Ashish vidyarthi

ABM
Abbott india limited
 Field Overview

 6 TBM in my team Ashutosh ,soumen ,ashish,tarun,Sudhir,rajesh ,ashish (2 new)

 Portfolio consists of 6 brands (3 power brands and 3 new)
 YTD performance is 90 %
 Violin 87 % menolife 88% power brands performance
 Doxlent 104 % ,monocheck 104 %,repartin 116 %,braintol 188 %
KEY ISSUES/CONCERNS

 Power Brands struggle mainly violin 87 % and menolife 88 %

 Less time spend on Dr and chemist visit.Major time spend on admin and meetings
 Chemist call average of field is <3 (ashutish lowest 1.2 ,ashish 1.9)
 Detailing is poor and TBM is less confident in dr chamber
 Doxlent being no 1 brand having EI is 80 % means losing market share .
 Menolife (power) EI 95 monocheck (New) 98%
 Plan vs actual activity with less dr attandance
PRIORITES
 100 % achievement of power Brand focus to growth more of doxlent and menolife
 Coverage as per bu norm (2 pc 95 % and 1 pc 95%)
 Plan and execute targeted activites with higher dr attendance
 Chemist coverage more than 5 call per day
 ROOT CAUSE
 Poor Dr coverage/poor planning
 Poor Chemist coverage (Power Brands) / R.C.P.A
 Poor Dr connect KOL /KBL rapport
 Poor marketing strategy (Detailing)/Product Knowledge
 KOL/KBL connect
 ACTION PLAN AND FOLLOW UP &
MONITORING
30 DAY PLAN
2 PC coverage /1 PC coverage (as per
BU norm)
chemist call (5/per day)
Call average (11 per day)
Plan CME /RTM (per tbm 2 )
JFW plan
Field meeting (every Monday )
FOLLOW UP AND EXPECTED OUTCOME
MONITORING
Every Monday review with To achieve 95 % dr coverage
TBM
Revalidate R.C.P.A during Identify loss rxer and plan action
J.F.W
Every week follow up on To improve call average dr connect
Monday
Every week follow up and To achieve target numbers
review
4 day each with rajesh 100 % ach power brand
,Sudhir,soumen 3 days with
rest all
For prouct knowledge briefing More in clinic time /Detailing
THANK YOU