PROTON BIOSCIENCES LTD.

ANALYSIS REPORT

APEKSHA KOTHRY

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Proton Biosciences Ltd. is a pharmaceutical company with nationwide operations. The company
thrives on the great sales teams all over the country and takes pride in their innovative ways to lure
doctors for prescribing their drugs. Database provided here is of a team working under a regional
manager and it contains a doctor list and sales figures for each ME (Marketing Executive). This
database is an internal report generated to make decision making easy in employee performance,
doctor performance, category of doctor, sales generated and investment made into a doctor. The
questions that need to be answered to create an extract of this whole database are given below;
answer to these questions would help the manager greatly in decision making process.

Analysis:

Share of Area
24%

45%  Ahmedabad2 Total

 Mehsana Total
 Surat Total

31%

 From the chart we can conclude that major portion of the sales is from Surat area and very
less from the Ahmedabad2 area even though it has higher workforce so the manager must
decide on either decreasing the workforce in Ahmedabad or better utilisation of MEs in
Ahmedabad. We recommend that MEs in Ahmedabad area should be given a deadline of 3
months to perform better. Also doctors from that area should be looked at if too many
doctors are under performing than doctor list for MEs should be changed.
 From the chart given below we can see individual performance of all MEs with regard to
total sales and as we can see Dharmesh Rana and Sandeep Rana are the most
underperforming MEs while Ravi Padhiyar is the best performing ME from all the MEs. As
seen on the table on efficiency of the MEs we can see that Inshulker Rajaram, Ravi Surati,
Sandip Rana, Sanjay Lad & Kruti Dave are perfroming very badly while Harish Chauhan is
the best preforming ME.

 Total of 67 doctors from the list have under or over performed then their respective
category. All of them should be put on probation if they continuously underperform or
over perform for next 2 months than change their category respectively.
 Sales
Abbas Vora Total

Atul Shah Total

Daxesh Parmar Total

Devendra Zala Total

Dharmesh Rana Total

Harish Chauhan Total

Hemal Vyas Total

Inshulker Rajaram
7% 8% Total
8% 3%
2% 6% Jigar Panchal Total
4%
1% Kruti Dave Total
1%
7% Mahesh Patel Total
7%
2%
Mehul Vaidhya Total

Nishith Shah Total

12% 6%
7% Ravi Padhiyar Total
7% 6% 2%
Ravi Surati Total
2%
2% Ravish Limbachia Total

Sandip Rana Total

Sanjay Lad Total

Trushar Chauhan
Total

Vasant Patel Total

ME Investment Sales Efficiency

Abbas Vora Total 10500 45800 4.36
Atul Shah Total 16400 92000 5.61
Daxesh Parmar Total 22450 123300 5.49
Devendra Zala Total 16250 67700 4.17
Dharmesh Rana Total 6275 19500 3.11
Harish Chauhan Total 18750 111700 5.96
Hemal Vyas Total 18000 87100 4.84
Inshulker Rajaram Total 8600 27950 3.25
Jigar Panchal Total 19200 95900 4.99
Kruti Dave Total 8650 29000 3.35
Mahesh Patel Total 18950 101600 5.36
Mehul Vaidhya Total 10700 32900 3.07
Nishith Shah Total 19100 110650 5.79
Ravi Padhiyar Total 35350 179250 5.07
Ravi Surati Total 10100 32400 3.21
Ravish Limbachia Total 20100 108250 5.39
Sandip Rana Total 7200 21875 3.04
Sanjay Lad Total 7250 23950 3.30
Trushar Chauhan Total 23500 115650 4.92
Vasant Patel Total 25850 132200 5.11
Grand Total 323175 1558675 4.82

 These are the doctors who qualify for the nomination of special schemes.

Sales to investment
Doctor Name ratio
 Sheetal Agrawat 7.14
 Nilesh Patel 6.50
 Trupti Dhrangadhria 6.24
 V P Patel 6.25
 Manish Shah 6.40
 Manish Patel 6.60
 J U Mewada 7.48
 PHTrivedi 6.50
 Tushar Desai 6.36
 Bharat Shah 6.96
 Harshad Patel 8.92
 DhaneshVaidhya 7.93
 PankajParikh 6.18
 AnjnaTandel 6.28
 Parimal Desai 6.07

 While doctors listed below are qualified for VIP special scheme.

Doctor Name Sales to investment ratio sales No. of visits Sales to visit ratio
 J U Mewada 7.481818182 41150 1 41150
 Harshad Patel 8.916666667 26750 1 26750
 DhaneshVaidhya 7.928571429 16650 2 8325
  The best working product for the company and worst product are given by the list below;
the company should put some better marketing strategy for the not performing products.

Product Name Top Product Prescribed

B-29 Syrup Count 39
CoroferZT Count 32
UlpanDTab Count 18
 Xith500Tab Count 11
Grand Count 100

 With normal growth of 10% the forecasted sales for the next month comes to 1870410
approximately and individual target for each ME is listed below.

10% rise in total Change in

ME Sales
sales sales
Abbas Vora Total 68500 75350 6850
Atul Shah Total 73300 80630 7330
Daxesh Parmar Total 62900 69190 6290
Devendra Zala Total 76800 84480 7680
Dharmesh Rana Total 98900 108790 9890
Harish Chauhan Total 66900 73590 6690
Hemal Vyas Total 56300 62750 6450
Inshulker Rajaram Total 64500 70950 6450
Jigar Panchal Total 72900 80190 7290
Kruti Dave Total 62000 68200 6200
Mahesh Patel Total 59200 65120 5920
Mehul Vaidhya Total 144600 159060 14460
Nishith Shah Total 114850 126335 11485
Ravi Padhiyar Total 53000 58300 5300
Ravi Surati Total 99950 109945 9995
Ravish Limbachia Total 61550 67705 6155
Sandip Rana Total 105100 115610 10510
Sanjay Lad Total 51825 57007.5 5182.5
Trushar Chauhan Total 64300 70730 6430
Vasant Patel Total 101300 111430 10130
Grand Total 1558675 1714542.5 155867.5