FLSM : Peter Shaker

Guiza, Qaluibia

BRM
May 2017
People Update
Team Summary Overview

Demand sales IMS MKT IMS Brand Dashboard Rank PRV.

FLSM Ach%
Growth % Growth % Growth % Rank Month

Peter shaker 96%    8.77%  42   34

No of MRs No. of Current Turnover %

FLSM No OF MRs Deficit Value
above 100% Vacancy (quarterly)

Peter shaker  7  3    1   
 Team Overview

  Rana Mohamed Ahmed Hisham khalil Ahmed helmi Yousef sallam Attia reyad Yara ahmed Fady samaan
  algizawy amasha shawkat

No of
Targeted  81  80 85  90  80  88  97 81 91 
customers

Top A 100% A 100% A 100% A 100% A 100% A 100%  A 100% A 100%

B 100%   A 100%
Customers B 98.3%   B 93%   B 100%   B 100%   B 99%   B 100%  
Coverage   B 100%    B 100%          

Top A 99%
Customers A 98%
B 96% 
A 96%
B 90% 
A 100%
B 100% 
A 99%
B 83% 
A 96%
B 96% 
A 100%
B 100%  
 A 100% B 99%   A 100%
B 97% 
TCFA% B 97%  
Quantitative
Call Rate  9.1 8   11.3 7.9  8  10.9   10.1 9.8 8.3 

DIF 55  46   54  51 48   54 51  44 47 

Sales  105  86 86  68  143  112   86 133 90 
Achievement

deficit Value -  4000  4000  11800   -  - 5900  - 3700 

People Challenges / Actions

• Norhan Ibrahim issue(coming in jan and had assignment in april)

• Ahmed helmi and Mohamed Amasha vacation
• 11 MRs(low focus)
• High Chain target.
• Hisham Khalil issue (hospital to primary care and low level of
skills)
• May mahmoud issue(negative attitude and low level of passion to
her and team)
• High potentiality in some bricks as imbaba 2 and haram due to
false sales concor.
Business Update
Demand Sales Analysis
  Sales Ach%

Seloken 25 Seloken 50 Seloken 100 Seloken 200

  Total Ach%
Ach% Ach% Ach% Ach%

Peter shaker 96 % 68  73  185  92 

Rana algizawy 105% 67 78 214 135

Fady samaan 90 % 66  65  167  102 

Ahmed helmi 143 % 103  105  277  224 

Yousef sallam  112% 79  81  237  48 

Yara ahmed  133% 101  99  250  100 

Ahmed shawkat  86%  58  71 170  11 

Mohamed amasha 86% 73 62 141 162

Attia reyad 86% 56 69 158 66

Hisham khalil 68% 45 55 128 47

Monthly Sales trend with/without Chain or major pharmacies ( Value )

140000 Sales Value total

120000
100000
80000
60000
40000
20000
0
Jan Feb March April May June July Aug Sep Oct Dec

120000 Sales Value private only

100000
80000
60000
40000
20000
0
Jan Feb March April May June July Aug Sep Oct Dec

9
Monthly Sales Per SKUs ( Unite )

2000 Sales Per SKUs

1800
1600
1400
1200 Seloken 25
1000 Seloken 50
800 Seloken 100
600 Seloken200
400
200
0
Jan Feb March April May June

10
YTD IMS Monthly Trend
“YTD Monthly IMS Trend total area
Value VMS
250000 5
4.5
200000 4
3.5
150000 3
2.5
100000 2
1.5
50000 1
0.5
0 0
jan feb March april may june july aug

YTD 2017
23.9% Potentiality ( Market)
23.2% Contribution ( My Product)
2.47 % National VMS
2.39 % Area VMS
% National Growth
% Area Growth
2.47% National MKT Share gain
2.39% Area MKT Share gain
Territorial IMS Analysis/FLSMs
FLSM Grwoth Area Growth Concor Growth
 
Peter shaker
8.77 6.17 

MR Area Growth Vs. Market Growth

MR 6

MR 5

MR 4

MR 3

MR 2

MR 1

0 0.5 1 1.5 2 2.5 3 3.5 4 4.5 5

Area Growth MKT Growth

Territorial IMS Analysis/FLSM
FLSM MS National MS

 2.39  2.47

MR MS Vs National
ahmed tolba
attia reyad
fady samaan
yousef sallam
ahmed shawkat
norhan ibrahim
yara ahmed
rana algizawy
ahmed helmi
hisham khalil
0 1 2 3 4 5 6 7 8

MR MS Gain National MS Gain

FLSM Dashboard / Matrix
Team Sales Achievement Distribution Curve
Series 2
3.5 4

3 3

2.5 3

2 2

1.5 3 2

1 2 2 2 1

0.5 1 1

0 0
<80 80-90 90-100 100-115 >115

<80% 80-90% 90-100 100-115% >115%

No of Reps 3 2 2 1 2
Percentage 30% 20% 20% 10% 20%
%

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Business Challenges / Actions

• High prescription habit for concor.

• The changing in the hypertension therapeutic dose from starting with
50 mg to be 100 mg for hypertension & heart rate controlling still
causing a straggling for the customers use 50 in tachycardia.
• Merck plans for mega event for Concor will include two foreign speakers
in coming days.
Coaching Update
 Coaching Matrix

• Coaching Matrix Score (HYPER LINK)

21
 YTD Coaching VS YTD Coaching time Vs Working Days

Objective
Objective Achieved Coaching Days Objective Ach%

74.0 18

73.0 16

14
72.0

12
71.0

10
70.0

8
69.0 73.0
6
68.0
4

67.0
2
68.0
66.0
-
January February March April
65.0
YTD Coaching Time %
 YTD Coaching Time Distribution

Coaching Days
Coaching Days
9

4 8
7
3 6
5 5
2 4 4 4
3 3
1

0
t l
ka im ou
d ed ali aw
y
aa
n
ya
d lb
a
am
aw r ah m ah
m kh iz am r e to sall
sh ib ah ra am alg ys
a ed ef
ed an m ya sh na d atti m us
m rh ay hi ra fa ah yo
ah no m
Coaching Challenges / Actions
Customers Update
Customers Analysis / Specialty

Specialty attia helmi shawkat amasha fady hisham sherif rana yousef

No of Class A 26  20  21  36 12 18 18 11 27

No of Class B 71   42 63  41 51 45 63 70 53

No of Class C 1  17 1  0 30 28 0 0 8

No of Class D 0  0   0 0 0 0 0 0 0

Perc.% from total list      

Total calls      

Time allocated      

Coverage %      

TCFA %      
KPIs Trends

  Q1 Q2 Q3

  january february march april may june July Aug Sep

A 95% A 98% A 100%
Coverage B 88%  B 89%  B 99%             
A 89% A 91% A 99%
TCFA% B 87%  B 83%  B 96%             

Call Rate 9.2  9.0  9.3             

TAP Tracker
TAP Tracker Analysis

SLM RLD CME RTD

 YTD Data
No of No of No of No of No of No of No of Events No of
Events Attendees Events Attendees Events Attendees Attendees

Peter shaker  8 320  4  75   1 18  9 89

MR name

No of
activities
involved
Customers Insights

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Customer Engagement Plan

• PLAN (Hyperlink)
Customers Challenges / Actions
Sample Inventory

sales force Distributed to sales force Opening in distributed to closing

Product opening closing   balance in
balance Customers balance store Sales store

Key Actions Related to Samples:

• A
• B
• C
Sales Forecast
Value $ Achievement %

Forecasted
600,000
Seloken zoc range Ach%
Brand 1

500,000
110 %

400,000

300,000

200,000

100,000 90 %

-
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Sales Forecast Per SKUs
Value $ Achievement %

AM PM Forecasted
7,000 Ach%

6,000 110 %

5,000

4,000

3,000

2,000

90 %
1,000

-
Jan Feb Mar Apr May Jun Jul Aug Sep Oct Nov Dec
Rational Behind Forecast

• Polyclinics doctors
• Availability of seloken 25,200 in market.
• RLM in general hospital and rural units.
• Impact of new message (dose of tachycardia seloken 100)
 Action Plan
What Where When Who “Responsibility”
“Action” “Brick/AM Centre”

SLM
(1/Month) Private/PM,
July,august Me, team
50 customers/IM Polyclinics

North giza, south

Monthly Meeting giza , Shawkat, Hisham,
SponsorShip in July, august
omaraniya,haram, sherif, amasha, rana
Raural units
boulak, agouza
25 doctors
Pulse meeting (Potentials) A only june Me, marketing

Golden list with

forecast per All bricks may All my team
customer
 Action Plan ….. Cont.
What Where
“Action” “Brick/AM Centre”
When Who “Responsibility”

Immediately
Hisham Khalil Action Faisal,giza 2 may Me, HR, SLSM
plan

May and monitored

Classification of MR list All bricks Me and all MRs
weekly

Contractual pharmacies
May and monitored
offer All bricks daily me and all MRs
(seloken)

Excecution in using ASK

Am&Pm immediately MRs and me follow up
MEDICAL

Distributers and
execution of seloken All bricks May,june me
25,200
 Action Plan
What Where When Who “Responsibility”
“Action” “Brick/AM Centre”

Role plays office Weekly meeting Me, team, training

Medical, product
office One day in june me, medical
knowledge

POLICE, sugar
hawamdiya, eastern
Rana, amasha,
REP-LED company, matabea 4 per month
Hisham, shawkat
ameryia, PRIVATE
HOSPITALS
 THANKS

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