Nihar Ahmad FLSM - CNS CP Islamabad Business Plan

Nihar AhmadFLSM - CNS CP

IslamabadBusiness Plan

Area Summary

Area Overview

Islamabad Region CNS comprises of 7 MRs ,TWO based in Isb/RWP covering RWP/ISB along with Murree/Taxila/ Fatehjang and Attock while 1 MR based at Abbottabad,covering Haraza Division and AJK ,TWO based in Psh covering entire KPK except Hazara .Regional N03 market size is worth 711M growing at rate of 24% while N04 market is 860M with growth of 25%.Requip has a market share of 17% growing at rate of 16%, RWP/Isb are the major contributor (42%) followed by Peshawar (32%).epilepsy market growing @ of 24.37.Lamictal /Keppra has mkt share of Rs. 3.37 and 1.28 Respectively and growth of 15% and 13% Respectively. Peshawar is performing than market potential and need special attention.

Dynamics

Market Challenges include customer accessibility as most of the area hospitals has visit constrains especially KPK aftterPHC orders , other challenges include law and order and sectarian ism as well as unethical approaches of the national / franchisers and unethical practices by the medical community as well. Peshawar local market is whole sales driven market while Mingora and other territories retail driven market . Rx ratio is mainly dependant on the hospital doctors because of very low numbers of General Practitioners in the area.Total No. of Neurologists are just 26 having unethical demands being met by Local companies promptly

Area Summary

Key Stakeholders

In ISB region there are 13 government teaching hospitals ( 3 in local Peshawar and 1 each in Mardan, Swat and Kohat districts ) while 9 DHQHs , 3 THQHs , 397 BHUs, 165 dispensaries and 47 civil hospitals allocated in the respective districts while 3 AHQHs are located in the Kurram / Mohmand and Khyber Agency at Parachinar , Bajour and Landikotal.Private teaching hospitals are 07 in ( RMI & KUWTH ).Major distributors like M&P /Vikor / Medicas /Drug Services /Medicate operating in their respective towns. There are around 3500 chemists in the retail / whole sales sector of the region. Bulk of business are coming from trade through prescription from HCPs while institutional business contributed a portion depends upon Price winning.

Strategy and Objectives

To increase share & growth of N03/04 markets , targeting top mostpotential bricks by territory thereby educating the HCPs about patients Value healthbenefits associated with GSK brands with the help of PFS.Effective implementation of the new Ways of Working in the region to meet the standards.Coaching and developing the team’s DPK / PFS & TM skills to meet the standards.

Team Overview

Team comprises of 07 MRs( 2CNS-P ,4 CNS-C and 1 CP)blend of seniors and juniors with a work experience ranging from 6years to 25 years. 3 MRs based at Isb/Rwp while 1 MR based at ATD looking after both CNS-C/P Brands, and 3 Peshawar.

Sales Analysis 2014

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec 0

500

1000

1500

2000

2500

3000

3500

3107

2505

32443308

3206 3181

1966

3167 3173

30122905

3150

1845

1641

2334

1993

1691

2280

1532

22182288

1962

1767

1973

13531283

1598 1595 1590

1879

1193

1714 1746 17591632

1813

643 679 726837

777 820

575

815695 738 722

840

Seroxar CR

Lamictal

Requip

Keppra

5

Monthly Sales Trend -2015

1 2 3 4 5 60

500

1000

1500

2000

2500

3000

3500

4000

4500

19252039

21562019

2356

2173

929 8801041

874 820705

1761 1795

2060

16541561

2616

3381

2923

34283527

3801

4008

Lamictal

Keppra

Requip

Sxt CR

12668; 25%

5249; 10%

11447; 23%

21068; 42%

Lamictal

Keppra

Requip

Seroxat CR

Product ‘s Contribution in Islamabad Region

MR's Contribution in Islamabad Region-2014/15

7

Amjad 17447,

18%

Tariq 16244, 17%

Abdul Basitl, 9025, 10%

Ghayoor, 10921, 11%

Yasin 17654, 19%

Yousaf 18526, 19%

Sohail, 5634, 6%

Yasin; 7495; 15%

Yousaf; 11524; 22%

Amjad; 8179; 16%

Tariq; 8273; 16%

sohail; 6523; 13%

Abdul Basit;

3477; 7%

Ghayoor; 5799; 11%

Yasin

Yousaf

Amjad

Tariq

sohail

Abdul Basit

Ghayoor

2014 Jan-Jun 2015

MR Wise Sales Contribution Jan-June-2015

8

8179; 25%

8273; 26%6523; 20%

3477; 11%

5799; 18%

Amjad

Tariq

sohail

Abdul Basit

Ghayoor

CNS-Central


9

7495; 36%

11524; 55%

1779; 9%

Yasin

Yousaf

sohail

CNS-Peripheral / Sxt-CR


10

3666; 30%

3929; 32%

1304; 11%

1527; 12%

1797; 15%

Amjad

Tariq

sohail

Abdul Basit

Ghayoor

Lamictal

MR Wise Product Sales Contribution Jan-June-2015

11

3095; 27%

3312; 29%1003; 9%

1295; 11%

2731; 24%

Amjad

Tariq

sohail

Abdul Basit

Ghayoor

Requip

MR Wise Product Sales Contribution Jan-June-2015

12

1418; 28%

1032; 21%

658; 13%

655; 13%

1271; 25%

Amjad

Tariq

sohail

Abdul Basit

Ghayoor

Keppra

13

Monthly sales Trend 2014

Jan. Feb. Mar. Apr. May Jun. July Aug. Sep. Oct. Nov. Dec.0

200

400

600

800

1000

1200

1400

1600

1800

2000

Amjad

Kiani

Sohail

A.Basit

Ghayoor

Yasin

Yousaf

14

Amjad Sales Trend 2015 (x000)

Jan Feb. Mar. Apr. May Jun0

100

200

300

400

500

600

700

800

900

546 538

603 609

746

624

333

218

356

151171

189

440465

569

484

369

768

Keppra

Requip

----- Lamictal

15

Tariq Monthly Sales Trend 2015 (X000)


100

200

300

400

500

600

700

800

900

595

650625 632

737

690

152

209

166185

169151

457

577

511

450

517

800

Lamictal

Keppra

Requip

16

Abdul Basit Sales Trend 2015 (x000)


50

100

150

200

250

300

350

238

190

288

201

314

296

116

88

142

117 114

78

242

168

234

177168

306

Abdul Basit

Keppra

Requip

A.Basit

17

Ghayoor sales Trend- 2015


100

200

300

400

500

600

362

266

320 316

269 264

229217

163

265250

147

484

441

478

411

355

562

Ghayoor

Keppra

Requip

18

Seroxat CR Monthly Sales Trend -2015


500

1000

1500

2000

2500

1276

11131072

1332

1227

1475

1838

1586

1742

2027

21942137

267 258 257306 294

397

Yasin

Yousaf

sohail

Lamictal 6 Months Trade Sales Trend 2015 Vs 2014

Observations and Implications

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

Jan Feb. Mar. Apr. May Jun Total

-500

0

500

1000

1500

2000

2500

3000

3500

4000

604 546

-9.60264900662251

500 538

7.59999999999999

648 603

-6.94444444444446

712 609

-14.4662921348315

516746

44.5736434108527

663 624

-5.88235294117646

3643 3666

0.631347790282732

Amjad

Amjad



2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth


-500

0

500

1000

1500

2000

2500

3000

3500

4000

604 546

-9.60264900662251

500 538

7.59999999999999

648 603

-6.94444444444446

712 609

-14.4662921348315

516746

44.5736434108527

663 624

-5.88235294117646

3643 3666

0.631347790282732

Lamictal

Amjad

Lamictal 6 Months Trade/ Institutional Sales Trend 2015 Vs 2014

Jan Feb Mar Apr May Jun Total

-200

-100

0

100

200

300

400

500

600

34 31 36

0

70

26

197

0

109

194

0

36

194

533

0

-72 -81

0

94

-87-63

2015

2014

Growth

Jan Feb Mar Apr May Jun Total

-500

0

500

1000

1500

2000

2500

3000

3500

4000

561647 604 637 667 664

3780

494 523

740

538 519598

3412

14 24

-18

18 29 11 11

2015

2014

Growth



2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth


-200

0

200

400

600

800

1000

1200

1400

1600

215 256

19.0697674418605

212 222

4.71698113207546

248173

-30.241935483871

214 225

5.14018691588784

285183

-35.7894736842105

211 245

16.1137440758294

13851304

-5.84837545126354

Lamictal

sohail



2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

Jan Feb. Mar. Apr. May Jun Total-500

0

500

1000

1500

2000

2500

353238

-32.5779036827195

253 190

-24.901185770751

367288

-21.5258855585831

446

201

-54.932735426009

426314

-26.2910798122066

448296

-33.9285714285714

2293

1527

-33.4060183166158

Lamictal

Abdul Basit



2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth


0

500

1000

1500

2000

394 362

-8.12182741116752

255 266

4.31372549019609

384320

-16.6666666666667

292 316

8.21917808219179

229 269

17.4672489082969

319264

-17.2413793103448

18731797

-4.05766150560598

Lamictal

Ghayoor

6 Months Trade Sales Trend 2014 Vs 2015


2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth


-1000

0

1000

2000

3000

4000

5000

6000

7000

8000

1465 1276

-12.901023890785

988 1113

12.6518218623482

1038 1072

3.27552986512524

1238 1332

7.59289176090468

9991227

22.8228228228228

10761475

37.0817843866171

6804

7495

10.1557907113463

Seroxat CR

Yasin



2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth


-2000

0

2000

4000

6000

8000

10000

12000

14000

14041838

30.9116809116809

1231 1586

28.838342810723

1790 1742

-2.68156424581005

1682 2027

20.5112960760999

1846 2194

18.851570964247

1789 2137

19.4522079373952

9742

11524

18.291931841511

Seroxat CR

Yousaf



2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth

2014

2015

Gro

wth


0

500

1000

1500

2000

289 267

-7.61245674740485

262 258

-1.52671755725191

301 257

-14.6179401993355

292 306

4.79452054794521

316 294

-6.96202531645569

301397

31.8936877076412

1761 1779

1.02214650766611

Seroxat CR

sohail

28

Tariq IMS MAT 2015 (X000)

5 Months Analysis EPIVAL TEGRAL TOPAMAX LUMARK KLEVRA KEPPRA

Total Market 155,485,649 155,485,649 155,485,649 155,485,649 155,485,649 155,485,649

Growth 13.13% 13.13% 13.13% 13.13% 13.13% 13.13%

Market Share 31.22% 9.54% 3.42% 4.12% .79% 1.35%

Product Value 48,539,934 14,830,789 5,324,760 6,399,955 1,232,271 2,096,601

Product Growth 10.56% 2.57% -1.% 6.18% 78.94% 14.44%

EI 97.72 90.67 87.5 93.85 158.17 101.15

29


5 Months Analysis EPIVAL TEGRAL LAMNET TOPAMAX SEIZUNIL LAMICTAL

Total 155,485,649 155,485,649 155,485,649 155,485,649 155,485,649 155,485,649

Market Value 155,485,649 155,485,649 155,485,649 155,485,649 155,485,649 155,485,649

Market growth 13.13% 13.13% 13.13% 13.13% 13.13% 13.13%

Market Share 31.22% 9.54% 2.26% 3.42% 1.48% 4.53%

Product Value 48,539,934 14,830,789 3,513,985 5,324,760 2,306,049 7,038,919

Product Growth 10.56% 2.57% 13.93% -1.% .83% 18.43%

EI 97.72 90.67 100.71 87.5 89.12 104.68

30


5 Months Analysis SINEMET PK MERZ XMG DOPERGIN JUMEX REQUIP

Total Market 26,936,348 26,936,348 26,936,348 26,936,348 26,936,348 26,936,348

Market growth -39.87% -39.87% -39.87% -39.87% -39.87% -39.87%

Market Share 46.16% 16.85% .% 6.24% 2.96% 22.52%

Product Value 12,433,349 4,538,986 286 1,681,511 798,389 6,065,019

Product Growth -60.96% 15.86% -98.95% -16.19% 36.89% 18.43%

Product EI 64.92 192.69 1.75 139.38 227.67 196.96

Keppra Monthly Trend -2014

Observations and ImplicationsA. T3 has huge potential need further focusB. Focus on Physicians /Neurologists to be enhancedC. PFS/Evening calls to be made regularD

Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec0

200

400

600

800

1000

1200

90 79

171 178220

248217 194

169 161129

215101 97

86 59

123129

111 157

10682

76

130115

99

138130

126 94106

131

103 122120

75

203 242

183270

210241

72

226

217 224 267

283236

259233

259 220237

181

264

206 232 206

268

Amjad

Ghayoor

A.Basit

Sohail

Tariq

Keppra

Keppra Monthly Trend -2015

Observations and ImplicationsA. T3 has huge potential need further focusB. Focus on Physicians /Neurologists to be enhancedC. PFS/Evening calls to be made regularD

1 2 3 4 5 60

50

100

150

200

250

300

350

400

333

218

356

151

171189

152

209

166

185169

151

99 97 97

136

96

133116

88

142

117 114

78

229217

163

265250

147

Amjad

Tariq

sohail

Abdul Basit

Ghayoor


500

1000

1500

2000

2500

3000

215 212 248 214285

211 190265 230 206 249 232

353253

367 451 427 448339

422361 384 363 341

394

255

384 292 229376

134

415400

321 342 322

494632

934

538 519

793

531

737764

556 565696

604

500

648

712

516

663

529

644 763

701496

613 Amjad

Tariq

Ghayoor

A.Basit

Sohail

Lamictal MR's Sales Trend 2014 (x000)

Observations and ImplicationsA. PSH contribution is quite Low need significant improvementB.PFS/DPK of CNS-C PSH Team need to be observedC. Evening calls to be monitored

Observations and ImplicationsA. PSH contribution is quite Low need significant improvementB.PFS/DPK of CNS-C PSH Team need to be observedC. Evening calls to be monitored

Lamictal MR's Sales Trend 2015 (x000)


100

200

300

400

500

600

700

800

Amjad

Tariq

Sohail

Abdul Basit

Ghayoor


500

1000

1500

2000

2500

199 139200 202

279 320185

310289 284 289 273

284 293

390 362 263

444

188

392394

420 384 371

396 410

449 443524

558

424

468 532 461 460609

475441

560 588 524

557

396

544 531 594499

560

Amjad

Tariq

Ghayoor

A.Basit

Sohail

MR's Requip Sales Trend-2014

Observations and ImplicationsA. Requip Sale is satisfactory in all TerritoriesB. Contribution of Peshawar is not Satisfactory keeping in view their potentialC. Isb contribution is almost Double than PSH

MR's Requip Sales Trend-2015

Observations and ImplicationsA. Requip Sale is satisfactory in all TerritoriesB. Contribution of Peshawar is not Satisfactory keeping in view their potentialC. Isb contribution is almost Double than PSH


100

200

300

400

500

600

700

800

900

Amjad

Tariq

sohail

Abdul Basit

Ghayoor

Seroxat CR Monthly Trend 2014

37

Observations and ImplicationsA. .CR Sale is satisfactory in all TerritoriesB. Contribution of Peshawar is significant with encouraging GrowthC. Isb contribution is good but still need to be focused at Physicians levelD

1 2 3 4 5 6 7 8 9 10 11 120

500

1000

1500

2000

2500

3000

3500

4000

289 262 301 292 316 301 229 274 241 276 222 256

14041254

17901711

1848 1806

775

1781

1541 1504 15041608

1414

988

1153 13051271

1074

962

1112 13911231

1180

1543

SEROXAT CR T5

SEROXAT CR T6

SEROXAT CR T7

Seroxat CR Monthly Trend 2015

38

Observations and ImplicationsA. .CR Sale is satisfactory in all TerritoriesB. Contribution of Peshawar is significant with encouraging GrowthC. Isb contribution is good but still need to be focused at Physicians levelD


500

1000

1500

2000

2500

Yasin

Yousaf

sohail

Area Level Performance

MR wise Sales Analysis, Jan-June 2015

MRName Lamictal Keppra Requip Seroxat CR Total

2015 2014 Growth 2015 2014 Growth 2015 2014 Growth 2015 2014 Growth 2015 2014 Growth

Amjad 3666 3643 1 1418 1444 -2 3095 3145 -2 _ _ _ 8179 8232 -1

Tariq 3929 3910 0 1032 986 5 3312 2780 19 _ _ _ 8273 7676 8

Abdul Basit 1527 2293 -33 655 701 -7 1295 1296 0 _ _ _ -17

Ghayoor 1797 1873 -4 1271 1349 -6 2731 2036 34 _ _ _ 12

Sohail 1304 1385 -6 658 595 11 1003 807 24 1779 1761 1 4744 4548 4

Yasin _ _ _ _ _ _ _ _ _ 7495 6804 10 7495 6804 10

Yousaf _ _ _ _ _ _ _ _ _ 11524 9742 18 11524 9742 18

Region 12223 13104 -7 5034 5075 -1 11436 10063 14 20798 18307 14 49491 46550 6



5000

10000

15000

20000

25000

30000

1925 2039 2156 2019 2356 2173

Lamictal Sales Trend 2015

2014 2015 YTD Linear (YTD)



2,000

4,000

6,000

8,000

10,000

12,000

929 880 1041 874 820 705

Keppra Sales Trend 2015




5,000

10,000

15,000

20,000

25,000

1761 1795 2060 1654 15612616

Requip Sales Trend 2015




5,000

10,000

15,000

20,000

25,000

30,000

35,000

40,000

3381 2923 3428 3527 3801 4008

Seroxat CR Sales Trend 2015


44

Sales Analysis 14 vs 15 Desire Growth PRODUCT Jan-Jun,14 Jan-Apr.15 Balance Current Run Rate Required Run Rate

16% Seroxat CR 12.5mg 850 8746 6555 3590 1639 1795

9% Seroxat CR 25mg 1147 9686 6814 3743 1703 1872

13% Value 18544 13388 7345 3347 3673

25% Keppra 250mg 892.5 1520 1275 625 319 313

15% Keppra 500mg 1479 2476 1799 1048 450 524

20% Value 5019 3799 950 837

0% Lamictal 25mg 568.5 4232 2666 1566 666 705

0% Lamictal 50mg 948.59 4960 3183 1777 1061 827

0% Lamictal 100mg 1611.85 3751 2277 1474 569 625

0% Value 13157 8205 4952 2051 2673

30% Requip .25mg 246.5 10705 8431 5485 2107 2743

6% Requip 1mg 612 8083 5501 3067 1375 1533

30% Requip 2mg 850 2811 2238 1416 560 708

22% Value 9975 7347 1837 2411

10% Total Value 46699 32742 8185 9313

Area Level Performance IMS 2015

Product Epival Tegral Lumark Klevra Keppra

Metric Month MAT Month MAT Month MAT Month MAT Month MAT

Prod. Grwth% -45 10 -6 11 32 94 118 42 26 7

Mkt. Share % 23 28 9 9 3 4 1 1 1 1

Evol. Index % 60 93 102 94 144 165 239 121 138 91

Observation and Implications:


Product Epival Tegral Lamnet Seizunil Lamictal

Metric Month MAT Month MAT Month MAT Month MAT Month MAT

Prod. Grwth% -45 10 -6 11 50 94 66 2 12 12

Mkt. Share % 23 28 9 9 2 3 1 2 4 3

Evol. Index % 60 93 102 94 163 165 181 87 123 96



Requip GSK Sinemet PK Merz Jumex

Metric Month MAT Month MAT Month MAT Month MAT

Prod. Grwth% 14 16 -12 -12 13 12 31 20

Mkt. Share % 20 21 48 48 13 12 3 3

Evol. Index % 126 132 87 82 125 127 137 144

Observations and Implications•A

•B

•C

•D

Area Performance KPI’s Seroxat CR

Product Seroxat CR Cipralex Zoloft Paraxyl CR

Metric Month MAT Month MAT Month MAT Month MAT

Prod. Growth% 3 -10 5 13 -19 23 29 57

Mkt. Share % 0.55 0.57 15 19 4 4 3 3

Evol. Index % 96 77 98 98 75 106 120 136


Territory Total Market Keppra Lumark Klavera Topamax

Val Gr % Val Gr % EI Val Gr % Val Gr% Val Gr%

Total Reg. Perf-

616377 17.41 8069 6.49 90 24072 94 7112 42 17299 5.37

MR 1 89321 9 2683 24 113 3718 35 569 22 4826 7

MR 2 149257 15 2101 23 106 6121 7 1139 101 5400 5

MR 3 150299 27 1291 20 94 10114 625 2007 66 2484 13

MR 4 164274 18 812 -44 47 3537 73 2899 23 2873 5

MR 7 59454 14 1230 1 89 580 21 496 29 1714 -5

Sales Analysis “Keppra” vs Competition (x000)

Area Level Performance IMS 2015(+000)

Territory Total Market Seroxat CR Cipralex Zoloft Paraxyl CR


Total Reg. Perf-

552420 15 24914 9 95 85114 13 21871 23 17468 57

YASIN 208658 11 10875 16 104 60892 11 16793 21 4150 39

AFRIDI 294728 20 11017 10 91 19938 23 3732 35 10284 86

SOHAIL 49034 6 3021 -11 84 4283 7 1345 17 3033 17

IMS 2015—Requip vs Competition

Territory Total Market Requip GSK Sinemet JUMEX PK Merz


Total Reg. Perf-

85140 -12 17704 16 132 41118 -27 2414 20 10126 12

AMJAD 14086 -38 5209 9 177 5511 -62 436 4 2093 7

KIANI 30833 -22 5869 16 147 16600 -38 748 42 4438 4

A.BASIT 13120 15 2776 28 111 5257 10 398 6 1261 29

GHAYOOR 20530 19 2532 13 95 10585 27 606 14 1660 45

SOHAIL 6569 6 1317 33 125 3164 10 224 50 672 2

Lead KPIs Keppra

MetricEffective Calls (A)

Effective Calls (A+B)

Coverage %Cust @ Des.

Freq(A Category)

Morning / Evening Calls / Day

Total Reg. Perf.

AMJAD 72 68 100 98% 2.3

KIANI 91 95 100 96% 3.4

A.BASIT 95 91 93 96% 2.9

GHAYOOR 91 85 100 100% 3.9

SOHAIL 100 96 100 96% 4.7


Lead KPIs – Lamictal




Freq(A Category)


Total Reg. Perf.

AMJAD 77 83 100 100% 2.3

KIANI 91 95 93 93% 3.4

A.BASIT 97 85 95 95% 2.9

GHAYOOR 85 80 100 100% 3.9

YASIN 96 81 100 100% 4.7

AFRIDI 96 97 100 88% 3.9

SOHAIL 98 96 100 100% 4.7


Lead KPIs – Key Product Requip



Coverage %A Class

Cust @ Des. Freq

(A Category)


AMJAD 81 65 100 95 2.3

KIANI 92 94 94 94 3.4

A.BASIT 99 85 100 96 2.9

GHAYOOR 91 85 100 100 3.9

YASIN 97 44 76 76 4.7

AFRIDI 97 91 100 94 3.9

SOHAIL 98 97 100 96 4.7


KPIs – Seroxat CR




Freq(A Category)


YASIN 98 69 98% 73 4.8

AFRIDI 98 99 97% 95 4

SOHAIL 79 87 100% 100 4.7


Coaching – Q2, 2015

MonthCoaching Sessions

# of Acc. Calls

PFS Rating

Terr. Management

RatingComments

AMJAD

KIANI

A.BASIT

GHAYOOR

YASIN

AFRIDI

SOHAIL

Key areas of focus

Environment

Focus Area Desired Outcome Strategy

Market environment has so many challenges like customer accessibility, unethical practices, huge investments by competitor’s , as well as more deployment and less numbers of HCPs per MRs , worse law and order and sectarianism. None of our key brand is in the formulary list of any major hospital . In KPK Institutional business is now decentralized and all the teaching and district hospitals has their own purchases.

Managing customer @ desired R&F.Update in customer BBL status.Driving business increasing market share and growth.Customer consider CNs Brands as best option for their patients.

•Effective Planning / execution ( M/E ).• PFS implementation ( individual MR / Accomp Calls,Effecitve use of FCT• focusing settled towns.•Coordination with Institutional team to ensure business ( PAF/ ESSI ) and facilitate them in generating business through customer advocacy from DHQH

Competitors


Lerace is the leading brand among Anti-Depressants salt and Cipralex due to their investments including unethical approaches and practices of the medical community.

KEEs will understand the value health benefits of CNS brands appropriate treatment for their patients .Increase Rx and will thus increase our market share and growth in the top most potential bricks Driving business Contributing to zone and country objectives

•Targeting Top 5 bricks ( N03/N 04 and 06 key contacts Rxbing competitors •Optimising resources ( human / promo / Actvities ).• Team DPK development•Market visits/Evening Calls•PFS implementation

Key areas of focusCustomers / Channels


The KEEs are the most important customers being decision makers and influencer in the community being followed by their juniors are the difficult to access as most them has specify only one day in week / month and on an average 30+MRs visiting them at a time, quite challenging to get fair time with them in their clinics as they usually hesitate to meet in hospitals. Secondly these KEEs are the main focus of investments of the National / MNCs and franchisers.Also they are quite low in No. So ehmore deminding HCP not on SLT : there are number of HCPs not on SLT as most of the team members SLT contact list is 150+ a minimum standard. Keep Liaison with the distributors to maintain 4 – week inventory level and ensure availability at chemist level

•By effective implementation of the PFS MR could make a quality interactions with the KEEs that will make them consider GSK MR / products being valuable and beneficial for their patients.•Ensure key contacts in all the territories.• Chemists calls to ensure No stock out at distributors and chemist level with no bounce back of the Rx and patients get the prescribed GSK brands to overcome their disease.

• Effective customer profiling•To develop team’s DPK / PFS skills.•Effective Opening to engage customer in dialogue.•Asking Quality Insightful Questions.•Territorial realignment / Addition contacts from universe or new addition.• Meeting at least once in month with the distributors with follow up on daily/weekly basis. Self /MRs chemist visits.

Team Focus Area Desired Outcome Strategy

Senior team members including Kiani / Amjad /Afridi have good DPK / rapport with their customers and PFS skill andbut implementation needs improvement. Afridi/Kiani Amjad the most dedicated / hard worker team member, top performer needs to improve DPK for effective PFS skill / implementation. Abdul Bsit/Ghayoor require improvement in their DPK along with PFS skill and implementation. Abdul Basit/Ghayoor need to improve his evening calls and foot work

Team will become capable of making quality interactions with their customers and get expert in PFS to educate the HCPs how GSK brands benefits their patients.

•Practice role plays as per PFS in the weekly / monthly meetings.• Practicing of making effective opening statements and insightful questions in the weekly / monthly meetings.•PFS implantation in the Field accompanied calls.•True/honest rating in FCT and feedback

Customer Action PlanHCPs / Hospitals

Strategy Customers TacticsSupport/

ResourcesTimeline Outcome KPI

Educating HCPs about the Value Health benefits of CNS Brands efficacy and safety benefits to their patients.Addition of non SLT contacts from universe to reach the List by co-ordinating with SFA

Top Five bricks •GPs•Paediatricians•Chest Physicians•Physicians•RMOs Non SLT contactsNew contacts

•One to One detailing by MRs with PFS approaches & skills.• Stand Alone meeting with HCPs•Potential assessment and new a

Detail aid ( by marketing ).Relevant Clinical paper ( by marketing )Speaker and budget for the IJSFA

March’2014

Nov’2014

•Qlikview reports on Coverage and frequency as well as Coverage & detailing.•BBL updation.•Focus on customers attending the e

Pharmacists / Wholesalers / Distributors

Strategy Customers TacticsSupport/


Keep liaison with the distributors for maintaining 4-week inventory and ensure availability of key brands at all pharmacies including dispensing doctors in the region.

GSK distribution department.Distribution Sales team.Retail / Whole sales pharmacies.Dispensing Drs pharmacist.

Market Visit / Survey.Weekly Meeting with Distributors / team.MRs feedback

Distributors Daily Sales Report.Distributors Brick Wise Sales.Distributors ledger Sales

Monthly Availability of stock at distributors and chemists

Team Action PlanTeam Development

Strategy TacticsSupport/


To effectively coach the team and implement the PFS & TM skills

Contact list updation and Territory alignment

Effective implementation of the New WOW ;7-8 Calls per Day( 4 Eve Calls / 4 Eve –week)Effective Calls categ A&B – 90% and OA – 80%.Desired Frequency – categ A – 90% with OA – 80 %

2 days consecutive working with MRs to identify and fulfil their developmental needs which will enable them to implement the PFS and to be at least at Level 3 in the PFS key approaches and skills.

Brick realignment and addition of non SLT contacts from universe / new addition.Make and implement effective planning – Monthly weekly and daily

PFS refreshers

SFA department

MWP / IJSFA

June’2015

28th June’2015

March’2015

Coaching templates on PFS on IJSFA MRs PFS Level will be at least 3 and TM scores 75 %.

Each MR will be having at least 150+ SLT contacts on IJSFA / QV

QV reports on Average Activity per Day –Coverage and Frequency - Coverage and Detailing.

Team Action PlanIndividuals

Strategy TacticsSupport/


Abdul Basit / Ghayoor needs improvement in DPK /PFS

Abdul Basit/Ghayoor /sohail needs to improve his one to one communication

Yasin needs further to improve DPK as per GSK standards/PFS

Assignments on DPK – One Product each week

Assignments to prepare presentation on DPK



Product manuals PPIs FLSM / SMSE

Product manuals Detail aid / PPIFLSM / SMSE



March 2015

March’2015

March’2015

March 2015

Weekly /Monthly Quiz – ( written and oral ).Fortnightly Role Play as per PFS.

Role Play ( detailing ) in the field and fortnightly meetings Presentation in the fortnightly meetings.

Weekly /Monthly Quiz – ( written and oral ).Weekly Role Play as per PFS.

THANKS

Documents

Nihar Ahmad FLSM - CNS CP Islamabad Business Plan