Qtr 2,2010-2011

ASTER BUSINESS UNIT

KNIGHTS-B LAHORE II

HUMAYOU MUSTAFA
ARM
 Break through
Qtr 1, 2010-2011
1. Prof.Mumtaz Hasan.
2. Dr khurshd developed on flurfing and lipilow
3. Dr Abdul Aleem asif Rx lipilow 10mg and 20mg
4. Dr Shahid Mumtaz Rx lipilow 20m
5. Dr Imtiaz Hasan Rx lipilow 10mg
6. Dr Saima Naz Rx lipilow 20mg
7. Prof.Zubair Akram on lipilow 20mg
8. Dr Yousaf Nadeem developed on flurfin
9. Dr Samar kazmi developed on lipilow 20mg
10.Dr Rasheed ch Rx lipilow 10mg
 Achievement QTR – 1, 10 -11

LHR – II Target Ach. % of Ach.

Total Value all
Products 3076 2146 70%
 Calan
Product Target(V) Ach.(V) % of Ach.
40mg 112577 50154 45%

80mg 60340 62661 103%

SR 1057914 730494 70%

Brand Value 843309 67%

Investment 0

% of Sales 0
 History of Sales (last 3 Months)
Calan- Units
Product July August September

40mg 263 289 290

80mg 241 174 233

SR 4059 3960 5651

Brand 255916 245703 341819

Value
Investment 0 0 0

% of Sales 0 0 0
 Findings

• Not properly detailed

• New areas for all of my team member
• No academic discussions regarding Calan with
Doctors
 TGT QTR2

• OCT 6937
• NOV 6937
• DEC 6937
• Total Q2 20811
 Action Plan
DATE DR NAME AREA TYPE OF NO OF EXP ROI/M
ACTI PART
21-10-10 DR ALTAF CHEMA GARDEN SLIDE LECT 8-10 4000 200 – 225
TOWN
16-11-10 DR HUMAYOU SANDHA SLID LECT 8-10 2000 100 – 120
RASHEED

11-11-10 DR M AFZAL SAHIWAL SLIDE LECT 5-8 2000 100-150

26-11-10 DR SALEEMA LAHORE FMH SLIDE LECT 20-25 4500 200-250

QAISARA

14-12-10 DR SHAHID RENALA SLIDE LECT 8-10 2000 120-150

DOGAR KHURD

Total 13500 900

packs/m
 Lipilow
Product Target Ach. % of Ach.
10mg 1683 1434 85
20mg 645 524 81
40mg 309 33 11
Brand Value 223399 68%
Investment 47626
% of Sales 21
 History of Sales (last 3 Months)
LIPILOW- Units
Product July August September

LIPILOW 10 586 416 428

LIPILOW 20 216 155 135

LIPILOW 40 13 11 9

Brand Value 91480 65615 63045

Investment 42195 1855 3576

% of Sales 46 2 5
 Findings

• No order from dip

• Our sahiwal sale is getting down because dr Saeed
dogar is not prescribing lipilow
TGT OF NEXT QTR

• OCT 587

• NOV 614

• DEC 614
• TOATAL 1815
 Action Plan
DATE DR NAME AREA TYPE OF NO OF EXP ROI/M
ACTI PART

19-10-10 DR DANISH SAHIWAL FAMILY 1 3000 LIPI 10MG

JANJUA DINNER 150 PACS
30-10-10 DR SHAHID JAIL ROAD FAMILY 1 2000 LIPI 20MG
MUMTAZ DINNER 70 PACS
MONTHL DR MUMTAZ SHADMAN CHOLESTRO 1 2500 LIPI 10MG
Y HASAN L CAMP 50 PACS
MONTHL DR ROHI NAZ SZH SAMPLE 2 --- LIPI 10MG
Y DR WALI ULLAH DONATION 60 PACS
DR IMTIAZ HASAN JAIL ROAD CLINIC 1 10000 LIPI 10MG
RENOVATIO 150P/M
N
FOR SIX
MONTHS

TOTAL RS- LIPI 10-

17500 410
LIPI 20-50
RS-45310
 SPIROMIDE
Product Target(V) Ach.(V) % of Ach.
SPIROMIDE 1018917 870774 85%
Brand Value 870774
Investment 0
% of Sales 0
 History of Sales (last 3 Months)
Spiromide
Product July August September

Spiromide 5119 4628 5651

Brand Value 289497 261713 319564

Investment 0 0 0

% of Sales 0 0 0
 Findings

• The product was not on proper focus

• Product was not completely detailed in the dr’s

chamber

• No activities
TGT OF NEXT QTR
• OCT 6336

• NOV 6336

• DEC 6402
• TOTAL 19074
 Action Plan

DATE DR NAME AREA TYPE OF NO OF EXP ROI/M

ACTI PART
19-10- DR BILAL PIC SLIDE 8-10 2000 200 –250
10 MAHIU DIN JILLANNI LECT
BLOCK
20-11- DR SHAHZAD PIC CCU1 SLID LECT 8-10 2000 200 –250
10 TAWB DR CCU2 CCU3
ZAHID
SHAHEEN
27-12- DR KHAWAR SAHIWAL SLIDE 8-10 2000 200
10 SAEED LECT
TOTAL 6000 700
PACKS
 FLURFIN
Product Target(V) Ach.(V) % of Ach.
FLURFIN 224366 51807 23%
Brand Value 51807
Investment 3975
% of Sales 7%
 History of Sales (last 3 Months)
FLURFIN
Product July August September

FLURFIN 51 288 48

Brand Value 6827 38554 6425

Investment 360 1560 2055

% of Sales 5 4 30
TGT OF NEXT QTR
• OCT 594

• NOV 660

• DEC 660
• TOTAL 1914
 Findings

1. Less Customer on Flurfin

1. Dr Prescribes for only 1-3 days.

 Action Plan

1. PROVIDE FLEX BANNER TO THE 4 POTENTIAL

CUSTOMERS OF EACH MIE AREA OF ANTIQUE
PHOTO’S

2. ONE FLEX SCENRY WILL Cost RS-1000/DOCTOR

3. CUSTOMER HAVE ABILITY TO RX 70 TO 80

PACKS OF FLURFIN

4. DEVELOP Liaison WITH THE CHEMISTS

 Any Innovative activity in
Qtr 1, 2010-2011
• Snooker Activity (15-p 6000/-)

• New year diaries on LIPILOW for the

senior doctors of PIC only with pasted
their name and our product name.(10---3000-/)
• Farm house visit in Sahiwal. (5families----8000/-)
 Qtr 2 targets
Product Price OCT NOV DEC
Calan-40mg 59.85 660 759 759
Calan-80mg 96.70 264 264 264
Calan-SR 240mg 53.43 6937 6937 6937
Serenace 1.5mg 22.98 310 310 310
Serenace 5mg 20's 17.83 891 891 891
Serenace 5mg 100's 71.24 396 396 396
Serenace 10mg 56.70 211 211 211
Serenace Ampoules 127.06 188 188 188
Serenace Drops 10.09 99 99 99
Spiromide-20mg 56.55 6336 6336 6402
Lipilow 10mg 91.8 587 614 614
Lipilow 20mg 160.66 215 231 231
Lipilow 40mg 229.5 103 115 115
Flurfin 100mg 133.87 594 660 660
Smart Salt 80gm 34.00 2838 2838 2897
Smart Salt 250gm 73.00 426 469 469
Total Value 1201222 1226924 1232663
 RM Plan for Success in Qtr 2
• Daily Tgt Monitoring
• To improve Institutional Business
• Proper coverage of all listed customers to improve street
sales
• Development of 5 customer in each week by all mean
• To create the chain of activity in each area
• To increase professional competency of ff.
• Think how to achieve one day battle
• Starts to give 30 minute to my self for the prospecting of
next week
• Increase the focus on sales interview and improve it
 Customers developed in 1 Qtr st

Name Designation Area p/day Unit/comm Investment

Dr Shahid Senior Jinnah hosp 20 to 30 Lipi 10 30 40000

Karim registrar Lipi 20 100
Dr Mumtaz Rted Jail road 20 to30 Lipi 10 50 -------
Hasan Professor
Dr Imtiaz Diab Jail road 50 to 60 Lipi 10 30 -------
Hasan
Dr Col Diab Jail road 10 to 15 Lipi 10 15 -------
Mansoor
Dr Abu Bakar Senior Reg Pic+shadman 20 to 30 Lipi 20 15 -------

Dr Shahid Card Shadman 15 to 20 Lipi 10 30 -------

Mumtaz
 Focused customers for Qtr 2
Name Spe Area p/day Product Act Unit/m Exp

Dr Mumtaz card shadman 25 Lipilow Cholestrol 50 2000

Hasan 10mg camp
Dr Imtiaz diab Jail road 50 Lipilow Clinic 150 10000
Hasan 10mg renovation
Dr khawar Phy sahiwal 70 Flurfin Sample 50 -----
saeed donation
Dr abdul card okara 40 Lipilow Sample 30 -----
aleem asif 20mg donation
Dr yousaf dent Town ship 30 flurfin RTD 40 1500
nadeem
Dr shahid card shadman 25 Lipilow Family 80 3500
mumtaz 10mg dinner
 Commitment!

100%
Insha Allah!