2. What
• can't be defined ,
• can't be measured ,
• can't be controlled ,
• can't be improved .
3. Definition of ROI
• ROI is the abbreviation of the return on
investment .
• ROI is one of the performance measures used
to evaluate the efficacy of investment in a
certain period of time to decide either to
undertake this investment or not and also used
to decide either it’s a successful investment or
not .
4. Investment
• Investment needs resources to gain out comes
• G.N.P resources are financial investment ,
employee & G.N.P brands.
• Each resource has a specific cost , each
resource yields to
gain specific result .
• Investment has
a financial impact
& non-financial impact .
5. Financial resources
1. Medical rep… time, salary, car, allowance &
insurance .
2. Marketing ….. Overnights, abroad, symposium,
conferences, A.M group meetings, brochures,
gimmicks.
3. Sales expenses .
6. Human resources
• Medical reps , mangers , trainers ,
administrative employee.
• Medical rep competences , knowledge ,
skills & personal attributes .
• Medical rep is the play maker in the game
of investment .
7. Measurement of R.O.I
• NO value of investment if there is no return .
• Elements of R.O.I are the cost of investment,
size of investment, benefits & profitability.
• R.O.I % = ( net profit / cost of investment)*100
( gain – cost )
8. Controlling
• To control your investment you have to have
objective.
• For good investment you should know about your promo
plan , right customer for the right investment , reflection
on sales , either short term or long term investment .
• Follow up is the main way for controlling the investment .
follow up customer, pharmacy , distributor & competitor .
9. Starting with investment
• Select your project & your objectives.
• Collect data , identify the investment
factors & identify returns .
• go on your plan .
• Analyze your investment .
10. Why R.O.I ?
• To evaluate performance of
1.Services .
2.Marketing plan .
3.Training program .
4.Recruiting program .
• To compare :
1. your investment with others .
2. your investment with other marketing tools .
3.Your bench marking .
11. Advices about R.O.I
• Invest early.
• Invest regularly.
• Invest for long term but consider short
term.
• Close follow up .
