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Plan of Action — October-December 2016

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FOREWORD

Dear Himalayans,

The quest to excel in each of us must never die!

Zeal is a very prestigious division of Himalaya, with the topmost brands,

Liv.52 and Gasex, and the exclusive derma range. So far (Aug 16), the GI

healthcare segment has achieved Rs.85.65 crs., and the skin care

segment, Rs.6.43 crs.

In the third quarter (Q3), our focus must be on increasing prescriptions

for Liv.52, Immusante, Althea, and Gasex. On the retailing front, we

must strongly focus on Himcocid-SF, Chiropex, Aactaril, and HiOwna.

As a special campaign, we shall be giving a series of booklets for Liv.52,

“Doctors Speak,” with strong opinions from doctors in favor of Liv.52.

LBLs/LBCs of Liv.52 HB and Immusante must be utilized effectively at

the consultant level, and Clarina, at the dermatologists.

On the retailing front, let’s motivate our ISRs to make available our

products with chemists we do not cover. Inputs like BOPP tapes and

posters for Himcocid-SF, Clarina and HiOwna must be put to best use.

This quarter, we must promote HiOwna, Himcocid-SF, and Althea

through retailing as well as by demanding prescriptions.

You will be glad to know that our campaign with Himcocid-SF has given

good results. In the last month, we sold 5.2 lakh bottles. However,

cumulatively, we are degrowing by 12% in terms of rupee value.

In the nutrition segment, HiOwna has achieved Rs. 2.24 crs by the end

of August ‘16. I am sure we will continue to demand prescriptions for

HiOwna and make it a 10-crore brand.

A special mention about Immusante, a brand that everyone is watching.

We have started off very well and we thank you for your feedback and


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queries you have sent to the H.O. Do continue to detail Immusante

effectively to all the doctors. Please ensure to create a doctor base in

different segments depending on the indications of Immusante. That is,

promote Immusante to GPs for viral infections such as viral

gastroenteritis, influenza, dengue, and chikungunya; to consultants for

opportunistic infections like diabetic foot ulcers; at the cancer centers,

for neutropenia in chemotherapy and radiotherapy patients, the largest

segment.

Remember one and all, Immusante is another Liv.52 in the making!

Althea – Intense moisturizer for dry skin, is another opportunity for us

to expand our derma range. Although we have launched Althea cream

and lotion on a slow note, the coming months will be the best-selling

months for Althea. Dry skin associated with atopic dermatitis (eczema),

ichthyosis and psoriasis will be the major indication where Althea needs

to be prescribed. You shall be receiving Althea inputs to capitalize on

this winter season, when dry skin is very common.

I take this opportunity to congratulate all those who excelled in H1! To

all those who are lagging behind, it’s still not too late to achieve your

targets.

Wish you and your family a very happy Deepavali and a prosperous New

Year. I pray to God that he showers peace, prosperity, and success on

each of you and your families.

Good Luck and God Bless!

Cordially,

A.M. Jiandani


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CONTENTS

1. Promotional calendar .......................................................................................... 04

2. Front-runners ........................................................................................................ .05

3. IMS top companies and products ................................................................... .10

4. GI care VAF detailing talk .................................................................................. .12

5. Derma care VAF detailing talk………………………………………………………..26

6. Focus brands for Q3 ............................................................................................ .48

7. Liv.52 .......................................................................................................................... 49

8. Liv.52 HB................................................................................................................... 56

9. Gasex .......................................................................................................................... 57

10. Himcocid-SF ............................................................................................................ 59

11. Immusante ............................................................................................................... 63

12. HiOwna ...................................................................................................................... 67

13. Derma inputs ........................................................................................................... 75

14. Market news ............................................................................................................ 82

15. Gifts for Q3 .............................................................................................................. 85

16. Your Plan of Action for Q3 ................................................................................ 86

17. Notes .......................................................................................................................... 87


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PROMO CALENDAR

Inside: The highlighted text is the key message, which means

the communication is mandatory.


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FRONT-RUNNERS!

List of MRs/PSOs/BMs/Teams who have completed 46% of their

annual target 2016-17 by August 2016

S. No. NAME H.Q. % ACH

1 R.K. Tiku Moradabad 93.64

2 Ajay Singh Bhadoria Kanpur 77.88

3 Parmendra Singh Kanpur

4 Ashuvendu Awasthi Kanpur

5 Vipin Kumar Tiwari Gonda 73.47

6 Sonmoy Berhampore 68.63

7 Shahul Shaikh Vijaywada 68.62

8 Paras Verma Ludhiana 67.37

9 Steevan Gupta Ludhiana

10 Ravinder Singh Ludhiana

11 Amardeep Ranjan Siwan 65.83

12 M. Neazi Bareilly 64.98

13 Jag Mohan Ohri Bareilly

14 Jitendra Singh Raibareilly 63.65

15 Saurabh Saraswat Farrukhabad 62.09

16 Mrinal Kumar Golaghat 60.94

17 Atul Arora Hisar 60.92

18 Pankaj Awasthi Bahraich 59.14

19 Ankush Mahajan Taran Taran 59.00

20 Rohit Sharma Orai 58.12

21 Deepak Shukla Lakhimpur 58.10

22 B.K. Biswajeet Katihar 57.97

23 Dhirendra Kumar Dwivedi Faizabad 57.97

24

Kuldeep Kumar

Srivastava Faizabad


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25 Siva Kumar Jeypore 57.71

26 Avik Dutta Roy Coochbehar 57.14

27 Ashish Srivastava Rewa 57.00

28 Deepak Pandey Unnao 56.89

29

Devendra Kumar

Upadhyay Agra 56.79

30 Vishesh Yadav Agra

31 Haresh Kumar Agra

32 Smriti Kumar Rawat Agra

33 Shambhu Dayal Tiwari Agra

34 Mrinal Dhubri 56.74

35 Imtiyaz Pathan Godhra 56.66

36 Md. Faiz Rabbani Laheriasarai 56.58

37 Ranjeet Kumar Mahto Laheriasarai

38

Rajiv Koul & Suneet

Vohra Jammu 56.50

39 Devender Hamirpur 56.37

40 Shashank Kumar Sitamarhi 56.23

41 Senthilkumar Trichy 55.90

42 Prateek Kumar Bose Ghaziabad

43 Mohd. Shakir Siddiqui Ghaziabad

44 Avdhesh Kumar Ghaziabad

45 Ashwani Kumar Ghaziabad 55.74

46 Saroj Kumar Pattnaik Bhubaneshwar 55.58

47 Santanu Kumar Panda Bhubaneshwar

48 Ashok Kr Mondal Malda 55.38

49 A.K. Swain Balasore 55.35

50 N.U.Khan Faridabad 55.12

51 Prasant Kumar Swain Cuttack 54.57

52 Barun Acharya Cuttack


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53 Saket Kumar Sinha Muzaffarpur 54.55

54 Kumar Manish Muzaffarpur

55 A.Kharche Khamgaon 54.50

56 Subash Sharma Imphal 54.45

57 Viqar Ahmed Noida 54.39

58 Vivek Singh Balrampur 54.26

59 Manoj Churu Churu 54.24

60 Sandeep Yadav Bharatpur 53.96

61 Manoj Sharma Mohali 53.27

62 Pawan Kumar Bettiah 53.22

63 Sushant Mukherjee Mirzapur 53.03

64 Anurag Srivastava Guna 53.00

65 Akhilesh K. Sharma Lucknow 52.96

66 Bilal Ahmad Lucknow

67 Anil Kumar Singh Lucknow

68 Amit Kumar Srivastava Lucknow

69 Rahul Das Gupta Lucknow

70 Seema Singh Lucknow

71 Vishal Nigam Lucknow

72 Ashwani Kumar Chhapra 52.55

73 Ajit Raj Motihari 52.36

74 Gurmeet Kapoor Deoria 52.32

75 Amit Kumar Chaturvedi Padrauna

76 Arnab Bongaigaon 52.20

77

Barot Nileshkumar

Dayalbhai Baroda 52.16

78 Abhay Kumar Dubey Baroda

79 Ketan Karnal 52.12

80 Anish MV Kannur 52.04

81 Rupesh Kumar Sinha Jamshedpur 51.99

82 Manmohan Singh Siddharthnagar 51.87

83 Santosh Kumar Srivastava Basti


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84 Chandrashekar Ratho Srikakulam 51.79

85 Nitish Raj Rangia 51.60

86 Pawan Kumar Moga 51.50

87 Purshotam Kumar Saharsa 51.21

88 Nitish Gupta Muzaffarnagar 51.02

89 Shivank Kaushik Muzaffarnagar

90 T.Dudhe Amrawati 50.72

91 Aditya S. Rupauliha Banda 50.17

92 Saurabh Saini Banda

93 Wasim Akram Durg 50.00

94

Shrijanesh Dhar

Dwivedi Durg

95 Amit Raj Purnea 49.73

96 Saurabh Sharma Rampur 49.70

97 A.Bawale Beed 49.70

98

Mushtaq Hussian

Hazarika Dibrugarh 49.51

99

Santosh Kumar

Panigrahi Berhampur 49.48

100 V. Jagadish Berhampur

101 Sikar Jhunjhunu Team Sikar+ Jhunjhunu 49.38

102 Raffik Shaikh Angul 49.13

103 Amandeep Pathankot 49.11

104 Brijesh Kumar Varanasi 49.07

105 Ganesh Prasad Tripathi Varanasi

106 Sameer Bandhovakar Varanasi

107 Kapil Deo Shukla Varanasi

108 Saurabh Mishra Varanasi

109 Mukesh Prasad Mishra Allahabad 49.01

110 Pankaj Shukla Allahabad

111 Alok Tripathi Allahabad

112 Vacant Allahabad


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113 Amitesh Dadda Ujjain 49.00

114 Arvind Thakur Ujjain

115 Zia Ur Rahman Meerut 48.72

116 Vikas Negi Meerut

117 Mirza Momin Nadiad 48.51

118 Sachin Kumar Bulandshar 48.25

119 Kapil Luthra Panipat 48.21

120 Abuthakir A. Coimbatore 48.00

121 Peer Mohamed S. Coimbatore

122 Amit Kumar Sharma Haridwar 47.66

123 Deepak Shukla Mussoorie

124 Ravikumar Kurnool 47.50

125 Harinath Nayak Raipur 47.50

126 Vinod Kumar Raipur

127 Pawan Kumar Patel Raigarh

128 Ravendra Prasad Mishra Raigarh

129

Thakar Pragnesh

Bipinchandra Mehsana 47.25

130 Pratik Babulal Patel Mehsana

131 Ravi Sharma Dharmsala 46.60

132 G.Narkhade Jalgaon 46.43

133 Mahesh Msr Trivandrum 46.17

134 Ranjith Kumar S Karikodi 46.09

Congratulations!


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MARKET ANALYSIS [(TSA), MAT Aug ’16]

Top pharmaceutical companies & Himalaya ranking

Rank MAT Aug ‘16

MAT Val (Cr.) GR (%)

IPM 1,02,537 10.5

1 Sun Pharma 5598 8.9

2 Cipla 5033 9.5

3 Zydus Cadila 3974 8.3

4 Mankind 3949 19.8

5 Lupin 3402 12.3

6 Ranbaxy 3331 12.9

7 Abbott HC 3265 8.9

8 Glaxo 3257 2.0

9 Alkem 3184 10.7

10 Macleods 3014 12.8

26 Zuventus 1081 17.3

27 Novo Nordisk 1066 6.8

28 FDC 968 7.7

29 Unichem 920 11.9

30 Himalaya 754 9.3

Observations:

Total IPM touched 1.02 lakh crs., growing at 10.5%.

Most of the companies have retained their positions

All the top 10 companies continue to grow

Himalaya has moved up in ranking from 33 (in Jan’16) to 30 (in

May ’16) and sustained the position as per Aug ’16 data.


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MARKET ANALYSIS [(TSA), MAT Aug ’16]

Top 10 Brands in Pharmaceutical market & Liv.52

RANK BRAND COMPANY

MAT VAL

(Cr.)

AUG ‘16

MAT VAL

GR (%)

AUG ‘16

MAT IPM 1,02, 537 10.5

1 MIXTARD NOVO NORDISK 479 -11.7

2 GLYCOMET GP USV LTD 354 12.5

3 COREX PFIZER LTD 316 20.9

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SPASMO

PROXYVON PLUS

WOCKHARDT

LTD 309 31.8

5 LANTUS

SANOFI INDIA

LTD. 304 26.2

6 GALVUS MET

NOVARTIS INDIA

LTD 296 36.7

7 AUGMENTIN GSK 295 -10.3

8 MONOCEF ARISTO 289 3.5

9 LIV 52 HDC 269 9.2

10 JANUMET MSD 257 22.4

Observations:

Liv.52 has moved up the ranking and features among the top 10

brands

Janumet is at 257 crs. and the growth rate is higher than Liv.52

To sustain and maintain our position, we must aim to have a

growth of ~15% persistently, month on month, for this financial

year.


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Gastro care VAF

Cover page

ACTION: Point to the relevant text

TEXT: Doctor, greetings from Himalaya! Himalaya, since 1930, is

dedicated to Researching Nature, Enriching Life.

I am Mr./Ms. (Say your name) from Zeal Strategic Business Unit.

Page 1


TEXT: Doctor, you will agree that a healthy and fit body keeps the

enthusiasm going!

Inducing enthusiasm for good health of the entire family… Zeal seeks

your valuable support.

Page 2

ACTION: Point to the brand name and relevant text

TEXT: Doctor, in acute & chronic diarrhea… recommend Diarex tablet,

the dependable antidiarrheal.

Doctor, Diarex tablet:

- Exhibits significant antidiarrheal, antimicrobial, and amebicidal

actions

- Has astringent action that helps regularize bowel movements

- Has antispasmodic action that relieves abdominal colic

- Is devoid of side effects like flatulence and constipation

Therefore Doctor, recommend Diarex tablet in:

Acute and chronic diarrhea

Chronic amebiasis

The recommended dosage of Diarex tablet is:

Children: ½ to 1 tablet twice daily.


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Adults: 1 to 2 tablets twice daily.

Doctor, Diarex tablet has no metallic aftertaste unlike imidazoles.

Therefore Doctor, prescribe Diarex tablet, the dependable antidiarrheal.

Page 3

Action: Point to the brand name and relevant text

TEXT: Doctor, for painful gaseous distension and flatulence… recommend

Gasex tablet, which relieves gaseous distension and improves digestion.

Doctor, Gasex tablet:

Expels trapped gases

Provides quick relief from abdominal distension and bloating

Corrects digestive dysfunction

Eases the abdominal discomfort during postoperative

convalescence

Therefore Doctor, recommend Gasex tablet:

• In flatulence • In abdominal distension • In belching • For pre-

radiographic bowel preparation for abdominal x-rays.

The recommended dosage of Gasex tablet is: 2 tablets after meals.

Action: Point to the seal near pack shot

TEXT: Doctor, Gasex tablet is trusted ever since 1950.

Doctor, prescribe Gasex tablet, which relieves gaseous distension.

Improves digestion.

Page 4


TEXT: Doctor, the prescriber’s choice in indigestion… Gasex digestive

syrup, which relieves gaseous distension and improves digestion.

Doctor, Gasex digestive syrup:

Stimulates digestive enzymes like amylase, protease and lipase, and


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thus helps in the proper digestion of carbohydrates, proteins & fats

Increases the secretion of bile, which improves digestion of fats &

speeds up the digestive process

The recommended dosage of Gasex digestive syrup is: 2 teaspoonfuls

twice daily after meals.

Doctor, Gasex digestive syrup is available in 2 delicious flavors – Elaichi

& Ginger–Lemon.

Doctor, prescribe Gasex digestive syrup, which relieves gaseous

distension and improves digestion.

Page 5


TEXT: Doctor, in chronic constipation, for laxative, prokinetic, and

prebiotic activities… recommend Herbolax, the gentle bowel regulator.

Doctor:

Herbolax softens stools and enhances intestinal motility

Herbolax assures smooth evacuation without colicky pain

Herbolax is safe for long-term use, as it:

- Does not disturb the fluid-electrolyte balance

- Does not cause dependence

Efficacy and safety of Herbolax is proven in pregnancy

Therefore Doctor, recommend Herbolax in chronic constipation.

The recommended dosage of Herbolax is:

Capsule: 2 to 3 capsules before dinner with warm water.

Tablet: 2 to 3 tablets before dinner with warm water.

The dosage is best individualized.

Doctor, prescribe Herbolax, the gentle bowel regulator.


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Page 6

ACTION: Point to the brand names and relevant text

TEXT: Doctor, in radiography, when gas shadows obstruct diagnosis…

recommend Gasex tablet and Herbolax capsule/tablet, for good

pre-radiographic bowel preparation.

Doctor, the combination of Gasex and Herbolax:

- Eliminates gas shadows

- Ensures better radiological interpretation

- Avoids repeated exposures and reduces cost

Doctor, presenting a “Meta-Analysis Study of Gasex Studies,” published

in Indian Journal of Clinical Practice 2011. Results showed that:

- Overall response to Gasex tablets was 96.7%.

- In a comparative controlled study for pre-radiographic

preparation, response to Gasex tablets was 92.50% compared with

77.50% treated with charcoal enzyme.

- Overall compliance to Gasex tablets was good.

- No adverse effects were observed.

The recommended dosage is:

Gasex: 2 tablets three times daily.

Herbolax: 2 capsules/tablets at bedtime.

Therefore Doctor, prescribe Gasex and Herbolax, for good pre-

radiographic bowel preparation.

Page 7


TEXT: In hyperacidity… recommend Himcocid-SF, the complete antacid,

beyond just relief.

Doctor, Himcocid-SF:

Neutralizes gastric acid, provides quick relief from hyperacidity

Offers significant gastroprotective and ulcer-healing effects

Exhibits cytoprotective and antioxidant actions


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Is devoid of rebound acidity

Moreover Doctor, Himcocid-SF is free from sugar and aluminum, and

hence, is safe in diabetics and hypertensives.

Also Doctor, in hyperacidity... no other antacid gives long-lasting relief,

i.e., up to 12 hours, as seen with Himcocid-SF.

Therefore Doctor, recommend Himcocid-SF in:

• Non-ulcer dyspepsia (NUD)

• Acid peptic disease (APD)

• Gastroesophageal reflux disease (GERD)

The recommended dosage of Himcocid-SF is: 1 to 2 teaspoonfuls after

meals.

Doctor, Himcocid-SF suspension is available in 3 delicious flavors –Mint,

Saunf, and Banana.

Doctor, prescribe Himcocid-SF, the complete antacid, beyond just relief.

Page 8


TEXT: Doctor, recommend a specialized nutritional supplement for

adults and the elderly… HiOwna, which offers nutrition and good

health… Naturally!

Doctor, HiOwna:

Is power packed with Pea protein

Contains essential vitamins & useful minerals, and internationally

proven herbal actives

- Pea (Pisum sativum) is a rich source of vegetable protein including

essential amino acids, crude fiber, and minerals.

- The branched-chain amino acids (BCAAs) in pea protein help

stimulate muscle protein synthesis and increase protein turnover,


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thus promoting better muscle & joint health.

- Pea protein is very easily dispersed, with optimum solubility and

neutral taste.

Doctor, HiOwna also contains best quality proteins – Soy protein

isolate & Milk protein.

Page 9





Doctor, HiOwna, is power packed with Pea protein.

HiOwna:

Is a nutritional health drink especially formulated for hospitalized

adults, senior adults, and multitasking adults

Is fortified with pea protein, soy protein isolate, milk protein,

essential vitamins and minerals that supplement the daily diet

Helps faster recovery from prolonged illnesses like cancer,

tuberculosis, typhoid, and stroke

Contains herbal actives, which:

- Help build a strong immune system that prevents repeated

infections

- Help adapt to stressful conditions with ease

Is free from cholesterol, trans fats and saturated fats, which makes it

safe for cardiac and dyslipidemic patients

Is easily digestible, does not cause bloating.


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Page 10





Doctor, recommend HiOwna:

As a daily nutritional health drink supplement for adults and the

elderly

As a nutritional health drink supplement for adults and the elderly

in:

- Postoperative convalescence

- Prolonged illness

- Stress of varied etiology

- Stress-related anxiety

- General weakness

The recommended dosage of HiOwna is: 2 heaped teaspoons (approx.

25g) twice daily.

Serving instructions for HiOwna: Add 2 heaped teaspoons (approx.

25g) of HiOwna to a cup of lukewarm/cold milk or water, stir briskly

until mixed well, and add sugar to taste if required.

Doctor, HiOwna is available in delicious Chocolate & Vanilla flavors in

200 g and 400 g packs.

Therefore Doctor, prescribe HiOwna, which provides nutrition and good


Page 11


Text: Doctor, in immunocompromised conditions… recommend

Immusante tablet – Broad-spectrum immunotherapeutic support.


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Action: Point to the herb images

Text: Doctor, Immusante is a natural formulation with potent herbal

actives:

Shanta (Prosopis glandulosa and

Lodhra (Symplocos racemosa)

These herbs are proven to improve resistance and prevent disease

manifestation.

Page 12




Doctor, Immusante significantly improves immunity as an adjuvant in

immunocompromised conditions:

Modulates both cell-mediated immunity and humoral immunity

Augments CD4-cell count – Acts as an immunotherapeutic support

in conditions like HIV

Significantly improves the function of neutrophils and macrophages

– Helps in better phagocytosis

Upregulates IFN – Helps in viral infections

Elicits cytokine gene expression relevant to immunomodulation

Possesses antioxidant properties

Provides relief from clinical symptoms like nausea, vomiting, fatigue,

loss of sleep, and loss of appetite – Improves quality of life

Augments immune function, attenuates disease manifestation, and

improves resistance to diseases

Has well-established safety and tolerability

Has an affordable cost of therapy


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Page 13



Action: Point to the indications

Text: Doctor, recommend Immusante tablet for:

Prophylaxis and faster recovery from viral infections:

o Influenza

o Dengue

o Chikungunya

o Herpes zoster

o Herpes simplex

o Viral gastroenteritis

o Immunomodulation in HIV

Faster recovery from opportunistic infections:

o Diabetic foot ulcer

o Recurrent UTI in chronic debility

o Oral candidiasis

o Opportunistic infections in cancer patients like port infections

• Chronic, debilitating conditions – HIV and TB

• Rheumatoid arthritis patients on DMARDs

• Neutropenia induced by chemotherapy and radiotherapy

• Sickness behavior

Action: Point to the dosage

Text: Doctor, the recommended dosage of Immusante tablet is: 2 tablets

twice daily.

Action: Point to the brand name and tagline

Text: Doctor, prescribe Immusante tablet – Broad-spectrum

immunotherapeutic support, in immunocompromised conditions.


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Page 14


TEXT: Doctor, it is your trust, patronage, and prescriptions that have

made Liv.52 – Unparalleled in liver care – one the world’s most enduring

phytomedicines.

Doctor,

- Liv.52 is present in more than 65 countries.

- Liv.52 is accredited with more than 250 studies.

- Liv.52 is the only hepatoprotective with a meta-analysis study in

infectious hepatitis.

- American Botanical Council includes Liv.52 in The ABC Clinical Guide

to Herbs.

- Every second, one unit of Liv.52 is bought somewhere in the world!

Thank you Doctor, we seek your continued patronage…

Page 15


TEXT: Doctor, accredited with more than 250 studies… recommend

Liv.52 – Unparalleled in liver care.

Doctor, Liv.52 is an Evidence-Based Medicine as it is endorsed by leading

medical institutions of India through clinical trials:

Central Drug Research Institute (CDRI), Lucknow

All India Institute of Medical Sciences (AIIMS), New Delhi

Christian Medical College & Hospital (CMC), Vellore

Postgraduate Institute of Medical Education & Research (PGIMER),

Chandigarh

Jawaharlal Institute of Postgraduate Medical Education & Research

(JIPMER), Puducherry

Institute of Medical Sciences (IMS), Varanasi

Grant Medical College (GMC), Mumbai

Kasturba Medical College (KMC), Manipal


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Page 16


TEXT: Doctor, in infectious hepatitis... recommend Liv.52 – Unparalleled

in liver care.

Doctor, Liv.52 restores the metabolic efficiency of the liver, as Liv.52:

Protects the hepatic parenchyma

Promotes hepatocellular regeneration

Prevents the loss of functional integrity of cell membranes

Possesses antiperoxidative activity

Normalizes the liver function tests

Shortens the disease recovery period

The recommended dosage of Liv.52 in:

Children: Syrup: 5 ml t.i.d. Tablet: 1 tablet t.i.d.

Adults: Syrup: 10 ml t.i.d. Tablet: 2 tablets t.i.d.

Doctor, prescribe Liv.52, which is unparalleled in liver care.

Page 17


TEXT: Doctor, in infectious hepatitis… recommend Liv.52 – Unparalleled

in liver care.

Doctor, presenting a “Meta-analysis of 50 phase III clinical trials for

evaluation of efficacy and safety of Liv.52 in infective hepatitis,”

published in Medicine Update 2004.

Results showed that Liv.52 caused significant reduction in the mean

levels of SB (Serum Bilirubin), SAP (Serum Alkaline Phosphatase), SGOT

(Serum Glutamic-Oxaloacetic Transaminase), and SGPT (Serum Glutamic

Pyruvic Transaminase).

Also Doctor, there was a highly significant reduction in the mean period

required for total recovery.


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Page 18


TEXT: Doctor, according to a trial in Molecular and Cellular

Biochemistry 2008, in alcoholic liver disease, liver is a prime target of

alcohol-induced damage by inducing inflammatory cytokines, especially

tumor necrosis factor alpha (TNFα).

Activator of peroxisome proliferator-activated receptor gamma (PPAR)

is protective against alcohol-induced liver injury.

Doctor, for comprehensive liver protection against alcohol-induced liver

damage...

Page 19


TEXT: Doctor, in alcohol-induced liver damage… recommend Liv.52,

which is unparalleled in liver care.

Doctor, Liv.52:

Facilitates rapid elimination of acetaldehyde

Abolished ethanol-induced PPAR

Induces upregulation of PPAR

Abolishes ethanol-induced TNFα expression

Reduces inflammation

Provides immunomodulation and hepatoprotection

Thus Doctor, Liv.52 offers effective hepatoprotection against

alcohol-induced liver damage.

Liv.52-induced PPAR upregulation and concomitant suppression of

TNFα suggest the immunomodulatory and hepatoprotective nature of

Liv.52, as proven by a study in Molecular and Cellular Biochemistry

2008.

The recommended dosage of Liv.52 is:

Syrup: 10 to 15 ml t.i.d. Tablet: 2 to 3 tablets t.i.d.

Therefore Doctor, prescribe Liv.52, which is unparalleled in liver care.


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Page 20


TEXT: Doctor, in loss of appetite... recommend Liv.52, which is

unparalleled in liver care.

Doctor, Liv.52 normalizes the basic appetite-satiety rhythm, as Liv.52:

Restores liver function and corrects metabolism

Normalizes appetite and increases food intake

Increases bile secretion and serum protein levels

Improves digestion, assimilation, and helps in weight gain

Does not cause drowsiness unlike conventional preparations

Doctor, Swissmedic, Switzerland, approves Liv.52 as a Pharmaceutical

Speciality Drug.

The recommended dosage of Liv.52 in adults is:

Syrup: 10 ml b.i.d./t.i.d. Tablet: 2 tablets t.i.d.

Therefore Doctor, prescribe Liv.52, which is unparalleled in liver care.

Page 21


TEXT: Doctor, presenting an empirical evidence on the mechanism of

action of a clinically proven product! Liv.52 HB, for effective

management of hepatitis B.

Doctor, Liv.52 HB has an established triple mode of action.

Liv.52 HB:

Inhibits viral entry – As per a study in Journal of Pharmacy

Research 2012, Liv.52 HB can prevent HBV infection through

inhibition of the virus at its entry level.

Inhibits S gene and pre-S gene transcription - As per a study in

Hepatitis Research and Treatment 2013, Liv.52 HB exhibits

strong anti-HBV properties by inhibiting the secretion of

hepatitis B surface antigen, and this action is targeted at the

transcription level.

Inhibits reverse transcriptase enzyme - Suppression of HBsAg


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along with the elimination of HBV particles following the

treatment with Liv.52 HB is on account of the inhibition of

reverse transcriptase activity.

Page 22


TEXT: Doctor, recommend an effective, safe & affordable, research-

based product… Liv.52 HB, for effective management of hepatitis B.

Doctor,

Efficacy of Liv.52 HB is comparable to interferons & antivirals, as

Liv.52 HB:

Causes significant loss of HBsAg, HBeAg, and HBV DNA copies

Significantly reduces the elevated ALT levels and normalizes liver

function tests (LFT)

Alleviates clinical symptoms such as abdominal pain and poor

appetite

Liv.52 HB is well tolerated and safe compared with interferons &

antivirals, as Liv.52 HB:

Is free from harmful side effects such as:

Bone marrow depression

Pancreatitis & peripheral neuropathies

Neurovegetative syndrome

• Liv.52 HB offers an affordable cost of therapy

Therefore Doctor, prescribe Liv.52 HB in hepatitis B infection.

The recommended dosage of Liv.52 HB is: 1–2 capsules twice daily after

meals.

Doctor, prescribe Liv.52 HB, for effective management of hepatitis B.

Back cover

Action: Point to the relevant text

Text: Doctor, Zeal SBU requires your patronage. Thank you, Doctor!


26

DERMA CARE

Skin - Introduction

Skin is the largest and one of the most intriguing organs of the body,

accounting for 16% of body weight.

The skin is continually repairing and renewing itself. When you are

young, the main skin complaints are greasy skin and acne. But as you

grow older, the skin gets dry and the challenge is to counteract the

dryness of the skin. However, you can have beautiful skin no matter what

your age, race, or color. The secret is to understand how your skin

functions, and to take care of it properly.

The skin is composed of cells, sweat pores, and sebaceous glands. The

surface layer of the skin is covered with a thin sheath of dead cells. These

are continually being pushed up to the surface from below. If the dead

cells are not removed, they can reduce and even block the skin's effort to

breathe and eliminate waste.

For most of us, when we refer to skin care, we mean caring for the face.

It is partially true. Skin care actually refers to the well-being of skin of

the entire body.


27

Indian Pharmaceutical Market

Dermatology, as a therapeutic segment, is contributing to around 7% to

the Indian Pharma Market, with an approximate market size of

Rs. 7216 crs. and growing at 16 %.

(MAT July’16)

MAT VAL (Cr) %MS % GRTH

IPM 108361.49 100 13

ALIMENTARY T.& METABOLISM 28441.92 26 15

SYSTEMIC ANTI-INFECTIVES 17707.74 16 10

CARDIOVASCULAR SYSTEM 11523.17 11 13

RESPIRATORY SYSTEM 8396.50 8 11

CENTRAL NERVOUS SYSTEM 8171.29 8 15

DERMATOLOGICALS 7216.37 7 16

MUSCULO-SKELETAL SYSTEM 6984.49 6 10

G.U.SYSTEM & SEX HORMONES 4836.09 4 15

BLOOD + B.FORMING ORGANS 4435.34 4 12

VARIOUS 3739.62 3 20

SENSORY ORGANS 2034.83 2 12

SYSTEMIC HORMONES 1687.17 2 10

ANTINEOPLAST+IMMUNOMODUL 1641.14 2 24

PARASITOLOGY 965.54 1 10

DIAGNOSTIC AGENTS 286.42 0 70


28

Top segment in the Dermatology Market

(MAT May’16)

Top 4 therapeutic segments occupy 55.52 % of the market share. The

top-growing segments are topical corticosteroids, topical dermatological

antifungals, emollients & protectives, and demelanizing agents.

DERMA THERAPEUTIC SEGMENTS MAT VAL (CR) GR % MS %

DERMA MARKET TOTAL 6016.1 14.18 100

TOPICAL CORTICOSTEROID COMBINATIONS 1227.9 15.08 20.41

TOPICAL DERMATOLOGICAL ANTIFUNGALS 933.3 27.04 15.51

EMOLLIENTS, PROTECTIVES 674.0 23.74 11.20

DEMELANIZING AGENTS 505.5 1.82 8.40

PLAIN TOPICAL CORTICOSTEROIDS 409.9 10.06 6.81

HAIRCARE PRODUCTS 387.3 13.29 6.44

ANTISEPTICS AND DISINFECTANTS - HUMAN USE 362.8 12.39 6.03

TOPICAL ANTI-ACNE PREPARATIONS 344.7 7.11 5.73

TOPICAL ANTIBIOTICS AND / OR SULFONAMIDES 339.8 -6.91 5.65

SUNSCREEN 139.0 20.09 2.31

OTHER DERMATOLOGICAL PREPARATIONS 137.2 24.61 2.28

ECTOPARASITICIDES, INCLUDING SCABICIDES 105.6 19.09 1.75

ANTI - DANDRUFF 96.8 11.18 1.61

ORAL ANTI-ACNE PREPARATIONS 79.9 9.33 1.33

ALL OTHER WOUND-HEALING AGENTS 73.6 10.73 1.22

OTHER NON-STEROIDAL PRODUCTS FOR INFLAMMATORY SKIN DISORDERS66.9 18.70 1.11

MELANIZING AGENTS 45.3 15.51 0.75

ANTI - AGEING 28.5 67.47 0.47

TOPICAL ANTIPSORIASIS PRODUCTS 19.6 10.39 0.33

TOPICAL ANTIVIRALS 17.8 13.20 0.30

SYSTEMIC ANTIPSORIASIS PRODUCTS 12.7 32.14 0.21


29

Top Dermatology Companies

(MAT May’16)

HDC ranks at 23rd position, with sales including the sales of other

dermatology brands promoted by consumer division, BabyCare division,

and Wellness division.

Our Dermatology Portfolio

DERMA THERAPEUTIC SEGMENTS HDC BRANDS

EMOLLIENTS, PROTECTIVES Althea Cream & Lotion

DEMELANIZING AGENTS Bleminor Cream

HAIRCARE PRODUCTS Hairzone Solution

ANTISEPTICS AND DISINFECTANTS - HUMAN USE Aactaril Soap

TOPICAL ANTI-ACNE PREPARATIONS Clarina Anti-Acne Range

OTHER DERMATOLOGICAL PREPARATIONS Chiropex Cream

ORAL ANTI-ACNE PREPARATIONS Talekt Capsule & Syrup

ANTI - AGEING Clearvital Gel

RANKING COMPANY MAT VAL (CR) Gr % MS %

DERMA MARKET TOTAL 6016.1 14 100

1 GLENMARK PHARMACEUTICALS LTD. 689.8 22.0 11.47

2 GLAXOSMITHKLINE PHARMACEUTICALS LTD. 617.9 -2.0 10.27

3 RANBAXY LABORATORIES LTD 387.1 18.0 6.43

4 ZYDUS CADILA 312.0 6.0 5.19

5 ABBOTT HEALTHCARE PVT. LTD 311.4 20.0 5.18

6 HEGDE & HEGDE 286.6 8.0 4.76

7 MACLEODS PHARMACEUTICALS PVT.LTD 238.6 31.0 3.97

8 WIN-MEDICARE PVT. LTD. 231.7 12.0 3.85

9 MANKIND PHARMACEUTICALS LTD. 172.8 34.0 2.87

10 DR. REDDYS LABORATORIES LTD 162.0 21.0 2.69

23 HIMALAYA DRUG COMPANY 64.5 38.0 1.07


30

DERMA CARE VAF

Cover page


Doctor, greetings from Himalaya! Himalaya, since 1930, is dedicated to

Researching Nature, Enriching Life.

I am Mr./Ms. (Say your name) from Zeal Strategic Business Unit.

Aactaril

Key Notes: Aactaril is a medicated soap, designed for the effective

management of common, superficial bacterial and fungal infections of

the skin. A skin-friendly soap, Aactaril is ideal for everyday use. It

provides relief from itching, scaling, burning, redness and irritation,

and also helps prevent repeated skin infections. Aactaril soap maintains

the natural environment of the skin, and does not cause skin dryness. –

Page 1


Text: Doctor, for common, superficial bacterial and fungal skin

infections… recommend Aactaril - Medicated cleansing soap for

bacterial and fungal skin infections.

Doctor, Aactaril soap:

Contains natural essential oils that possess antibacterial and

antifungal properties against common skin infections

Provides relief from itching, scaling, cracking, burning, redness,

soreness, and irritation

Maintains natural skin flora and does not cause skin dryness

Reduces the risk of recurrent skin infections

Possesses high TFM of 76%, and absence of surfactants makes


31

the soap skin-friendly

Is non-fragrant and cosmetically well accepted

Is ideal for everyday use on hands, face, and body.

Page 2

Action: Point to the brand name, indications and directions for use

Text: Therefore Doctor, for common, superficial bacterial and fungal

skin infections… recommend Aactaril - Medicated cleansing soap for

bacterial and fungal skin infections.

Doctor, recommend Aactaril soap:

As an adjuvant in the treatment of:

o Bacterial skin infections like folliculitis, cellulitis, impetigo,

furuncles, and carbuncles

o Fungal skin infections like Tinea versicolor and candidal

infections.

For the management of recurrent skin infections

The recommended directions for use of Aactaril soap: Wet the affected

area, apply generously, gently work up lather with a circular motion,

and rinse with water. Use twice daily.

Doctor, prescribe Aactaril - Medicated cleansing soap for bacterial and

fungal skin infections.

Althea

Key Notes: Althea is a topical formulation recommended for the

management of xerosis (abnormal dryness of skin). Althea, available as

cream and lotion, moisturizes and soothes the dry, inflamed, and itchy

skin. Althea replenishes critical skin lipids, restores skin hydration and


32

supports integrity of the natural skin barrier. It improves the

appearance of the skin and promotes a softer, healthier-looking skin.

Althea is safe and dermatologically tested.

Althea is non-sticky, non-staining, and free from mineral oils,

parabens, fragrances, and artificial colors.

Page 3


Text: Doctor, for effective management of xerosis… Althea cream and

lotion – Intense moisturizer for dry skin.

Doctor, Althea contains herbs internationally proven for efficacy and

safety. Althea protects, repairs, and restores the skin.

Action: Point to the herbs and relevant text

Text: Doctor, herbs in Althea relieve dry skin through various

mechanisms, proven by studies published in reputed journals like

Rinsho Byori and Journal of Food Research and Technology.

Rice(Oryza sativa) in Althea contains ceramides that:

Significantly increase water content in the stratum corneum

Significantly reduce transepidermal water loss (TEWL)

Kokum (Garcinia indica) butter in Althea:

Has nutritive, demulcent, softening, and emollient properties

Promotes wound-healing and controls fissures of the skin


33

Coconut (Cocos nucifera) in Althea:

Shows emollient and anti-inflammatory actions, and

Destroys a wide variety of gram-positive and gram-negative

bacteria and Candida species

Indian Aloe (Aloe vera) in Althea:

Improves hydration through humectant mechanism

Is useful as a complement in the treatment of dry skin

Page 4

Action: Point to the brand name and clinical trial

Text: Doctor, for effective management of xerosis… recommend Althea

- Intense moisturizer for dry skin.

Doctor, Althea is clinically validated for efficacy and safety.

Action: Point to the title of trial

Text: Doctor, presenting, “A study to evaluate the efficacy of the test

products, Althea cream and lotion, in imparting moisturization in

healthy human volunteers of age-group 18-60 years.”

Action: Point to the no. of patients and directions for use

Text: Doctor, 50 subjects (males and females) aged between 18-60

years, were included in the trial. They were instructed to apply Althea

cream on the face, and Althea lotion on hands and legs, twice daily for

about two weeks.

Action: Point to the graphs under results


34

Text: Doctor,

As per dermatological assessment, there was statistically significant

improvement over baseline values in hydration and smoothness of

the skin.

Corneometer test also showed statistically significant improvement

in skin hydration.

Tewameter test showed significant reduction in transepidermal

water loss (TEWL).

Action: Point to the conclusion

Text: Therefore Doctor, Althea cream and lotion were effective in

rendering moisturization and smoothness to the skin.

Page 5


Text: Doctor, for effective management of xerosis… recommend Althea

- Intense moisturizer for dry skin.

Doctor,

Althea combines biomimetic component technologies that address

xerosis multidimensionally

Natural moisturizing factors (NMFs) like urea and glycerin, and

actives from Aloe vera in Althea help to retain skin moisture

Unique ceramides from Rice (Oryza sativa) and lipids from Kokum

(Garcinia indica) in Althea encourage skin-barrier repair and

reduce transepidermal water loss (TEWL)

Coconut (Cocos nucifera) oil and vitamin E in Althea address

inflammation

Althea helps retain moisture with each application


35

Action: Point to the logo near pack shots

Text: Doctor, presenting for the first time, a natural emollient

enriched with plant-derived ceramides and goodness of Kokum

butter.

Action: Point to the brand name and indications

Text: Therefore Doctor, recommend Althea cream and lotion in:

Xerosis

Senile xerosis

Xerosis associated with:

o Atopic dermatitis (eczema)

o Ichthyosis, and

o Psoriasis

Action: Point to the directions for use

Text: Doctor, recommend the patient to apply Althea, cream or lotion,

in liberal quantity and massage gently on cleansed face and body, at

least twice daily.

Action: Point to the starbursts near pack shots

Text: Doctor, Althea cream is ideal for everyday use on facial areas;

and Althea lotion is ideal for everyday use on trunk, arms, and legs.


Text: Doctor, prescribe Althea – Intense moisturizer for dry skin.


36

Bleminor

Key Notes: Melasma is a type of discoloration that appears on the

face, and hyperpigmentation is a skin condition caused by oxidative

damage. Bleminor inhibits melanin synthesis and has antioxidant

activity. Bleminor’s anti-inflammatory property is beneficial in

preventing hyperpigmentation due to recurrent inflammation. It also

aids in correcting skin discoloration resulting from injury.

Page 6


TEXT: Doctor, for topical management of skin hyperpigmentation…

recommend Bleminor, for blemish-free skin.

Doctor, Bleminor offers triple-action benefit in the management of

hyperpigmentation and melasma:

Protection: Sarja (Vateria indica) in Bleminor has high amount of

stearic acid, which offers protection from harmful UV rays.

Renewal: Vatada (Prunus amygdalus) in Bleminor smooths and

rejuvenates the skin, and is effective in improving skin complexion and

tone.

Repair: Yashti (Glycyrrhiza glabra), Sarja (Vateria indica), and Shalmali

(Bombax malabaricum) in Bleminor repair the affected melanosomes

by inhibiting the tyrosinase enzyme.

Doctor, Bleminor:

Reduces blemishes of varied etiology

Has moisturizing and soothing effects

Does not cause cytotoxicity and photosensitivity

Improves overall skin health

Therefore Doctor, recommend Bleminor in:

Hyperpigmentation of varied etiology (like sun & UV exposure and

aging)

Melasma


37

Post-injury and post-inflammatory hyperpigmentation

The recommended directions for use of Bleminor:

Doctor, advise your patient to wash the affected areas of face and

neck and pat dry, take sufficient quantity of Bleminor and apply over

the affected areas at least twice daily. Avoid areas around eyes,

nostrils, mouth, and ears.

Doctor, prescribe Bleminor, for blemish-free skin.

Chiropex

Key Notes: Dryness of the skin is a common condition in many

systemic conditions and due to dryness in the environment. Dryness of

foot or plantar xerosis in particular, can lead to pruritus, hardness,

cracks & fissures in the skin, if left untreated. Chiropex contains

essential fatty acids, which act as emollients to soften the skin, relieve

dryness and itching. Chiropex relieves the pain and inflammation

associated with fissure feet and prevents secondary bacterial

infections, and thereby promotes wound-healing. Chiropex is non-

greasy and non-staining. Chiropex is safe and suitable to use in

patients of all age-groups.

Page 7


Text: Doctor, in plantar xerosis… recommend Chiropex cream, for

comprehensive management of plantar xerosis.

Doctor, you will agree with me that plantar xerosis:

Is the most common dermatological complaint of the feet

If untreated, could lead to infection and cause severe pain.

Causes significant morbidity

Increases the risk of cellulitis and foot ulceration, which may

lead to amputation.


38

Doctor, Chiropex cream:

Is a unique formulation that penetrates dry, dead, and thick

skin

Offers significant symptomatic relief from dryness and itching

Hastens wound-healing and prevents further complications

such as diabetic foot ulcers

Retards skin aging and helps maintain healthy feet in old age

Provides moisturizing action and thus prevents progression and

recurrence of xerosis

Leaves the skin soft, supple, and revitalized

Is cosmetically very well accepted

Page 8


TEXT: Doctor, in plantar xerosis… recommend Chiropex cream, for

comprehensive management of plantar xerosis.

Doctor, recommend Chiropex cream in:

Plantar xerosis especially due to diabetes and aging skin

conditions

Fissure feet

Xerosis of feet due to atopic dermatitis and other plantar

dermatoses

Doctor, the usage of Chiropex cream is recommended for:

Diabetic patients

Aged patients

Feet exposed to harsh substances like soil, detergents, and

water

People wearing ill-fitting footwear and wearing footwear for

long duration

The recommended directions for use of Chiropex: Ask the patient to


39

apply Chiropex cream on the affected areas in a circular motion.

Recommended twice daily for best results.

Doctor, prescribe Chiropex cream, for comprehensive management of

plantar xerosis.

Clarina

Key Notes: Conventional acne treatment presents several challenges

such as intolerable side effects and antibiotic resistance.

Dermocosmetic products reduces these unwanted effects.

Dermocosmetics include skin cleansers, topical sebum-controllers, skin

antimicrobial /anti-inflammatory agents.

Clarina Anti-Acne Face Wash Gel has anti-inflammatory, keratolytic (a

peeling agent), antioxidant and antibacterial properties, which work

synergistically to control acne. It eliminates Propionibacterium acnes,

the acne bacterium, and prevents excess sebum production, one of the

main causes of acne.

Clarina Anti-Acne Face Mask prevents clogged pores with its deep

cleansing action. It contains a natural form of salicylic acid, which has

keratolytic (a peeling agent) and comedolytic (opens clogged pores)

actions. The face mask retains skin moisture and improves general skin

health, and reduces inflammation by inhibiting reactive oxygen species

(ROS) with its antioxidant activity.

Clarina Anti-Acne Cream has antimicrobial, anti-inflammatory, wound-

healing, antioxidant, astringent, emollient and soothing properties,

which act synergistically in the management of acne. Clarina Anti-

Acne Cream helps control infection and inflammation in acne lesions,

and accelerates the healing of acne-related lesions and scars.

Page 9



40

TEXT: Doctor, for cleansing in acne management… recommend Clarina

anti-acne face wash gel, which cleanses skin, controls acne.

Doctor, Clarina anti-acne face wash gel:

- Exhibits antibacterial activity against Propionibacterium acnes

- Prevents excess sebum production and addresses the root cause of

acne

- Reduces inflammation and heals acne lesions without scarring

- Does not cause dryness, irritation, or inflammation

- Leaves the skin feeling clean and refreshed

The recommended directions for use:

Doctor, advise your patient to moisten face with water, apply required

quantity and gently work up lather with a circular motion, wash off

and pat dry. Recommended twice daily in place of soap.

Doctor, over 16 years of acne management, now extends to cleansing

and deep cleansing.

Doctor, prescribe Clarina anti–acne face wash gel, which cleanses skin,

controls acne.

Page 10


TEXT: Doctor, for deep cleansing in acne management… recommend

Clarina anti-acne face mask, which controls oil, cleanses pores, and

clears acne.

Doctor, Clarina anti-acne face mask:

- Provides hydration and retains skin moisture

- Contains natural form of salicylic acid, a keratolytic &

comedolytic agent


41

- Clears skin debris and prevents pore-clogging by deep cleansing

- Helps prevent inflammation and prevents scar formation.


Doctor, advise your patient to apply sufficient quantity evenly over

cleansed face and neck, avoiding the area around eyes. Allow it to dry

for 10-15 minutes. Remove with a wet sponge and wash the skin with

cool water. Recommended twice a week.


and deep cleansing.

Doctor, prescribe Clarina anti–acne face mask, which controls oil,

cleanses pores, and clears acne.

Page 11


TEXT: Doctor, for antibacterial action in acne management…

recommend Clarina anti-acne cream, which clears acne effectively and

safely.

Doctor, Clarina anti-acne cream:

- Controls infection in acne vulgaris and rosacea

- Exhibits antibacterial, astringent, anti-inflammatory, and anti-

scar properties

- Has cooling, soothing, and emollient properties, which relieve

burning sensation and itching associated with acne

- Accelerates wound-healing

- Has no side effects


Doctor, advise your patient to wash the face with Clarina anti-acne


42

face wash gel, and apply cream twice daily on acne lesions and

inflamed surfaces until the lesions heal completely. Recommended

twice daily for all-day and all-night protection.


and deep cleansing.

Doctor, prescribe Clarina anti-acne cream, it clears acne effectively and

safely.

Page 12


TEXT: Doctor, for complete topical acne management... recommend

Clarina anti-acne kit, for comprehensive anti-acne therapy.

Doctor, Clarina anti-acne kit contains:

- Clarina anti-acne face wash gel, which prevents excess sebum

production and addresses the root cause of acne.

- Clarina anti-acne face mask, which contains natural form of

salicylic acid, a keratolytic & comedolytic agent.

- Clarina anti-acne cream, which exhibits antibacterial, astringent,

anti-inflammatory, and anti-scar properties.

Doctor, for your prescription convenience, individual packs also

available.


and deep cleansing.

Doctor, prescribe Clarina anti-acne kit, for comprehensive anti-acne

therapy.


43

Clearvital

Key Notes: Clearvital reduces the appearance of fine lines, age spots

and wrinkles on facial skin. It protects collagen and elastin, the fibers

that determine the mechanical properties and structure of the skin.

Clearvital also speeds up the process of collagen synthesis. The

antioxidant property of the gel protects the skin from oxidative

damage such as photodamage, which is a leading cause of wrinkles.

Page 13


TEXT: Doctor, recommend a therapeutic solution for treating

premature skin aging and wrinkles… Clearvital gel, which clears

wrinkles, vitalizes skin.

Doctor,

Clearvital inhibits elastase and collagenase activities.

Clearvital helps in collagen synthesis, and

Clearvital protects the collagen and elastin fibers.

Moreover Doctor, Clearvital:

Prevents premature skin aging through antioxidant activity.

Produces significant reduction in skin wrinkles occurring due to

various causes.

Maintains the skin structure and promotes skin health.

Is a cost-effective therapy.

Therefore Doctor, recommend Clearvital in:

Age lines – Fine lines and age spots

Aging skin – Premature aging due to diverse causes

Skin wrinkles


Doctor, advise your patient to apply a pea-sized amount of Clearvital

on cleansed skin, and spread evenly over the face and neck in upward


44

strokes until the gel is fully absorbed. Use twice daily.

Doctor, prescribe Clearvital gel, which clears wrinkles, vitalizes skin.

Hairzone

Key Notes: Hair loss is a common and distressing problem, affecting

men and women of all age-groups. It can range from a small bare

patch to a more diffuse and obvious pattern. Hair loss has multiple

causes, and excess hair loss can impact the psychological phenomenon

of the person. Hairzone prevents follicle degeneration and stimulates

hair growth. It also enhances the hair’s tensile strength, promotes hair

follicular density and hair follicle count. The natural ingredients in

Hairzone are potent antimicrobial and astringent agents. They

effectively manage fungal, bacterial and viral infections of the scalp,

which reduce itchiness, dryness and hair fall.

Page 14


TEXT: Doctor, for the management of hair loss… recommend Hairzone,

which prevents hair fall, promotes hair growth.

Doctor, management of hair fall demands..

Restoring normal hair growth cycle, and

Maintaining hair strength


Doctor, Hairzone contains:

- Flavonoids, which have venotonic properties that stimulate the

scalp microcirculation and allow a good irrigation of hair bulbs.

- Glycoside derivatives, which improve the mechanical strength of

hair, and thus significantly prevent its breaking and

- Butein, which enhances sirtuin-activating compounds and helps in

protecting non-cancerous cells from the effect of chemotherapy.


45

PAGE 15


TEXT: Doctor, for the management of hair loss… recommend Hairzone,

which prevents hair fall, promotes hair growth.

Doctor, Hairzone:

- Renormalizes the effect of endogenous substances that affect hair

growth

- Stimulates scalp microcirculation and improves nutrient supply to

hair bulbs

- Improves regeneration of damaged hair follicles

- Improves tensile strength of hair

- Enhances hair follicular density

- Reduces inflammation and itching of the scalp

Therefore Doctor, recommend Hairzone in:

Hair loss of varied etiology:

o Telogen effluvium

o Anagen effluvium

o Alopecia areata

o Drug-induced alopecia including chemotherapy and

radiotherapy

o Diffuse hair loss

Hair fall due to dry scalp & itchy scalp

Also, in hair loss due to typhoid, malnutrition, fever, and in

pregnancy-induced hair loss.

The recommended directions for use of Hairzone:

Adequate quantity of Hairzone solution to be sprayed over affected

areas, followed by a gentle massage for 5–10 minutes. Best if left


46

overnight, may be rinsed next morning. In severe cases, to be applied

twice daily.

Doctor, prescribe Hairzone, it prevents hair fall, promotes hair growth.

Talekt

Key Notes: Talekt’s antimicrobial and detoxifying properties combat

dermal infections caused by gram-positive and gram-negative bacteria.

The anti-allergic property of Talekt controls itching associated with

dermal infections and allergies. Talekt enhances the immune response

to dermal infections and, as a result, reduces the risk of relapse.

Page 16


TEXT: Doctor, for many dermatological ailments… there is one solution!

Recommend Talekt, a new advance in derma care.

Doctor, Talekt:

Offers potent antibacterial, antifungal, antiviral, and anti-

allergic activities

Is effective against different types of dermal infections caused

by both gram-positive and gram-negative strains.

Enhances immune response of the body, and hence prevents

repeated relapses

Is non-steroidal

Therefore Doctor, recommend Talekt capsule and syrup in:

Disorders of sebaceous glands:

o Infective and non-infective acne vulgaris

o Seborrhea, and

o Rosacea

Bacterial infections of skin:

o Furuncles and carbuncles


47

o Paronychia

Dermatitis:

o Infective

o Allergic

Papulosquamous disorders such as psoriasis.

The recommended dosage of Talekt is:

Capsule: 2 capsules twice daily.

Syrup: Children: 1 teaspoonful twice daily.

Adults: 2 teaspoonfuls twice daily.

Doctor, Talekt syrup is available in Mint flavor.

Doctor, prescribe Talekt, a new advance in derma care.

Clarina + Talekt

Page 17

ACTION: Point to the brand names and relevant text

TEXT: Doctor, you will agree that for effective treatment of acne, your

patients need a dual approach… recommend a combination of Clarina

anti-acne kit, comprehensive anti-acne therapy, and Talekt, a new

advance in derma care.

Doctor, Clarina anti-acne kit offers topical treatment:

It provides keratolytic, comedolytic, antibacterial, and anti-

inflammatory effects.

And Talekt offers systemic treatment:

It eliminates P. acnes and prevents repeated relapses.

Doctor, prescribe the combination of Clarina anti-acne kit and Talekt,

which offers predictable outcomes.

Back cover


Text: Doctor, Zeal SBU requires your patronage. Thank you, Doctor!


48

FOCUS BRANDS TO BE DETAILED FROM VAF ALONG WITH COLLATERALS given for

respective month:

MONTH OCTOBER NOVEMBER DECEMBER

PRODUCT 1 Liv.52 Liv.52 Liv.52

PRODUCT 2 Immusante Liv.52 HB Hairzone

PRODUCT 3 Althea Aactaril Althea

PRODUCT4 Hairzone Gasex Himcocid-SF


49

PROMOTIONAL INPUTS’ DETAILING TALK

Liv.52 (syrup, tablet)

Unparalleled in liver care

Market scenario:

BRAND COMPANY

MAT VAL

(Rs.Crs.)

AUG ‘15

MAT VAL

(Rs.Crs.)

AUG ‘16

MAT VAL

GR (%)

AUG ‘16

LIV.52 HDC 246.4 269.2 9.2

PANCHARISHTA ZANDU 20.9 23.3 11.5

LIVOMYN CHARAK 22.2 21.5 -2.9

ADLIV

ALBERT

DAVID 18.3 15.8 -13.7

STIMULIV

FRANCO

INDIAN 9.3 10.6 14.9

Grand Total 384.6 404.7 5.2

Observations:

Liv.52 continues to be the No. 1 brand in the hepatoprotective

segment.

Continue to focus on conversion of UDCA doctors to Liv.52.

Agenda is to ensure that Liv.52 tablet and syrup grow at the rate

of 15% by the end of third quarter.

Inputs:

Liv.52 Booklet (Doctors Speak on IH) – Oct – 25/MR

Liv.52 PIL – Oct – 10 sets

Liv.52 in ALD LBL – Nov – 100/MR

Liv.52 Booklet (Doctors Speak on LOA) – Dec – 25/MR

Set of 12 candles – 100/MR


50

“Doctors Speak” booklet

Communication objective: “Doctors Speak” is a series of unique booklets,

which feature the opinions of reputed KOLs/doctors across India and

their experiences with Liv.52 in indications like infectious hepatitis and

loss of appetite.

Make sure to hand over the booklet to those doctors who are featuring in

it, and also to those doctors who need to be converted and need

reassurance to prescribe the brand Liv.52.

There will be three series, each series with feedback from doctors on

efficacy and safety of Liv.52 in a particular indication. This quarter, two

booklets will be distributed:

Series 1 – Infectious hepatitis (Oct)

Series 2 – Loss of appetite (Dec)

Make the best use of these booklets and do send your feedbacks to email

id: [email protected].

Series - 1

Detailing talk:

Action Text

Front page

Doctor, presenting our special series,

“Doctors Speak,” a series of booklets that

feature experiences of reputed doctors

with Liv.52. Series 1 brings to you the

feedback from doctors on experiences

with Liv.52 in infectious hepatitis. (Select

the KOL from your Region/Zone/State)

Last page (Liv.52 page

after doctor feedbacks)

Point to the text on

LIMAS

Doctor, LIMAS – Liv.52 Meta-Analysis

Study, a meta-analysis study of 50

clinical studies over 30 years in 4490

patients confirms the safety and efficacy

of Liv.52 in infectious hepatitis.

mailto:[email protected]


51

Back cover Therefore Doctor, prescribe Liv.52 in

infectious hepatitis. The recommended

dosage of Liv.52:

In children: Syrup: 5 ml t.id. or Tablet: 1

tablet t.i.d.

In adults: Syrup:10 ml t.i.d. or Tablet: 2

tablets t.i.d.

Series - 2

Detailing talk:

Action Text

Front page

Doctor, presenting series 2 of our special

series, “Doctors Speak,” which features

the experiences of reputed doctors with

Liv.52 in loss of appetite. (Select the KOL

from your Region/Zone/State)

Point to the Liv.52 page

(at the end) with USPs

Doctor, in loss of appetite, recommend

Liv.52, which is unparalleled in liver care.

Doctor, Liv.52 normalizes the basic

appetite-satiety rhythm, as it:

Restores liver function and

corrects metabolism

Normalizes appetite and increases

food intake

Increases bile secretion and serum

protein levels

Improves digestion, assimilation,

and helps in weight gain

Does not cause drowsiness unlike

conventional preparations

Back cover Therefore Doctor, prescribe Liv.52 in loss

of appetite. The recommended dosage of

Liv.52:

In children: Syrup: 5 ml b.i.d./t.id. or

Tablet: 1 tablet t.i.d.


52

In adults: Syrup: 10 ml b.i.d./t.i.d. or

Tablet: 2 tablets t.i.d.

Liv.52 ALD LBL (Nov ’16)

Communication objective: The LBL highlights the fact that alcohol-

related deaths and deaths caused by diseases due to alcoholism are a

major cause for concern in India. It also highlights the WHO’s alcohol-

attributed ‘Years of Life Lost’ (YLL) scale, which rates India at 4.

The LBL focuses on the benefits of Liv.52 in alcohol-induced liver damage,

features a clinical study on Liv.52 published in Pharmacie Globale 2011,

which proves that Liv.52 reduces cellular damage and prevents loss of

functional integrity of cell membranes in the liver.

Years of life lost (percentage of total)

Rationale for use

Years of Life Lost (YLL) take into account the age at which deaths occur

by giving greater weight to deaths at younger age and lower weight to

deaths at older age. The years of life lost (percentage of total) indicator

measures the YLL due to a cause as a proportion of the total YLL lost in

the population due to premature mortality.

Detailing talk:

Action Text

Front page

Point to the relevant text

Doctor, alcohol-related deaths and

deaths caused by diseases due to

alcoholism are a major cause for concern

in India.

Doctor, according to World Health

Organization’s ‘Years of Life Lost’ (YLL)

scale: Alcohol-attributed years of life lost

puts India on a precarious 4.

This means that a large number of people


53

from India lose their lives early due to

alcohol consumption and its fallouts.

Doctor, for comprehensive liver

protection against alcoholic liver

disease…

Page 2

Point to the brand name

and relevant text

Point to the flow chart

...recommend Liv.52 – Unparalleled in

liver care.

Doctor, Liv.52 offers effective

hepatoprotection against alcohol-

induced liver damage

Doctor, Liv.52:

Facilitates rapid elimination of

acetaldehyde

Abolishes ethanol-induced PPAR

suppression

Induces upregulation of PPAR

Abolishes ethanol-induced TNF

expression

Reduces inflammation

Provides immunomodulation and

hepatoprotection

Page 3

Point to the clinical trial

Point to the “No. of

patients” and “Treatment

and follow-up”

Doctor, presenting a clinical trial, “Liv.52

in alcoholic hepatitis,” published in

Pharmacie Globale (IJCP) 2011.

Doctor, 50 patients, between 33 to 55

years, suffering from alcoholic hepatitis

for past six months were included in the

study.

All the patients were kept on Liv.52

treatment, and followed up every month


54

Point to the conclusion

for a period of two months.

Doctor, the activity profile of liver

enzymes SGPT, SGOT, ALP, GGT, 5’NTP,

and LDH was found near the normal

range after 8 weeks of therapy with

Liv.52. This indicates that Liv.52 reduces

cellular damage and prevents loss of

functional integrity of cell membranes in

the liver.

Last page

Point to the brand name,

indications, and dosage

Therefore Doctor, for comprehensive liver

protection against alcoholic liver

disease… recommend Liv.52 –

Unparalleled in liver care.

Doctor, Liv.52 facilitates rapid elimination

of acetaldehyde.

Liv.52:

Protects the liver against ethanol-

induced damage

Increases albumin synthesis

Modulates lipotropic activity and thus

prevents fatty infiltration

Restores the functional activity of the

liver by cellular regeneration

Doctor, recommend Liv.52 in:

Alcoholic liver disease

Infectious hepatitis, and

Loss of appetite

The recommended dosage of Liv.52 in

alcoholic liver disease:


55

Syrup: 10 to 15 ml t.i.d.

Tablet: 2 to 3 tablets t.i.d.

Doctor, prescribe Liv.52, it is

unparalleled in liver care.


56

Liv.52 HB (capsule)

Effective management of hepatitis B

Market scenario:

BRAND COMPANY

MAT VAL

(Rs. Crs.)

AUG ‘15

MAT VAL

(Rs. Crs.)

AUG ‘16

MAT VAL

GR (%)

AUG ‘16

TENVIR CIPLA 18.9 24.6 30.6

ENTEHEP ZYDUS CADILA 19.1 19.9 4.1

ENTAVIR CIPLA 11.7 14.4 22.5

ENTALIV DR. REDDY’S LABS 10.9 13.9 27.3

BARACLUDE BRISTOL-MYERS

SQUIBB 28.9 11.5 -60.2

LIV.52 HB HIMALAYA DRUG 6.5 7.2 10.7

Observations:

Tenvir continues to top the chart with a growth of 30.6%.

Growth across the brands shows immense scope for Liv.52 HB to grow

further

Liv.52 HB is at Rs. 7.2 crs., with a growth of 10.7%. However, the

growth of the brand is declining as compared with last year, wherein

the growth was consistently above 25%.

Inputs:

- Liv.52 HB LBL – Dec - 50/MR


57

Gasex

Relieves gaseous distension. Improves digestion

Input:

Gasex LBC – Oct – 100/MR

Gasex LBC – Oct ’16

Communication objective: October to December is the season of festivals

and gives us immense scope and opportunity to promote our GI range of

products used to treat common stomach ailments.

Let us encash on the opportunity that the season presents. GI problems

(like indigestion and bloating) are common side effects of indulging on

festive foods and sweets. October LBC for Gasex highlights the same and

encourages doctors to recommend Gasex syrup and tablet for these most

common problems/GI problems.

Detailing talk:

Action Text

Front side


Doctor, this festival season, let your

patients enjoy without GI problems…

Rear side

Point to the brand name and

relevant text

…recommend Gasex, tablet and syrup,

which relieves gaseous distension and

improves digestion.

Point to the relevant text on

Gasex tablet

Doctor, Gasex tablet:

Expels trapped gases

Provides quick relief from

abdominal distension and bloating

Corrects digestive dysfunction

Eases the abdominal discomfort

during postoperative

convalescence


58

Point to the relevant text on

Gasex syrup

Doctor, Gasex digestive syrup:

Stimulates digestive enzymes—

amylase, protease, and lipase—and

helps in the proper digestion of

carbohydrates, proteins & fats

Increases the secretion of bile, which

improves digestion of fats & speeds

up the digestive process

assimilation and increases

the bioavailability of nutrients.

Point to the indications Therefore Doctor, recommend Gasex in:

- Flatulence

- Abdominal distension

- Belching

- Indigestion, and also,

- For pre-radiographic bowel

preparation for abdominal x-rays

Point to the dosage The recommended dosage of:

Gasex tablet: 2 tablets after meals.

Gasex digestive syrup: 2 teaspoonfuls

twice daily after meals.

Point to the text near pack

shot Doctor, Gasex digestive syrup is

available in 2 delicious flavors – Elaichi

& Ginger–Lemon.

Doctor, Gasex tablet is trusted ever

since 1950.

Doctor, prescribe Gasex, which relieves

gaseous distension and improves

digestion.


59

Himcocid-SF

The complete antacid, beyond just relief

Ensure to read the brand name loud and clear during in-clinic

activity and retail activity.

Inform all the doctors and retailers that Himcocid is now

available as Himcocid-SF.

Market scenario:

BRAND COMPANY

MAT VAL

(Rs. Crs.)

AUG ‘15

MAT VAL

(Rs. Crs.)

AUG ‘16

MAT VAL

GR (%)

AUG ‘16

GELUSIL MPS PFIZER 141.7 137 -3.3

DIGENE ABBOTT 70.3 79.1 12.6

ULGEL ALEMBIC 31.4 35.6 13.1

GELUSIL PFIZER 26.6 29.3 9.8

HIMCOCID HDC 6.1 5.9 -3.27

Observations:

Gelusil MPS dominates the liquid antacid market.

Growth in most of the top brands indicates scope for selling more

liquid antacid.

With the launch of Himcocid-SF there is immense opportunity to

make the brand big

However, the key to make Himcocid-SF a Rs. 10-cr. brand by the end

of the FY 2016-17 needs:

o Persistent sales, month on month

o Penetration, i.e., availability of product across more no. of

chemist/retail counters

Inputs:

Himcocid-SF LBC – Oct – 100/MR

Himcocid-SF LBC – Nov – 100/MR

Himcocid-SF poster – Dec – 100 regional languages + 50 English


60

Set of 12 candles – 25/MR

Himcocid-SF LBC – Oct ‘16

Communication objective: The LBC focuses on two main aspects of

Himcocid-SF:

Gives relief up to 12 hours in hyperacidity, which no other antacid

gives.

New look

Detailing talk:

Action Text

Front side


Doctor, the antacid that provides relief

up to 12 hours in hyperacidity… with

just 1 to 2 teaspoonfuls twice a day!

Doctor, Himcocid is now available in

a new look, Himcocid-SF - The

complete antacid, beyond just relief.

Rear side


Doctor, for instant relief from

hyperacidity… recommend

Himcocid-SF - The complete antacid,

beyond just relief.


Neutralizes gastric acid,

provides quick relief from

hyperacidity

Offers significant

gastroprotective and ulcer-

healing effects

Exhibits cytoprotective and

antioxidant actions


Moreover Doctor, Himcocid-SF is free

from sugar and aluminum, and hence,

is safe in diabetics and hypertensives.


61

Point to the clinical trial As per a clinical trial published in

Medicine Update 2003, the efficacy of

Himcocid-SF was comparable with

that of Digene. The study also

indicated that relapse of symptoms

and incomplete relief was observed in

more of patients treated with Digene.

Point to the indications and

dosage

Point to the starburst near

pack shot

Therefore Doctor, recommend

Himcocid-SF in:



• Gastroesophageal reflux disease

(GERD)

The recommended dosage of Himcocid-

SF is: 1 to 2 teaspoonfuls after meals.

Doctor, Himcocid-SF suspension is

available in 3 delicious flavors –Mint,

Saunf, and Banana.


tagline Doctor, prescribe Himcocid-SF - The


Himcocid-SF LBC – Nov ‘16

Communication objective: The LBC focuses on the new pack of

Himcocid-SF, with emphasis on key words “Sugar-Free Herbal Antacid.”

Detailing talk:

Action Text

Front side


Doctor, in acidity, rely on the Sugar-

Free Herbal Antacid, Himcocid-SF -

The complete antacid, beyond just

relief.

Doctor, Himcocid-SF provides relief up

to 12 hours.


62

Rear side


Doctor, for instant relief from

hyperacidity… recommend

Himcocid-SF - The complete antacid,

beyond just relief.


Neutralizes gastric acid,

provides quick relief from

hyperacidity

Offers significant

gastroprotective and ulcer-

healing effects

Exhibits cytoprotective and

antioxidant actions


Moreover Doctor, Himcocid-SF is free

from sugar and aluminum, and hence,

is safe in diabetics and hypertensives.

Point to the “12 hours” logo

and indications

Also Doctor, in hyperacidity...

Himcocid-SF gives relief up to 12

hours.

Therefore Doctor, recommend

Himcocid-SF in:



• Gastroesophageal reflux disease

(GERD)

Point to the dosage

Point to the starburst near

pack shot

The recommended dosage of

Himcocid-SF is: 1 to 2 teaspoonfuls

after meals.

Doctor, Himcocid-SF suspension is

available in 3 delicious flavors –Mint,

Saunf, and Banana.


tagline Doctor, prescribe Himcocid-SF - The



63

Immusante (tablet)

Broad-spectrum immunotherapeutic support

Immusante LBC – Nov ‘16

Communication objective: The LBC highlights the importance of an

individual’s immunity in preventing and managing cold and flu, caused

by virus. It promotes Immusante as a natural immune booster for cold

and flu, and a broad-spectrum immunotherapeutic support in various

immunocompromised conditions.

Front side

Action: Point to the image and relevant text

Text: Doctor, recommend a natural immune booster for cold and flu…

Rear side


Text: …Immusante tablet – Broad-spectrum immunotherapeutic

support.

Doctor, Immusante tablet significantly improves immunity as an

adjuvant in immunocompromised conditions:


Augments CD4-cell count – Acts as an immunotherapeutic support in

conditions like HIV

Significantly improves the function of neutrophils and macrophages

– Helps in better phagocytosis




Provides relief from clinical symptoms like nausea, vomiting, fatigue,

loss of sleep, and loss of appetite – Improves quality of life






64


Text: Therefore Doctor, recommend Immusante tablet for:


o Influenza

o Dengue

o Chikungunya

o Herpes zoster

o Herpes simplex






o Oral candidiasis







Text: Doctor, the recommended dosage of Immusante tablet is: 2 tablets

twice daily.



immunotherapeutic support.


65

Immusante LBC – December ‘16

Communication objective: The LBC highlights the importance of

immunity in fighting viral infections like gastroenteritis, which does not

have a specific line of treatment, and recovery from the condition

mainly depends on the immunity of an individual.

Front side


Text: Doctor, according to a study conducted by CDC (Centers for

Disease Control and Prevention): Norovirus infections can occur year

round, but in temperate climates, norovirus activity peaks during the

winter, leading to infections like gastroenteritis

(which is caused by a combination of viruses, and available

treatment provides only symptomatic recovery. Recovery from the

condition mainly depends on the immunity of an individual).

Doctor, recommend a natural immunomodulator to fight viral

infections...

Rear side


Text: …Immusante tablet – Broad-spectrum immunotherapeutic

support.

Doctor, Immusante tablet significantly improves immunity as an

adjuvant in immunocompromised conditions:


Augments CD4-cell count – Acts as an immunotherapeutic support

in conditions like HIV

Significantly improves the function of neutrophils and

macrophages – Helps in better phagocytosis




Provides relief from clinical symptoms like nausea, vomiting,

fatigue, loss of sleep, and loss of appetite – Improves quality of life


66






Text: Therefore Doctor, recommend Immusante tablet for:


o Influenza

o Dengue

o Chikungunya

o Herpes zoster

o Herpes simplex






o Oral candidiasis







Text: Doctor, the recommended dosage of Immusante tablet is: 2

tablets twice daily.



immunotherapeutic support.


67

HiOwna

Nutrition and good health… Naturally!

Nutraceuticals are products that provide health and medicinal benefits,

including the prevention and treatment of diseases. The domestic market

for nutraceuticals is around Rs. 4400 crores. India’s nutritional

supplement market is expected to be more than double to Rs. 9500 crores

by 2020. Increasing health consciousness, improved incomes and

standards of living have boosted the growth of nutraceutical market in

India, making it one of the fastest growing segments.

This is justified by the growth of some brands as mentioned below:

BRAND COMPANY

MAT VAL

(Rs. Crs.)

AUG ‘15

MAT VAL

(Rs. Crs.)

AUG ‘16

MAT VAL

GR (%)

AUG ‘16

HiOwna Himalaya Drug 4.91 5.77 17.55

Protinex Danone 7.21 18.83 161.06

GRD Zydus Cadilla 35.21 40.72 15.66

Protinules Alembic 10.64 12.11 13.80

B-Protin British

Biologicals 53.94 52.70 -2.28

Ensure Abbott 49.66 44.09 -11.22

Inputs:

- HiOwna LBL – Oct – 100/MR

- HiOwna LBC – Nov – 50/MR

- HiOwna chemist poster – Nov – 150/MR


68

HiOwna LBL – Oct’16

Communication objective: The LBL highlights the prevalence of improper

eating habits due to stress in elderly people and the effective

management of PEM with HiOwna.

Detailing talk:

Action Text

Front page

Point to the relevant

text

Doctor, as per a study published in Physiology

& Behavior 1999, “A great majority of men and

women (92%) report changes in eating habits

due to stress, with 44% eating more & 48%

eating less.”

Doctor, “One of the first body functions

affected by impaired nutritional status is the

immune system.”

During stressful conditions, bridge the gap

between nutritional requirement and

nutritional supply…

Front inside


text

…Doctor recommend HiOwna, which provides

nutrition and good health… Naturally! Doctor,

HiOwna bridges the nutritional gaps in adults

and the elderly.

HiOwna contains herbal actives that are

internationally researched and clinically proven

for therapeutic benefits:

Amalaki (Emblica officinalis) possesses

immunomodulatory action. It:

- Stimulates humoral as well as cell-mediated

immunity

- Helps prevent repeated infections

Maricha (Piper nigrum) possesses


69

bioavailability-enhancing and

gastroprotective actions. It:

- Stimulates digestive enzymes of

pancreas and enhances the digestive

capacity

- Enhances the absorption of nutrients

Kharjura (Phoenix dactylifera) has nutritive

and health-promoting actions. It:

- Is a good source of essential nutrients

- Has potent antioxidant action

Page 3


text

Doctor, HiOwna contains essential

micronutrients in ideal quantity.

HiOwna contains a combination of 13

essential vitamins and 8 minerals and helps

improve stamina, immunity, and overall

health.

HiOwna is rich in:

o Biotin, which helps in metabolism of

carbohydrates and lipids, and thus

promotes good bone, muscle, heart and

GI health

o Iron, which meets the iron deficiency

associated with aging, and chronic

inflammatory diseases affecting older

adults.

o Vitamins A, C, and D, which help to

maintain efficient immune function,

increase collagen production for

wound-healing, and improve bone

health


70

• HiOwna helps in maintenance and integrity

of skin, hair, nails, blood, and soft tissues.

• HiOwna meets the nutritional demands at

various stages of physiological requirement.

Therefore Doctor, recommend HiOwna, which

revives physical capacity, raises the threshold

of fatigue, and promotes well-being.

Rear side

Point to the brand

name and relevant

text

Doctor, recommend HiOwna, which provides

nutrition and good health… Naturally!

Doctor, HiOwna is power packed with pea

protein.

HiOwna:

A nutritional health drink especially

formulated for hospitalized adults, senior

adults, and multitasking adults

Is fortified with pea protein, soy protein

isolate, milk protein, essential vitamins and

minerals that supplement the daily diet

Helps faster recovery from prolonged

illnesses like cancer, tuberculosis, typhoid,

and stroke

Contains herbal actives that:

- Help build a strong immune system that

prevents repeated infections


Is free from cholesterol, trans fats and

saturated fats, which makes it safe for

cardiac and dyslipidemic patients



71

Point to the

indications

Point to the dosage

and serving

instructions

Point to the text near

pack shot

Doctor, HiOwna can be recommended:

As a daily nutritional health drink

supplement for adults and the elderly

As a nutritional health drink supplement for

adults and the elderly in:


-Prolonged illness

-Stress of varied etiology

-Stress-related anxiety

-General weakness

Doctor, the recommended dosage of HiOwna

is: 2 heaped teaspoons (approx. 25 g) twice

daily.

Serving instructions for HiOwna: Add 2 heaped

teaspoons (approx. 25g) of HiOwna to a cup of

lukewarm/cold milk or water, stir briskly until

mixed well, and add sugar to taste if required.

Doctor, HiOwna provides 86.25 kCal per

serving.

HiOwna comes in 200 g and 400 g packs, and is

available in two delicious flavors – Chocolate &

Vanilla.

Doctor, with all these benefits, prescribe

HiOwna, which provides nutrition and good



72

HiOwna LBC – Nov ’16

Communication objective: The LBL highlights a study report, according

to which, working professionals eat more of their favorite snacks (junk

food) during multitasking. It promotes HiOwna as a specialized

nutritional supplement for adults, for effective management of improper

diet during multitasking.

Detailing talk:

Action Text

Front side


text

Doctor, as per an article published in Buddha’s

Diet 2016, “Working professionals eat 55%

more of their favorite snacks (junk food)

during multitasking.”

Doctor, recommend a natural, specialized

nutritional supplement for multitasking

adults…

Rear side

Point to the brand

name and relevant

text

… recommend HiOwna, which provides

nutrition and good health… Naturally!

Doctor, HiOwna is power packed with pea

protein.

HiOwna:

A nutritional health drink especially

formulated for hospitalized adults, senior

adults, and multitasking adults

Is fortified with pea protein, soy protein

isolate, milk protein, essential vitamins and

minerals that supplement the daily diet

Helps faster recovery from prolonged

illnesses like cancer, tuberculosis, typhoid,


73

Point to the

indications

Point to the dosage

and serving

instructions

and stroke

Contains herbal actives that:

- Help build a strong immune system that

prevents repeated infections


Is free from cholesterol, trans fats and

saturated fats, which makes it safe for

cardiac and dyslipidemic patients


Doctor, HiOwna can be recommended:

As a daily nutritional health drink

supplement for adults and the elderly

As a nutritional health drink supplement for

adults and the elderly in:


-Prolonged illness

-Stress of varied etiology

-Stress-related anxiety

-General weakness

Doctor, the recommended dosage of HiOwna

is: 2 heaped teaspoons (approx. 25 g) twice

daily.

Serving instructions for HiOwna: Add 2 heaped

teaspoons (approx. 25g) of HiOwna to a cup of

lukewarm/cold milk or water, stir briskly until

mixed well, and add sugar to taste if required.

Doctor, HiOwna provides 86.25 kCal per


74

Point to the text near

pack shot

serving.

HiOwna comes in 200 g and 400 g packs, and is

available in two delicious flavors – Chocolate &

Vanilla.

Doctor, with all these benefits, prescribe

HiOwna, which provides nutrition and good



75

Derma inputs

Althea LBC – Dec ‘16

Communication objective: The LBC highlights a statement from a

scientific article, according to which, dry skin in the winter involves

defects in barrier functions and decreased ceramide levels in the stratum

corneum. It promotes Althea as an intense moisturizer for dry skin, which

is enriched with plant-derived ceramides and goodness of Kokum butter.

Action Text

Front side

Point to the image and

relevant text

Doctor, as per an article published in

Journal of Cosmetic Dermatology 2013:

Dry skin in the winter has been reported

to involve scaling, defects in water-

holding and barrier functions, and

decreased ceramide levels in the stratum

corneum.

Doctor, presenting a unique product with

plant-derived ceramides…

Rear side


and relevant text

… Althea cream and lotion – Intense

moisturizer for dry skin.

Doctor,

Althea combines biomimetic

component technologies that address

xerosis multidimensionally

Natural moisturizing factors (NMFs)

like urea and glycerin, and actives

from Aloe vera in Althea help to


76

retain skin moisture

Unique ceramides from Rice (Oryza

sativa) and lipids from Kokum

(Garcinia indica) in Althea encourage

skin-barrier repair and reduce

transepidermal water loss (TEWL)

Coconut (Cocos nucifera) oil and

vitamin E in Althea address

inflammation

Althea helps retain moisture with

each application

Point to the indications Therefore Doctor, recommend Althea

cream and lotion – Intense moisturizer

for dry skin:

In xerosis

In senile xerosis

As a moisturizer in the treatment of

xerosis associated with:

o Atopic dermatitis (eczema)

o Ichthyosis, and

o Psoriasis

Point to the logo near

pack shot

Doctor, presenting for the first time, a

natural emollient enriched with plant-

derived ceramides and goodness of

Kokum butter.

Point to the directions for

use

Doctor, recommend the patient to apply

Althea cream or lotion in liberal quantity

and massage gently on cleansed face and

body, at least twice daily.


77

Point to the starbursts

near pack shots

Doctor, Althea Cream is ideal for

everyday use on facial areas; and Althea

Lotion is ideal for everyday use on trunk,

arms, and legs.


and tagline

Doctor, prescribe Althea – Intense

moisturizer for dry skin.

Clarina Anti-Acne Kit LBL – Dec ‘16

Communication objective: The LBC highlights that conventional acne

treatment presents several challenges such as intolerable side effects and

antibiotic resistance. It promotes Clarina Anti Acne Kit which helps to

tackle multi factorial disorder of acne and reduces unwanted effect.

Action Text

Front page

Point to the image

and relevant text

Doctor, as per an article published in Journal

of Cutaneous and Aesthetic Surgery 2016:

Conventional acne treatment presents

several challenges such as intolerable side

effects and antibiotic resistance.

Dermocosmetic products may be used to

reduce these unwanted effects.

Dermocosmetics include skin cleansers,

topical sebum-controllers, and skin

antimicrobial/anti-inflammatory agents.

Pages 2 & 3

Point to the brand

name and relevant

Doctor, for complete topical acne

management… recommend Clarina Anti-

Acne Kit - Comprehensive anti-acne


78

text

Point to the

information on

Clarina face wash

Point to the graph

Point to the

information on

Clarina face mask

therapy.

Doctor, for cleansing… recommend Clarina

anti-acne face wash gel, which cleanses skin

and controls acne.

Clarina anti-acne face wash is clinically

proven for efficacy and safety.

Doctor, presenting “A clinical study to

evaluate the efficacy of Clarina Anti-Acne

Face Wash Gel in acne vulgaris.”

Doctor, results of the study showed

significant reduction in frequency of acne in

just 4 weeks.

This study proves that Clarina anti-acne face

wash gel has a positive role in treating acne

vulgaris effectively without any side effects

and contraindications.

Doctor, for deep cleansing… recommend

Clarina anti-acne face mask, which controls

oil, cleanses pores, and clears acne.

As per India Medical Journal Nov. 2010,

treatment with Clarina anti acne mask

showed fair to good results in just 2 weeks,

good results in 4 weeks, and excellent

results for most of the parameters in 6

weeks


79

Point to the

information on

Clarina cream

Doctor, for infection control… recommend

Clarina anti-acne cream, which clears acne

effectively and safely.

Clarina anti-acne cream:

Controls infection in acne

vulgaris and rosacea

Exhibits antibacterial, astringent,

anti-inflammatory, and anti-scar

properties.

Has cooling, soothing, and

emollient properties, which

relieve burning sensation and

itching associated with acne

Accelerates wound-healing, with

No side effects

Last page

Point to the brand

name and relevant

text

Therefore Doctor, for complete topical acne

management… recommend Clarina Anti-

Acne Kit - Comprehensive anti-acne

therapy.

Doctor, recommend Clarina anti-acne face

wash gel for cleansing. The directions for use

are: Moisten face with water, apply required

quantity and gently work up lather with a

circular motion. Wash off and pat dry.

Recommended twice daily in place of soap.

Doctor, recommend Clarina anti-acne face

mask for deep cleansing. The directions for

use are: Apply sufficient quantity evenly


80

over cleansed face and neck, avoiding the

area around eyes. Allow it to dry for 10-15

minutes. Remove with a wet sponge and

wash the skin with cool water.

Recommended twice in a week

Doctor, recommend Clarina anti-acne cream

for infection control. The directions for use

are: Wash the face with Clarina anti-acne

face wash gel, and apply cream twice daily

on acne lesions and inflamed surfaces until

the lesions heal completely. Recommended

twice daily for all-day and all-night

protection.

Doctor, prescribe Clarina anti-acne kit –

Comprehensive anti-acne therapy.

Derma Range LBC – Nov ‘16

Communication objective: The LBC presents Himalaya’s range of Skin

Care products for various skin disorders, and explains the directions for

use of each product.

Action Text


text

Doctor, Skin Care is redefined… Naturally by

Himalaya, which offers a range of Skin Care

products for various skin disorders.


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Point to the

individual

product/range and

tagline

Doctor, presenting Himalaya’s:

Anti-Acne Range, which includes:

o Clarina anti-acne face wash gel

o Clarina anti-acne face mask, and

o Clarina anti-acne cream

Aactaril soap - A medicated cleansing

soap for bacterial and fungal infections.

Emollient – Althea, cream and lotion -

Intense moisturizer for dry skin

Demelanizing Cream - Bleminor cream –

For blemish-free skin

Anti-aging therapy - Clearvital gel, which

clears wrinkles and vitalizes skin.

Hairzone for Hair Care – It prevents hair

fall, promotes hair growth

Chiropex cream - For comprehensive

management of plantar xerosis

Systemic Skin Therapy - Talekt capsule

and syrup – A new advance in derma care

Doctor, this skin care LBC also explains the

directions for use of each product. This card

will act as a ready reference in your day-to-

day practice while prescribing Himalaya’s

products for various skin disorders.


82

MARKET NEWS

Indian pharma market registers strong growth of 15.3%

in August 2016

Source: pharmabiz

The Indian pharmaceutical market (IPM) has registered a strong growth

of 15.3 per cent to Rs. 9,643 crore during August 2016 as against 13.2

per cent in the August 2015. It also clocked the highest incremental

value over last year to Rs. 1,278 crore. Average growth for the quarter

worked out to 8.1 per cent against 12.9 per cent during last year. The

incremental value added in August is 55 per cent of the combined value

of April-July 16. According to AIOCD Pharmasofttech AWACS report,

market also crossed the Rs. 9,000 crore mark continuously for the last 2

months and gastro intestinal markets cross Rs. 12,000 crore on MAT basis.

Market has added Rs. 1,278 crore over last year, whereas last year the

market had added up Rs. 977 crore. For the month of August the GDs 9.1

per cent in volumes, 2.9 per cent in price increases & 3.3 per cent in NIs.

August quarter saw a volume growth of 4.0 per cent & price growth the

lowest in last 6 quarters at 3.8 per cent.

The FDCs related market de-grew at 11.5 per cent whereas the non FDCs

market grew at 15.9 per cent. The non FDC market in August-16 showed

slightly better growth than April-16 at 7.0 per cent

From a GD perspective, the FDC containing market showed a huge

volume degrowth of 16.8 per cent. Indian companies degrew by -11.1 per

cent in the FDC portfolio whereas the MNCs degrew by 16.1 per cent for

August-16 month.

The NLEM 2013 containing molecules market grew at 4.8 per cent

whereas the non-NLEM market grew by 17.3 per cent resulting in an

overall growth of 15.3 per cent for August. NLEM & non- NLEM category

showed unit growth of 14.9 per cent and 9.6 per cent respectively.


83

From therapy perspective 6 therapies have outgrown the IPM growth.

Respiratory market grew at 32.3 per cent, gastrointestinal market grew at

14.2 per cent, pain & analgesics market grew at 15.4 per cent whereas

anti-infectives grew at 19.6 per cent. Anti-diabetic market grew at 19.0

per cent & cardiac at 11.6 per cent, neuro/CNS at 9.5 per cent in chronic

business. Anti-malarials grew at 38.6 per cent, VMS market at 11.4 per

cent. Derma market grew by 12.2 per cent and urology market at 15.0

per cent.

From regional perspective 13 regions have outgrown the IPM

growth. Vidarbha market grew the highest at 31.0 per cent followed by

Karnataka market at 27.4 per cent & South Maharashtra market at 25.2

per cent. All regions had positive growth in August, 2016.

Battle Against Hepatitis B Gains New Ally: Grass Pollen Allergy Vaccine

Source: Hepatitis News Weekly Digest

Researchers in Austria developed a new grass pollen allergy vaccine

(BM32) that was found to have a potential hepatitis B infection-

neutralizing activity.

The study, “Immunotherapy With the PreS-based Grass Pollen Allergy

Vaccine BM32 Induces Antibody Responses Protecting Against Hepatitis B

Infection,” was published in the journal EBioMedicine.

BM32 is a recombinant hypoallergenic vaccine developed for people who

have allergies to grass pollen. The vaccine is based on fusion proteins and

consists of non-allergenic peptides from the IgE binding sites of the four

major grass pollen allergens fused to the hepatitis B virus-derived surface

protein preS.

The new BM32 vaccine requires far fewer injections and has fewer side

effects than other treatments for allergy sufferers.

http://www.ncbi.nlm.nih.gov/pubmed/27568223



http://www.sciencedirect.com/science/journal/23523964


84

The novel recombinant peptide-carrier technology was developed under

the leadership of Rudolf Valenta at the Christian Doppler Laboratory for

Allergy Research at MedUni Vienna, and with the commercial alliance

of Biomay AG.

In a Phase 2b clinical trial conducted as part of her thesis at MedUni

Vienna’s Institute for Pathophysiology and Allergy Research, Carolin

Cornelius found that BM32 is also a potential treatment option against

hepatitis B infections.

“We were able to show that, in people who had not previously been

immunized with a conventional hepatitis B vaccine, vaccination with

BM32 achieved an average inhibition of hepatitis B virus infection of 80

percent,” Cornelius said in a press release.

The finding indicates that peptide-carrier fusion proteins is a concept

that may offer the possibility to improve hepatitis B

immunization. Further studies are required to investigate the usefulness

of BM32 vaccine against the hepatitis B virus (HBV).

“Ongoing investigations should help to produce a comprehensive

characterization of the HBV neutralization capability of BM32. Apart

from having a preventive effect, there might be additional benefits for

patients suffering from chronic hepatitis B infection,” Cornelius said.

Infection with HBV remains a major cause of morbidity and mortality

worldwide. The virus can be identified in the blood of nearly 350 million

people. But 5 to 10 percent of people vaccinated using a conventional

hepatitis B vaccine fail to have an adequate level of antibodies in their

blood.

“One can only assume that these people are not protected against

infection,” Cornelius said.

http://www.biomay.com/

https://www.meduniwien.ac.at/web/en/about-us/news/detailseite/2016/news-september-2016/grass-pollen-allergy-vaccine-also-effective-against-hepatitis-b/


85

GIFTS FOR Q3

Club 52:

Treo Cupid mugs

(set of 2 pieces) -

[Silver color]

(21 sets)

General gift:

Set of 12 candles (200)

Liv.52 – 100; Immusante – 50;

Himcocid-SF – 25; Clarina - 25


86

YOUR PLAN OF ACTION

Primary sales plan:

October 2016 November 2016 December 2016 Q3 Total

Secondary sales plan:


POB plan:


Promotional activities:

Activity Planned date Actual

date

Reason for

deviation

DMP

Livline

Derma College

Campaign


87

NOTES


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NOTES

Documents

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