OTC & Prescription

Balance In Dammam 2014

Presented By / Ahmed Sakr

Agenda
1.Med Rep Wasted Time
2.AlDawaa OTC Expansion
Plan
3.The Solution for Both
Problems ????
4.The Benefits Of The Soultion

I- Med Rep Wasted Time

Every Med Rep In Derma Lines (SVR,
Bailleul & Noreva) has lost time
every day due to the optimum
visiting time for each clinic
Most of Clinics best time for visiting
is
1- AM: From 11 am to 12 pm
2- Pm : From 4 pm to 4:30 pm
From 7 pm to 8:00 pm

I- Med Rep Wasted Time

So , We Could Notice Through
Analysis Of Our Reporting System
Some Examples Of The Average Of
Dr Visits/Day As Follows
(Data
Jan To End
Of Nov.)
Average
Average
Med
Rep Taken
Total From
Dr Total
Pharmacie
Dr Visits/ PH
Visits
s Visit
Working
Day

Remarks

Visits/Wo
rking Day

Yasmin
Adel

1375

400

6.00

1.75

Hossam
Yousef

1180

715

4.67

2.83

No Annual
Vac.

Ahmed
Saeid

1060

570

4.20

2.25

No Annual
Vac.

1620

Azooz
Menshawy

I- Med Rep Wasted Time

So, We Can Notice The Following: The Average Dr Visits For Derma Lines Around 4/Day, Which
Could Be Done In The Previously Mentioned Times (1.5 Hr Am
+ 1.5 Hr Pm = 3 Hrs)
If We Take In Consideration That The Total Working Time Of
Every Med Rep Should Be 8 Hrs (1 Hr Office + 1 Hr Migration
+ 6 Hours Effective Selling Time)
So After All We Could Say That Almost 50% Of The Med Rep
May Be Wasted In Waiting Areas Due To Bad Selection Of Visits
Times)
For Yasmin, The Average Is Ok, (She Has A Vareity Of
Specilaties In Each Account , Unlike The Derma Line Whom
Stick to Dermatologists
So What To Do ????

II- Dawaa Expansion

2014
As We Know, Our OTC Plans For Aldawaa For
2014 Will Be Highly Expanded Due To : 1- Increase Of No Of Listed Products
2- The New List (A+)
3- Increase The Budget Volume (From 2.5 M
In 2013 To 6 M. In 2014 Inchallah)
4- More Focus On Strategic Projects (Mustela,
Cystine, Saforelle..)
5- To Decrease The Expire Returned From
The Uncovered Pharmacies)

II- Dawaa Expansion

2014
So, We Definitely Will Need To
Increase The Coverage In 2014 To
Match With This Plan
And If We Take In Consideration The
Following Table Shows The Number,
Distribution Of ALDAWAA Pharmacies
Need To Be Covered In 2014 As
Follows-

II- Dawaa Expansion

2014
AREA
TOT No PH
Tot. Potential Remarks
PH
Dam,
Qatif,Sihat

Dammam

67

44

Khobar

47

31

Hufof

65

30

Jubail

21

20

Hafer Baten

22

14

Riyadh

86

50

Tabuk

34

22

Tabuk City Itself

Others

67

--

Scattered, can not

be covered

409

210

Total

Hafer City Itself

II- Dawaa Expansion

2014
From This Data We Could Notice The Following:1. Total Required Pharmacies To Be Covered
Around 210 Pharmacies
2. Splitted Into 7 Areas
3. Knowing That , The Actual No Covered By
Azooz Now Is Around 90 Pharmacies In 4 Cities
4. So We Need To Cover More 120 Potential
Pharmacy (In More Cities, And More In Azooz
Area Too)

II- Dawaa Expansion

2014
So , We Will Need Another 2
Salesmen To Cover Those Pharmacies
But.
I Guess That This Will Not Be
Available For The Time Being Due To
Area Budget !!!!
So , The Question Now Is

What To Do ????

The Solution for Both

Problems
My Recommendations Is The Following :1- Re-allocate Mr. Abdelfattah To Riyadh Area
To Cover AlDawaa In Riyadh, Northern
Area(Tabuk) And Hafr Elbaten (Knowing
That The Best Way To Go To Tabuk And Hafr
Elbaten Directly From Riyadh Airport.
2- Change His Job Title To Salesman Instead
Of Promoter ,Re-adjust The Package(5000
Basic+ Incentive+ Cystine Commission)

The Solution for Both

Problems
3- Get Use Of The Wasted Time Of Med
Reps To Cover ALDAWAA
AREA
AZOOZ As
ABDELFATTAH
HOSSAM
Pharmacies
Follows:(NOREVA Med.
Rep)

Dammam

55
30

Khobar

30

Hufof
Jubail

20

Hafer Baten

15

Riyadh

40

Tabuk (26)

20

Total
% Sales Share

75

75

30

30

35%

35%

15%

15%

The Solution for Both

Problems
The Assumed Benefits Of This Proposal:1. Getting Use Of Mr. Abdelfattah Efforts,
As We Could Not See Any Reasonable
ROI Of The Promoter Idea.
2. Double The Coverage Of AlDawaa
Pharmacies (The Current Covered
Pharmacies Not Exceeding 90, And
With This We Will Able To Cover 210 In
Different 7 Cities)

The Solution for Both

Problems
3. Increase The Productivity Of Each Med Rep
(If Our 2014 AlDawaa Plan Is 6 M., So Each
Med Rep Will Have Additional Budget
Around 400 K., It Is Almost 50% Growth In
His Budget) And , The Most Important Thing
That We Will Not Affect His Rx Focus, We
Just Will Fill The Spaces In His Duty Time.
4. Increase The Income For The Med Rep In A
Profitable Way To The Company

The Solution for Both

Problems
5. Saving Budgets Of 2 Salesman (Increase
The City Profitability).
6. Diversify Our Pharmacies Visits By Med
Reps And Salesman, Increase Our Chances
To Convince More Customers, And
Enhance The Company Image (5 Reps In
210 Pharmacies Sure Will Be Better Than 1
Salesman In 90 Pharmacies)
7. Decrease Markedly The Expiry Returned
From The Uncovered Pharmacies

Thanks