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The Cough Expert
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You have done it!!!
MAT Oct 11
Rank
541(18.3 Crs)
MAT Jun 13
Rank
290(33 Crs)
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Kudos Team Respicare!
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Internal Achievement
116Cum June 13
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May 13 ORG All India
Rank Brands COMPANYMAT May
13 (Value)
MAT May
13 (ValueMS%)
Value Grth (MayMat'13)
Unit Grth ( MayMat'13)
Grand Total 460.5 100.00% 6.8 -0.5
1 GRILINCTUS FRANCO INDIAN 53.0 11.50% 12.8 9.2
2 ALEX PLUS COUGH Respicare Div 33.2 7.21% 46.3 29.0
3 TIXYLIX ABBOTT* 30.6 6.64% -4.9 -0.3
4 COREX-DX PFIZER* 30.3 6.57% 12.6 2.9
5 PIRITON EXPECT GLAXOSMITHKLINE* 23.7 5.15% 12.0 -3.5
6 TUSQ-DX BLUE CROSS 23.4 5.08% 25.1 22.77 CHERICOF RANBAXY* 22.1 4.81% 0.2 -4.0
8 PIRITON-CS GSK 19.4 4.20% 19.9 1.0
9 BENADRYL C.FORMULA
JOHNSON &
JOHNSON 17.6 3.82% 7.8 7.8
10 ASCORIL-D + Majesta Div 13.7 2.98% 20.6 8.3
11 COSOME MERCK LIMITED 8.7 1.89% -9.3 -8.714 ALEX-P-PLUS Respicare Div 6.5 1.41% 4.6 3.8
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(Hits)40: 60(Misses)
6
60 % Respicare covered doctors are nonprescribers of Alex
SpecialtyRespicareCoverage % Prescriber
AlexPrescribers % Prescriber
GP 27000 46.07 9399 34.81
Consulting Physician 13200 41.57 3886 29.44
Paedia 12000 31.34 2988 24.9ENT 5400 35.96 1033 19.13
Chest Physician 2400 54.38 917 38.21
Total 60000 41.56 18223 30.37
60%Respicare CoveredDoctors has
remained
non-prescribersfor Alex
If we focus on these doctors
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No.1 Anti Tussive
65
4
32
6thRank Mat Jan 12
5thRank Mat Feb 12
4thRank Mat May 12
3rd Rank Mat Oct 12
2ndRank Mat Feb 13
= 100 %
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How Do We Become No.1?
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Alex Score Card
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Play
Video
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MSL customized for each FSO
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An Alex Archer/Qtr from each zone with highest percentage Ach
Alex Archery Awards to make Every Doctor Alex doctor
Alex Archer has to be on Qtrly 100% Ach (Alex Range)
In case of Delhi & Mumbai(All FSOs Qtrly should be on 105%
Ach)
Subsequent Month sales of Alex Range = 90%
Rewards
Rs. 2000/-
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Alex Archers Q1 (tentative)
Jun13 Cumm Ach%
ST/PST Zone Ach %AHMEDABAD P.S.T. - RESPICARE AHMEDABAD-ZM 133
MANGALORE PST - RESPICARE BANGALORE-ZM 144
ROURKELA ST - RESPICARE BHUBANESWAR-ZM 173
JAMMU S.T. - RESPICARE CHANDIGARH-ZM 134
MADURAI P.S.T. - RESPICARE CHENNAI-ZM 119
DELHI P.S.T. - RESPICARE DELHI-ZM 104
JORHAT ST - RESPICARE GUWAHATI-ZM 163
ANANTHAPUR ST - RESPICARE HYDERABAD-ZM 165
SIKAR ST - RESPICARE JAIPUR-ZM 109
TUMLUK ST - RESPICARE KOLKATA-ZM 181
SAHARANPUR ST - RESPICARE LUCKNOW-ZM 174MUMBAI P.S.T.II - RESPICARE MUMBAI-ZM 102
SIWAN ST - RESPICARE PATNA-ZM 165
GOA PST - RESPICARE PUNE-ZM 137
ERNAKULAM PST - RESPICARE TRICHUR-ZM 145
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Q2 Strategy & inputs
Alex Range
Mass Level
GPs Consultants/ENTs/Chest
SpecialtyDevelopment
Pediatricians
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ALEX & PEDIATRICIANS
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We are proud to take the first ofits kind initiative ever taken in the
Pharma Industry to encourage
Reading Habits in Children
Smart Move By Alex Junior
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Posters for 20 Pedia
In 6 Languages
1. Hindi
2. English
3. Marathi
4. Telugu
5. Tamil
6. Kannada
20 posters per FSOJuly 13
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Smart Stories for Q2
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Smart Stories for Q2
Alex Junior teaches a shop keeper do unto others what you
wish others to do unto you
Alex Junior teaches a teaches his friend to be self dependent
and do his own work
Alex Junior teaches naughty kids how to not trouble old
people
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PEDIA FOCUS Q2
Strategy Tactic
Easy to Implement
Short
Makes CustomerHappy
AlexJunior
Patient
Doctor
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Joy Of Giving
Month Alex Junior Kit Name Inputs
July 13 Drawing Kit 6 Coloring sheets, 6 stencils, 1 crayon box
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Joy Of Giving
Month Alex Junior Kit Name Inputs
Aug 13 Origami Kit 25 craft papers & 5 Project papers
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Month Alex Junior Kit Name Inputs
Sept 13 Story Making kit Alex Junior & Stickers of Planets
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Q2 monthly inputs
Alex junior Sample Kits50 /FSO/ Month
Pedia Reminder Cards200/Qtr
St th i th C
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Strengthening the CorePedia Group
Pediatric Arm of iCOUGHWeekend Symposia only for Pediatricians
26
Zones
CALCUTTA
CHENNAI
DELHI + NCRHYDERABAD
MUMBAI
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Alexotica- Q2
ZonesTotal Number of
Doctors Month Location
KOLKATA 50 Aug Ritz, Falta
CHENNAI 30 Oct MahabalipuramDELHI + NCR 40 Nov RCC
HYDERABAD 50 Oct Leonia
MUMBAI 40 Aug Raddison Alibaug
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Q2 Strategy & inputs
Alex Range
Mass Level
GPs Consultants/ENTs/Chest
SpecialtyDevelopment
Pediatricians
i f C l
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Retention of Current Alex Rxers
The EXPERT CAMPAIGN continues
Avg Dr/FSO 8
29
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Alex Expert Campaign
Mens grooming kit of 5 pieces with Travel pouch Aug 13
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Alex Expert Campaign
Set of 2 Coffee mugs with cookie holderSept 13
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Mass inputs @ CP/GP/ENT/Chest
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Sampling plan Q2
500Units every month
Sample Qnty/Dr Total Drs Total Samples Specialty
ALEX + SYRUP 2/Dr 50 Drs 100 GPs
ALEX + SYRUP SF 2/Dr 60 Drs 120 CPs/top GPs
ALEX COUGH LOZENGES 2/Dr 25 Drs 50 ENTs & Chest
ALEX + P SYRUP 2/Dr 25 Drs 50 Peadia & GPs
ALEX JUNIOR SYRUP 2/Dr40 Drs + 2 for
SPL100 Pedia Only
ALEX + PAEDIATRIC DROPS 2/Dr 15 Drs 50 Pedia Only
ALEX COLD TABLETS6/Dr 5 Drs 30 CPs & ENT
Differential Sampling
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Q1 Strategy & inputs
Alex Range
Mass Level
GPs Consultants/ENTs/Chest
SpecialtyDevelopment
Pediatricians
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35
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iCOUGHfor 13-14
Objective Reach to GPs with Cough Education
Modus operandi: RTMs/mini CMEs (1/DSM/Qtr)
Audience GPs & CPs
SpeakerChest Physician
36
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iCough + Alexoticas + Respi Summit
DSM 4 icoughs/yr
DSM2 icoughs+
1 Alexotica(in a year)
DSM2 icoughs +
1 Respi Summit(in a year)
Alex Sugar Free chit Block
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Alex Sugar Free chit Block(only for Consulting Physicians)
Month of InputAug 13
Qnty/ FSO30
Target doctorsCPs only
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Alex Rx Pads (for GPs)
Month of InputSept 13
Qnty/ FSO30
Target doctorsGPs only
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Incentive 2013-14
B
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Because