Brief outline of my experience in PHARMA, the methodology and tools were applied to two of the world pharmaceutical corporations locally and regionally.
The model can be adopted on the organization's structure and needs.
Detail requests are welcomed.
PHARMA Market Elements of Growth (MEGR)Walid Saafan
For PHARMA professionals: How you can identify and follow-up the market growth (total market or specific corporate)?
Growth elements are: New brands, new packs, price increase, volume and others.
A comprehensive market intelligence.
PHARMA Market Elements of Growth (MEGR)Walid Saafan
For PHARMA professionals: How you can identify and follow-up the market growth (total market or specific corporate)?
Growth elements are: New brands, new packs, price increase, volume and others.
A comprehensive market intelligence.
New insights and data on pricing capital in today’s competitive environment from the Pepperdine Private Capital Markets Project show challenges remain for lenders, investors and the private business that depend on them. Lead researcher John Paglia presented at the National Summit for Middle Market Funds.
New insights and data on pricing capital in today’s competitive environment from the Pepperdine Private Capital Markets Project show challenges remain for lenders, investors and the private business that depend on them. Lead researcher John Paglia presented at the National Summit for Middle Market Funds.
Diclofenac compound Research contains :
1- Introduction about The Pharmacological Class.
2- Name of the drug (IUPAC, generic and trade names).
3- Structure of the drug (drawn by Chemsketch program).
4- Synthesis of the drug (drawn by Chemsketch program).
5- Spectral data of the drug (UV, IR, NMR and Mass).
6- Uses, Side effects and Contraindications.
The Dividend Weekly is a weekly published Fact Book with focus on dividend stocks. With this book, investors get a full overview of major leaders and laggards. In addition, they get a feeling of which dividend stocks are popular and which ones are the best investment opportunities in markets that are going up and down.
The book has the following items:
- Best 1-Week Performing Dividend Stocks
- Best Dividend Stocks Year-To-Date
- Best Yielding Stocks At New Highs
- Most Recommended Dividend Stocks
- Overbought Dividend Stocks
- Most Shorted Dividend Stocks
- Best Dividend Aristocrats in Canada and USA
- Stocks With Dividend Growth From Last Week
- Best Yielding Stocks From the World's Leading Stock Exchanges and Indices
- Ex-Dividend Stocks For Next Week
Dividend Weekly Stock52 2012 By Thanks to http://long-term-investments.blogsp...Dividend Yield
The Dividend Weekly is a weekly published Fact Book with focus on dividend stocks. With this book, investors get a full overview of major leaders and laggards. In addition, they get a feeling of which dividend stocks are popular and which ones are the best investment opportunities in markets that are going up and down.
The book has the following items:
- Best 1-Week Performing Dividend Stocks
- Best Dividend Stocks Year-To-Date
- Best Yielding Stocks At New Highs
- Most Recommended Dividend Stocks
- Overbought Dividend Stocks
- Most Shorted Dividend Stocks
- Best Dividend Aristocrats in Canada and USA
- Stocks With Dividend Growth From Last Week
- Best Yielding Stocks From the World's Leading Stock Exchanges and Indices
- Ex-Dividend Stocks For Next Week
Thanks to http://long-term-investments.blogspot.com
Dividend weekly 48 2012 By http://long-term-investments.blogspot.comDividend Yield
The Dividend Weekly is a weekly published Fact Book with focus on dividend stocks. With this book, investors get a full overview of major leaders and laggards. In addition, they get a feeling of which dividend stocks are popular and which ones are the best investment opportunities in markets that are going up and down.
The book has the following items:
- Best 1-Week Performing Dividend Stocks
- Best Dividend Stocks Year-To-Date
- Best Yielding Stocks At New Highs
- Most Recommendet Dividend Stocks
- Overbought Dividend Stocks
- Most Shorted Dividend Stocks
- Best Dividend Aristocrats in Canada and USA
- Stocks With Dividend Growth From Last Week
- Best Yielding Stocks From the World's Leading Stock Exchanges and Indices
- Ex-Dividend Stocks For Next Week
Thanks to http://long-term-investments.blogspot.com
Dividend Weekly 50 2012 By http://long-term-investments.blogspot.comDividend Yield
The Dividend Weekly is a weekly published Fact Book with focus on dividend stocks. With this book, investors get a full overview of major leaders and laggards. In addition, they get a feeling of which dividend stocks are popular and which ones are the best investment opportunities in markets that are going up and down.
The book has the following items:
- Best 1-Week Performing Dividend Stocks
- Best Dividend Stocks Year-To-Date
- Best Yielding Stocks At New Highs
- Most Recommended Dividend Stocks
- Overbought Dividend Stocks
- Most Shorted Dividend Stocks
- Best Dividend Aristocrats in Canada and USA
- Stocks With Dividend Growth From Last Week
- Best Yielding Stocks From the World's Leading Stock Exchanges and Indices
- Ex-Dividend Stocks For Next Week
Thanks to http://long-term-investments.blogspot.com
Dividend Weekly 45 2012 By http://long-term-investments.blogspot.comDividend Yield
The Dividend Weekly is a weekly published Fact Book with focus on dividend stocks. With this book, investors get a full overview of major leaders and laggards. In addition, they get a feeling of which dividend stocks are popular and which ones are the best investment opportunities in markets that are going up and down.
The book has the following items:
- Best 1-Week Performing Dividend Stocks
- Best Dividend Stocks Year-To-Date
- Best Yielding Stocks At New Highs
- Most Recommendet Dividend Stocks
- Overbought Dividend Stocks
- Most Shorted Dividend Stocks
- Best Dividend Aristocrats in Canda and USA
- Stocks With Dividend Growth From Last Week
- Best Yielding Stocks From the World's Leading Stock Exchanges and Indices
- Ex-Dividend Stocks For Next Week
Branch Out Smart: Data-Driven Location Selection with a Competitive EdgeWalid Saafan
This presentation explores a data-driven approach to identifying prime branch locations for a commercial bank. It delves into prioritizing areas based on key metrics like average household income and population density. It also showcases an innovative strategy for visualizing competitor branch presence, providing valuable insights for strategic expansion.
A quantitative research that investigate the factors/drivers that influence Facebook usage among small and medium enterprises (SMEs), and also examines the impact of Facebook usage on financial and non-financial performance of SMEs in Egypt.
Infographic: Fastest growing Egyptian banks in t.assets 03.2016Walid Saafan
Fastest growing Egyptian banks in terms of Total Assets' Market share gain.
Top 3 gainers & Top 3 looser
Based on the published financial statements in Mar 2016
Sample analysis for banks branch locations for the following banks: SAIB, AAIB, AUDI, HSBC (Premier), ADIB.
Locations presented in Cairo, Giza, and Alexandria.
Analysis conducted in Jan 2015.
Source: Banks' web sites.
NVBDCP.pptx Nation vector borne disease control programSapna Thakur
NVBDCP was launched in 2003-2004 . Vector-Borne Disease: Disease that results from an infection transmitted to humans and other animals by blood-feeding arthropods, such as mosquitoes, ticks, and fleas. Examples of vector-borne diseases include Dengue fever, West Nile Virus, Lyme disease, and malaria.
Pulmonary Thromboembolism - etilogy, types, medical- Surgical and nursing man...VarunMahajani
Disruption of blood supply to lung alveoli due to blockage of one or more pulmonary blood vessels is called as Pulmonary thromboembolism. In this presentation we will discuss its causes, types and its management in depth.
New Drug Discovery and Development .....NEHA GUPTA
The "New Drug Discovery and Development" process involves the identification, design, testing, and manufacturing of novel pharmaceutical compounds with the aim of introducing new and improved treatments for various medical conditions. This comprehensive endeavor encompasses various stages, including target identification, preclinical studies, clinical trials, regulatory approval, and post-market surveillance. It involves multidisciplinary collaboration among scientists, researchers, clinicians, regulatory experts, and pharmaceutical companies to bring innovative therapies to market and address unmet medical needs.
Title: Sense of Taste
Presenter: Dr. Faiza, Assistant Professor of Physiology
Qualifications:
MBBS (Best Graduate, AIMC Lahore)
FCPS Physiology
ICMT, CHPE, DHPE (STMU)
MPH (GC University, Faisalabad)
MBA (Virtual University of Pakistan)
Learning Objectives:
Describe the structure and function of taste buds.
Describe the relationship between the taste threshold and taste index of common substances.
Explain the chemical basis and signal transduction of taste perception for each type of primary taste sensation.
Recognize different abnormalities of taste perception and their causes.
Key Topics:
Significance of Taste Sensation:
Differentiation between pleasant and harmful food
Influence on behavior
Selection of food based on metabolic needs
Receptors of Taste:
Taste buds on the tongue
Influence of sense of smell, texture of food, and pain stimulation (e.g., by pepper)
Primary and Secondary Taste Sensations:
Primary taste sensations: Sweet, Sour, Salty, Bitter, Umami
Chemical basis and signal transduction mechanisms for each taste
Taste Threshold and Index:
Taste threshold values for Sweet (sucrose), Salty (NaCl), Sour (HCl), and Bitter (Quinine)
Taste index relationship: Inversely proportional to taste threshold
Taste Blindness:
Inability to taste certain substances, particularly thiourea compounds
Example: Phenylthiocarbamide
Structure and Function of Taste Buds:
Composition: Epithelial cells, Sustentacular/Supporting cells, Taste cells, Basal cells
Features: Taste pores, Taste hairs/microvilli, and Taste nerve fibers
Location of Taste Buds:
Found in papillae of the tongue (Fungiform, Circumvallate, Foliate)
Also present on the palate, tonsillar pillars, epiglottis, and proximal esophagus
Mechanism of Taste Stimulation:
Interaction of taste substances with receptors on microvilli
Signal transduction pathways for Umami, Sweet, Bitter, Sour, and Salty tastes
Taste Sensitivity and Adaptation:
Decrease in sensitivity with age
Rapid adaptation of taste sensation
Role of Saliva in Taste:
Dissolution of tastants to reach receptors
Washing away the stimulus
Taste Preferences and Aversions:
Mechanisms behind taste preference and aversion
Influence of receptors and neural pathways
Impact of Sensory Nerve Damage:
Degeneration of taste buds if the sensory nerve fiber is cut
Abnormalities of Taste Detection:
Conditions: Ageusia, Hypogeusia, Dysgeusia (parageusia)
Causes: Nerve damage, neurological disorders, infections, poor oral hygiene, adverse drug effects, deficiencies, aging, tobacco use, altered neurotransmitter levels
Neurotransmitters and Taste Threshold:
Effects of serotonin (5-HT) and norepinephrine (NE) on taste sensitivity
Supertasters:
25% of the population with heightened sensitivity to taste, especially bitterness
Increased number of fungiform papillae
Couples presenting to the infertility clinic- Do they really have infertility...Sujoy Dasgupta
Dr Sujoy Dasgupta presented the study on "Couples presenting to the infertility clinic- Do they really have infertility? – The unexplored stories of non-consummation" in the 13th Congress of the Asia Pacific Initiative on Reproduction (ASPIRE 2024) at Manila on 24 May, 2024.
Explore natural remedies for syphilis treatment in Singapore. Discover alternative therapies, herbal remedies, and lifestyle changes that may complement conventional treatments. Learn about holistic approaches to managing syphilis symptoms and supporting overall health.
ARTIFICIAL INTELLIGENCE IN HEALTHCARE.pdfAnujkumaranit
Artificial intelligence (AI) refers to the simulation of human intelligence processes by machines, especially computer systems. It encompasses tasks such as learning, reasoning, problem-solving, perception, and language understanding. AI technologies are revolutionizing various fields, from healthcare to finance, by enabling machines to perform tasks that typically require human intelligence.
Recomendações da OMS sobre cuidados maternos e neonatais para uma experiência pós-natal positiva.
Em consonância com os ODS – Objetivos do Desenvolvimento Sustentável e a Estratégia Global para a Saúde das Mulheres, Crianças e Adolescentes, e aplicando uma abordagem baseada nos direitos humanos, os esforços de cuidados pós-natais devem expandir-se para além da cobertura e da simples sobrevivência, de modo a incluir cuidados de qualidade.
Estas diretrizes visam melhorar a qualidade dos cuidados pós-natais essenciais e de rotina prestados às mulheres e aos recém-nascidos, com o objetivo final de melhorar a saúde e o bem-estar materno e neonatal.
Uma “experiência pós-natal positiva” é um resultado importante para todas as mulheres que dão à luz e para os seus recém-nascidos, estabelecendo as bases para a melhoria da saúde e do bem-estar a curto e longo prazo. Uma experiência pós-natal positiva é definida como aquela em que as mulheres, pessoas que gestam, os recém-nascidos, os casais, os pais, os cuidadores e as famílias recebem informação consistente, garantia e apoio de profissionais de saúde motivados; e onde um sistema de saúde flexível e com recursos reconheça as necessidades das mulheres e dos bebês e respeite o seu contexto cultural.
Estas diretrizes consolidadas apresentam algumas recomendações novas e já bem fundamentadas sobre cuidados pós-natais de rotina para mulheres e neonatos que recebem cuidados no pós-parto em unidades de saúde ou na comunidade, independentemente dos recursos disponíveis.
É fornecido um conjunto abrangente de recomendações para cuidados durante o período puerperal, com ênfase nos cuidados essenciais que todas as mulheres e recém-nascidos devem receber, e com a devida atenção à qualidade dos cuidados; isto é, a entrega e a experiência do cuidado recebido. Estas diretrizes atualizam e ampliam as recomendações da OMS de 2014 sobre cuidados pós-natais da mãe e do recém-nascido e complementam as atuais diretrizes da OMS sobre a gestão de complicações pós-natais.
O estabelecimento da amamentação e o manejo das principais intercorrências é contemplada.
Recomendamos muito.
Vamos discutir essas recomendações no nosso curso de pós-graduação em Aleitamento no Instituto Ciclos.
Esta publicação só está disponível em inglês até o momento.
Prof. Marcus Renato de Carvalho
www.agostodourado.com
TEST BANK for Operations Management, 14th Edition by William J. Stevenson, Ve...kevinkariuki227
TEST BANK for Operations Management, 14th Edition by William J. Stevenson, Verified Chapters 1 - 19, Complete Newest Version.pdf
TEST BANK for Operations Management, 14th Edition by William J. Stevenson, Verified Chapters 1 - 19, Complete Newest Version.pdf
Lung Cancer: Artificial Intelligence, Synergetics, Complex System Analysis, S...Oleg Kshivets
RESULTS: Overall life span (LS) was 2252.1±1742.5 days and cumulative 5-year survival (5YS) reached 73.2%, 10 years – 64.8%, 20 years – 42.5%. 513 LCP lived more than 5 years (LS=3124.6±1525.6 days), 148 LCP – more than 10 years (LS=5054.4±1504.1 days).199 LCP died because of LC (LS=562.7±374.5 days). 5YS of LCP after bi/lobectomies was significantly superior in comparison with LCP after pneumonectomies (78.1% vs.63.7%, P=0.00001 by log-rank test). AT significantly improved 5YS (66.3% vs. 34.8%) (P=0.00000 by log-rank test) only for LCP with N1-2. Cox modeling displayed that 5YS of LCP significantly depended on: phase transition (PT) early-invasive LC in terms of synergetics, PT N0—N12, cell ratio factors (ratio between cancer cells- CC and blood cells subpopulations), G1-3, histology, glucose, AT, blood cell circuit, prothrombin index, heparin tolerance, recalcification time (P=0.000-0.038). Neural networks, genetic algorithm selection and bootstrap simulation revealed relationships between 5YS and PT early-invasive LC (rank=1), PT N0—N12 (rank=2), thrombocytes/CC (3), erythrocytes/CC (4), eosinophils/CC (5), healthy cells/CC (6), lymphocytes/CC (7), segmented neutrophils/CC (8), stick neutrophils/CC (9), monocytes/CC (10); leucocytes/CC (11). Correct prediction of 5YS was 100% by neural networks computing (area under ROC curve=1.0; error=0.0).
CONCLUSIONS: 5YS of LCP after radical procedures significantly depended on: 1) PT early-invasive cancer; 2) PT N0--N12; 3) cell ratio factors; 4) blood cell circuit; 5) biochemical factors; 6) hemostasis system; 7) AT; 8) LC characteristics; 9) LC cell dynamics; 10) surgery type: lobectomy/pneumonectomy; 11) anthropometric data. Optimal diagnosis and treatment strategies for LC are: 1) screening and early detection of LC; 2) availability of experienced thoracic surgeons because of complexity of radical procedures; 3) aggressive en block surgery and adequate lymph node dissection for completeness; 4) precise prediction; 5) adjuvant chemoimmunoradiotherapy for LCP with unfavorable prognosis.
Title: Sense of Smell
Presenter: Dr. Faiza, Assistant Professor of Physiology
Qualifications:
MBBS (Best Graduate, AIMC Lahore)
FCPS Physiology
ICMT, CHPE, DHPE (STMU)
MPH (GC University, Faisalabad)
MBA (Virtual University of Pakistan)
Learning Objectives:
Describe the primary categories of smells and the concept of odor blindness.
Explain the structure and location of the olfactory membrane and mucosa, including the types and roles of cells involved in olfaction.
Describe the pathway and mechanisms of olfactory signal transmission from the olfactory receptors to the brain.
Illustrate the biochemical cascade triggered by odorant binding to olfactory receptors, including the role of G-proteins and second messengers in generating an action potential.
Identify different types of olfactory disorders such as anosmia, hyposmia, hyperosmia, and dysosmia, including their potential causes.
Key Topics:
Olfactory Genes:
3% of the human genome accounts for olfactory genes.
400 genes for odorant receptors.
Olfactory Membrane:
Located in the superior part of the nasal cavity.
Medially: Folds downward along the superior septum.
Laterally: Folds over the superior turbinate and upper surface of the middle turbinate.
Total surface area: 5-10 square centimeters.
Olfactory Mucosa:
Olfactory Cells: Bipolar nerve cells derived from the CNS (100 million), with 4-25 olfactory cilia per cell.
Sustentacular Cells: Produce mucus and maintain ionic and molecular environment.
Basal Cells: Replace worn-out olfactory cells with an average lifespan of 1-2 months.
Bowman’s Gland: Secretes mucus.
Stimulation of Olfactory Cells:
Odorant dissolves in mucus and attaches to receptors on olfactory cilia.
Involves a cascade effect through G-proteins and second messengers, leading to depolarization and action potential generation in the olfactory nerve.
Quality of a Good Odorant:
Small (3-20 Carbon atoms), volatile, water-soluble, and lipid-soluble.
Facilitated by odorant-binding proteins in mucus.
Membrane Potential and Action Potential:
Resting membrane potential: -55mV.
Action potential frequency in the olfactory nerve increases with odorant strength.
Adaptation Towards the Sense of Smell:
Rapid adaptation within the first second, with further slow adaptation.
Psychological adaptation greater than receptor adaptation, involving feedback inhibition from the central nervous system.
Primary Sensations of Smell:
Camphoraceous, Musky, Floral, Pepperminty, Ethereal, Pungent, Putrid.
Odor Detection Threshold:
Examples: Hydrogen sulfide (0.0005 ppm), Methyl-mercaptan (0.002 ppm).
Some toxic substances are odorless at lethal concentrations.
Characteristics of Smell:
Odor blindness for single substances due to lack of appropriate receptor protein.
Behavioral and emotional influences of smell.
Transmission of Olfactory Signals:
From olfactory cells to glomeruli in the olfactory bulb, involving lateral inhibition.
Primitive, less old, and new olfactory systems with different path
The prostate is an exocrine gland of the male mammalian reproductive system
It is a walnut-sized gland that forms part of the male reproductive system and is located in front of the rectum and just below the urinary bladder
Function is to store and secrete a clear, slightly alkaline fluid that constitutes 10-30% of the volume of the seminal fluid that along with the spermatozoa, constitutes semen
A healthy human prostate measures (4cm-vertical, by 3cm-horizontal, 2cm ant-post ).
It surrounds the urethra just below the urinary bladder. It has anterior, median, posterior and two lateral lobes
It’s work is regulated by androgens which are responsible for male sex characteristics
Generalised disease of the prostate due to hormonal derangement which leads to non malignant enlargement of the gland (increase in the number of epithelial cells and stromal tissue)to cause compression of the urethra leading to symptoms (LUTS
3. Introduction
Business Intelligence benefits
BI reports enables decision makers to: Knowledge
• Access Business Information. Information
• Analyze business data. Data
• Prompt Act with Insight.
Support senior managers to take strategic decisions.
Data gathered from primary and secondary data sources
and organized and presented according to business needs.
Data consolidated into dashboards and Multidimensional
reports visualize information easily from different
prospective.
3 | Strategic competitive edge | Walid Saafan
4. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid
Integrated reports
6. Core Products Performance
Leading brands per defined strategic markets
Graphical charts for the MS - MSG/L, Value sales & GR%
Selection for the required period month/ YTD
Follow up monthly sales/MS/GR trends
Monthly Details/ RXs trend
Tareg range Product Performance
IMS Data 09/2007
Month Sep 07 Month IMS VALUE IMS Value GR% MS% MS G/L
CONCOR/ PLUS 5,664,600 -11.8% 10.98% (2.04)
CAPOTEN/ CAPOZIDE 4,893,000 10.7% 9.49% 0.52
TAREG RANGE 4,289,300 22.9% 8.32% 1.24
NATRILIX 2,673,700 -4.2% 5.18% (0.48)
NORVASC 2,286,100 17.0% 4.43% 0.47
TRITACE/ COMP 2,159,600 12.2% 4.19% 0.28
HYZAAR/ OZAAR/ FORTZAAR 1,788,200 13.9% 3.47% 0.28
LASIX 1,453,000 119.8% 2.82% 1.48
-4% -2% 0% 2% 4% 6% 8% 10% 12% MS MS Gain/Loss Market GR% 4.6%
6 | Strategic competitive edge | Walid Saafan
7. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid
Integrated reports
8. Comers To the Market (CTM)
What was introduced in the market?
Identify the New Introductions (new brands) and Life Cycle
Management (new packs) introduced in the market.
Provide detailed information about NIs/ LCM brands,
packs, molecule, public sales price, YTD sales impact .
Can be done on a certain therapeutic class (ATC3) and/or
corporate
CTM
8 | Strategic competitive edge | Walid Saafan
10. CTM deliverables – specific ATC3/ CRP
Select Class Select CRP
All results filtered on the selected class/ corp.
New competitors information available
10 | Strategic competitive edge | Walid Saafan
11. CTM analytical reports
Leading CRPs in LCM/ NIs
Get more insights about CRPs
strategy in terms of LCM/ NIs.
Leading ATC3 in LCM/ Nis
Get more insight about the attractive
markets in terms of LCM/ NIs
11 | Strategic competitive edge | Walid Saafan
13. Conclusion
CTM is an easy tool that give more insight about market
dynamics.
The tool can be adapted easily in different scales from
small CPOs to regional level.
Many new untapped information can be exployed that will
support marketing and senior management to analyze
market dynamics.
Consolidated reports can easily extracted with pivot
reports.
‘Market insights’
13 | Strategic competitive edge | Walid Saafan
14. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid
Integrated reports
15. Market Elements of GRowth (MEGR)
Think beyond what is possible
15 | Strategic competitive edge | Walid Saafan
16. Market Elements of GRowth (MEGR)
.
Detail analysis for MKT/ MNCs/ OTHERs/ CRPs growth
components:
• IMS classification:
1. New Introductions
2. Life Cycle Management
3. Price Increase
4. Units
5. Others
• Growth due to interaction between simultaneous price and quantity changes- interactive
effect.
• Growth due to exchange rate changes
• Residual growth :
» Growth caused by discontinued products or packs.
» Growth caused by new packs of existing form-strengths.
‘Clear competitor growth drivers/ market potentiality’
16 | Strategic competitive edge | Walid Saafan
17. Market Elements of GRowth (MEGR)
Y06 Market Elements of Growth ‘IMS vs MEGR’
20.0%
18.0%
16.0%
6.9%
14.0%
12.0%
10.0%
18.5%
8.0% 7%
6.0%
4.0% 0.6%
1.9%
2.0%
2.2%
0.0%
PI
NIs
LCM
GR%
Units
Others
17 | Strategic competitive edge | Walid Saafan
18. MEGR - Summary results
List of all growth elements
List of YTD value for each element along with automated
waterfall chart (based on your selection).
Select CRP
Top 30 MNCs
Y06 - Value
LY Sales NIs # LCM # PI # Y06 sales
Total market 7,864,762,700 175,869,500 145,901,500 46,086,556 9,319,240,304
Top 30 MNCs 3,470,055,600 33,869,200 94,127,400 22,548,675 4,108,206,308
Novartis PH 339,932,900 994,300 41,758,100 4,288,449 411,320,804
Y06 - GR Elements
NIs LCM PI's Units Others GR%
Total market 2.2% 1.9% 0.6% 6.9% 6.9% 18.5%
Top 30 MNCs 1.0% 2.7% 0.6% 4.1% 10.0% 18.39%
Novartis PH 0.3% 12.3% 1.3% -5.2% 12.4% 21.00%
18 | Strategic competitive edge | Walid Saafan
19. MEGR - New Introductions
Full details about NIs
Detailed information including:
• CRP, brand, pack(s), PSP, introduction month, YTD value sales.
NOVARTIS Y06 NIs
Selection by CRP/ brand. 16,000,000
627,300 14,040,900
14,000,000 2,014,200
NI strategy assessment.
12,000,000 994,300
10,405,100
10,000,000
8,000,000
6,000,000
4,000,000
2,000,000
-
TOTAL NIs
MIACALCIC
FLOTAC
ANTOPRAL
HYPOTEARS
PLUS
19 | Strategic competitive edge | Walid Saafan
21. MEGR - Price Increases PI
Full details about PIs
Detailed information including:
• CRP, brand, pack(s), old/ new price, monthly PI sales impact.
Selection by CRP/ brand. 6,000,000
NOVARTIS PIs -Y06
5,000,000 1,453,241 4,775,380
PI strategy assessment. 4,000,000
3,000,000
870,923
486,931
1,964,285
2,000,000
1,000,000
-
TOTAL
VOLTAREN
CO-TAREG
TAREG
GLYVENOL
PROCTO
21 | Strategic competitive edge | Walid Saafan
22. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid
Integrated reports
23. Territorial Analysis Report (TAR)
Follow up sales on territorial level
Consolidate territorial sales for our defined markets.
The following dimensions are included:
• Month, Year
• Market All defined sales analyzer markets
• Product all defined products
• Zone
• Area
The following measures are included:
• Value/ MKT_Value/ LY_Value/ LY_MKT_Value/ MS%/ LY_MS%/
GR%/ MKT_GR%/ MSG
FF structure is included to follow up sales by DM/MR
23
territiries.
| Strategic competitive edge | Walid Saafan
24. Territorial Analysis pivot table
A pivot table consists of 4 main areas
Drag & Drop required Dimension/ Measures
24 | Strategic competitive edge | Walid Saafan
25. Territorial Analysis pivot table
conclusion
IMS territories are grouped according to BU/FF structure to
facilitate their sales follow-up along with competitors.
Managements can easily identify competitor territorial
penetration.
Tool can be linked to additional systems like CRM.
‘Territorial growth drivers’
25 | Strategic competitive edge | Walid Saafan
26. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid
Integrated reports
27. Market Analysis Report (MAR)
Analyze CRP/ Markets/ Classes national sales
Consolidation of CRPs/ Brands performance analysis.
Follow up on the following business areas:
• MNC/ Others market performance.
• CRP performance within Total MKT/ MNCs/ Others.
• NVP Bus performance within Total MKT/ MNCs.
• Products performance within relevant markets.
• Leading ATC3 classes on the market.
• GR driver per ATC/ CRP/ MKT.
• NIs/ LCM/ PI information and monthly sales impact.
• Defined KPIs (MS%, GR%, MSG).
• Tailored on the defined markets.
27 | Strategic competitive edge | Walid Saafan
28. Market Analysis pivot table
Multidimensional report is based on Excel pivot table.
The following dimensions are included:
• Month
• CRP_Type MNCs/ All Others
• Market AHT MKT/ ANTIALZH MKT/ ANTIEPILEP MKT/ ANTI-PSYCHO MKT/
CHOLESTROL MKT/ NSAID MKT/ OSP MKT/ REP MKT.
• Corporate all corporates in the market
• NVP_BU CNS/ CVS/ IM/ MP/ ONCO/ OPHTHA/ TRANS.
• Class ATC3.
• Product_Group grouped products (eg TAREG_GROUP etc.)
• Product all products in the market
• Pack product pack
The following measures are included:
• LY_Units/ Units/ LY_Value/ Value/ NI_Value/ LCM_Value/ PI_Impact
28 | Strategic competitive edge | Walid Saafan
29. Market Analysis pivot table – cont.,
A pivot table consists of 4 main areas
Dimensions
Measures
Drag & Drop required Dimension/ Measures
29 | Strategic competitive edge | Walid Saafan
30. Market Analysis pivot table
conclusion
Comprehensive information repository that can be tailored
easily to corporate needs (specific market, customized
class, BU, Product group, etc… definitions).
Include many additional calculated fields like: NI, LCM, PI
impact.
‘Competitor insights’
30 | Strategic competitive edge | Walid Saafan
31. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid
Integrated reports
32. Promotional analysis report
Projected details in our defined markets
Follow up projected details in our defined markets.
The report includes the Dr Specialties and product
strength.
The following dimensions are included:
• Qtr / Year
• Market
• Specialty
• Product
• Strength
The following measures are included:
• LY_Details/ Details
32 | Strategic competitive edge | Walid Saafan
33. Medical analysis report
Projected RXs in our defined markets
Follow up projected RXs in our defined markets.
The report includes the Dr Specialties, product strength and area.
The following dimensions are included:
• Qtr / Year
• Market
• Specialty
• Product
• Strength
• Area
The following measures are included:
• LY_RXs/ RXs
33 | Strategic competitive edge | Walid Saafan
34. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid
Integrated reports
35. ABCD CHESS incentive scheme
Create best in class incentive scheme based on Sales
growth and market share gain
Incremental incentive steps (with sales GR/ MS gain)
Identify high performance/ lower performers MRs on each
product/ line
Incentive is linked to the MR performance, equally opportunities for
small/ large territories.
Simple calculation criteria.
‘Align CPO objectives with Field force targets’
35 | Strategic competitive edge | Walid Saafan
37. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid (TSG)
Integrated reports
38. Target Segmentation Grid (TSG)
Redefine target Drs based on their potentiality and adoption
(9 grid).
Different overviews about our target Drs.
Pre-defined strategies for each Dr type.
Utilize marketing mix tools to the right target.
Assess MR workload.
38 | Strategic competitive edge | Walid Saafan
40. TSG deliverables
Filter grid results by different criteria/ combinations
• Zone, IMS Territory, Specialty, GRID
Count of Drs & % per Grid (based on the selection criteria)
Count of Drs & % per tier.
List of all Drs with complete information (based on the
selection criteria, Zone/ Territory/ Specialty/ Grid).
Calculate the estimated MR number equivalent based on
the defined target call frequency per grid.
‘Increase productivity with less cost’
40 | Strategic competitive edge | Walid Saafan
42. Agenda
Market Analysis / Core Product Performance Reports
Comers to The Market (CTM)
Market Elements of Growth (MEGR)
Territorial Sales Report (TSR)
Market Analysis Report (MAR)
Promotional / Medical Analysis Reports
ABCD chess incentive scheme
Target Segmentation Grid (TSG)
Integrated reports
43. Integrated reports
Integrate different data sources to assess the FF
performance like:
• Link FF coverage (Siebel Focus) to territorial MS% (IMS) to identify
the relationship between calls and MS%.
• Company sales and IMS territorial sales.
Example: FF whistler report
• Integrate IMS data with CRM
• Compare Zone/ Line MRs vs competitors within the same territories.
• Compare MRs within the same line to each others
43 | Strategic competitive edge | Walid Saafan