Support activities

Product Research& Development

Human Resource Management

Technology Development

General Administration
Primary activities

Sales & Final

Raw Operations Distributors Marketing
Retail
Consumer
material pharmacists

VALUE CHAIN ANALYSIS

SUPPLIERS OF RAW MATERIALS

Sanofi Aventis selects its suppliers after a thorough inspection by a team of suppliers. Sanofi
Aventis rely on third parties for the manufacturing and supply of a substantial portion of their
raw material, active ingredients and medical devices. Suppliers are selected and approved after
testing and inspection of their chemicals according to their quality standards and also approved
by the FDA. Moreover, the company purchases its packaging material from the local
manufacturers.
Too much reliance on the third parties to supply and manufacture raw materials exposes them
to the risk of supply interruption in the event that their suppliers experience financial
difficulties or are unable to manufacture a sufficient supply of their products. It every so often
also increases the risk of quality issues.

OPERATIONS

Operational activities are done at the plant located at Brooks Roundabout, Korangi industrial
area, Karachi. Sanofi has recently closed down their plant at Wah and are in the process of
transferring their machinery to the plant in Karachi.

DISTRIBUTORS

Sanofi receives stocks from their KARACHI Warehouse and sells it to the Retailers and
Wholesalers in local market through sixteen Regional Distributors. The product is distributed
directly by the company but supplied through twelve Institutional Agents which supply to all
the institutions including Government and Private Hospitals.

SALES AND MARKETING

The sales team of Sanofi Aventis consists of well trained and educated personnel, which has the
skills to educate its customers, who are mainly the doctors about their products and identity its
benefits. Aventis has formulated a sales team by a thorough and refined process which selects
the best and most compatible sales force that achieves the objectives of the company. Every
year Aventis conducts various seminars and workshops for its sales people which include:
 The importance of communication in an organization
 Communication channels
 Communication barriers, etc.

Moreover, one of the strengths of the company is its extensive marketing campaigns on
which it has capitalized.

RETAIL PHARMACISTS

Retailers have to get themselves registered and approved by the Government to sell drugs. The
main focus of pharmaceutical companies like Sanofi Aventis is to convince doctors through their
sales team to prescribe their drugs. The sales team is on the company’s payroll and especially
trained. The distributor’s sales force is responsible for distributing medicines to chemists,
retailer-cum-chemists and hospital pharmacies.
SUPPORT ACTIVITIES

 Human Resource Management

The principal to equal opportunity is central to the HR policies of Sanofi- Aventis.
They are committed to equip all employees with their job roles and support them to
realize their full potential. The company places high regard in grooming talent as it
believes that its employees are the sustainable competitive advantage for the future.

 Technology Development
In line with their continuous endeavors to regularly upgrade information systems
they continued with their policy to invest more in IT and upgrade the related
infrastructure, thereby enhancing both quantitative and qualitative aspects of
management decision making.