WERT PHILIPPINES

Strategic Plans for 2019

Our Heaven

We hit total gross sales of 1 Billion Pesos in 2023

Preferred Company to Partner With

Lead Innovator in Healthcare in ASEAN by 2028

Our Top Strategic Priorities in 2019
Priority Measurable outcome

1.Reorganize the company to determine right 80% completed by March 31, 2019
person in right seat.

2. Increase in key accounts by at least 4 new 2 new accounts by March 31, 2019
accounts. 2 new accounts by June 30, 2019

3. Document enhanced SOP’s for all At least 2 critical processes streamlined by

department. June 30, 2018.

4. Prepared to register 50 new products. Ready to register by October 31, 2019

5. Support the performing TS to generate Php At least 250 performing TS

80k income per month

All departments plans must contribute to any or all of these priorities.

 WERT
Training & Development
Current State
 Current State I 2018
BATCH SA KAM KAS DSM TSM TTM TOTAL

NOV-DEC '17 1 2 2 5
Jan - Feb '18 1 1 2 1 4

Mar - Apr'18 2 2 2

May - June'18 3 2 6 2 10

June-July '18 4 2 5 2 9

July-Aug '18 5 1 5 1 7

Sept-Nov '18 6 2 2 4

Total 1 1 3 6 24 7 41
 Current State I 2018
TOTAL
CHOSE NOT TO FAILED IN
EVICTED DUE TO EVICTED DUE TO POOR
60%
RETENTION RATE
EXISTING
BATCH TRAINEES
CONTINUE / BACKGROUND
FAILED EXAMS ATTITUDE & BEHAVIOR
TERMINATED RESIGNED TOTAL
PERSONAL REASON INVESTIGATION

NOV-
DEC 7 1 1 5
'17
Jan - Feb '18 1 15 2 3 2 4 4
Mar - Apr'18 2 11 2 1 6 2
May - June'18
3 10 10
June-July '18 4 10 1 9
July-Aug '18 5 9 2 7

Sept-Nov '18 6 6 1 1 4

Total 68 4 3 5 2 2 11 41
 Current State I 2018
REASON EXPLANATION

Chose not to continue Trainees chose other available opportunity rather than
continuing with WERT training.
Personal Reason Family reason
*Nov - Dec batch - 1 ; Batch 1 - 2
Terminated After graduating from WIST Program, an unacceptable
attitude & behavior was witnessed by immediate supervisors
like rampant early out in the field & integrity concerns.
*Nov - Dec batch - 1 ; Batch 2 - 1
Resignation Causes of resignation:
1 . Unmet Sales Target
2. Better opportunity outside WERT
3. Health Reason
*Batch 1 ,2 & 4
 Current State I 2018
1. W.I.S.T. program
[Wert Initial Sales Training]
 Anatomy and Physiology & Human Disease & Prevention
 Basic Pharmacology
 Philippine Pharmaceutical Setting
 Business Ethics aligned with Mexico City Principles & Kuala Lumpur
Principles
 Communication & Negotiation Skills
PLUS
 Character Building
 Pharmaceutical Selling Skills
 Current State I 2018
2. Other Trainings I sales & non-sales
Sales:
 Inducting New TSM Training for DSMs May 16, 2018
 TS Recruitment Training
⇒ District 2 May 3, 2018
⇒ District 1 May 11, 2018
⇒ District 9 (Cebu) May 23-24, 2018

Non-Sales:
 Accountability at Work (office-based) September 26, 2018
 Current State I 2018
3. Collaborations I HR/Sales/SFE
 Review of Job Descriptions per Sales Position
 Identification of Competencies per Sales Position
 Challenges & Roadblocks I 2018
1. Unmatched Collaboration Schedules
Result: Delays in the identification of competencies per position that is essential in
identification of Training & Development Program per Sales Position.

2. No strict implementation of training house rules & lack of sound training policies &
procedures.
⇒ Inserting additional trainee/s in the middle of the commenced WIST program.
⇒ General House Rules (conference room/valenzuela)
 TRAINING AND DEVELOPMENT I General House Rules

1. Punctuality: Arrive on time to each training session. Arriving late is a sign of disrespect
to the trainer and to your fellow participants.

2. No Disturbances: Cell phones should be turned silent at the beginning of the training and
should remain silent until the end except during breaks. Avoid side
conversations – if you are unclear about the topic being discussed or the
instructions, please ask the trainer by raising up your hand to clarify.

3. Respect Others: Respect each other, yourselves, and the trainer. Do not speak when
someone else is speaking. Listen actively. The trainer will be facilitating the
discussions with your assistance.

4. Participation: You are your own best resource. Each one of you brings a wealth of
experience to the program. The training can only be successful if it is a
two-way process and if everyone participates fully. Give everyone a chance
to contribute and encourage others to do so.
 TRAINING AND DEVELOPMENT I General Rules

5. Ask Questions: There are no stupid questions. If you do have a question you don’t want to
ask in front of others, ask it privately during a break. Please do not think any
question you have is unimportant.

6. Give your honest feedback: At the end of each day you will be given a form for your
feedback / evaluation on making this training better next time.
Please be honest! Constructive criticism is appreciated and is the
only way that we can improve.
 TRAINING FACILITY / CONFERENCE ROOM I House
Rules
LODGING / CHECK-IN Procedures:

1. If the trainee will arrive at the lodging facility the day prior to the start of training, please arrive
before 6 p.m. If you have a special situation and cannot be there before that time, please advise HR
as early as possible, to make check-in arrangements.

2. Trainee should observe proper decorum within the vicinity of the lodging facility (Valenzuela).
 TRAINING FACILITY / CONFERENCE ROOM I House
Rules
1. Alcohol is not allowed on the lodging facility grounds.

2. NO SMOKING INSIDE ANY BUILDING ON THE PREMISES!

3. There will be scheduled breaks. No one is permitted to leave the training room during the training sessions.

4. No one may take anything from the training room with out permission from the trainer.

5. No loitering, or tobacco products permitted in the training room vicinity.

6. Our training is a professional facility. Proper dress is required for all. (ONLY Corporate attire is allowed during
training sessions)

5.
 What would you have wanted to do differently? I 2018
 W.I.S.T. Program Certificate

 W.I.S.T. Program Best Detailer Recognition

 ID for the trainees

 Personalize (Company) Training Folder

 Post-Training Evaluation
⇒ forms to be given to the graduates
every after duration of training
 Graduation celebration
 Q4 2018
Priorities to help prepare
for 2019
What are the Q4 2018 priorities to prepare for 2019?

Measurable Outcome/
PRIORITY/GOAL Metrics to track goal achievement

Finish the Training Manual (Book type) To submit before end of November (95% done)

W.I.S.T. Program Batch 7 to complete the remaining

December 3, proposed start of Batch 7
vacant sales positions

Gain approval from LLO for the

Approved by LLO
2019 WERT ACADEMY GOAL

Finalize Training Calendar for 2019 Approved by LLO

 WERT
Training & Development
ANNUAL GOALS 2019
HOW WILL YOUR DEPARTMENT SUPPORT THE 2019 GOALS?

GOAL/S Measurable Outcome/ Metrics to track goal achievement

90% of training calendar for 2019 successfully completed.

Post evaluations reflect at least 85% satisfaction rating

Implement WERT ACADEMY
Application of learning in the workplace thru field visit
report

Submit PRC requirements by February of 2019

WERT ACADEMY's Training Program to be
(Approval will take up to 6months)
accredited by PRC.
 WERT ACADEMY
Wert Academy is the Training Arm of Wert Philippines, Inc. It
is concerned with organizational activity aimed at bettering the
job performance of individuals and every employee of the
company. Wert Academy can be described as an educational
process which involves the sharpening of skills, knowledge,
changing of attitude and gaining more intelligence to enhance
the performance of all employees.
 WERT ACADEMY I goal statement for 2019

Train People for:

 The Role they are taking...
 The Role they are in...
 The Role they want...

WERT ACADEMY
 3 PHASES of WERT ACADEMY

THE ROLE THEY ARE TAKING I PHASE 1 - Entry level training

 W.I.S.T. Program (TSMs/TTMs)
 Basic Leadership Program (DSMs)

WERT ACADEMY
 3 PHASES of WERT ACADEMY
THE ROLE THEY ARE TAKING I PHASE 1
 2019 Proposed W.I.S.T. Program Calendar (TSMs/TTMs)

WERT ACADEMY
 3 PHASES of WERT ACADEMY

THE ROLE THEY ARE IN I PHASE 2

 Developmental Program
 7 months - 2 years
 Career Development
⇒ Classroom Training (sales & non-sales)
⇒ WERT Distance Learning Education Program (WEDLEP)
⇒ Field Training

WERT ACADEMY
 3 PHASES of WERT ACADEMY
THE ROLE THEY ARE IN I PHASE 2
 Developmental Program (WerDPro)(7 months - 2 years)

WERT ACADEMY
 3 PHASES of WERT ACADEMY

THE ROLE THEY WANT I PHASE 3

 Career Advancement Program
 2 years and above
⇒ WERT Leap Program (Career Leap)

WERT ACADEMY
 3 PHASES of WERT ACADEMY
THE ROLE THEY WANT I PHASE 3
 Advancement Program  2 years and above Career Advancement
(WERT Leap Program (Career Leap))

WERT ACADEMY
 you've got to get WET program I Wert Essential Training program - sales

WERT ACADEMY
 you've got to get WET program I Wert Essential Training program - non sales

WERT ACADEMY
 WERT ACADEMY 201 9 Proposed Training Calendar

WERT ACADEMY
 3 PHASES of WERT ACADEMY
201 9 Proposed Training Curriculum

WERT ACADEMY
 MEASURABLE OUTCOME of WERT ACADEMY
TSM
Further boost the competence of the
Sales Force in promoting WERT's
Brands to target MDs through better
and deeper understanding of the
products.
And increase prescriptions from
clients and support from
stakeholders.
WERT ACADEMY
DSM
Strengthen the leadership potential
of DSMs to handle their subordinates
more efficiently.
Develop competence and skills of
DSMs in Business Management and
People Management
To be able to develop achievers in
their own respective districts.
OFFICE-BASED
To further develop their confidence in
their own department that will result
to being excellent in their own field.
Develop soft-skills that will enhance
their respective competence
requirement per position
Proposed 2019 Organization of the Department