. Uma expansão ainda maior só não acontece, na visão da Interfarma, pelo que julga uma elevada carga tributária sobre os produtos.

Serviços e conveniência devem ser as próximas fronteiras

Mesmo que cresça o consumo de remédios, porém, as farmácias não abandonarão os investimentos nos espaços de higiene e beleza. Outras mudanças já estão acontecendo, na esteira da decisão do Supremo Tribunal Federal (STF) em 2014, que autorizou a venda de produtos de conveniência nas drogarias. Isso ajudará, também, a surgirem cada vez mais novas drogarias. “Em dez anos teremos outro perfil de loja, com muito mais conveniência, o chamado One Stop Shop, em que em uma parada você compra tudo o que precisa”, projeta o presidente-executivo da Abrafarma, Sérgio Mena Barreto.

O executivo prevê a chegada de uma nova geração de lojas, com tamanho semelhante às norte-americanas, que consiga abranger esse conceito. Coordenador de estudos e pesquisas do Provar/FIA, Nuno Fouto lembra que, em alguns países, os remédios que não necessitam de receita são vendidos até em gôndolas nos hipermercados – enquanto a prescrição continua em um setor separado. Por aqui, por conta das restrições, o mais comum são os supermercados possuírem farmácias à frente das lojas, também buscando atender o conceito de parada única. “Por que não agregar outras coisas em uma mesma área?”, questiona Fouto.

Esse pensamento é o que deve ser responsável pela próxima grande evolução das drogarias no País. “Após a higiene e beleza e a conveniência, vem aí a terceira grande onda que é a de serviços”, antecipa o presidente do Grupo Dimed, Julio Mottin Neto. O executivo afirma que as lojas terão salas de atenção farmacêutica, com cerca de 10 m², para fazer exames básicos, acompanhamento das medicações e imunizações. “Deixaremos de ser o último elo da cadeia para nos tornarmos o primeiro, encaminhando os pacientes aos médicos”, defende Neto. No caso das vacinas, o executivo projeta que a entrada das farmácias possa derrubar o preço das aplicações pela metade.

Outra aposta do setor é a consolidação de marcas próprias, movimento que Mena Barreto vê como diferencial da gaúcha Panvel em relação ao resto do País. “Em um setor tão competitivo, onde todos vendem a mesma coisa, ter produtos exclusivos nos dá vantagens importantes”, concorda Neto. A principal vantagem é gerar fluxo em datas comemorativas, como o Natal, que até então não tinha impacto nas farmácias.

Redes nacionais e locais brigarão por territórios

Com a profissionalização do setor, começam a surgir as primeiras redes nacionais de farmácias. A cearense Pague Menos foi a primeira a chegar a todos os estados, enquanto a maior em número de lojas, a Raia Drogasil, também se espalha pelo País. Embora veja redes nacionais como um passo natural, o coordenador de estudos e pesquisas do Provar/FIA, Nuno Fouto, relativiza a sua força. “É normal buscar maior escala, mas não é como se não tivesse limite, porém, Exige muito mais competência administrar algo tão complexo”, argumenta.

Presidente executivo da Abrafarma, Sérgio Mena Barreto, não vê terreno fértil para esse tipo de estratégia. “As redes locais sempre são mais fortes, em qualquer segmento. É uma característica do País”, defende. Mena Barreto também não acredita que haja uma concentração do setor, mas sim negócios de oportunidade.

Cauê Cardoso, vice-presidente da Mais Econômica, também defende que há vantagem para as redes que conhecem bem os seus mercados. Um xampu que vende bem em uma região, por exemplo, pode não ter procura em outra. “O gaúcho é um consumidor exigente, que geralmente valoriza as empresas originadas no Estado. Por isso, é comum empresas de outras regiões optarem por fusões para entrar na região”, acrescenta. A empresa, com 150 lojas no Estado, pretende triplicar os pontos até 2020, entrando em toda a região Sul.

Já Julio Mottin Neto, presidente do Grupo Dimed, acredita que terá sucesso quem conseguir crescer sem perder qualidade. “O Wal-mart é a maior empresa de varejo do mundo, mas aqui as empresas locais ganharam o jogo na base da qualidade”, exemplifica, aludindo ao movimento semelhante do setor supermercadista. Sobre a expansão da Panvel, que mantém hoje 367 lojas nos três estados da região Sul e começa a entrar no mercado paulista, Neto vê com naturalidade por já ter atingido seu potencial no Rio Grande do Sul. “Crescemos para onde ainda dá para crescer”, argumenta. A rede projeta abrir 50 novas farmácias em 2017.

Com informações do Jornal do Comércio – http://jcrs.uol.com.br/_conteudo/2016/11/cadernos/empresas_e_negocios/532387-santo-remedio-para-driblar-a-crise.html – Guilherme Daroit



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