{"id":100478,"date":"2026-11-02T12:48:08","date_gmt":"2026-11-02T15:48:08","guid":{"rendered":"https:\/\/murray.adv.br\/?p=100478"},"modified":"2026-11-02T12:48:08","modified_gmt":"2026-11-02T15:48:08","slug":"pharmacies-become-care-hubs-as-online-competition-grows","status":"publish","type":"post","link":"https:\/\/murray.adv.br\/en\/pharmacies-become-care-hubs-as-online-competition-grows\/","title":{"rendered":"Pharmacies become care hubs as online competition grows"},"content":{"rendered":"<section class=\"content--header\">\n<div class=\"row content-head non-featured \">\n<div class=\"title\">\n<h6 class=\"content-head__title\" style=\"text-align: center\"><em><strong>Large chains are expanding vaccination and consultation rooms to build loyalty and increase visits and spending<\/strong><\/em><\/h6>\n<\/div>\n<\/div>\n<div class=\"content__signa-share\">\n<div class=\"content__signature\">\n<div class=\"content-publication-data\">\n<div class=\"content-publication-data__text\">\n<div class=\"content-publication-data__from\"><\/div>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p>&nbsp;<\/p>\n<p class=\"content-publication-data__updated\"><time datetime=\"2026-10-30T17:00:00.844-03:00\">11\/02\/2026\u00a0<\/time><\/p>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"content__share-bar-container\"><\/div>\n<\/div>\n<\/section>\n<div id=\"mc-article-body\" class=\"mc-article-body ready cropped\">\n<article>\n<div class=\"no-paywall\">\n<div class=\"row medium-uncollapsed content-media content-photo\" data-block-type=\"backstage-photo\" data-block-id=\"0\">\n<div class=\"mc-column content-media__container\" data-image-display=\"normal\">\n<div class=\"content-media-container\" style=\"text-align: center\">\n<figure class=\"content-media__figure\"><img loading=\"lazy\" decoding=\"async\" class=\"content-media__image aligncenter\" src=\"https:\/\/s2-valorinternational.glbimg.com\/_BpnWFQt5-bifNRQelaB-RNzn4Q=\/0x0:757x1123\/984x0\/smart\/filters:strip_icc()\/i.s3.glbimg.com\/v1\/AUTH_37554604729d4b2f9f3eb9ad8a691345\/internal_photos\/bs\/2026\/8\/K\/J5GQOiTg67FnkODLKPtw\/foto27emp-101-farmacia-b4.jpg\" alt=\"Luiz Guanais \u2014 Foto: Divulga\u00e7\u00e3o\" width=\"283\" height=\"419\" \/><figcaption class=\"content-media__description\"><em>Luiz Guanais \u2014 Photo: Divulga\u00e7\u00e3o<\/em><\/figcaption><\/figure>\n<\/div>\n<\/div>\n<\/div>\n<div class=\"mc-column mc-side-item__container\" data-block-type=\"ads\" data-block-id=\"1\"><\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"52\" data-block-id=\"2\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Large pharmacy chains are expanding vaccination and pharmacist consultation rooms to build customer loyalty and differentiate their physical stores as medication sales grow through apps and e-commerce platforms. Although health services still account for a small share of revenue, companies report they are linked to more frequent purchases and higher customer spending.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"69\" data-block-id=\"3\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Luiz Guanais, a retail and consumer analyst at BTG Pactual, believes the services help chains attract customers. \u201cAny way of differentiating your physical store ultimately helps attract more consumers,\u201d he said. Vin\u00edcius Strano, executive director and head of research at UBS Banco do Brasil, noted that their main contribution is not direct revenue generation. \u201cIt is more of a mechanism for keeping customers in the store and building loyalty.\u201d<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"75\" data-block-id=\"4\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Members of the Brazilian Association of Pharmacies and Drugstores (Abrafarma), which represents large industry chains, operate 9,248 rooms offering pharmacist services. According to association CEO S\u00e9rgio Mena Barreto, the challenge now is to make better use of the infrastructure already in place. \u201cThe physical investment has been made, and it does not appear to be the main constraint today,\u201d he said. \u201cThe challenge now is primarily to increase the productivity and use of this infrastructure.\u201d<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"41\" data-block-id=\"5\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\"><strong>Valor<\/strong> interviewed the four pharmacy chains listed on Brazil\u2019s B3 exchange\u2014RD Sa\u00fade, which owns the Raia and Drogasil brands, Pague Menos, Panvel, and d1000. The companies identified increasing the use of existing rooms and integrating them with digital channels as priorities.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"52\" data-block-id=\"6\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">RD Sa\u00fade expects to make progress \u201cby expanding the services offered, increasing the use of existing rooms, and integrating physical and digital channels,\u201d said Juliana Cervan, the company\u2019s health services director. At Panvel, \u201cthe focus is on increasing the productivity of existing infrastructure,\u201d according to Adriana Vasco, executive manager of new businesses.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"41\" data-block-id=\"7\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">The strategy comes as digital channels account for a growing share of sales. In the second quarter, they generated 33.7% of Panvel\u2019s retail revenue, 31% of RD Sa\u00fade\u2019s sales, and 24.1% of Pague Menos\u2019s revenue, according to the companies\u2019 financial reports.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"43\" data-block-id=\"8\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Mena Barreto believes e-commerce expansion reinforces the importance of in-person services. \u201cThe more transactional the purchase of medication becomes, the less a physical store needs to serve merely as a place for transactions and the more it can become a space for care.\u201d<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"31\" data-block-id=\"9\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Marcelo Cardoso, vice president of d1000, also sees the channels as complementary. \u201cDigital channels meet growing demand for convenience and speed. Health services, meanwhile, depend on proximity, trust, and human interaction.\u201d<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"101\" data-block-id=\"10\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Pague Menos illustrates this integration through sales of GLP-1 analog medications. This class includes injectable pens used to treat diabetes and obesity. About 60% of these products are sold through digital channels, according to the company\u2019s financial report. The chain offers free medication administration and body assessments to customers who buy the pens. \u201cCustomers purchase through the app or website and, when they collect the product, find a health care structure that can meet other needs,\u201d said Marcel Desco, the company\u2019s vice president of customers and marketing. Store pickup accounted for 49% of the chain\u2019s digital orders in the second quarter.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"44\" data-block-id=\"12\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">The services still account for a small share of revenue. In the second quarter, they represented 0.2% of RD Sa\u00fade\u2019s sales, 0.4% of Pague Menos\u2019s revenue, and 1.4% of Panvel\u2019s retail revenue. The companies argue that returns come from purchase frequency and customer spending.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"86\" data-block-id=\"13\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Panvel Clinic users make purchases more than 3.5 times as often as other customers and spend four times as much annually, Vasco noted. At Pague Menos, customers who use pharmacist consultation rooms buy about 2.4 times as frequently and spend 3.3 times as much as standard customers. The company stressed that the data shows an association between service use and a more recurring relationship. At d1000, users spend 10% more and shop 15% more frequently. RD Sa\u00fade monitors these indicators but does not disclose the figures.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"72\" data-block-id=\"14\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Mena Barreto argues that the economic value of the services must account for their effect on customer relationships, not only direct revenue. \u201cSometimes a service loses money and is not profitable, but at the same time it builds patient loyalty,\u201d he said. \u201cThose effects cannot be calculated separately.\u201d Guanais of BTG Pactual added that the extra revenue can also help cover fixed costs, such as rent and employees, in a low-margin business.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"58\" data-block-id=\"15\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Vaccination is the fastest-growing service. According to Abrafarma, Clinicarx, a platform member chains use to record and monitor pharmacist services, registered a 74% increase in doses administered in the first half of the year. RD Sa\u00fade administered 470,000 vaccines during the period. At Panvel, vaccinations account for 80.3% of service revenue and grew 15.1% in the second quarter.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"45\" data-block-id=\"16\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">The chains\u2019 next step is to turn one-time visits into continuous monitoring, particularly for patients with chronic illnesses. Panvel cited cardiovascular and metabolic conditions, including diabetes and obesity, as \u201cimportant opportunities.\u201d Pague Menos listed blood glucose, glycated hemoglobin, and lipid profile tests among its priorities.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"70\" data-block-id=\"18\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">The expansion of consultation rooms is also accompanying new store openings. According to Vasco, virtually every new Panvel location now opens with at least one service room as part of the chain\u2019s plan to reach 1,000 stores by 2030. D1000 plans to increase the number of stores offering pharmacist services from 138 to 160 in 2027, Cardoso said. RD Sa\u00fade and Pague Menos do not disclose specific targets or investments.<\/p>\n<\/div>\n<div class=\"mc-column content-text active-extra-styles \" data-block-type=\"unstyled\" data-block-weight=\"52\" data-block-id=\"19\">\n<p class=\" content-text__container \" data-track-category=\"Link no Texto\" data-track-links=\"\">Guanais believes growing e-commerce competition will be one of the variables investors \u201cclosely scrutinize\u201d over the coming quarters. Mena Barreto identified another challenge for the chains: increasing consumer awareness of the services available in stores. \u201cA significant share of the population still does not know everything they can do inside a pharmacy.\u201d<\/p>\n<p data-track-category=\"Link no Texto\" data-track-links=\"\">*By Vit\u00f3ria Nascimento\u00a0\u2014 S\u00e3o Paulo<\/p>\n<p data-track-category=\"Link no Texto\" data-track-links=\"\">Source: Valor International<\/p>\n<p>https:\/\/valorinternational.globo.com\/<\/p>\n<\/div>\n<\/div>\n<\/article>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>Large chains are expanding vaccination and consultation rooms to build loyalty and increase visits and spending &nbsp; &nbsp; &nbsp; &nbsp; 11\/02\/2026\u00a0 Luiz Guanais \u2014 Photo: Divulga\u00e7\u00e3o Large pharmacy chains are expanding vaccination and pharmacist consultation rooms to build customer loyalty and differentiate their physical stores as medication sales grow through apps and e-commerce platforms. Although [&hellip;]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[8106],"tags":[27229,27228],"class_list":["post-100478","post","type-post","status-publish","format-standard","hentry","category-murray-news","tag-online-competition-grows","tag-pharmacies-become-care-hubs"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.0 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Pharmacies become care hubs as online competition grows - Murray Advogados<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/murray.adv.br\/en\/pharmacies-become-care-hubs-as-online-competition-grows\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Pharmacies become care hubs as online competition grows - Murray Advogados\" \/>\n<meta property=\"og:description\" content=\"Large chains are expanding vaccination and consultation rooms to build loyalty and increase visits and spending &nbsp; &nbsp; &nbsp; &nbsp; 11\/02\/2026\u00a0 Luiz Guanais \u2014 Photo: Divulga\u00e7\u00e3o Large pharmacy chains are expanding vaccination and pharmacist consultation rooms to build customer loyalty and differentiate their physical stores as medication sales grow through apps and e-commerce platforms. 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