KPIs e indicadores de Gestion Tablero gerencial de mando Analisis Grafico

1. Elaborado por Luis Damian
MANAGEMENT DASHBOARD AMGEN SA - MAYO - UNISON JUNIO 2015
FINANCE AMGEN - FARMA + CONSUMO AMGEN - TRADE
Real
2015
Real
2015
Plan Plan
Real
2014
Real
2014
TOTAL vs PLAN GRW TRADE vs PLAN
Net Sales -3 2 Net Sales -7
Gross
Margin
-10 4
Gross
Margin
14
Op. Profit 2.4 3 Op. Profit 11
VNETAS-T
Tot Canal
GSK TOPS BRANDS £ +,000 YEAR-TO-DATE DISTRIBUCION VTAS BY CHANNEL - YTD COGNOS GROW YTD BY CHANNEL YTD - COGNOS
Unison
Code
GROW %
R03
815
5%
M05 968 -1%
J01 114 27%
R03
811 16%
J01
832 25%
R03 814 -24%
857 -33%
D07 385 6%
J01 210 -6%
P01 113 -26%
J05 851 71%
R01 906 13%
N03 715 60%
G04 292 25%
N06 171 3%
RANK LABS ( Sell In) MARKET TOOLS
YTD SALES IMS by ORIGIN
RK RK LABORATPRECIO VOL NUEVOS
0 1. ETI SLCV3.2% 0.5% 2.9%
1. 2. RECALCINE5.4% 0.7% 0.8%
2. 3. MEDIFARMA12.8% -6.2% 2.3%
3. 4. ROEMMERS0.3% 2.4% 2.2%
4. 5. TEVA 15.8% -38.2% 1.2%
5. MERCK 6.0% 14.1% 9.1%
6. YTD SALES IMS by TYPE - BRANDS / GENERICS BAGO 2.1% 3.4% 2.1%
7.
Grow
Brand
%
Bran
d
%
Gen PFIZER-1.1% 7.6% 2.8%
8. 4 88% 12% TECNOFARMA-0.6% -1.9% 3.4%
9. 6 94% 6% SANOFI2.2% 13.0% 2.9%
10. 6 93% 7% MERCK SHARP9.8% 0.7% 0.3%
13. Genericos crecen 5.5 veces mas que las Marcas en el Mcdo Relev AMGEN0.0% 1.0% 0.0%
Market Share Tendency SALE FORCE ACTIVITIES
* Objetivo real Coverage 95%
29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 45 46 47 48 49 50
MAT ago-13MAT sep-13 MAT oct-13MAT nov-13MAT dic-13MAT ene-14MAT feb-14MAT mar-14MAT abr-14MAT may-14MAT jun-14MAT jul-14MAT ago-14MAT sep-14MAT oct-14MAT nov-14MAT dic-14MAT ene-15MAT feb-15MAT mar-15 MAT abr-15MAT may-15 Ciclo 1Ciclo 2Ciclo 3Ciclo 4 Ciclo 5Ciclo 6
0.0 2.8% 2.8% 2.8% 2.8% 2.8% 2.8% 2.8% 2.8% 2.8% ### 2.8% 2.7% 2.7% ### 2.8% 2.9% 2.9% 2.9% 2.9% 3.0% 3.0% Cob%84% 86% ## 90% 92% 93%
55.2 55.3 56.1 56.5 57.2 55.9 55.5 56.3 56.1 55.1 ### 53.7 53.3 52.7 51.7 52.7 51.0 53.0 54.0 55.0 55.5 56.8 ACD 578 597 ## 616.65 625 647
LABORATGSK M.Share % GSK
MSH.%VTA LC MCDO ETICO SLCV
MCDO
ETIC SLCV18 ETIC SLCV 6 ETIC SLCV 9
GSKSL
Grw GSK17 Grw GSK -6 Grw GSK 3
EVOL 99 EVOL 89 EVOL 95
Rx % Excly.
(D10A,D06A)
10.6
10.8
2.3%
# Reps. + D.
M
79
53
-33
Sales by
Reps
280.3
416.4
49
CAPON
6 -7 2 -41 -250% 18% 21% 6% 6%
AMGEN 25,069 3.0% 1.0 95
Grw Gen
19.4
12.1
14.8
LC-MILLION GENERICS
712
310
119
AMGEN
RESTO
Grand Total
24.7
39.1
63.9
BRAND
173.7
621.2
794.9
YTD ,000
36
36
-140
-8
430
13
111
376
354
435-38
-130
247
52 746
RIZOLD
ACTUAL
MTH
446
85
-104
-99
PY YTD-
14
928
609
320
INSIGHT
Actual -
PLAN £
813
406
399 407
PLAN
YTD 15
972 1,076
605 704
ACTUAL
YTD 15
-16
64
49
-9
Actual -
PLAN £
56
-14
-16
558 522
326 290
238 378
320
865
1%
€ 1,475 8%
ene-15 feb-15 mar-15
311
90%
jun-15
2,990
81%
984 902
YTD 2014
16,000
2,426 11,050
YTD REAL
2015
89% 103%78%
€ 1,581
9,405 10,070
abr-15 may-15
2,862
50%
mar-15
16,271
jun-15
84% 81% 78% 69%
YTD REAL
2015
YTD PLAN
2015
1,639 1,259 1,812 1,452 1,653 1,590
abr-15 may-15
2,753
33,272
613 1,080 826 4,716
TOTAL JUN 2015
11,000
€ 2,990
ene-15
2,840
92%
1,984
TRADE JUN
2015
YTD PLAN
2015
16,800
81%
11,3161,311
2,552
82%
€ 1,590 
3.9% 7.5 101
3.6% 9.3
OTHERS
LATINAMERICAN
-0.8 93
103
29.2
PLAN MTH
183
100
32
146
87
15.8
AMGEN TOPS BRANDS

EMBREL
TEMOZOL
REUMAF
PRAXED
-2%
feb-15
€ 3,050
267 121
2,274
1,613
84%
2,080
MERCK SHARP
AGAR
3.1% 10.8
858,724
SHR % GROW EVOL
121
494KETOMIX
RILUSOL
MERCK
29
80
102
4.9 99
-27
3
50
1822
83
AMAROL
FLEXAMIX
VINKEVIR
IMATIOL
REPRIVIR
TAZADIR
77
24
TOP
BRANDS
73
239
18
47
44
28
119
48
56
141
4,238
3%
40% 84%
112
31
31
120
448
808 795
PRIVATE
INST.
29%
15%
62%
99%
1,902
€ 2,900
383
308 315
-5
59
170
366
97
271 401
165
71
30
1
-12
410
-7
DIST.
10%
0%
59%
77%
49%
89%
5%
77%
60%
47%
42%
62%
63%
55%
35%
17%
6%
44%
CHAINS
50%
11%
38%
0%
0%
23%
8%
13%
12%
15%
55%
13%
36%
0%
1%
23%
23%
38%
3%
25%
24%
10%
38%
20%
0%
4%
7%
0%
0%
0%
0%
0%
0%
0%
0%
7%
11%
7%
PUBLIC
INST.
5%
HBO
5%
54%
0%
0%
0%
0%
9%
0%
5%
0%
0%
0%
0%
CHAINS DIST.
PRIVATE
INST.
PUBLIC
INST.
HBO
-1 -22 -16 -54 -21
-37 65 35 30 1
22 -32 29 -70 0
26 7 -8 -35 0
18 -19 23 0 0
32 11 60 0 0
27 -13 1 -101 264
-6 -27 -35 0 0
-18 -51 -3 0 0
29 43 61 4 20
-100 -6 28 0 0
7 322 -16 -82 -23
31 -35 36 -30 0
-19 -23 -2 0 0
33,568
-21.4 74
NATIONALS
AMERICANAS
-19.0
858,724
220,263 25.7
21.0
6.2
49,447
44,454
164,937
53,104
-11
TOP TEN LABS
MCDO ETIC SLCV
RECALCINE
MEDIFARMA
ROEMMERS
17 1,512 -2 -1001%-5127 3%
GROWYTD ,000
5.8% 3.8
4 122
6.5%
6.3%
55,883
54,267
PFIZER
DECITAB
5.9
SHR %
28.0
SANOFI
TEVA
BAGO
TECNOFARMA
8.8
19.2
MKT BY ORIGIN
180,114
240,307EUROPEANS
6.7 100
6.4
10.6
15.0
5.2%
3.9%
100.0
22,067
22,140
Sell In - PMP
S/. +000
Productivity Sale Force
YTD ~ 05/2014
YTD ~ 05/2015
30,994
30,618
29,757
26,977
3.6%
3.5% 18.0 111
104
Growth Productivity per Rep
84%
86%
90.7%
90%
92%
93%
578 597 606 617 625 647
540
560
580
600
620
640
660
80%
82%
84%
86%
88%
90%
92%
94%
96%
Ciclo 1 Ciclo 2 Ciclo 3 Ciclo 4 Ciclo 5 Ciclo 6
No. CallsCob.% Cob% ACD
Average-Call-Day
55,883
54,267
49,447
44,454
33,568
33,272
30,994
30,618
29,757
26,977
25,069
RECALCINE
MEDIFARMA
ROEMMERS
TEVA
MERCK
BAGO
PFIZER
TECNOFARMA
SANOFI
MERCK SHARP
AMGEN
89
95
99
2.81%
3.00%
20.0
25.0
30.0
35.0
40.0
45.0
50.0
55.0
60.0
2.55%
2.60%
2.65%
2.70%
2.75%
2.80%
2.85%
2.90%
2.95%
3.00%
3.05%
Vtas MIO Soles Share %Market Share - ROLLING MAT GSK
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
0
500
1,000
1,500
2,000
ene-15 feb-15 mar-15 abr-15 may-15
Profit £Sales £
Net Sales Op. Profit
EUROPEANS
28%
AMERICANA
S
26%
LATINAMERI
CAN
19%
OTHERS
6%
240 220
180 165
53
0
50
100
150
200
250
300
350
Mio. LC
3%
5%
13%
0%
16%
6%
2%
-1% -1%
10%
0%
1%
-6%
2%
-38%
14%
3%
8%
-2%
1%2.9% 0.8%
2.3% 2.2% 1.2%
9.1%
2.1% 2.8% 3.4%
0.3%
-50%
-40%
-30%
-20%
-10%
0%
10%
20%
GROW %
EGS ANALYSIS TOP-TEN LABS
PRECIO VOL NUEVOS
0
1,000
2,000
3,000
4,000
5,000
6,000
7,000
8,000
9,000
10,000
0
500
1,000
1,500
2,000
2,500
3,000
3,500
ene-15 feb-15 mar-15 abr-15 may-15
Profit £Sales £
Net Sales Op. Profit
DDD
+1.3
Rx
+2.3%
93.5
Commercial Engine
Coverage Real
+49%
Productivity
-33% Position
Rep
MTH
YTD
MAT
YTD