Group 7 Sdm Kramer Pharmaceuticals

Case Study Kramer Pharmaceuticals, Inc. Presented by Debi Prasad Bagria Kishor Chandwani Nandini Mudgil Mrinmoy Kanti Das Rahul Agarwal Ritesh Kumar Singh

Case Background ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Case Background ,[object Object],[object Object],[object Object],[object Object]

Kramer’s Value Chain Manufacturer Wholesalers Drug stores General Public by Prescriptions Hospitals Physicians

Kramer’s Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object]

Kramer’s Sales Force ,[object Object],[object Object],[object Object]

Kramer’s Sales Force - Structure Sales Vice President Zone Managers 1 Zone Managers 2 Zone Managers 3 Zone Managers 4 Zone Managers 5 Zone Managers 6 District Manager 1 District Manager 3 District Manager 4 Detailers Detailers Detailers Detailers District Manager 35 District Manager 2

Kramer’s Sales Force - Training ,[object Object],[object Object],[object Object],[object Object]

Kramer’s Sales Force – Detailers’ remunerations ,[object Object],[object Object],[object Object]

Cramer’s Sales Force – Detailers’ Performance Evaluation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Bob Marsh ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Bob Marsh – Performance over the years ,[object Object],[object Object],’ 78 Tom Franklin (Young – one year supervisory experience) ,[object Object],[object Object],Sept’76 to ’78 Tom Wilkens (Background comparable to Reed) ,[object Object],Aug’76 to Sept’77 Vince Reed (Young, Competent Detailer & Promising Manager - 1 st supervisory experience) ,[object Object],[object Object],[object Object],Sept’74 to Aug’76 Jim Rathbun (Bright, young, energetic with many new ideas) ,[object Object],[object Object],[object Object],[object Object],March’71 to Sept’74 Bill Couch Experienced & Highly regarded supervisor) ,[object Object],[object Object],[object Object],[object Object],[object Object],From ‘66 to March’71 John Meredith (Took entry interview of Bob, highly recommended him) Observations Period Supervisor

Bob Marsh – In the eyes of Supervisors ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Bob Marsh – Life in Kramer Bob showed continuous improvement under Meredith & Bill Couch

Bob Marsh – Life in Kramer ,[object Object],[object Object]

Bob’s way of selling ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Management’s handling of Bob ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Our suggestion ,[object Object],[object Object],[object Object]

Group 7 Sdm Kramer Pharmaceuticals

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