THIS BRAND PLAN HAS BEEN DESIGNED FOR THE PRODUCT CRANBAC

(EACH SACHET CONTAIN 250 MG OF CRANBERRY EXTRACT

EQUIVALENT TO 50 MG PROANTHOCYNADINS)

Prepared By
Muhammad Salman
 EXECUTIVE SUMMARY

 This slide will explain about the organization in a summarized way.

 VISION & MISSION

 This slide will be showed briefly Mission and Vision of the organization.
 EXECUTIVE SUMMARY

 Total Pharmaceutical Market is Rs.** Billion with a growth rate of 11.60%

 Anti infectives market is of Rs. ** Billion with a values share of ** % growing by
**%
 The largest pie of this market has been captured by Company X. Company X is
enjoying a value share of more than ** billion Rupees of analgesic Market.
 Besides Product A Product B has become a brand of Rs.** Despite Fierce
competition and much bigger stake holders in market .Brand B managed to make
its footing by marking a value share of Rs.** Billion in the first year of its
launch.
 Rs.739 Million Cranberry Extract
Growth 14 %
14%

Antibiotic
Growth = 21 %
86 %

Rs.4.7 Billion

Total Market Rs.5.52 Billion Growth = 15 %

UTI MANAGEMENT
CONTRIBUTION INTO PHARMA
MARKET:
Rs.5.52 Billion
3%

Pharma Market 3.2 Billion Dollar

Growth 17 %
UTI Management Rs.5.52 billion
3.2 Billion Dollar Growth 14%
97%
Mat July 2011
 Brand Name CRANBAC

 Generic Name 50 mg Proanthocynadins

 Therapeutic Class Nautraceutical
 Strengths 250 mg of Cranberry Extract

 Packaging Box of 10’s Sachet

 Pricing(T.P) Rs.
DISEASE OVERVIEW

 Prevalence rate in country; number of patients

 Diagnosis rate
 Percent of patients treated with product class.

 
 MARKET DEFINITION SUMMARY
 Target Market:
 Patients & Indications :How do We define the market for our product? Disease state,
indications, patients state (and other appropriate descriptor)
 Size of Market :What is the HISTORICAL and PROJECTED size of our market (Pkrs. revenue
of current treatments, # of patients, growth, etc.)
 Separate out total market for the entire therapeutic area and the specific 'market space' where
plays (informed by Market Map)
 Current Treatment Classes Approaches :What are the current approaches/treatments?
Approximate share of different treatment alternatives?
 Current Customers :Physicians treating the disease; other customers / channels, e.g. patients /
OTC, hospitals, pharmacies, government
 Competition :Who are our competitors? Classification (e.g. primary, secondary), with some
description (e.g. first line treatment, brand equity)
 Market events Milestones :Key events that will fundamentally change dynamics (e.g., new
competitors, new indications, patent expiry) and will require revision of market definition?
 MARKET DEFINITION EXAMPLE:
 Target Market: Patients & Indications
•Current: patients diagnosed with Mild to moderated UTI infection.
•Potential market: all Males & females who are looking for UTI infection management therapy
 Size of Market : • Market value of around Rs lOO million - 3 million women.
260,000 diagnosed as UTI infection
210,000 treated with medication; 70,000 on Cranberry Extract•
 Current Customers : • GPs with interest in UTI infection management (account for -80% of
Rx's)
•Specialists with interest in UTI infection and all infection
associated conditions (account for 20% of Rx's)
 Competition : • Key Competitors and Share of Patients:
• Drug Cran Max: 42%
• Drug Abocran: 29%
 Time frame : •Late 2019/ early 2020 (Drug Y scheduled to launch)
• Drug Z to launch in 2021
 PRODUCT PROFILE

 A urinary tract infection (UTI) is an infection in any part of your urinary

system — your kidneys, ureters, bladder and urethra. Most infections
involve the lower urinary tract — the bladder and the urethra. Women are at
greater risk of developing a UTI than are men. Among adults aged 20 to 50
years, UTIs are about 50- fold more common in women..
 PRODUCT PROFILE

 In women in this age group, most UTIs are cystitis or pyelonephritis. In men
of the same age, most UTIs are urethritis or prostatitis. The incidence of UTI
increases in patients > 50 years, but the female: male ratio decreases because
of the increasing frequency of prostate enlargement and instrumentation in
men.
 ETIOLOGY
 The bacteria that most often cause cystitis and pyelonephritis are the following:
Enteric, usually gram-negative aerobic bacteria (most often) Escherichia coli : 75
to 95% of cases. Klebsiella Proteus mirabilis Pseudomonas aeruginosa. Gram-
positive bacteria (less often) Staphylococcus saprophyticus is isolated in 5 to 10%
of bacterial UTIs. Enterococcus faecalis (group D streptococci) Streptococcus
agalactiae (group B streptococci) In hospitalized patients, E. coli accounts for
about 50% of cases. The gram-negative species Klebsiella, Proteus, Enterobacter,
Pseudomonas, and Serratia account for about 40%, and the gram-positive
bacterial cocci, E. faecalis, S. saprophyticus, and Staphylococcus aureus account
for the remainder.
PART OF URINARY TRACT AFFECTED SIGNS AND SYMPTOMS

Upper back and side (flank) pain

•High fever
Kidneys (acute pyelonephritis) •Shaking and chills
•Nausea
•Vomiting

Pelvic pressure
•Lower abdomen discomfort
Bladder (cystitis)
•Frequent, painful urination
•Blood in urine

Burning with urination

Urethra (urethritis)
•Discharge
 MECHANISM OF ACTION

To date the collective data suggest two possible

mechanisms of action in the preventive anti-adhesion
activity of cranberries: A-type PACs are metabolized
relatively intact and collect in the urine to provide
protective effects from bacteria that migrate from the
perineum and vagina; and/or the PACs eliminated
through the colon bind to uro-pathogenic bacteria thus
decreasing the virulence of these microbes if they come
in contact with the uro-epithelium. Indeed, researchers
have found that cranberry PACs are absorbed into the
bloodstream, accounting for the former preventive effect
PRODUCT POSITIONING
Economical and
easy to take
solution for UTI
infections
Better &
Effective than
multiple resistant
antibiotics

Positioning
Message
plan

Effective in Mild
to moderate
UTI infections.

Efficacy,
Safety and
Tolerability.
 COMPETITIVE ANALYSIS

 Why analyze competitors?

 We will continuously monitor our direct & indirect competitors in order to :
 Anticipate market shifts
 Improve our product or service
 Spot the emergence of new competitor
 Craft counter attack strategies
 Optimize pricing
 Change our strategy
 COMPETITIVE ANALYSIS
 What to analyze?
 During competitors analysis we will analyze their activities regarding
following sectors so that we can develop our own strategies.
 Market share and trends
 Strategy and investment
 Target Market
 Strengths / Weaknesses
 Technology position
 Pricing
 Channel strategy
 Reaction pattern
 COMPETITIVE ANALYSIS

Major players in Cranberry Extract market

Cran Max
Abocran
Crantop
Cranpure
COMPETITIVE ANALYSIS
Identifying and Prioritizing our competitors

Closely related categories that

Category Competition
meet the same basic customer
needs

Direct competing companies

Direct competition with very similar products
and services
 COMPETITIVE ANALYSIS
Competitive monitoring

Continues Analyzes Periodic Analyzes project Base Analyzes

●
most crucial competitors
●
key competitive, trends, second tier ●
New competitive entrants, new product,
competitors disruptive technologies new technologies
●
Timing on going ●
Timing: every 3-6 months ●
Timing as needed
PRESCRIPTION OVER VIEW FOR CRANBERRY
Prescriptions Over view for Cranberry

10% Gyneacologist
10%
Genral Paractioners
45%

15% UTI Specialist

UTI surgeon
20%

RMO's
 MAJOR COMPETITORS ACTIVITY
Competitors Theme Activity
Working on selected consultants.
Treatment Approach Shift from Gynecologists, Physicians, GPs.
Cure to Management UTI specialist Personalize Activity
on consultants.
Competitor 1
Cranmax Wall mounting on importance of
…Relief Infection Restore Function
and renew hope Cranberry like its role in UTI
infection Management,

Coverage in all Specialist

Competitor 2 Personalized Activity

Abocran
Chemist Favour gaining Activities

High Discount in market

Table Reminders
Competitor 3
Crantop Comprehensive Information on
Product
 PROBLEMS
&
OPPORTUNITIES
 SWOT ANALYSIS
Helpful to Achieving Objective
Strengths
 Financial Strength Focused R&D
 Diverse Product Portfolio
 Company with well trained workforce
Attributes of  Latest Manufacturing Facilities
Company
Opportunities
 Growing therapeutic segment.
 Increase patients
Attributes of  High market value (385Cr
Industry  Growing Analgesic’s Market
 Market Growth in Emerging Economies
Harmful to Achieving Objective
Weaknesses
• New Therapeutic Class
• Need Technology improvement
Threats
 Extensive Government
Regulation
 Competitive Environment
 Industry Consolidation Challenges
STRATEGIC PLANNING
MARKETING OBJECTIVES
& STRATEGIES
 Define high-level marketing objectives such as sales, market share,
or formulary status. What strategies will be employed to achieve the
marketing objectives of the firm?
 They are simply a matter of deciding where you want to be and
when you want to get there.
 Is the purpose of your marketing plan to launch a new product
 or line of products? If so, your objective might read, "Achieve 10
percent market share within the first 12 months of product launch"
 OBJECTIVES
 Qualitative:
 To establish that the Brand Zytradol is the most economical quality
Tramadol in the market having raw material imported from Europe.
 To promote and establish that Brand Zytradol has better results in Pain
management against Competitor X .
 Because of the economy along with the quality, Brand Zytradol is a better
choice than Competitor X of ABC Company.
 To enhance the penetration of Brand Zytradol in orthopedics.
 To establish that Zytradol is a safe choice than NSAID’s Since NSAID’s
related to 16,500 death/year in USA only.
 OBJECTIVES

 Quantitative:
 
Achievement of
 Formulation Units Value
 Injections 103 ,200 Rs.6,962984
 Tablets 110,400 Rs.7,044,624

  Market Share
 To increase the market share from 15.9% to 16.2%
 OBJECTIVE
 Qualitative Objectives
Convert competitor Doctors on Brand Zytradol & Build New Prescribers
through category development activities (Awareness in Doctors)

 Quantitative Objectives
Achieve 40,000 units sales with the value of 199 Million in year

 
 SEGMENTING AND
TARGETING
 Who are the customers?
 What are the characteristics of the market segments?
 Do customers have similar needs?
 Are they accessible?
 Target Indication segment wise
 Target Indication with co-morbid disease
 New indications and off label indications
 TARGETING
Target consumers/Indication
 Post-operative Patients
 Old age Patients
 Osteoarthritis Patients
 Low Back patients
 Dental pain
 Migraine
 Neuropathy
 Musculoskeletal
Target Doctors
 General Practitioners
 Orthopaedic
 Rheumatologist
 Surgeons
 R.M.O
 Neurologist
 Dental Surgeons
TARGETING
Total Doctors coverage PAN Pakistan
Target Indications
General Practitioners 10 1000
Mild to moderate
UTI Infection
Management
Physician 20 2000
100 Kidney(Acute
UTI Surgeon 5 medical 500 pyelonephritis)
Reps Bladder
(cystitis)
Gynea 20 2000
Urethra
(urethritis)
RMO’s 5 500
Total KOL'S 6000
COMPETITIVE ADVANTAGE &
POSITIONING

 Identification of competitive advantage Based on the SWOT

analysis, what competitive advantages exist?

 Positioning Define the desired position for the product in

customers' minds.

 Consumer promise Statement summarizing the benefit of the

product or service to the consumer.
MARKETING MIX OBJECTIVES,
STRATEGIES AND TACTICS
 STRATEGIES
 Strategies are the things you need to do to accomplish your objectives. If your
objective is where you want your company to be, the strategy is the route you
need to take to get there.
 For example, if the objective is to increase sales revenue, your strategies might
be one or more of the following:
 Increase the average price on all units
 Increase overall sales volume
 Sell more of the higher-priced units
 Any combination of these
 STRATEGIC LEVEL &
TACTICAL TOOLS
Consumer level (Patient)
Chemist/Pharmacy level
 Discounts
 Free Medical Camps
 Give a ways
 Patient Educator
 Product Stand and Fliers
 Public Relations
 
 

Product level
Costumer level (Doctor)
 Pricing
 Samples
 Clinical Studies
 Give a ways
 COP (Comparative Dissolution Profile)
 Seminars, Symposia, CME,
 Source of Raw Material
 Hospital/Ward Improvement Programs
 Clinical Trial
 Clinic Promotional Mix
 Product USP (Flavor or Dosage Form or
 E Marketing & Mobile Apps
Combination)
 
 

Distributor level
 Discounts
 
 Corporate Relation & Image
 
 PHARMACEUTICAL
MARKETING MIX
Product Price Promotion Place
 
Therapeutic Class Competition Detail Aid Hospital
 

Generic or Branded Margin Clinical Paper Pharmacies

 

Dosage Form Treatment Cost CME programme Distribution Strategy

 

Frequency of Dosage Discount Symposia/RTD Supply Chain & Storage

 

Efficacy and Quality of   Personal Selling Regulatory Requirements

product
 

    International Events
PRODUCT

 How will the product be managed? How will product data and information from
production, research, and development shape marketing mix decisions?

  
For Example
 To provide an advanced, effective and convenient formulation for the management
of Pain. market trend is shifting from NSAID’s combination to Opioids analgesics,
so we will capitalize this as an opportunity and establish Brand Zytradol as a
superior Opioids analgesic as compared to all other available options.
 

 
 PLACE
 what are the objectives with regard to market penetration, where the
product will be sold, value-added services associated with the product?
How will the product be distributed?
       
   
Product X Institutional Distributors
       
   

   
             
Regional
             
Distributors
                       

                    Hospital Pharmacies

Pharmacies   Medical & General Store        

                       

                       

            Patients        
 PRICE
What are the pricing objectives, strategy, and tactics? Types of pricing:
  l-Penetration pricing:
is the pricing technique of setting a relatively low initial entry price, often
lower than the eventual market price, to attract new customers
 2-Skimming pricing:
is a pricing strategy in which a marketer sets a relatively high price for a
product or service at first, then lowers the price over time
 3-Competition pricing:
Method in which a seller uses prices of costs or the customer Demand
competing products as a benchmark instead of considering own.
THE GOAL OF ADVERTISING

 Message
 Number of doctors Aware / or not aware
 Penetration
 No. of prescribers among aware doctors
 Prescription pull
 Goal: Maximize penetration & prescription pull sinking our
message home
 PROMOTIONAL STRATEGY

Massages to be communicated

 Quality Brand at affordable price

 Backed by the expertise & Latest Technology of UDL Pharmaceutical.
 CRANBAC(Cranberry) most preferred drug in Mild to Moderate UTI
infection Management.
 Quick Action in shorter duration of time than NSAID’S ensured quick
relief
 Well established safety profile
 More effective in antibiotic resistant UTI
 COMMUNICATION MIX
(VISUAL AID)
 1st page contain
Tagline
Theme
 Mid pages contain
Disease prevalence
Clinical Studies (Molecules vs Molecules)
Molecule Superiority or Combination uniqueness
 Last page Contain
key selling points/propositions
Prescribing information (Indication, Side Effect and other Relevant details)
References
Pack shot of the Brand
 TACTICS

 Whereas strategies establish a broad outline of how you want to achieve your
objectives, tactics are specific actions.
 " Increase awareness among potential customers" is a strategy. "Develop a
brochure to send to new prospects" is simply a tactic for implementing that
strategy.
PROMOTION

What forms of promotion will be employed?

 Personal selling?
 Advertising?
 OTC advertising?
 Will sales promotions be used?
 What role will packaging have on promotional issues?
 PROMOTIONAL STRATEGY

Direct to Customers Tactics

1) Doctor activity:
 Event: group meeting, round tables meeting
 Key opinion Leaders conference or Education camps
 Seminars, Symposia, Advertisements
 VIP visit ( 3 visit/Month)
2) Field force activity:
 Monthly meeting
 Team campaigns
 Attractive incentive plan
3) Chemist activity:
 Bonus plan
 Our Product Stand
 PROMOTION TOOLS
In Clinic Promotional Mix
 Detailing Aid
 Leave Behind Material Samples
 Gift/Giveaways
Out of Clinic Promotional Mix
 Clinical Trials/Studies Seminars/Symposia/Round Table Discussion Sponsorships
 Advertisements Public Relations
 Free Medical Camps
 Corporate Marketing
 Hospital/Ward improvement Programs
 E-Marketing
 Mobile Apps
PATIENTS /PHYSICIAN
AWARENESS ACTIVITY

 Purpose : To develop Corporate image among Patients and Physicians

 Focus : To established Image of brand Zytradol and continuing
prescriptions
 Description : Patients awareness material
 Development of KOL’s /A1 GPs
 Focus Ortho wards and Gps
 Maximize Prescription Rate
 Media : Souvenirs
 Timing and milestone : Jan 20
 LOCAL SPEAKERS
PROGRAMME
Objective: Educate more Doctor's on UTI infection Management worldwide
updates

What Who How When Where

Presentation GPs Gather doctors Qtr. 2 All Regions
by 30 Doctors /Physicians at different
venues for
presentation by
our doctors

Benefit: Feedback shows that this segment is prescribing other brands

for no big reason and is willing to prescribe a good quality brand
(with good Image for which we want to do this activity). Also
leverage these for future activities
 CHEMISTS' FAVOR GAINING
STRATEGY:
CHEMIST ACTIVITIES:

 Considering the fact that Chemists play a very important part in the better
promotion of a product, we have planned to focus on chemists as well along with
the doctors.
 Therefore activities with the chemists will be done once in a quarter which could
either be in the shape of gifts, hangings, wobblers, small envelops, plastic bags,
writing pads, poster etc.
 BRAND TACTICAL PLAN

Behavioural Motivation & Confident Boosting of Field Force

Objective
No. Tactics/Initiative When Who
Lucrative 1 Lucrative Incentive Scheme for Sales Force
Monetary Awards Monetary rewards for TOP SPO/RSM/SM (OTR)
Besides per pack incentive The highest value
generating SPO
till 31st Dec will get Rs. 50,000. 2020 PM/BUH
Best RSM based on % Achievement will also get
Rs. 50,000
Best SM will get reward of up to Rs. 30,000
 
2 TOP SPO/ Month will be rewarded with certificate
Inter Division
Projection of Top and letter of appreciation from B.U.H
Achievers Photo of Best SPO & RSM will be placed in the
room of B.U.H. 2020 PM/BUH
Pictures of top achievers will be circulated in
Brand Zytradol monthly update
FINANCIAL OUTLOOK CONTROL, &
EVALUATION
 SCHEDULING AND TIMING

Setting time frames for evaluation of success

 TIMELINE OF KEY MARKETING
PROGRAMS
  Program/Activity Descriptions Start End Jan Feb Mar Apr May Jun July Aug Sep Oct Nov Dec

   

1 Doctors education   1-Jan-19 31-Mar-19                        

2 Program1   1-Mar-19 15-Jun-19                        

3 Program2   1-Apr-19 15-Jul-19                        

4 Program3                              

5 Program4                              

6 Program5                              

7 Program6                              

8 Program7                              

9 Program8                              

10 Program9 Fulfiment 1-Sep-19 31-Dec-19                        

 FORECAST QUARTER
WISE
Years Last Q4 Q1 Q2 Q3 Q4
2020

Units Value Units Units Units

Value (000) Value (000) Value (000) Units (00) Value (000)
(00) (000) (00) (00) (00)
 
10’s
Sachets.

 
Total

Growth %  
 INCENTIVE POLICY

 Incentive policy base on three criteria vary from company

to company

 •Percentage of Achievement against Target

% Quarterly
 • Zero Pack Incentive (per pack policy)
Achievement Pay-out
 •Value Wise against Target
100% plus 15000/-

100% 12000/-

90% 10000/-

80% 6000/-
 BUDGETING

 Of course, each tactic has a price.

 Add up all that we plan to use and we know what our budget must be to
achieve our goals.
 Assessment of marketing budgets and achievement of goals and objectives.
PROMOTIONAL EXPENSES SUMMARY
 PROMOTIONAL STRATEGY
Total Promotional Expense: Rs. lakhs QUARTER WISE INPUT PLAN
Promotional cost as Q1
Q2 (Rs.) Q3 (Rs.) Q4 (Rs.)
expense 30,00,000 calculated (Rs.)

sampling 25.00% 7,50,000 Samples

gift 20.00% 6,00,000
campaign 15.00% 4,50,000 Visual Aid
print 4.00% 1,20,000 Brand
training 10.00% 3,00,000 reminders
meeting 6.00% 1,80,000 Clinical
CRM 15.00% 4,50,000 Posters/LBL
   
Pen &
incentives 5.00%  1,50,000 prescription
    30,00,000 pad
Total
 PRICING

PRICE RS. FOR

CALCULATION 10’S PACK
Product out of Price control MRP
 
VAT (6%)
 

ED(6% + 3%)
 

20%
 Discount to Retailer
Price to Retailer (-ED & VAT)
Discount to Stockiest 10%
Price to Stockiest (NRV) NRV
Company Margin (60%) Non-schedule
 
Basic Cost
 BRAND PROFIT & LOSS
(P&L)
Units X
1 Sales (Rs.) NRV*
Less Cost Of Goods
2 (COGS) (40%) 0.0
3 Gross Margin (Rs.) 0.0
Less Advt & Promo (A&P)
4 (20% of sales) 0.0
Less Selling Expenses
5 (4% of sales) 0.0
Less Marketing expenses
6 (20% of sales) 0.0
Less Distribution Expenses
7 (5% of sales) 0.0
8 Gross Profit Before Tax (PBT) 0.0
9     Total
 PRE-LAUNCH ACTIVITIES

 Customer lists development

 Chemist Survey
 Meetings with Distribution & Sales Support Dept.
 Three days training for Field Force.
SALES FORCE ALLOCUTION TO STRATEGIC PRIORITY

Sales Force deployment Number of physicians in Calls

Coverage Goal 2019
Customers/Segments segment No. of Frequency
Patients (Visit per
Covered year)

Prioritized Doctors Segment 1----------- 200 100%

A:50 B:50 A:48
C:100 B:24
Total 200 C:12

Prioritized Doctors Segment 2---------- 300 100%

   

Prioritized Doctors Segment 3---------- 500 80%

   

All other Doctors Segment -------------- 1000 30%

   
 PROMOTIONAL STRATEGY
DOCTOR CLASSIFICATION
Total Doctor- 150/MR Total no. of MR 100

Break-up
Dr by Specialty Dr/MR Class "A" Class "B"

GP  90 50 40
SUR  10 5 5
Ortho 15 10 5
Neurologist 5 5 0
Physician  30 20 10
       
TOTAL 150 90 60
 FIELD FORCE PLANNING
Sales Force Planning MR Working Days Call/Day Call /Month
Assumptions 1 24 10 240
  Total MR’S 100 24 10 24000
         
Dr Classification Dr/MR Call to Dr/Month Calls to Dr/Month Dr Total/month
Class A 90 2 180 18000
Class B 60 1 60 6000

Total 150   240 24000

No. of Calls to
Dr by Specialty Dr/MR Class A Class B Dr/Month Total

GP  90   50 40   100 40  140

SUR  10   5 5   10 5  15

Ortho. 15 10 5 20 5 25

Neurologist 5 5 0 10 0 10

Physician  30  20 10   40 10  50

  = 240/MR
10/27/2020 Muhammad Salman
 SALES FORCE CALLS PLANNING &
RX FORECASTING
Calls Total
Doctors Planned/ Prescriptions
per Month
Prescription
per Year Prescriptions(300
Month Sales Officers)
Gynea 10*2=20 85 1020 306000
consultant 5*1=5

UTI 30*2=60 45 540 162000

Surgeons 10*1=10

Consultant 15*1=15 10 120 36000

General 50*2=100 30 360 108000
Practitioners
Total 250 170 2040 612000
 SALES STRATEGY

Area/Segment to be covered

 All hospitals ,
 Consultant Clinics,
 UTI Consultant Chambers,
 Maternity homes,
 leading General Practitioners Clinics
 SALES STRATEGY

Doctors to be visited

 Gynecologists
 Urologist,
 Consultant Physicians,
 General Practitioners,
 UTI Surgeons,
 R.M.O’s
 SALES STRATEGY

 Indication & Disease to be Focused

 Mild to Moderate UTI infections

 Kidneys (acute pyelonephritis)
 Bladder (cystitis)
 Urethra (urethritis)
 DISTRIBUTION STRATEGY

 Our strategy will be to entertain Distributor Sub-distributor ,wholesalers and

there will be special discount policy to make sure that we will achieve our targets
 Distributions play a major role in the availability.
 Shortage can affect sales negatively.
 Company will make sure that the Product availability will be 100% particularly
in the nearby areas where the sales team is actively working.
 Bonus strategy.
 MR rewarding system.
 rma
h a
D L
U

Thanking you