Alex - FSO Meet

8/13/2019 Alex - FSO Meet

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The Cough Expert


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You have done it!!!

MAT Oct 11

Rank

541(18.3 Crs)

MAT Jun 13

Rank

290(33 Crs)


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Kudos Team Respicare!


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Internal Achievement

116Cum June 13


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May 13 ORG All India

Rank Brands COMPANYMAT May

13 (Value)

MAT May

13 (ValueMS%)

Value Grth (MayMat'13)

Unit Grth ( MayMat'13)

Grand Total 460.5 100.00% 6.8 -0.5

1 GRILINCTUS FRANCO INDIAN 53.0 11.50% 12.8 9.2

2 ALEX PLUS COUGH Respicare Div 33.2 7.21% 46.3 29.0

3 TIXYLIX ABBOTT* 30.6 6.64% -4.9 -0.3

4 COREX-DX PFIZER* 30.3 6.57% 12.6 2.9

5 PIRITON EXPECT GLAXOSMITHKLINE* 23.7 5.15% 12.0 -3.5

6 TUSQ-DX BLUE CROSS 23.4 5.08% 25.1 22.77 CHERICOF RANBAXY* 22.1 4.81% 0.2 -4.0

8 PIRITON-CS GSK 19.4 4.20% 19.9 1.0

9 BENADRYL C.FORMULA

JOHNSON &

JOHNSON 17.6 3.82% 7.8 7.8

10 ASCORIL-D + Majesta Div 13.7 2.98% 20.6 8.3

11 COSOME MERCK LIMITED 8.7 1.89% -9.3 -8.714 ALEX-P-PLUS Respicare Div 6.5 1.41% 4.6 3.8


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(Hits)40: 60(Misses)

6

60 % Respicare covered doctors are nonprescribers of Alex

SpecialtyRespicareCoverage % Prescriber

AlexPrescribers % Prescriber

GP 27000 46.07 9399 34.81

Consulting Physician 13200 41.57 3886 29.44

Paedia 12000 31.34 2988 24.9ENT 5400 35.96 1033 19.13

Chest Physician 2400 54.38 917 38.21

Total 60000 41.56 18223 30.37

60%Respicare CoveredDoctors has

remained

non-prescribersfor Alex

If we focus on these doctors


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No.1 Anti Tussive

65

4

32

6thRank Mat Jan 12

5thRank Mat Feb 12

4thRank Mat May 12

3rd Rank Mat Oct 12

2ndRank Mat Feb 13

= 100 %


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How Do We Become No.1?


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Alex Score Card


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Play

Video


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MSL customized for each FSO


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An Alex Archer/Qtr from each zone with highest percentage Ach

Alex Archery Awards to make Every Doctor Alex doctor

Alex Archer has to be on Qtrly 100% Ach (Alex Range)

In case of Delhi & Mumbai(All FSOs Qtrly should be on 105%

Ach)

Subsequent Month sales of Alex Range = 90%

Rewards

Rs. 2000/-


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Alex Archers Q1 (tentative)

Jun13 Cumm Ach%

ST/PST Zone Ach %AHMEDABAD P.S.T. - RESPICARE AHMEDABAD-ZM 133

MANGALORE PST - RESPICARE BANGALORE-ZM 144

ROURKELA ST - RESPICARE BHUBANESWAR-ZM 173

JAMMU S.T. - RESPICARE CHANDIGARH-ZM 134

MADURAI P.S.T. - RESPICARE CHENNAI-ZM 119

DELHI P.S.T. - RESPICARE DELHI-ZM 104

JORHAT ST - RESPICARE GUWAHATI-ZM 163

ANANTHAPUR ST - RESPICARE HYDERABAD-ZM 165

SIKAR ST - RESPICARE JAIPUR-ZM 109

TUMLUK ST - RESPICARE KOLKATA-ZM 181

SAHARANPUR ST - RESPICARE LUCKNOW-ZM 174MUMBAI P.S.T.II - RESPICARE MUMBAI-ZM 102

SIWAN ST - RESPICARE PATNA-ZM 165

GOA PST - RESPICARE PUNE-ZM 137

ERNAKULAM PST - RESPICARE TRICHUR-ZM 145


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Q2 Strategy & inputs

Alex Range

Mass Level

GPs Consultants/ENTs/Chest

SpecialtyDevelopment

Pediatricians


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ALEX & PEDIATRICIANS


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We are proud to take the first ofits kind initiative ever taken in the

Pharma Industry to encourage

Reading Habits in Children

Smart Move By Alex Junior


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Posters for 20 Pedia

In 6 Languages

1. Hindi

2. English

3. Marathi

4. Telugu

5. Tamil

6. Kannada

20 posters per FSOJuly 13


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Smart Stories for Q2


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Smart Stories for Q2

Alex Junior teaches a shop keeper do unto others what you

wish others to do unto you

Alex Junior teaches a teaches his friend to be self dependent

and do his own work

Alex Junior teaches naughty kids how to not trouble old

people


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PEDIA FOCUS Q2

Strategy Tactic

Easy to Implement

Short

Makes CustomerHappy

AlexJunior

Patient

Doctor


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Joy Of Giving

Month Alex Junior Kit Name Inputs

July 13 Drawing Kit 6 Coloring sheets, 6 stencils, 1 crayon box


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Joy Of Giving


Aug 13 Origami Kit 25 craft papers & 5 Project papers


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Sept 13 Story Making kit Alex Junior & Stickers of Planets


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Q2 monthly inputs

Alex junior Sample Kits50 /FSO/ Month

Pedia Reminder Cards200/Qtr

St th i th C


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Strengthening the CorePedia Group

Pediatric Arm of iCOUGHWeekend Symposia only for Pediatricians

26

Zones

CALCUTTA

CHENNAI

DELHI + NCRHYDERABAD

MUMBAI


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Alexotica- Q2

ZonesTotal Number of

Doctors Month Location

KOLKATA 50 Aug Ritz, Falta

CHENNAI 30 Oct MahabalipuramDELHI + NCR 40 Nov RCC

HYDERABAD 50 Oct Leonia

MUMBAI 40 Aug Raddison Alibaug


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Alex Range

Mass Level



Pediatricians

i f C l


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Retention of Current Alex Rxers

The EXPERT CAMPAIGN continues

Avg Dr/FSO 8

29


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Alex Expert Campaign

Mens grooming kit of 5 pieces with Travel pouch Aug 13


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Alex Expert Campaign

Set of 2 Coffee mugs with cookie holderSept 13


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Mass inputs @ CP/GP/ENT/Chest


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Sampling plan Q2

500Units every month

Sample Qnty/Dr Total Drs Total Samples Specialty

ALEX + SYRUP 2/Dr 50 Drs 100 GPs

ALEX + SYRUP SF 2/Dr 60 Drs 120 CPs/top GPs

ALEX COUGH LOZENGES 2/Dr 25 Drs 50 ENTs & Chest

ALEX + P SYRUP 2/Dr 25 Drs 50 Peadia & GPs

ALEX JUNIOR SYRUP 2/Dr40 Drs + 2 for

SPL100 Pedia Only

ALEX + PAEDIATRIC DROPS 2/Dr 15 Drs 50 Pedia Only

ALEX COLD TABLETS6/Dr 5 Drs 30 CPs & ENT

Differential Sampling


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Alex Range

Mass Level



Pediatricians


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35


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iCOUGHfor 13-14

Objective Reach to GPs with Cough Education

Modus operandi: RTMs/mini CMEs (1/DSM/Qtr)

Audience GPs & CPs

SpeakerChest Physician

36


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iCough + Alexoticas + Respi Summit

DSM 4 icoughs/yr

DSM2 icoughs+

1 Alexotica(in a year)

DSM2 icoughs +

1 Respi Summit(in a year)

Alex Sugar Free chit Block


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Alex Sugar Free chit Block(only for Consulting Physicians)

Month of InputAug 13

Qnty/ FSO30

Target doctorsCPs only


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Alex Rx Pads (for GPs)

Month of InputSept 13

Qnty/ FSO30

Target doctorsGPs only


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Incentive 2013-14

B


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Because

Documents

Alex - FSO Meet