Introduction of the Company
 Core function is to import market medications
internationally
 Onco Care is built upon the ...
Mission
“Our mission is to provide safe ,
effective and affordable medicines
to millions of people who are in
need"
Organizational Hierarchy
NavaidM.Khan
CEO
Hamza Azeem
VP Marketing
Marketing Manager
Shayan Tejani
VP Sales
Mujtaba Sheikh...
Strategic Business Partners
PRODUCT PORTFOLIO
Azafrine Tablet
 Azafrine is used with other medications to
prevent rejection of a kidney transplant.
 It works by weake...
Blenco - Injection
 Bleomycin is used to treat cancer. It works by slowing or
stopping the growth of cancer cells.
 This...
Carbotionol - Injection
 Carboplatin is used to treat various types of cancer. It is a
chemotherapy drug that contains pl...
Daunocin
 Daunorubicin is used to treat leukemia and other
cancers.
 It works by slowing or stopping the growth of cance...
Duticin Injection
 Dacarbazine is used to treat certain types of cancer,
such as skin cancer that has spread (metastatic
...
Etopul Injection
 Etoposide is used alone or in combination with
other chemotherapies to treat certain forms of
cancer (e...
Gemcit Injection
 Gemcitabine is used alone or with other
treatments/medications to treat certain types of cancer
(includ...
Kunyrin Injection
 This medication is used to treat or prevent
serious blood cell disorders caused by high
toxicity drugs...
Onfran Injection
 This medication is used alone or with other
medications to prevent nausea and vomiting
caused by cancer...
Unistin Injection
 Cisplatin is used to treat various types of cancer. It
is a chemotherapy drug that contains platinum.
...
Unitaxel - Injection
 Paclitaxel is used to treat various types of cancer.
 It is a cancer chemotherapy drug that works ...
Utoral Injection
 Fluorouracil is used to treat various types of cancer.
 It is a chemotherapy drug that is used alone o...
Vinracine Injection
 Vincristine is used to treat various types of
cancer.
 It is a cancer chemotherapy drug that is usu...
Zycram Injection
 Zycram is used to treat various types of cancer. It is a
chemotherapy drug that works by slowing or sto...
Distribution Channel
Manufacturer
(Korea United
Pharma)
Importer
(Onco Care
Pharma)
DHL
(Courier
Service)
Supply to
Institutions
Karachi
Other ...
PROMOTION
Promotional Material
Pen & Card Holder
 These Material will be provided to the Target Customers (Doctors)
every year.
Pla...
Calendar
Promotional Material
Card USB
Cancer Awareness Seminars
Cancer Awareness Seminars
 Cancer Awareness Seminar In Collaboration with SIUT and Agha
Khan Hospital.
 Venue: Pearl Con...
Sponsorship To Global Educational
Conference
 Sponsoring our A Class Doctors to attend Global Cancer
Seminars/Conference:
Cancer Awareness via Social Media
Sales Plan
Responsibilities of VP Sales
 Onco Care is striving to cure cancer with breakthrough medicines
that have been produced ab...
National Network Territory
Target Institutions – REGION 1
REGION 1
KARACHI HYDERABAD
Aga Khan University Hospital Nuclear Institute of Medicine &
Rad...
Target Institutions – REGION 2
REGION 2
MULTAN BAHAWALPUR
Nishter Hospital Victoria Hospital
Multan institute of nuclear m...
Target Institutions – REGION 3
REGION 3
LAHORE FAISALABAD
Shaukat khannum Memorial Hospital Allied Hospital
Institute of N...
Target Institutions – REGION 4
REGION 4
RAWALPINDI / ISLAMABAD ABBOTABAD
Nuclear Medicine Oncology &
Radiation Institute (...
Target Institutions – REGION 5
REGION 5
PESHAWAR SWAT
Khyber medical college and hospital SINOR Cancer Hospital
Institute ...
Target Doctors (City Wise)
S.NO CITY DOCTORS
1 KARACHI 14
2 HYDERABAD 3
3 LARKANA 3
4 QUETTA 4
5 NAWABSHAH 3
6 MULTAN 4
7 ...
Sales Forecasting Technique
 An assessment of the general economic conditions of Pakistan has
been carried out
 Accordin...
Market Potential
s.no PRODUCTS. TOTAL POTENTIAL (UNITS)
1 AZAFRINE 50 mg Tab. 60,000
2 BLEONCO- S 15mg Inj. 22,000
3 CARBO...
National Sales Forecast
s.no PRODUCTS. SALES FORECAST (Units) SALES FORECAST
(Rs)
1 AZAFRINE 50 mg Tab.
12,000
11,768,640
...
Market Potential vs Sales Forecast
60,000
22,000
18,000
30,000
18,000
20,000
15,000
35,000
6,000
40,000
40,000
50,000
36,0...
Regional Sales Forecast
REGION 1
32%
REGION 2
8%
REGION 3
24%
REGION 4
8%
REGION 5
28%
s.no PRODUCTS. REGION
1
REGION
2
RE...
Selling Process
Phase 1
1. Prospecting and Qualifying
2. Pre Approach
3. Approach
4. Need Identification
5. Presentation
6...
Phase 1:
1) Prospecting and Qualifying
 Region 1: 27 doctors.
 Region 2: 11 Doctors.
 Region 3: 20 Doctors.
 Region 4:...
2) Pre-Approach
 Onco Care gathers the additional information about the
potential customers
 The method that will be use...
3) Approach
 Representatives create good first impression
 Males dress in a full sleeved white button shirt and tie with...
4) Need identification
 Identifying the needs of prospects and then fulfilling those needs by
offering the right product
...
5) Presentation
 Visual aid: Power Point (Bar Charts, Graphs)
 Reports, Testimonials and Examples
 Providing Drug Manua...
6) Objection handling
 Responding to the questions raised by the prospects
 Questions asked regarding low price and ingr...
7) Closing the process
 Closing technique our sales force uses is the gift close
technique
 The inducements provided by ...
8) Follow up
 This step is to ensure that the medicines purchased are
being used by the hospitals/medical institutes
 Th...
Training of Sales Force
Training of Sales Force
 The purpose for carrying out sales training activities is to keep the
sales force inspired, moti...
Product Knowledge
 Product knowledge is one of the most significant requirements of a sales force
 RSMs will be trained ...
Query Handling
 Role clarity refers to a clear understanding of the responsibilities of one’s
job
 Eliminate any ambigui...
Compensation Plan
Compensation Plans
1. Chief executive officer:
 Salary: Will be given a monthly salary of Rs235,000. (inclusive of allowa...
2. Personal Assistant:
 Salary: A montly Salary of Rs65,000 (inclusive of allowances)
 Bonus: The employee will be given...
4. Compensation plan of VP Marketing:
 Salary: Total Salary of Rs155,000. (inclusive of allowances)
 Bonus: The employee...
5. Compensation plan of Finance Manager:
 Total Salary: Rs100,000 (inclusive of allowances)
 Bonus: A bonus of Rs15,000 ...
6. Compensation plan of HR manager:
 Total Salary: Rs80,000. (inclusive of allowances)
 Bonus: An annual bonus of Rs15,0...
8. Compensation plan of RSM’s:
 Total Salary: Rs55,000/Month will be given.
 Incentive: A monthly incentive of Rs15,000 ...
9. Compensation plan of the cashier:
 Salary: A monthly base salary of Rs36,000 will be given.
 Bonus: An annual bonus o...
12. Compensation plan of the Distribution Manager:
 Salary: A monthly Salary of Rs43,000 will be given.
 Bonus: An annua...
Budgeting
Administrative Cost
Administrative Cost:
Office Rent Bungalow: 81 - B Block 6
Shahrah Faisal
12 Months 1,00,000 Rs. 12,00,...
Cost of Inventory
Import Price (RS)
PRODUCTS: 615 7,355,400
AZAFRINE 50 mg Tab. 623 3,227,140
BLEONCO- S 15mg Inj. 1,113 6...
Technology Cost
Technology Cost:
Laptops:
Higher Management --> HP Latops 7 60,000 420,000
Staff Fujitsu 10 35,000 350,000...
Marketing Budget
S.No Description Total
Promtional Material
1 Pen 2,300
2 Planner Dairy 22,800
3 Calendar 15,200
4 Pen & C...
Training Cost
Annual Budget for Sales training Program to be held at Pearl Continental Karachi
Per Day/Night Total for 3 D...
First Year
TOTAL COST Rs, 191,346,030
Alfalah Karobar Finance
 Business Loan
 Mark up rate: 8%
 Duration: 10 years
Year Principal
Payment
Interest
(8%)
TOTAL...
Profitability Analysis
Sales 258,819,002
Less: Trade Discount (10%) 25,881,900
Cost of Sales 161,761,876
Gross Profit 71,1...
Thank You 
Onco Care Pharmaceuticals
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Transcript of "Onco Care Pharmaceuticals"

  1. 1. Introduction of the Company  Core function is to import market medications internationally  Onco Care is built upon the philosophy of quality service, reliability and added value.  We have targeted a niche and neglected market i.e. ‘Oncology’  It is basically a company that imports and markets Anti- cancer medications from South Korea.
  2. 2. Mission “Our mission is to provide safe , effective and affordable medicines to millions of people who are in need"
  3. 3. Organizational Hierarchy NavaidM.Khan CEO Hamza Azeem VP Marketing Marketing Manager Shayan Tejani VP Sales Mujtaba Sheikh Product & Training Manager Zainab Sarwar RSM Karachi RSM Multan RSM Lahore RSM Islamabad RSM Peshawar Sabah Ashraf HR Manager Zarlish Usmani Finance Manager Cashier Business Analyst Distribution Manager Accountant PersonalSecretary
  4. 4. Strategic Business Partners
  5. 5. PRODUCT PORTFOLIO
  6. 6. Azafrine Tablet  Azafrine is used with other medications to prevent rejection of a kidney transplant.  It works by weakening your body's defense system (immune system) to help your body accept the new kidney  Selling Price is Rs: 1,230/Box  Competitors: GSK, AHP
  7. 7. Blenco - Injection  Bleomycin is used to treat cancer. It works by slowing or stopping the growth of cancer cells.  This medication may also be used to control the build- up of fluid around the lungs caused by tumors that have spread to the lungs. For this condition, bleomycin is placed in the space around the lungs through a chest tube.  SellingPrice is Rs: 1,245/(Vial/Box)  Competitors: Cipla Pharma, Atco Pharma
  8. 8. Carbotionol - Injection  Carboplatin is used to treat various types of cancer. It is a chemotherapy drug that contains platinum.  It is used alone or in combination with other medications to slow or stop cancer cell growth.  Selling Price is Rs: 2,225/Box  Competitors: Atco, BioPharma, Pfizer, Cipla
  9. 9. Daunocin  Daunorubicin is used to treat leukemia and other cancers.  It works by slowing or stopping the growth of cancer cells.  Selling Price is Rs: 637/Box  Competitors: No Competition
  10. 10. Duticin Injection  Dacarbazine is used to treat certain types of cancer, such as skin cancer that has spread (metastatic malignant melanoma) and Hodgkin's disease.  It is a cancer chemotherapy drug that is used alone or with other medications to slow or stop cancer cell growth.  Selling Price is Rs: 556/Box  Competitors: Medinet, Al Habib Pharma
  11. 11. Etopul Injection  Etoposide is used alone or in combination with other chemotherapies to treat certain forms of cancer (e.g., small cell lung cancer).  Etoposide works by slowing cancer cell growth. It is also commonly known as VP-16.  Selling Price is Rs: 6,265 (10Apm/Box)  Competitors: Bio, Atco, AHP, Pfizer
  12. 12. Gemcit Injection  Gemcitabine is used alone or with other treatments/medications to treat certain types of cancer (including breast, lung, pancreatic).  It is a chemotherapy drug that works by slowing or stopping the growth of cancer cells.  Selling Price is Rs: 10,100/Box  Competitors: AHP, Ely Lille, Novartis, Ferozsons
  13. 13. Kunyrin Injection  This medication is used to treat or prevent serious blood cell disorders caused by high toxicity drugs.  It may also be used with a certain cancer drug to treat patients with colon cancer.  Selling Price is Rs: 5,562/box (10amp=1box)  Competitors: AHP, Atco, Bio Pharma
  14. 14. Onfran Injection  This medication is used alone or with other medications to prevent nausea and vomiting caused by cancer drug treatment (chemotherapy) and radiation therapy.  It is also used to prevent and treat nausea and vomiting after surgery. It works by blocking one of the body's natural substances (serotonin) that causes vomiting.  Selling Price is Rs: 3,840/Box (5vial/box)  Competitors: GSK, Bio Pharma, Novartis, Zafa
  15. 15. Unistin Injection  Cisplatin is used to treat various types of cancer. It is a chemotherapy drug that contains platinum.  It is used alone or in combination with other medications to slow or stop cancer cell growth.  Selling Price is Rs: 4,250/Box (10Vial/Box)  Competitors: AHP, Atco, Cipla, Pfizer
  16. 16. Unitaxel - Injection  Paclitaxel is used to treat various types of cancer.  It is a cancer chemotherapy drug that works by slowing or stopping cancer cell growth.  Selling Price is Rs: 5936/box (1vial/box)  Competitors: Atco, BioPharma, Ferozsons
  17. 17. Utoral Injection  Fluorouracil is used to treat various types of cancer.  It is a chemotherapy drug that is used alone or in combination with other medications to slow or stop cancer cell growth.  Selling Price is Rs: 1,335/box (10Vial/Box)  Competitors: AHP, Atco, Bio Pharma
  18. 18. Vinracine Injection  Vincristine is used to treat various types of cancer.  It is a cancer chemotherapy drug that is usually used with other chemotherapy drugs to slow or stop cancer cell growth.  Selling Price is Rs: 3,393/Box (10vial/box)  Competitors: Pharmatech
  19. 19. Zycram Injection  Zycram is used to treat various types of cancer. It is a chemotherapy drug that works by slowing or stopping cell growth.  Zycram also works by decreasing your immune system's response to various diseases. It is used to treat a certain type of kidney disease in children after the failure of other treatments  Selling Price is Rs: 358/Box  Competitors: No Competitors
  20. 20. Distribution Channel
  21. 21. Manufacturer (Korea United Pharma) Importer (Onco Care Pharma) DHL (Courier Service) Supply to Institutions Karachi Other Cities Manufacturer (Korea United Pharma) Importer (Onco Care Pharma) DHL (Courier Service) Local Distributor Supply to Institutions
  22. 22. PROMOTION
  23. 23. Promotional Material Pen & Card Holder  These Material will be provided to the Target Customers (Doctors) every year. PlannerBall-Pen
  24. 24. Calendar Promotional Material Card USB
  25. 25. Cancer Awareness Seminars
  26. 26. Cancer Awareness Seminars  Cancer Awareness Seminar In Collaboration with SIUT and Agha Khan Hospital.  Venue: Pearl Continental Hotel, Karachi  Invitation to 30 A Class Doctors all over Pakistan  Invite all the students of Medical University to create awareness about the cancer related diseases.
  27. 27. Sponsorship To Global Educational Conference  Sponsoring our A Class Doctors to attend Global Cancer Seminars/Conference:
  28. 28. Cancer Awareness via Social Media
  29. 29. Sales Plan
  30. 30. Responsibilities of VP Sales  Onco Care is striving to cure cancer with breakthrough medicines that have been produced abroad in world-class laboratories  The Oncology Unit and Business Unit have been designed to work with a mutual commitment to delivering highly innovative and commercially viable cancer therapies  The VP Sales is responsible for achieving the company’s revenue and growth targets  The VP Sales manages multiple Regional Sales Managers (RSM) who supervise their individual sales team within their territory  Pharmaceutical sales representative is in charge of developing relationships with pharmacists and doctors  Division of customers on the basis of geographic territories is most apt for Onco Care Pharmaceutical 31
  31. 31. National Network Territory
  32. 32. Target Institutions – REGION 1 REGION 1 KARACHI HYDERABAD Aga Khan University Hospital Nuclear Institute of Medicine & Radiotherapy (NIMRA) Liaquat national hospital LARKANA Jinnah post medical centre Larkana Institute of Nuclear Medicine & Radiotherapy (LINAR) Ziauddin Hospital QUETTA Baqai Hospital Centre for Nuclear Medicine & Radiotherapy (CENAR) Karachi Institute of radiotherapy and nuclear medicine (KIRAN) Bolan medical complex Civil Hospital NAWABSHAH Children Cancer Hospital NORIN HOSPITAL SIUT (Oncology unit)
  33. 33. Target Institutions – REGION 2 REGION 2 MULTAN BAHAWALPUR Nishter Hospital Victoria Hospital Multan institute of nuclear medicine and radiotherapy (MINAR) Bahawalpur Institute for nuclear Oncology (BINO) DERA ISMAIL KHAN Dinar Hospital
  34. 34. Target Institutions – REGION 3 REGION 3 LAHORE FAISALABAD Shaukat khannum Memorial Hospital Allied Hospital Institute of Nuclear Medicine and Oncology (INMOL) Punjab Institute of Nuclear Medicine (PINUM) Mayo Hospital GUJRANWALA Jinnah Hospital GINUM Hospital
  35. 35. Target Institutions – REGION 4 REGION 4 RAWALPINDI / ISLAMABAD ABBOTABAD Nuclear Medicine Oncology & Radiation Institute (NORI) INOR Hospital Combine Military Hospital Shifa International Hospital
  36. 36. Target Institutions – REGION 5 REGION 5 PESHAWAR SWAT Khyber medical college and hospital SINOR Cancer Hospital Institute of Radiotherapy and nuclear medicine (IRNUM)
  37. 37. Target Doctors (City Wise) S.NO CITY DOCTORS 1 KARACHI 14 2 HYDERABAD 3 3 LARKANA 3 4 QUETTA 4 5 NAWABSHAH 3 6 MULTAN 4 7 BAHAWALPUR 4 8 DERA ISMAIL KHAN 3 9 LAHORE 13 10 FAISALABAD 4 11 GUJRANWALA 3 12 ISLAMABAD 8 13 ABBOTABAD 3 14 PESHAWAR 4 15 SWAT 3 TOTAL 76 KARACHI 19% HYDERABAD 4% LARKANA 4% QUETTA 5% NAWABSHAH 4% MULTAN 5% BAHAWALPUR 5% D.I.KHAN 4% LAHORE 17% FAISALABAD 5% GUJRANWALA 4% ISLAMABAD 11% ABBOTABAD 4% PESHAWAR 5% SWAT 4% TARGET DOCTORS
  38. 38. Sales Forecasting Technique  An assessment of the general economic conditions of Pakistan has been carried out  According to the State Bank's Annual Report on the State of Economy for the year 2012-13, Pakistan’s economy grew at 3.6 per cent and inflation fell to single-digit in Fiscal Year 2013  The Real GDP growth rate in Fiscal 2014 is likely to remain between 3%-4%  Industry sales have also been taken into account and 20% market share target has been identified  The Jury of Executive Opinion was employed to determine the Total Market Potential all over Pakistan  The first year annual market share target has been developed and is forecasted 39
  39. 39. Market Potential s.no PRODUCTS. TOTAL POTENTIAL (UNITS) 1 AZAFRINE 50 mg Tab. 60,000 2 BLEONCO- S 15mg Inj. 22,000 3 CARBOTINOL 150 mg/15 ml Inj. 18,000 4 DUTICIN 200mg Inj. 30,000 5 DAUNOCIN 20 mg Inj. 18,000 6 ETOPUL 100 mg/5ml Inj. 20,000 7 GEMCIT 1000 mg 15,000 8 ISOXAN 2gm Inj 35,000 9 KUNYRIN 50 mg/5ml Inj. 6,000 10 ONFRAN 8 mg Inj 40,000 11 UTORAL 500 mg/10ml Inj. 40,000 12 UNISTIN 50 mg/50ml Inj. 50,000 13 UNITAXEL 30 mg/5ml Inj. 36,000 14 VINRACINE 2 mg/2ml Inj. 5,000 15 ZYCRAM 1000 mg Inj. 60,000 TOTAL 455,000
  40. 40. National Sales Forecast s.no PRODUCTS. SALES FORECAST (Units) SALES FORECAST (Rs) 1 AZAFRINE 50 mg Tab. 12,000 11,768,640 2 BLEONCO- S 15mg Inj. 4,400 5,159,280 3 CARBOTINOL 150 mg/15 ml Inj. 3,600 9,718,800 4 DUTICIN 200mg Inj. 6,000 2,910,038 5 DAUNOCIN 20 mg Inj. 3,600 2,374,736 6 ETOPUL 100 mg/5ml Inj. 4,000 23,055,200 7 GEMCIT 1000 mg 3,000 43,228,000 8 ISOXAN 2gm Inj 7,000 10,288,000 9 KUNYRIN 50 mg/5ml Inj. 1,200 18,777,312 10 ONFRAN 8 mg Inj 8,000 30,720,000 11 UTORAL 500 mg/10ml Inj. 8,000 11,533,363 12 UNISTIN 50 mg/50ml Inj. 10,000 38,692,000 13 UNITAXEL 30 mg/5ml Inj. 7,200 30,962,176 14 VINRACINE 2 mg/2ml Inj. 1,000 15,335,456 15 ZYCRAM 1000 mg Inj. 12,000 4,296,000 TOTAL 91,000 258,819,002
  41. 41. Market Potential vs Sales Forecast 60,000 22,000 18,000 30,000 18,000 20,000 15,000 35,000 6,000 40,000 40,000 50,000 36,000 5,000 60,000 12,000 4,200 3,600 6000 3,600 4,000 3,000 7,000 1,200 8,000 8,000 10,000 7,200 1,000 12,000 0 10,000 20,000 30,000 40,000 50,000 60,000 70,000 AZAFRINE BLEONCO- S CARBOTINOL DUTICIN DAUNOCIN ETOPUL GEMCIT ISOXAN KUNYRIN 50 ONFRAN UTORAL UNISTIN UNITAXEL VINRACINE ZYCRAM Sales Forecast Market Potential
  42. 42. Regional Sales Forecast REGION 1 32% REGION 2 8% REGION 3 24% REGION 4 8% REGION 5 28% s.no PRODUCTS. REGION 1 REGION 2 REGION 3 REGION 4 REGION 5 TOTAL 1 AZAFRINE 50 mg Tab. 3,840 960 2,880 960 3,360 12,000 2 BLEONCO- S 15mg Inj. 1,408 352 1,056 352 1,232 4,400 3 CARBOTINOL 150 mg Inj. 1,152 288 864 288 1,008 3,600 4 DUTICIN 200mg Inj. 1,920 480 1,440 480 1,680 6,000 5 DAUNOCIN 20 mg Inj. 1,152 288 864 288 1,008 3,600 6 ETOPUL 100 mg/5ml Inj. 1,280 320 960 320 1,120 4,000 7 GEMCIT 1000 mg 960 240 720 240 840 3,000 8 ISOXAN 2gm Inj 2,240 560 1,680 560 1,960 7,000 9 KUNYRIN 50 mg/5ml Inj. 384 96 288 96 336 1,200 10 ONFRAN 8 mg Inj 2,560 640 1,920 640 2,240 8,000 11 UTORAL 500 mg/10ml Inj. 2,560 640 1,920 640 2,240 8,000 12 UNISTIN 50 mg/50ml Inj. 3,200 800 2,400 800 2,800 10,000 13 UNITAXEL 30 mg/5ml Inj. 2,304 576 1,728 576 2,016 7,200 14 VINRACINE 2 mg/2ml Inj. 320 80 240 80 280 1,000 15 ZYCRAM 1000 mg Inj. 3,840 960 2,880 960 3,360 12,000 TOTAL 29,120 7,280 21,840 7,280 25,480 91,000
  43. 43. Selling Process Phase 1 1. Prospecting and Qualifying 2. Pre Approach 3. Approach 4. Need Identification 5. Presentation 6. Objection Handling 7. Closing the Process 8. Follow up
  44. 44. Phase 1: 1) Prospecting and Qualifying  Region 1: 27 doctors.  Region 2: 11 Doctors.  Region 3: 20 Doctors.  Region 4: 11 Doctors.  Region 5: 7 Doctors.
  45. 45. 2) Pre-Approach  Onco Care gathers the additional information about the potential customers  The method that will be used to gather such information is decided
  46. 46. 3) Approach  Representatives create good first impression  Males dress in a full sleeved white button shirt and tie with dress pants  Women dress in traditional clothes  Hand shake  They come fully prepared with all the gathered information such as the prospect’s company, products etc. eg: Agha Khan  They maintain interactive environment during presentation
  47. 47. 4) Need identification  Identifying the needs of prospects and then fulfilling those needs by offering the right product  Side effects of cancer drugs include Nausea, Diarrhea, Hair loss, Hearing loss, skin and nail changes and fatigue  Competitive advantage: low price, reduced side effects
  48. 48. 5) Presentation  Visual aid: Power Point (Bar Charts, Graphs)  Reports, Testimonials and Examples  Providing Drug Manual  Focus is on product features (competitive advantages; low price and reduced side effects)
  49. 49. 6) Objection handling  Responding to the questions raised by the prospects  Questions asked regarding low price and ingredients of medicines  Objections (comparison method)
  50. 50. 7) Closing the process  Closing technique our sales force uses is the gift close technique  The inducements provided by Onco Care are: Pens, Card Holders, Calendars, USB and Planners
  51. 51. 8) Follow up  This step is to ensure that the medicines purchased are being used by the hospitals/medical institutes  This is done via email, telephone and personal visits by salesperson of Onco Care
  52. 52. Training of Sales Force
  53. 53. Training of Sales Force  The purpose for carrying out sales training activities is to keep the sales force inspired, motivated and enable it to continue to produce results  Having a sound understanding of your product, your competition, and the most effective sales techniques can make an average sales rep into a star performer  They need training not only about their own products, services, company history, and existing clients, but also about selling techniques, technology, and software 54
  54. 54. Product Knowledge  Product knowledge is one of the most significant requirements of a sales force  RSMs will be trained in such a way that they will have adequate information regarding Onco’s products and any special manufacturing process that might be relevant to the doctor  TheProduct & Training Manager will deliver information to them through regularly held meetings  This information will equip sales managers to be able to satisfy any possible queries doctors might have  Proper knowledge regarding the product will keep them ahead of their competitors  This will ensure that the RSMs have an internal driving force that will motivate them to work harder  Product knowledge is vital as representatives of the company need to have adequate information about their own products, and also those of competitors 55
  55. 55. Query Handling  Role clarity refers to a clear understanding of the responsibilities of one’s job  Eliminate any ambiguities that exist amongst RSMs regarding their job by outlining areas of responsibility  A “queries and possible concerns” session will be held every two weeks to address any possible concerns that the managers may have  Establishing and managing an effective query process is an integral component of ensuring data integrity  A query is defined as a question posed to a provider to obtain additional and clarifying documentation to improve the completeness of the data  Monthly seminars regarding Query Handling will be held where RSM’s will be provided supplementary information 56
  56. 56. Compensation Plan
  57. 57. Compensation Plans 1. Chief executive officer:  Salary: Will be given a monthly salary of Rs235,000. (inclusive of allowances)  Bonus: The CEO will be given an annual bonus of approximately Rs: 50,000 for the first year. It will going to increase in the second year if the company performs well throughout the year and able to achieve the yearly targets. Employee benefits and paid expenses:  Will be provided with a chauffeured car(Corolla).  Fuel allowance of Rs 15,000.  Cell phone service.  Office space.  Personal assistant.  Allowed leave of 15 days annually.  DELL laptop
  58. 58. 2. Personal Assistant:  Salary: A montly Salary of Rs65,000 (inclusive of allowances)  Bonus: The employee will be given an annual bonus of Rs30,000.  3. Compensation Plan of VP Sales:  Salary: Total Salary of Rs 155,000 (inclusive of allowances)  Bonus: The employee will be given an annual bonus of Rs30,000  Employee benefits and paid expenses:  VP Sales will be provided with a Honda City Car.  Fuel Allowance  Annual leave of 12 days.  Cell phone services.  Office space.
  59. 59. 4. Compensation plan of VP Marketing:  Salary: Total Salary of Rs155,000. (inclusive of allowances)  Bonus: The employee will be given an annual bonus of Rs30,000 Employee benefits and paid expenses:  VP Marketing will be provided with a Honda City Car.  Office Space  Cell phone services  Annual leave of 12 days.  Fuel Allowance
  60. 60. 5. Compensation plan of Finance Manager:  Total Salary: Rs100,000 (inclusive of allowances)  Bonus: A bonus of Rs15,000 will be given when financial statements at year end have been formulated. Employee benefits and paid expenses:  Office space.  Cell phone services  A Dell laptop for work related services
  61. 61. 6. Compensation plan of HR manager:  Total Salary: Rs80,000. (inclusive of allowances)  Bonus: An annual bonus of Rs15,000 will be given. Paid expenses:  Office space.  Necessary equipment needed to design compensation plans and packages.  Funds will be provided to conduct the training programs for the employees 7. Compensation plan of Marketing Manager:  Total Salary: Rs 58,000. (inclusive of allowances)  Bonus: Annual bonus of Rs15,000 will be given.
  62. 62. 8. Compensation plan of RSM’s:  Total Salary: Rs55,000/Month will be given.  Incentive: A monthly incentive of Rs15,000 will be given on achieving the targets Paid expenses:  Fuel allowance  Cell phone services.  Travelling expenses.
  63. 63. 9. Compensation plan of the cashier:  Salary: A monthly base salary of Rs36,000 will be given.  Bonus: An annual bonus of Rs10,000 will be given. 10. Compensation plan of the business analyst:  Salary: A monthly base salary of Rs29,000 will be given.  Bonus: An annual bonus of Rs10,000 will be given. 11. Compensation plan of Accountant:  Salary: A monthly salary of Rs30,000 will be given.  Bonus: An annual bonus of Rs10,000 will be given.
  64. 64. 12. Compensation plan of the Distribution Manager:  Salary: A monthly Salary of Rs43,000 will be given.  Bonus: An annual bonus of Rs10,000 will be given.
  65. 65. Budgeting
  66. 66. Administrative Cost Administrative Cost: Office Rent Bungalow: 81 - B Block 6 Shahrah Faisal 12 Months 1,00,000 Rs. 12,00,000 Business Insurance Jubilee Insurance 12 Months 30,000 Rs. 360,000 Office Set-up Cost tables, chairs, meeting room, shelves paint, lights etc) 12 months 1,000,000 Rs. 1,000,000 Total Administrative Cost Rs. 2,560,000
  67. 67. Cost of Inventory Import Price (RS) PRODUCTS: 615 7,355,400 AZAFRINE 50 mg Tab. 623 3,227,140 BLEONCO- S 15mg Inj. 1,113 6,076,980 CARBOTINOL 150 mg/15 ml Inj. 278 1,818,120 DUTICIN 200mg Inj. 319 1,486,540 DAUNOCIN 20 mg Inj. 3,133 14,411,800 ETOPUL 100 mg/5ml Inj. 5,050 27,017,500 GEMCIT 1000 mg 1,000 6,430,000 ISOXAN 2gm Inj 2,781 11,735,820 KUNYRIN 50 mg/5ml Inj. 1,920 19,200,000 ONFRAN 8 mg Inj 667 7,203,600 UTORAL 500 mg/10ml Inj. 2,125 24,182,500 UNISTIN 10 mg/20ml Inj. 2,968 19,351,360 UNITAXEL 30 mg/5ml Inj. 1,696 9,582,400 VINRACINE 2 mg/2ml Inj. 179 2,685,000 Total Cost: Rs. 161,761,876
  68. 68. Technology Cost Technology Cost: Laptops: Higher Management --> HP Latops 7 60,000 420,000 Staff Fujitsu 10 35,000 350,000 Printers Samsung LaserJet 5 8,000 40,000 Internet Connection Wi-tribe 6 1500 9000 Scanner Genx Super Scan 5 3,990 19,950 Total cost for Technology: Rs. 838,950
  69. 69. Marketing Budget S.No Description Total Promtional Material 1 Pen 2,300 2 Planner Dairy 22,800 3 Calendar 15,200 4 Pen & Card Holder 34,200 5 Card USB (FREE) 74,500 Cancer Awareness Seminar (1Day) 1 Hotel Stay 320,000 2 Conference Hall (FREE) - 3 Lunch/Dinner 108,000 428,000 Global Educational Conference (7 Day Plan) 1 Hotel Stay 997,500 2 Conference Fee 1,500,000 3 Allowances (Per day) 525,000 3,022,500 TOTAL 3,525,000
  70. 70. Training Cost Annual Budget for Sales training Program to be held at Pearl Continental Karachi Per Day/Night Total for 3 Days Booking Charges for meeting rooms Rs. 10000 Rs. 30,000 Per night charges for 5 rsms Rs. 6600 Rs. 19,800 Lunch and Dinner charges Rs 2000 Rs. 30,000 Miscelleneous Expenses Rs. 2000 Rs. 6,000 Total for One quarter RS. 85,800 Total for One Year Rs. 343,200
  71. 71. First Year TOTAL COST Rs, 191,346,030
  72. 72. Alfalah Karobar Finance  Business Loan  Mark up rate: 8%  Duration: 10 years Year Principal Payment Interest (8%) TOTAL 1 19,134,603 1,530,768 20,665,371 2 19,134,603 1,530,768 20,665,371 3 19,134,603 1,530,768 20,665,371 4 19,134,603 1,530,768 20,665,371 5 19,134,603 1,530,768 20,665,371 6 19,134,603 1,530,768 20,665,371 7 19,134,603 1,530,768 20,665,371 8 19,134,603 1,530,768 20,665,371 9 19,134,603 1,530,768 20,665,371 10 19,134,603 1,530,768 20,665,371 TOTAL 191,346,030 15,307,682 206,653,712
  73. 73. Profitability Analysis Sales 258,819,002 Less: Trade Discount (10%) 25,881,900 Cost of Sales 161,761,876 Gross Profit 71,175,226 Less: Operating Expenses Administrative Expense 2,560,000 Marketing expense 3,525,000 Salaries, Benefits etc 7,456,000 Technology Expense 838,950 Training Expense 247,200 Total Expense 14,627,150 56,548,076 Import Duty (5%) 5,176,380 Income before Tax 51,371,696 Taxation (10%) 10,352,760 Income after Tax 41,018,936 BANK Loan 20,665,371 NET INCOME 20,353,565
  74. 74. Thank You 
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