This document discusses Retail Chemist Prescription Audit (RCPA) which is a process used by pharmaceutical sales representatives to gather prescription data from chemists and doctors. The key steps in RCPA include identifying potential customers, assessing their prescription preferences and shares, and maintaining a core doctor list. RCPA facilitates effective product promotion by helping reps detail the right products, sample the right products, and give the right information to validate their support. RCPA involves choosing the right chemist and time to visit, asking open-ended questions, and tabulating prescription data to develop call strategies and convert information into quantifying prescription demand.

1. RCPA
Retail Chemist Prescription
Audit
Praveen Gupta(B.Pharma, MBA, Diploma in pharma
selling(London college of Management)

2. RCPA Prescription Audit
 Identifypotential customer
 Assess potency of customer
 Prepare and update prospects list and
core doctor list

3. Customer
RCPA Knowledge
 Prescription preference
 Prescription share
 Prescription share

4. RCPA facilitates
Effective product promotion
 Detail right product
 Sample right product
 Give right input
 Demand right product
 Validate support through RCPA

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. Always ask open ended
Questions
 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. 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. 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. Prepare your strategy for call

10. Convert RCPA information in
making pre-call strategy
 Select doctor for product
 Select product for doctor
 Plan input/sample and opening for call
 Quantify Rx demand

11. Detailing without RCPA is Blind