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2nd semester 2015 area 6 business review js perez
- 1. For Internal Use Only. 2015 Territory Business Review (VMMC/MCU/Caloocan) Jayson S Perez September 16, 2015 Max’s Restaurant, QC Circle
- 2. For Internal Use Only. Presentation Outline I. Area Business Highlights II. Financials a. Sales Performance • Per Channel • Per Territory • Per Hospital III. Customer a.Coverage Performance b.MD Client Inventory IV. 2015 Marketing Programs V. 2015 2nd Semester Sales Forecast VII. Issues and Concerns
- 3. For Internal Use Only. Area Business Highlights MAJORACHIEVEMENTS KEY LEARNINGS Territory performed 154% as of August 2015with a 55% growth Winning Bid , coverage and programs equals performance Stock Transfer grew by 8% amidst the deckine of of other mercury accounts A good steady flow of MD Rx is key in maintaining and growing your territory MST. MDC coupons helped a lot in the growth of my STfigures Five (Andros, Atepros, Inoflox, Prozelax and Tascit) reached their target as of August It is very important to balance the product portfolio trhough the proper coverage and appeal to our MD prescribers Territory will reach its annual target this September.(9for 12) The battle is not yet over and we will continue to generate prescriptions and sales especially for my products that are not reaching its target
- 4. For Internal Use Only. Financial
- 5. For Internal Use Only. 2015 1st Semester Territory Performance DS ST IS TOTAL Jayson S. Perez 9,062 6,474 70 15,606 9,998 63% 156% June YTD Sales Quota % Growth % Perf DS ST IS Total DS ST IS Total Amoclav 142 617 15 775 271 809 15 1,095 1,025 -29% 76% Andros 322 322 358 358 303 -10% 106% Atepros 859 1,093 1,952 325 987 1,312 1,448 49% 135% Exigo 2 426 1 429 2 242 2 246 453 74% 95% Inoflox 1,458 1,701 53 3,212 1,007 1,535 18 2,559 2,351 26% 137% Klindex 338 654 992 89 498 (4) 583 1,128 70% 88% Prozelax 6,263 1,037 7,299 2,016 932 2,948 2,662 148% 274% Tascit 625 0 626 493 1 494 629 27% 100% TOTAL 9,062 6,474 70 15,606 3,709 5,853 32 9,594 9,998 63% 156% Quota % Gwt % Perf Products Jun-15 Jun-14
- 6. For Internal Use Only. 2015 YTD Aug Per Channel Performance Area 6 YTD Aug 2015 Share YTD Aug 2014 Share % Gwt DS 11,235 59% 4,828 39% 133% MST 7,836 41% 7,415 60% 6% I-serve 86 0% 42 0% 105% Total 19,156 100% 12,284 100% 56%
- 7. For Internal Use Only. 2015 YTD Aug Territory Performance DS ST IS TOTAL Jayson S. Perez 11,235 8,745 86 20,066 12,976 55% 155% YTD August 2015 Quota % Growth % Perf DS ST IS Total DS ST IS Total Amoclav 285 823 17 1,125 346 1,019 18 1,383 1,331 -19% 85% Andros 394 394 495 495 393 -21% 100% Atepros 859 1,482 2,341 539 1,351 1,890 1,879 24% 125% Exigo 4 550 2 556 2 342 2 346 588 61% 95% Inoflox 2,010 2,283 66 4,359 1,279 2,073 25 3,378 3,051 29% 143% Klindex 462 887 1,350 227 737 (4) 959 1,464 41% 92% Prozelax 7,564 1,497 9,061 2,435 1,343 3,778 3,455 140% 262% Tascit 51 829 1 881 709 1 709 816 24% 108% TOTAL 11,235 8,745 86 20,066 4,828 8,069 42 12,938 12,976 55% 155% % PerfTerritory YTD Aug 2015 YTD Aug 2014 Quota % Gwt
- 8. For Internal Use Only. Hospital per Product Hospital: VMMC VMMC YTD Aug 2015 YTD Aug 2014 % Gwt Amoclav 94.5 74.0 28% Atepros 859.0 541.7 59% Inoflox 1,961.3 1,222.6 60% Prozelax 7,564.3 2,435.0 211% Tascit 51.1 TOTAL 10,530.2 4,273.3 146%
- 9. For Internal Use Only. Hospital per Product Hospital: MCU MCU YTD Aug 2015 YTD Aug 2014 % Gwt Amoclav 175.6 230.9 -24% Inoflox 35.3 58.5 -40% Klindex 457.0 201.7 127% TOTAL 667.9 491.1 36%
- 10. For Internal Use Only. Customer
- 11. For Internal Use Only. Coverage Performance
- 12. For Internal Use Only. 2015 MD Client Inventory 4 3 2 1 TOTAL Total Count 8 69 63 0 140 ENT 0 7 12 0 19 Family Medicine 0 16 14 0 30 General Practice 0 5 4 0 9 General Surgery 0 13 14 0 27 Infectious Diseases 0 0 0 0 0 Internal Medicine 0 11 8 0 19 Nephrology 0 0 0 0 0 Ob-Gyn 0 15 8 0 23 Ophthalmology 0 0 0 0 0 Orthopedics 0 1 0 0 1 Pulmonology 0 1 0 0 1 Urology 8 0 3 0 11 MD COUNT Jayson S. Perez
- 13. For Internal Use Only. 2015 MD Client Inventory Specialty 4x 3x 2x Total ENT 7 12 19 Family Medicine 16 14 30 General Practice 5 4 9 General Syrgery 13 14 27 Internal Medicine 12 8 20 OBGYN 15 8 23 Orthopedics 1 1 Urology 8 3 11 Total 8 69 63 140 Base Call 365
- 14. For Internal Use Only. 2015 MD Client Inventory Product Tagging in ETCP PRODUCTS MD Count TAG 1 2 3 4 5 81 6 51 7 8 8 9 10
- 15. For Internal Use Only. 2015 2nd Semester Marketing Programs Programs Product Push Name of MD/Department Date/Duration Budget Requirement Remarks Marketing Programs: Klindex Trade In Klindex Paul Dion Cruz October 50,000 Request for Mac Mini for the MCU Surgery Dept Klindex Trade In Klindex Emmanuel Unay October 30,000 Local Trip with the family Foreign Convention: ACS Inoflox/ Prozelax Rey Melchor Santos November Brand Led ACS Inoflox/ Prozelax Dominador Chiong Jr November Brand Led ENT Summit Amoclav/ Exigo/ Klindex Angelica Lorenzo September Brand Led ENT Summit Amoclav/ Exigo/ Klindex Emmanuel Cruz September Brand Led Customized Program: Xmas Baskets for VMMC Pharmacy Inoflox/ Tascit/ Prozelax Pharmacy VMMC December 35,000 Yearly thanksgiving tradition Supplemental GB Deal Tascit Karl Tan October 15,000 Supplemental budget for Dr Tan's Tascit Orders VMMC Uro Xmas Party Prozelax/ Tascit/ Inoflox VMMC Uro Dept December 20,000 Annual Sponsorship of VMMC Uro Xmas Party MCU Xmas baskets Amoclav/ Inoflox/ Klindex MCU Pharmacy/ Surgery/ENT December 15,000 Christmas Baskets worth 1000 each for MCU top prescribers
- 16. For Internal Use Only. 2nd Semester 2015 Sales Forecast
- 17. For Internal Use Only. 2nd Semester 2015 Sales Forecast Jul Aug Sep Oct Nov Dec Jayson S. Perez 20,714 15,606 3,243 1,216 3,000 2,000 3,000 1,500 29,565 19,850 49% 143% Growth % PerfPSR 2015 Annual Quota 2015 1st Sem Perf Actual Perf Sales Forecast 2015 Projected Sales Perf 2014 Month DS ST IS Total Sept 2,000 1,000 3,000 Oct 1,000 1,000 2,000 Nov 2,000 1,000 3,000 Dec 500 1,000 1,500 TOTAL 5,500 4,000 - 9,500
- 18. For Internal Use Only. Other Issues and Concerns/Recommendation Issues Recommendations Lack of Budget towards the Christmas Season Early Request and Aproval of the budget Sensitivity Disc for Inoflox and Amoclav deficits Brand should request and allocate more Sensidiscs to avoid delay in Another Bidding war is on schedule at VMMCV this October 2015 Prepare Product CPRs (Original) and pricing
- 19. For Internal Use Only. uccess is the sum of small effor repeated day in and day out - Robert Collier