Opportunity is the only thing Keep on Knocking the Door

This year too

GOAL

YPM 350

BY 20 REGULAR PRESCRIBERS

Stepped in with Q1 Activities

Q1 Input
Apr

Enrollment of POWER CLUB Input Power Club Card (5 /FSO)

Samples 75 units / FSO

Reminder Cards 100 units / FSO

Q1 Inputs
May 1. MASS INPUTS for conversion Input Nano Cleaner of Glass (10 /FSO)

2. Enrollment of XTREME POWER DRs By DSM or ZSM by 15th May13

3. My clinical Exp. Detailer 1 / DSM

5. Reminder Cards 100 units / FSO

6. Samples 75 units / FSO

Q1 Input
1. POWER CLUB INPUT Input Bag Pack (5 /FSO)

JUN

2. Calender Prescription Pad 20/FSO

3. My clinical Exp. Booklet 1 / FSO

4. Reminder Cards 100 units / FSO

5. Samples 100 units / FSO

Impact
ORG REFLECTIONS
Value DEC'12 0.62 0.08 0.16 0.00 0.00 Value JAN'13 0.64 0.09 0.51 0.00 0.00 Value Value Value Value FEB'13 MAR'13 APR'13 MAY'13 0.57 0.10 0.53 0.00 0.00 0.55 0.10 0.59 0.02 0.00 0.55 0.09 0.64 0.03 0.02 0.46 0.08 0.62 0.05 0.03

Brands
GLEVO-POD QULEF-POD GUDCEF-L FORENZA LX CEFOZYT LX

Company GLENMARK PHARMA HETERO HEALTHCARE* MANKIND ZYDUS CADILA* CADILA PHARMA

Need to tap all GLEVOPOD prescribers to regain support, competitors are making in roads

Introspection
SECONDARY REFLECTIONS

60 50 40 30 57 54 50 50

20
10 0 JAN FEB MAR APR

42

MAY

Declining

Reason 1
Declined Prescribers

Reason 2
Declined Rxs share

Reason 3
Declined P/D

Impact.. Secondary Sales Trend

Sales in UNITS AHMEDABAD ZONE

St,Pst AHMEDABAD PST BHOPAL PST GWALIOR ST INDORE PST JABALPUR PST JUNAGARH ST MEHSANA ST RAJKOT PST SATNA ST SURAT PST SURENDRANAGAR ST UJJAIN ST VADODARA PST VALSAD ST

Sum of Se--Apr 13 (Unit) 327 460 168 185 184 6 193 150 67 145 60 391 156 44 2536

Sum of Se--May 13 (Unit) 212 188 211 179 188 6 184 79 58 136 38 133 129 20 1761

Sum of Se--Jun 13 (Unit) 249 109 289 198 107 10 94 79 91 324 33 146 114 22 1865

AHMEDABAD ZONE Total

Impact.. Secondary Sales Trend

St,Pst BANGALORE BANGALORE ZONE PST BELGAUM ST BIJAPUR ST DAVENGERE ST GULBARGA ST HUBLI PST MANGALORE PST MYSORE ST BANGALORE ZONE Total

Sales in UNITS

Sum of Se--Apr 13 Sum of Se--May (Unit) 13 (Unit) 1126 88 138 30 233 353 61 116 1267 69 150 82 211 275 47 229

Sum of Se--Jun 13 (Unit) 1198 44 138 43 187 270 63 83

2145

2330

2026

Impact.. Secondary Sales Trend

Sales in UNITS BHUBANESWAR ZONE

St,Pst ANUGUL ST BALASORE ST BEHRAMPUR ST

Sum of Se--Apr 13 (Unit) 1719 67 80

Sum of Se--May 13 (Unit) 399 147 336

Sum of Se--Jun 13 (Unit) 327 254 237

BHUBANESHWAR
BILASPUR ST BOLANGIR ST CUTTACK PST DURG ST RAIPUR PST ROURKELA ST SAMBALPUR ST BHUBANESWAR ZONE Total

437
63 538 381 88 316 401 192 4282

778
55 207 291 61 212 310 113 2909

337
111 400 169 48 296 330 146 2655

Impact.. Secondary Sales Trend

Sales in UNITS

St,Pst

Sum of Se--Apr 13 (Unit)

Sum of Se--May 13 (Unit)

Sum of Se--Jun 13 (Unit)

CHENNAI ZONE

CHENNAI PST
COIMBATORE PST CUDDALORE PST DHARMAPURI ST ERODE ST MADURAI PST NAGERCOIL ST PONDICHERRY ST SALEM PST TANJORE PST TIRUNELVELI ST TIRUPPUR ST TRICHY ST VELLORE ST VILLUPURAM ST

1370
473 425 137 152 168 19 42 135 28 31 111 71 27 0 3189

1025
308 422 119 126 183 28 45 69 78 20 153 57 49 0 2682

778
327 342 128 113 227 22 44 77 88 20 127 77 57 0 2427

CHENNAI ZONE Total

Impact.. Secondary Sales Trend

Sales in UNITS GUWAHATI ZONE

St,Pst AGARTALA ST

Sum of Se--Apr 13 (Unit) 136

Sum of Se--May 13 (Unit) 95

Sum of Se--Jun 13 (Unit) 262

COOCHBEHAR ST DIBRUGARH ST GUWAHATI PST IMPHAL ST JORHAT ST MALDA ST NAWGAON ST SILCHAR ST SILIGURI PST

103 110 306 290 198 246 293 461 181

74 121 299 292 112 187 131 338 338

171 118 529 222 216 381 255 751 376

GUWAHATI ZONE Total

2324

1987

3281

Impact.. Secondary Sales Trend

Sales in UNITS HYDERABAD ZONE St,Pst ANANTHAPUR ST BHIMAVARAM ST ELURU ST GUNTUR PST HYDERABAD PST KAKINADA ST KARIMNAGAR ST KHAMMAM ST KURNOOL ST NELLORE ST NIZAMABAD ST RAJAHMUNDRY ST SRIKAKULAM ST TIRUPATI ST VIJAYWADA PST VIZAG PST WARANGAL ST Sum of Se--Apr 13 (Unit) 97 125 200 129 1971 224 513 213 106 189 17 51 366 23 382 412 293 5311 Sum of Se--May 13 (Unit) 88 139 157 194 1367 52 513 366 154 110 23 90 621 20 217 345 101 4557 Sum of Se--Jun 13 (Unit) 60 92 105 268 1038 45 470 564 112 94 28 55 307 15 306 193 193 3945

HYDERABAD ZONE Total

Impact.. Secondary Sales Trend

Sales in UNITS KOLKATA ZONE

St,Pst ASANSOL ST BERHAMPORE ST BOLPUR ST BURDWAN ST CALCUTTA PST KRISHNAGAR ST MIDNAPORE ST TUMLUK ST

Sum of Se--Apr 13 (Unit) 565 276 370 414 3833 336 314 546

Sum of Se--May 13 (Unit) 394 255 290 402 3369 266 422 295

Sum of Se--Jun 13 (Unit) 315 375 354 307 3115 428 383 492

KOLKATA ZONE Total

6654

5693

5769

Impact.. Secondary Sales Trend

Sum of Se--Apr 13 Sum of Se--May Sales in UNITS St,Pst (Unit) 13 (Unit) MUMBAI ZONE MUMBAI PST 805 347 MUMBAI PSTII 569 322 MUMBAI PSTIII 384 293 PANVEL ST 3 21 THANE PST 643 389 VASHI ST 13 32 MUMBAI ZONE Total 2417 1404

Sum of Se--Jun 13 (Unit) 374 217 176 6 124 25 922

Impact.. Secondary Sales Trend

Sales in UNITS PATNA ZONE

St,Pst BEGUSARAI ST DARBHANGA ST DHANBAD ST JAMSHEDPUR ST MUZAFFARPU R ST PATNA PST PURNEA PST RANCHI ST SAMASTIPUR ST SIWAN ST

Sum of Se--Apr Sum of Se--May Sum of Se--Jun 13 (Unit) 13 (Unit) 13 (Unit) 240 210 280
517 105 492 90 502 220

49
313 461 657 256 163 300 3061

28
172 413 427 213 292 320 2657

61
372 658 481 332 289 480 3675

PATNA ZONE Total

Impact.. Secondary Sales Trend

Sales in UNITS PUNE ZONE

St,Pst AHMEDNAGAR ST AMRAVATI ST AURANGABAD PST CHANDRAPUR ST GOA PST JALGAON ST KOLHAPUR ST MIRAJ ST NAGPUR PST NASHIK ST

Sum of Se--Apr 13 (Unit) 31 38 454 47 196 20 60 249 32 93

Sum of Se--May 13 (Unit) 20 8 237 52 116 46 95 267 24 75

Sum of Se--Jun 13 (Unit) 23 14 280 47 184 17 138 239 31 94

PUNE PST
SATARA ST SHOLAPUR ST YAVATMAL ST PUNE ZONE Total

215
96 28 87 1646

200
117 16 84 1357

174
71 0 55 1367

Impact.. Secondary Sales Trend

Sum of Se--Apr 13 Sum of Se--May (Unit) 13 (Unit) 87 162 214 198 132 238 438 286 253 60 12 182 297 579 169 2709 379 168 204 55 12 192 289 551 173 2621 Sum of Se--Jun 13 (Unit) 131 276 82 357 188 226 60 17 91 388 537 158 2511

Sales in UNITS TRICHUR ZONE

St,Pst ALLEPPEY ST CALICUT PST CANNANORE ST ERNAKULAM PST KOTTAYAM ST MALLAPURAM ST PALGHAT ST QUILON ST THIRUVALLA ST THODAPUZHA ST TRICHUR PST TRIVANDRUM PST

TRICHUR ZONE Total

Way Forward Q2
Retention of prescription support from key prescribers Creating new prescribers

Key Marketing Strategies

Consolidation of key prescribers Conversion

LAST YR VS THIS YR
Class Inputs Mass Input Investment on CORE CME Incentive Last YR 3 / Yr 4 / Yr Yes Yes Bangkok THIS YEAR 4 / Yr 4 /Yr Yes Covering in KEFPOD CMEs Malaysia

Objective 2013-14
Increase prescribers base to atleast 20 Drs /FSO

 Those Drs. prescribing GLEVOPOD at least 20 strips /M, avoid promoting combos like KEFPOD AZ & KEFPOD O
(* Some dr exceptionally are prolific prescriber of specifically , KEFPOD AZ or KEFPOD O with an around assured min 50-60 strips /M then need to decide promotion of both brands )

However, all Glevopod prescribers can get exposure of KEFPOD & KEFPOD CV.

Marketing Strategy Prescribers Retention CORE (POWER CLUB) :

No. of Drs : Min 3-6 /FSO Inputs : 1 input / quarter
GYM BAG - JUL TROLLEY BAG AUG BAG PAK -OCT LADIES PURSEDEC

Marketing Strategy
Consolidation SUPER CORE (XTREME POWER CLUB) :
No. of Drs : 1/ FSO Inputs : CRM / Speaker agreement (7.5 k twice a year) / choice of 1 input (distribution in Aug-Sept13) Total Investment /year /dr : 15 K

Qualifying Criteria 350 YPM by Aug.13

Marketing Strategy
Conversion
No. of Drs : 10 /FSO Inputs : Mass input / quarter Calendar cum, eco friendly Chit block cum Stationary Box Aug - 10 / FSO

CELEBRATION
Power Club Drs. Birthdays and Anniversary List will be handed over in meeting

6 OF Q2
1. GYM BAG (5/FSO) 2. Calendar cum Eco friendly Chit block, plus Stationary Box (10/FSO) 3. TROLLY BAGS (5-10/FSO) 4. Samples 5. Dr Birthday / Anniversary Celebration 6. Release of inputs of Super Core Drs

VA communication