RCPA

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Retail chemist prescription audit

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RCPA

  1. 1. RCPA Retail Chemist Prescription AuditPraveen Gupta(B.Pharma, MBA, Diploma in pharma selling(London college of Management)
  2. 2. RCPA Prescription Audit Identifypotential customer Assess potency of customer Prepare and update prospects list and core doctor list
  3. 3. CustomerRCPA Knowledge Prescription preference Prescription share Prescription share
  4. 4. RCPA facilitatesEffective product promotion Detail right product Sample right product Give right input Demand right product Validate support through RCPA
  5. 5. RCPA- The right method Choose right chemist for the Doctor Visit nearby concern chemist before every call and choose right time to visit Identify right sales person(call by name) Build relation(P.O.B & new product availability)
  6. 6. Always ask open endedQuestions Which doctor you are getting regularly? Which cefixime brands are selling in counter? How much each cefixime brands are selling per week in box/strips? Who are the three main Rxer? How much these major prescriber contributes to sale?....etc
  7. 7. Institutional RCPA Find the members of units of departments Find the days on which each unit handles the OPD Conduct RCPA on the respective days, for each unit Stand in the counter and watch the prescriptions
  8. 8. Post RCPA Number of Number of Units Frequency of MRP Potential Product Prescriptions (Tab/Caps Month etc) A B C D = AxBxCxD Our Product - _____________ Competitor-1 - _____________ Competitor-2 - _____________ Tabulate the data Have documented data for analysis Revalidate the data again and again Change your selection where necessary
  9. 9. Prepare your strategy for call
  10. 10. Convert RCPA information inmaking pre-call strategy Select doctor for product Select product for doctor Plan input/sample and opening for call Quantify Rx demand
  11. 11. Detailing without RCPA is Blind

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