Integrated Business Plan

• Muzammel Riaz
Lahore Region Team Structure

Sales Manager

Area Manager LHR-A Area Manager LHR-B Area Manager SKP+KSR Area Manager GRW Zone

4 TMs 4 TMs 4 TMs 5 TMs

17 TMs
Geographical Territory Allocation
Doctors listing
 Target Doctors
Diabetologist/Medicine Cardiologist

Surgeons Orthopedics

Gynecologist Nephrologist

Pulmonologist
 Segmentation of Doctors
• Every territory manager have 125 doctors list.
• Doctors are segmented with class A*, A, B.
• A*doctors visit should be 4/month
• A doctors visit will be 3/month
• B doctors visit will be 2/month.
• Doctors will be listed as per requirement:
• Number of Patients in clinic/Hospital
• Prescriber
• Purchaser
 KOLs List for Managers (SM/FM)
• SM has initially 70 customer list to ensure the conversion on his products and for
corporate image.
• Engage the customers with visits and marketing tools.
• Special focusing on TOP TIERS in Lahore region.
• Each FM have 32 customers list which he will visit per month.
• FM convert their Top Tiers on Quarterly Basis to ensure the business.
• SM/FM/TM must have the customers data ( Dr Profiling, Dr Prescribing Habit, Cell
Number, Birth date, liking and disliking etc.)
 Sales Strategy
• SM/FMTM must ensure 15 calls/day

• FM/TM must ensure 10 visit daily

chemist/pharmacy during working.

• Convert 2 customers per TM on monthly basis.

• Conversion of OPD customers (MOs/PGs) on
our products

• Daily visit in Wards, OPDs and Emergencies

• Ensuring Rxs in OPDs and Wards

• Competitors activity
•Team Training on Product and Disease

•Team Training and development through coaching and

counselling

•Availably of products to near by major hospitals and KOLs clinics

•45 days Inventory Stocks availability checking

•Monthly meeting with Distributors


Target customer
Target Hospitals
Strategic Imperative 1:
General Public Awareness tagged
with ISLAM’s brands and CSR
Rationales
Health Care Awareness
campaigns to project TITLIS
PHARMA’s corporate image as
Socially Responsible
organization (CSR)-----striving to
fulfil its commitment being a
“Patient Caring Company”
15
The Strategy
High Impact Calls – Value Proposition – Patient-Centricity
TITLIS PHARMA to be the most preferred choice for the Health care Professionals.
Cardiologist, Physician, Surgery.
PIC, SIMS, LGH, JINNAH HOSP, MAYO HOSP, SZH, SARDAR BAIGUM HOSP, DHQs
AND PRIVATE HOSPITALS/ CLINICS.
STRATEGIC PILLERS
Strategic Imperative 2: Strategic Imperative 3: Strategic Imperative 4:
High impact Brand awareness and Ensure strong defenses in place to
Leverage synergy with Loyal Customers and
differentiation through strong minimize effect of competitor response
positioning
business partners.
(Brick Walling)
Increased SoV should convince Synergy and coordination with other  TITLIS PHARMA has superior
Customers and patients to business partners esp. distributor for composition and quality versus
believe TITLIS PHARMA as a increasing brand awareness. other pharmaceuticals.
superior company for their  TITLISPHARMA’s brand loyal
patients. prescribers pooling.
 Objectives 2021
Quantitative and Qualitative
Qualitative Objectives

Achieve Sales of 5 million in the Last Quarter 2021

 Qualitative Objectives
• Develop an image of TITLIS PHARMA as a Career oriented Company, where people come to develop their
careers.
• Skilled and Motivated Team Building.

• Brand Awareness and Brand Differentiation; Positioning to be superior than competition.

• Develop company corporate image

• Pooling of Loyal Prescriber Customers.

• Set grounds for major strategic brands like Roxalis, Gabilis, Moxilis in terms of value

• Ward Presentation, OPD sitting, Family dinner activity to increase the noise level of Titlis Pharma
 Develop a team of achievers
As
• Achievement ensures job security.

• Achievement brings satisfaction.

• Achievement ensures better earning opportunity.

• Achievement ensures promotion and career growth

Marketing Analysis
Budgeting of Roxalis
Thank You