Alex - Fso Meet 6l6w2f

The Cough Expert

You have done it!!!

MAT Oct ’11 Rank

MAT Jun ’13 Rank

541

290

(18.3 Crs)

(33 Crs)

Kudos Team Respicare!

Internal Achievement

116% Cum June ’13

May „13 ORG – All India MAT May 13 (Value Value Grth (May Unit Grth ( May MS%) Mat'13) Mat'13) 100.00% 6.8 -0.5 11.50% 12.8 9.2 7.21% 46.3 29.0 6.64% -4.9 -0.3 6.57% 12.6 2.9 5.15% 12.0 -3.5

1 2 3 4 5

Brands Grand Total GRILINCTUS ALEX PLUS COUGH TIXYLIX COREX-DX PIRITON EXPECT

FRANCO INDIAN Respicare Div ABBOTT* PFIZER* GLAXOSMITHKLINE*

MAT May 13 (Value) 460.5 53.0 33.2 30.6 30.3 23.7

6

TUSQ-DX

BLUE CROSS

23.4

5.08%

25.1

22.7

7

CHERICOF

RANBAXY*

22.1

4.81%

0.2

-4.0

8

PIRITON-CS

GSK

19.4

4.20%

19.9

1.0

BENADRYL C.FORMULA

JOHNSON & JOHNSON

17.6

3.82%

7.8

7.8

Majesta Div

13.7

2.98%

20.6

8.3

MERCK LIMITED Respicare Div

8.7 6.5

1.89% 1.41%

-9.3 4.6

-8.7 3.8

Rank

9

10 ASCORIL-D + 11 14

COSOME ALEX-P-PLUS

COMPANY

(Hits) 40 : 60 (Misses) 60 % Respicare covered doctors are non – prescribers of Alex Specialty GP Consulting Physician Paedia ENT Chest Physician Total

Respicare Coverage 27000 13200 12000 5400 2400 60000

% Prescriber 46.07 41.57 31.34 35.96 54.38 41.56

Alex Prescribers 9399 3886 2988 1033 917 18223

% Prescriber 34.81 29.44 24.9 19.13 38.21 30.37

60%

Respicare Covered Doctors has remained

non-prescribers for Alex

If we focus on these doctors… 6

No.1 Anti Tussive

2 = 100 %

3

4 5 6

6th Rank Mat Jan ‘12

3rd Rank Mat Oct ‘12

4th Rank Mat May ‘12

5th Rank Mat Feb ‘12

2nd Rank Mat Feb ‘13

How Do We Become No.1?

Alex Score Card

Play Video

MSL customized for each FSO

Conversion Points

Rewards

An Alex Archer/Qtr from each zone with highest percentage Ach

Rs. 2000/-

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%

Alex Archers Q1 (tentative) ST/PST AHMEDABAD P.S.T. - RESPICARE MANGALORE PST - RESPICARE ROURKELA ST - RESPICARE JAMMU S.T. - RESPICARE MADURAI P.S.T. - RESPICARE DELHI P.S.T. - RESPICARE JORHAT ST - RESPICARE ANANTHAPUR ST - RESPICARE SIKAR ST - RESPICARE TUMLUK ST - RESPICARE SAHARANPUR ST - RESPICARE MUMBAI P.S.T.II - RESPICARE SIWAN ST - RESPICARE GOA PST - RESPICARE ERNAKULAM PST - RESPICARE

Zone AHMEDABAD-ZM BANGALORE-ZM BHUBANESWAR-ZM CHANDIGARH-ZM CHENNAI-ZM DELHI-ZM GUWAHATI-ZM HYDERABAD-ZM JAIPUR-ZM KOLKATA-ZM LUCKNOW-ZM MUMBAI-ZM PATNA-ZM PUNE-ZM TRICHUR-ZM

Ach % 133 144 173 134 119 104 163 165 109 181 174 102 165 137 145 Jun‘13 Cumm Ach%

Q2 Strategy & inputs

Alex Range Specialty Development Pediatricians

Mass Level

GPs

Consultants/ENTs/Chest

ALEX & PEDIATRICIANS

Smart Move By Alex Junior

We are proud to take the first of its kind initiative ever taken in the Pharma Industry to encourage “Reading Habits in Children”

Posters for 20 Pedia

In 6 Languages 1. Hindi 2. English 3. Marathi 4. Telugu 5. Tamil 6. Kannada

20 posters per FSO – July ‘13

Smart Stories for Q2

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

PEDIA FOCUS – Q2 Easy to Implement Short

Strategy

Makes Customer Happy

Tactic

Alex Junior

Doctor

Patient

Joy Of Giving

Month

Alex Junior Kit Name

Inputs

July ‘13

Drawing Kit

6 Coloring sheets, 6 stencils, 1 crayon box

Joy Of Giving

Month

Alex Junior Kit Name

Inputs

Aug ‘13

Origami Kit

25 craft papers & 5 Project papers

Month

Alex Junior Kit Name

Inputs

Sept ‘13

Story Making kit

Alex Junior & Stickers of Planets

Q2 monthly inputs

Alex junior Sample Kits – 50 /FSO/ Month

Pedia Reminder Cards – 200/Qtr

Strengthening the Core Pedia Group

Pediatric Arm of iCOUGH – Weekend Symposia only for Pediatricians Zones CALCUTTA CHENNAI DELHI + NCR HYDERABAD MUMBAI

26

Alexotica- Q2

Zones

Total Number of Doctors

Month

Location

KOLKATA

50

Aug

Ritz, Falta

CHENNAI

30

Oct

Mahabalipuram

DELHI + NCR

40

Nov

RCC

HYDERABAD

50

Oct

Leonia

MUMBAI

40

Aug

Raddison Alibaug

Q2 Strategy & inputs

Alex Range Specialty Development Pediatricians

Mass Level

GPs

Consultants/ENTs/Chest

Retention of Current Alex Rxers The “EXPERT” CAMPAIGN continues…

Avg Dr/FSO – 8

29

Alex “Expert Campaign”

Men’s grooming kit of 5 pieces with Travel pouch – Aug ‘13

Alex “Expert Campaign”

Set of 2 Coffee mugs with cookie holder– Sept ‘13

Mass inputs @ /GP/ENT/Chest

Sampling plan – Q2

500 Units every month Sample

Qnty/Dr

Total Drs

Total Samples

Specialty

ALEX + SYRUP ALEX + SYRUP SF

2/Dr 2/Dr

50 Drs 60 Drs

100 120

GPs s/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/Dr

40 Drs + 2 for SPL

100

Pedia Only

ALEX + PAEDIATRIC DROPS

2/Dr

15 Drs

50

Pedia Only

ALEX COLD TABLETS

6/Dr

5 Drs

30

s & ENT

Differential Sampling

Q1 Strategy & inputs

Alex Range Specialty Development Pediatricians

Mass Level

GPs

Consultants/ENTs/Chest

35

iCOUGH for 13-14

• • • •

Objective – Reach to GPs with Cough Education Modus operandi: RTMs/mini CMEs (1/DSM/Qtr) Audience – GPs & s Speaker – Chest Physician

36

iCough + Alexoticas + Respi Summit

DSM

DSM DSM

4 icoughs/yr

2 icoughs + 1 Alexotica (in a year) 2 icoughs + 1 Respi Summit (in a year)

Alex Sugar Free chit Block (only for Consulting Physicians)

• Month of Input – Aug ‘13 •Qnty/ FSO – 30 •Target doctors – s

only

Alex Rx Pads (for GPs)

• Month of Input – Sept ‘13 •Qnty/ FSO – 30 •Target doctors –

GPs only

Incentive 2013-14

Because