The Cough Expert

You have done it!!!

MAT Oct 11 Rank

MAT Jun 13 Rank

541
(18.3 Crs)

290
(33 Crs)

Kudos Team Respicare!

Internal Achievement

116%
Cum June 13

May 13 ORG All India

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

Rank 1 2 3 4 5

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

COMPANY FRANCO INDIAN Respicare Div ABBOTT* PFIZER* GLAXOSMITHKLINE*

6
7

TUSQ-DX
CHERICOF

BLUE CROSS
RANBAXY*

23.4
22.1

5.08%
4.81%

25.1
0.2

22.7
-4.0

8
9

PIRITON-CS
BENADRYL C.FORMULA

GSK
JOHNSON & JOHNSON

19.4
17.6

4.20%
3.82%

19.9
7.8

1.0
7.8

10 ASCORIL-D +
11 14 COSOME ALEX-P-PLUS

Majesta Div
MERCK LIMITED Respicare Div

13.7
8.7 6.5

2.98%
1.89% 1.41%

20.6
-9.3 4.6

8.3
-8.7 3.8

(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

non-prescribers for Alex

Respicare Covered Doctors has remained

60%

If we focus on these doctors

6

No.1 Anti Tussive

2
= 100 %

2nd Rank Mat Feb 13

4
5
6
6th Rank Mat Jan 12 5th Rank Mat Feb 12

3rd Rank Mat Oct 12

4th Rank Mat May 12

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

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%

Rs. 2000/-

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 Jun13 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 Makes Customer Happy

Strategy

Tactic

Alex Junior

Doctor

Patient

Joy Of Giving

Month July 13

Alex Junior Kit Name Drawing Kit

Inputs 6 Coloring sheets, 6 stencils, 1 crayon box

Joy Of Giving

Month Aug 13

Alex Junior Kit Name Origami Kit

Inputs 25 craft papers & 5 Project papers

Month Sept 13

Alex Junior Kit Name Story Making kit

Inputs 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 KOLKATA CHENNAI DELHI + NCR HYDERABAD MUMBAI

Total Number of Doctors 50 30 40 50 40

Month Aug Oct Nov Oct Aug

Location Ritz, Falta Mahabalipuram RCC Leonia 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

Mens 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 @ CP/GP/ENT/Chest

Sampling plan Q2

500
Units every month
Sample
ALEX + SYRUP ALEX + SYRUP SF ALEX COUGH LOZENGES ALEX + P SYRUP ALEX JUNIOR SYRUP ALEX + PAEDIATRIC DROPS ALEX COLD TABLETS

Qnty/Dr

Total Drs

Total Samples

Specialty

2/Dr 2/Dr 2/Dr 2/Dr 2/Dr 2/Dr 6/Dr

50 Drs 60 Drs 25 Drs 25 Drs 40 Drs + 2 for SPL 15 Drs 5 Drs

100 120 50 50 100 50 30

GPs CPs/top GPs ENTs & Chest Peadia & GPs Pedia Only Pedia Only CPs & 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 & CPs Speaker Chest Physician

36

iCough + Alexoticas + Respi Summit

DSM

4 icoughs/yr

DSM
DSM

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 CPs

only

Alex Rx Pads (for GPs)

Month of Input Sept 13 Qnty/ FSO 30 Target doctors

GPs only

Incentive 2013-14

Because