Tim/Son, Here's a copy of my revalida sheets, minus some graphics and fonts for easier upload. Thanks. Cuayo

2. Navigation Map Chapter 1: Learning the Ropes Chapter 2: Chaining Nations Chapter 3: Voyage to the South Chapter 4: New Expeditions Chapter 5: Pirates, Sailors, and People Chapter 6: The 357 Treasure MaP

3. Chapter 1 “ Learning the Ropes”

4. OTC Over the Counter PD – 29 5 Districts GMA Team ZPC Zuellig Pharma Corp D r u g s t o r e s Chains Wholesalers Independents

5. There was a pirate who went on an expedition to conquer lands but with limited resources he had to conquer in a different way With a promise of economic growth, stability, and support, along with excellent negotiations… Unchartered lands willingly joined his cause

6. The single most important thing I learned and realized throughout my stint

7. If you can get your accounts to see what you see, and to believe what you believe, then your sales will come

8. Inventory Checking Presentation Monitoring The Pharmacist Seeking out the owner A/R’s Targets Promotions

9. Price off promotion for South Star Drug Jollibee GC for Pharmacure customers Call form for independent accounts 130% Sell-in & 140% Sell-out

10. Chapter 2 “ Chaining Nations”

11. FOCUS

12. Why chain drug stores? 10 of the top 20 accounts are chain drugstores 36%

13. Why chain drug stores? Geographic Coverage!

14. Why chain drug stores? Direct to consumer & Base with OTC in one setting

16. Chapter 3 “ Voyage to the South”

17. OTC Sales of the 5 Districts (in millions) South Luzon continues to decline despite the growth of other areas

18. Successful sailing depends not solely on one’s sailing capabilities … But on myriad factors as well that affect your sailing! j [Weather] [Competitors] [Icebergs] [Good Winds] [Treasure] [Friendly Pirates] BAD FACTORS GOOD FACTORS

19. Meanwhile as a salesman, your selling skills alone won’t get you to your targets [Wholesaler encroachment] [Competitor actions] [Price Increases] [Marketing support] BAD FACTORS GOOD FACTORS Other factors come into play as well A good salesman will be prepared to face whatever circmstances to deliver his numbers

21. g h f b Situation Significance Action A 50/50 split between our top 10 and the rest of the accounts In contrast to other areas where top 10 control 70-80% of sales Focus on each account, maximize account coverage Discounts and “banig” selling offered by Manila Wholesalers Independent drugstores are more inclined to purchase from them Tactical programs such as a 1-2% discount for smaller drugstores Price Increase for 2009 Opportunity to sell-in more during December Monitor accounts inventory, highlight benefits during presentations Lack of Customer Rapport Opportunity to build up customer engagement Support key accounts with promotions

23. Chapter 4 “ New Expeditions”

24. The current direction of OTC is to cover the accounts that matter, to cover the relevant few. 67% (28 million) 33% (13 million)

25. South Luzon Color % Business Total Accounts Added Accounts Green 60 2 - Blue 70 3 1 Red 80 10 7 Black 90 35 25

27. Monthly Coverage Plan Drafting Factors considered Limit call frequency to some accounts Consider 2008 data and include accounts with potential in the coverage Direct distribution is still better than indirect distribution Maximize a salesman’s time and effort y o i t

28. In refining coverage, we’ve reduced the number of deserts Deserts may be easy to conquer, but then again, there’s hardly anything to get from the place, better to focus on greener pastures

29. Chapter 5 “ Pirates, Sailors, and People”

30. Sailors Pirates

32. The same principle can be applied to a traditional salesman and a modern salesman These differences become a significant factor in motivation, training, and work ethic

34. As people managers, we have to know what kind of sailors and pirates we’re handling And provide the necessary tools for them to succeed

36. Chapter 6 “ 357 Treasure Map”

37. Our Zuellig salesmen currently fall into the trap of being ordertakers Their current processes on field also fail to monitor sales factors such as targets, skewing, and inventories properly.

39. OTC 357 A tailor fitted 357 that provides OTC salesmen with a detailed and executable instructions for their everyday routine. Forms that are applicable to OTC / abide by Zuellig standards The challenge of inventory checks is solved with a call form aligned with customers All these are provided to our salesman and are easy to understand and thus executable on field

40. Navigation map of the world While it may point to the right directions, the journey is still ultimately up to the salesman. It does however increase the probability of a quicker, more efficient, and more successful voyage.