British Biologicals Pvt Ltd

STRATEGY TO IMPROVE SALES OF DELHI WITH QUALITATIVE WORK CULTURE

1. Days work plan containing 14 to 15 doctors , 8 to 10 chemists alongwith targetted products and inputs to be given. 2. Daywise ,Patchwise working as per predecided coverage plan.( Territory to be devided into 6 patches/Markets so that presence in one given market should be on same weekday.) ( 50 Drs * 4 calls and 50 drs * 2 calls.)OR ( 50 Drs *4 Calls +100 Drs* 1 call) 3. Samples and other promotional material PROPERLY PLANNED ( PACKETS IN THE MULTIPLES OF 5 (RUBBER WRAPPED) for DOCTORs AS PER DAYS PLAN. 4. BO manual ( Doctorwise PRODUCT ALLOCATION ) alongwith the dates of the doctors already covered till previous day. 5. Carry order book alongwith Carbon, properly kept.( Most of the Medreps are carrying mutilatled Order Book.) 6. POB to be achieved 1500/- per day, average. 7. Each dispensing doctor should be pursued for POB irrespective of quantity and value. 8. SUPPLY DETAILS OF PREVIOUS ORDERS.( CUSTOMAR NAME,DATE OF ORDER BOOKED,DATE OF INVOICE,AMOUNT OF INVOICE AND STOCKIEST NAME FROM WHERE ORDER IS SUPPLIED.) 9. Call on 6 to 8 chemists for wider availability and significant RCPA. 10.Availability survey chart alongwith last weeks chart of the same area. 11.Price list and Bonus list for the current month. 12.Stockiests( all stockiests covered by the concerned Medrep.) last two months stock and sales statement( computer generated or self prepared.) alongwith short expiry products information and available scheme in stockiests shelf mentioned infront of the product row. 13.Carry Literatures and other pamphlets. 14.Product manuals to keep updating product knowledge. 15.Doctors list.

16.Chemist list. 17.Promotion of brands after proper survey and then should be continued for next 3-4 visits. 18.Each doctor should be discussed at least one tagetted product as per the speciality and one highest selling product in that market to enhance the volume. 19.Stockiests to be met twice in a week, two days prior of the supply day, to keep track of liquidation and replenishment and followup of orders. 20.During joint working every manager should remain with the concerned BO from START to COMPLETION of the DAYs planned WORK. Any emergency of leaving work should be informed to his superior ,with valid reason, before moving. Written work will not treated as valid reason. 21.DOCTORS LIST COMPOSITION . ( 10 SUR/ORTHO + 10 CPS + 15 GYNAECS + 15 PAEDS + 50 GPS(MBBS AND NON MBBS ) ) 22.DOCTORS LIST PREPARATION AS PER THE FORMAT PREPARED BY HO. 23.REPORTING ON DAILY/IN TWO DAYS BASIS THROUGH EMAIL AS INTERNET ALLOWNCE IS GIVEN. 24.BOs should be given the assignment of target achievement, in terms of unit wise sale and order booking and strictly, not in terms of rupees. 25.Only the managers should plan and achieve their rupee wise requirement on a weekly basis. 26.Monitoring of short expiry goods as per below given proposal. BOs will keep track at Retail Counters, ABMs at stockiest level and RBMs at CNF level. ZSM will coordinate between CNFs to avoid loss due to high inventory or nonmovement. 27.All ABMs have to make minimum 250 calls in month with 50% comprising of consultant calls or 12 calls average if it is less. 28.RBMs have to make minimum 200 calls with 100 calls of consultants or 12 calls average if it is less. 29.No transit days for Managers, if practiced, earlier. 30.Each manager should be aware about his subordinates presence, so daily morning communication.

CUSTOMER COVERAGE PLAN

1. Each ABM will have 50 predecided doctors( Only Consultants) from his team ( 50 *4 drs category), at least 2 doctors for each product. ABM has to meet them without fail at least once in whole month, irrecspective of leaves and holidays. 2. Each RBM has to adopt 50 doctors from his ABMs doctors ( 50 selected ). Minimum 2 drs for each product. Meeting in the month is mmandatory, irrecspective of leaves and holidays. 3. All BROCHURES, LEAFLETS and other pamphlets have to be discussed with doctor with the doctor by the managers assigned for respective speciality. 4. They have to set the examples in front of subordinates by doing courteous and fruitful discussion, demand of prescription, POB to each customer. 5. Orders booked in their presence should be supplied by the concerned stockiest and they should carry the record of past month and the current month with themselves. 6. They should carry all the relevant documents daily to be ready to meet out any requirement of the customer.

EXTRACTION OF BUSINESS AND EXECUTION OF STRATEGIES

1. They must ensure the business from their selected list and give the credit to his subordinate, in order to enhance their confidence for rest of the calls. 2. Kindly sanction 1000/- rs per medrep of the team to each ABM to carry out local activities on important occasions of the customer , to build the relations and extract the business for a particular selected product , each customer expenses should be around 100/-, information of execution will be communicated to the RBM prior. 3. Submission of expenses before 5th of succeeding month for getting further amount. Weekly reporting of these drs response is criteria for qualifying next sanctions and forwarded by immediate superior.