ASM:Mr Tamajit

Chakraborty
HQ:Barrackpore
Monthly Business Review :
September 2014

Highlights
:
Month
ACHIEVEMENTS
CONCERNS
Barrackpore H.Q. done 111% &
Berhampore done 107%

Major concern is Burdwan H.Q.

70%

Without Lomela Growth of

Barrackpore is 42.8% &
Berhampore 60.3% .

Lomela is degrowing.

Pillar br.Tretiva 125%,Morr

123%,Itaspore 178%
achievement. Growth Br. 173%
ach.

Other brands are not 100%

Morr F 5% sale 256 bt. Compare

to last month 126 bt. Increase.

Doctor follow up in Burdwan H.Q.

Stockiest problem in Barrackpore.
Stockist follow up in Berhampore
H.Q.

Secondary sales of Barrackpore

4.58 &
Berhampore 5.15.Compare to last
month .22 & .50 sale increase
respectively .

Have to improve GP. CP. Rx. in

Barrackpore &Burdwan H.Q.

Write on : Performance, Growth, Targets, People, Work-hygiene at an overall level. Are they
achievements or concerns.

Competitors Activities for the month

Company

Competitor 1

Competitor 2 Competitor 3
Zydus Austria Glenmark tour
September.
in Sep.1 Grece
Dr.Reddy Atopic
Ipca for
derma. Hyat
Acutrate

CRM
CME
Conference
participation in Zone

Sun HHI
Glenmark

Gifts

Books
Brand Campaign
(Theme/new indication/etc)

DOX
Dermatology 2nd
edition Sun
Ipca Acutrate
bag kit

Glenmark 5000
Ajanta idbi gift
gift card for
card
hair4u&Episoft
The Pocket
Doctor
Dermatology,Aru
nC
Inamadar,Aparna
Palit.Galderma.

Capture major initiatives being taken by our competitors

H&H for PGT

Isopill 5,10,20

Sales Performance: FSE

MONTH
Ach(%)
Cumulative
Name of
FSE:Tamaji
t Chakrabor Target N.Sale Ach. YPM Gr% 1st 2nd 3rd 4th Target N.Sale Ach. YPM

(Rs.) (Rs.) (%) (Rs.) (%) Qtr. Qtr. Qtr. Qtr. (Rs.)
(Rs.) (%) (Rs.)
Partha
P.Pal
3.75 4.15 111 4.15 60.2 106
18.53 19.89 107 3.98

Gr%
(%)
16

Buddhadev

4.43

4.73

107 4.73 82.6

90

21.88

20.53

94

4.11

Biswajit

4.09

2.86

70

2.86 60.6

89

20.20

16.19

80

3.23

-18

12.27 11.75

96

3.92 68.5

95

60.62

56.62

93

3.77

-1

FSO 4
FSETOTAL

Observation / Comments:
1.Burdwan is degrowing
2.Mejor concern is Burdwan
3. Berhampore is Growing
4. Have to develop Burdwan & maintain the trend of Barrackpore &
Berhampore.

Brand Performance: FSE

Name of RSM

MONTH
Ach(%)
Cumulative
Target N.Sale Ach. YPM Gr% 1st 2nd 3rd 4th Target N.Sale Ach. YPM Gr%
(Rs.) (Rs.) (%) (Rs.) (%) Qtr. Qtr. Qtr. Qtr. (Rs.)
(Rs.) (%) (Rs.) (%)

Lomela 18gm

4.12

1.61

39

0.54 178

68

20.34

11.39

56

.76

-59

Tretiva

1.73

2.16

125

.72

27

95

8.50

9.03

106 0.60

34

Morr ( with
F3%)

1.24

1.52

123 0.51 17

71

6.16

5.25

85.2 0.35

12

Itaspor

0.33

0.60

178 0.20 161

214

1.65

3.57

215 .238

182

PILLAR TOTAL

7.42

5.89

79

1.96 95.7

82

36.65

29.24

80

VB 7 Hair

0.44

0.99

225 0.33 209

146

2.19

3.54

162 0.24

VB 7 Forte

0.25

0.25

100 0.08

97

1.24

1.16

93

.077

-2

Tonenglo

0.28

0.39

129 0.13 50

128

1.37

1.73

127 0.12

79

Tebina

0.41

0.76

184 0.25 52

104

2.03

2.90

143 0.19

72

GROWTH TOTAL

1.38

2.39

173 0.80 78

121

6.83

9.33

137 0.62

Ezanic

0.16

0.07

42

66

0.79

0.49

57

0.028 0.018

67

82

0.14

Lashisma
Morr F 5%

.024 333
0.00
6 999

1.95
318

0.03 182
0.01
0.18All value
132 in Rs.
2 Lacs
441

Brand Performance:
Barrackpore

Name of RSM

Lomela 18gm

MONTH
Ach(%)
Cumulative
Target N.Sale Ach. YPM Gr% 1st 2nd 3rd 4th Target N.Sale Ach. YPM Gr%
(Rs.) (Rs.) (%) (Rs.) (%) Qtr. Qtr. Qtr. Qtr. (Rs.)
(Rs.) (%) (Rs.) (%)
1

0.58

58

0.58 544

77

4.95

3.35

68

.67

-51

Tretiva

0.86

1.06

124 1.06 38

107

4.25

4.96

117 0.99

57

Morr ( with
F3%)

0.54

0.50

93

0.50 -23

46

2.66

1.778

67

0.36

12

Itaspor

0.18

0.27

148 0.27 80

235

0.90

1.87

207 0.37

152

PILLAR TOTAL

2.58

2.41

93

2.41 160

92

12.76

11.96

94

VB 7 Hair

0.17

0.42

247 0.42 91

113

0.86

1.30

151 0.26

202

VB 7 Forte

0.09

0.05

56

0.05 -58

46

0.44

0.22

49

0.04

-45

Tonenglo

0.10

0.17

162 0.17 42

189

0.51

0.81

158 0.16

81

Tebina

0.14

0.26

134 0.26 73

124

0.68

1.06

157 0.21

105

GROWTH TOTAL

0.50

0.90

180 0.90 62

120

2.47

3.38

137 0.68

Ezanic

0.036 0.006

17

64

0.179

0.104

58

Lashisma

0.009 0.018 200 .018

267

0.046

0.112

1.73

Morr F 5%

0.50

.006 999

0.50

2.39

.02

240 .022

1223
#

All value in Rs. Lacs

0.35

Brand Performance:
Berhampore

Name of RSM

MONTH
Ach(%)
Cumulative
Target N.Sale Ach. YPM Gr% 1st 2nd 3rd 4th Target N.Sale Ach. YPM Gr%
(Rs.) (Rs.) (%) (Rs.) (%) Qtr. Qtr. Qtr. Qtr. (Rs.)
(Rs.) (%) (Rs.) (%)

Lomela 18gm

1.48

0.65

44

Tretiva

0.42

0.47

Morr ( with
F3%)

0.38

Itaspor

62

7.30

3.83

52

0.77

-58

110 0.47 -24

81

2.09

1.89

90

0.38

-7

0.66

174 0.66 40

114

1.88

2.28

121 0.46

24

0.08

0.30

375 0.30 400

241

0.39

1.33

334 0.27

610

PILLAR TOTAL

2.36

2.08

88

2.08 386

80

11.64

9.32

80

VB 7 Hair

0.10

0.23

243 0.23 156

164

0.48

0.78

163 0.16

546

VB 7 Forte

0.09

0.19

211 0.19 111

188

0.44

0.79

180 0.16

53

Tonenglo

0.06

0.17

269 0.17 240

92

0.31

0.44

143 0.09

94

Tebina

0.12

0.29

240 0.29 45

116

0.59

1.15

193 0.23

129

GROWTH TOTAL

0.37

0.88

237 0.88 138

143

1.81

3.23

178 0.65

Ezanic

0.09

0.06

67

86

0.44

0.32

73

0.06

36

Lashisma

0.009

61

0.046

0.02

37

.003

0.29

0.29

1.02

0.20

Morr F 5%

0.65 1200

0.06 757

1.86

All value in Rs. Lacs

Brand Performance:
Burdwan

Name of RSM

MONTH
Target N.Sale Ach. YPM Gr%
(Rs.) (Rs.) (%) (Rs.) (%)

Ach(%)
Cumulative
1st 2nd 3rd 4th Target N.Sale Ach. YPM Gr%
Qtr. Qtr. Qtr. Qtr. (Rs.)
(Rs.) (%) (Rs.) (%)

Lomela 18gm

1.63

0.38

23

0.38

-13

68

8.07

4.21

52

0.84

-63

Tretiva

0.44

0.62

143 0.62

100

87

2.15

2.18

101 0.44

43

Morr ( with
F3%)

0.32

0.36

113 0.36

112

62

1.61

1.19

74

0.24

62

Itaspor

0.07

0.02

34

0.02

133

0.36

0.38

106 0.08

12

PILLAR TOTAL

2.46

1.38

56

1.38

48

73

12.14

7.93

65

VB 7 Hair

0.17

0.33

194 0.33 3200

171

0.85

1.43

168 0.29

394

VB 7 Forte

0.072 0.016

22

.016

-68

44

0.35

0.143

41

0.03

-44

Tonenglo

0.11

0.05

48

0.05

-44

92

0.55

0.48

88

0.10

65

Tebina

0.155

0.20

131 0.20

43

76

0.77

0.70

91

0.14

GROWTH TOTAL 0.507 0.596

118 0.59

108

107

2.507

2.746

110 0.55

19

0.17

0.024

14

120 .011

Ezanic

0.034

Lashisma

0.009

100

0.046

0.056

.20

.20

1.186

Morr F 5%

1.59

.005

#
227

All value in Rs. Lacs

0.24

Business Hygine

Primary Sales

Sales Value
(lacs)
Performance %

HO Orders (A)

Institution Order (B)

( Crp and Tender Bus)

RGRR (C)

(Return Goods
Receipt Report)
i.e. Expiry/ breakage

Total (A+B+C)

MayJun-14 QTR-1 Jul-14

14

10.62 11.09 12.14

86

( Fig in Lacs)
SepQTR -2 H-1
14

Aug14

11.02 11.75

98

99

88

96

Sales Value
(Lacs)

0.74

0.84

% to Sales

6.96 0

7.62

Sales Value
(Lacs)

% to Sales

Sales Value
(Lacs)

0.27 0.155 0.18

0.33

0.46

% to Sales

2.54 1.397 1.48

2.9

3.91

0.01 0.13

0.08

0.17

% to Sales

0.094 1.17

0.72

1.44

Sales Value
(Lacs)

1.01 0.15

0.18

1.17

0.46

% to Sales

9.51 1.35

1.48

10.61 3.91

Sales Value
SRCN (D) ( Sales Return (Lacs)
Credit notes)

Apr14

( HO Order limit )

Activity Summary - FSOs

Call Average
Partha
pal
Buddha
Biswajit
FSO 4
FSE

Apr

May

Jun

Jul

Aug

Sep

Cum

9.68

10.48

9.51

9.57

9.80

8.23
8.86

8.80
9.49

8.13
8.93

8.25
9

8.50
9.19

8.32

9.55

9.44
8.58
9.71
Dr. Coverage %

Apr
64
84
93.6

May
98.4
91.2
95.2

Jun
89.6
87.2
93.6

Jul
91.2
84.1
80

Aug
94.4
86.4
91.2

Sep

Cum

42.4

42.9

42.66

42.9

Partha
Buddha
Biswajit
FSO 4
FSE
38.13

No. of Missed Calls - FSOs

Missed Drs (Not met even once)
Partha
Buddha
Biswajit
FSO 4
FSETota
l

Apr
45
20
8

May
2
11
6

Jun
13
16
8

Jul
11
19
25

Aug
7
17
11

Sep

73

19

37

55

35

No of Drs missed in region /zone by FSOs

Work Analysis
Work Analysis and Field Efforts (For the month)
NO
NO OF
NO OF NO
CHEMI
NO OF TOTAL
DR
DAYS
DAYS
DAYS
OF
ST
MSL
CORE NO OF

CALL
Others
OF TP
FSE
AVAILAB DAY
CALL
COV %
DR
DR
AVG.
DEVIATI WORKE
LE
S FW
AVG.
MISSED MISSED
ON
D
BUrdw
5+1+1
31
21
9.19
5.33
91.2
2
11
2
7
+3
an

Berha
mpore
Barrac
kpore
FSE
FSE

31

20

8.50

31

24.5 9.80

31

20.5 9.71

5+1+1
+4

5+1+0
+1.5
5+1+0
4.54
+4.5

4.20

86.4

17

94.4

14

22

35

Others : Conference / Review / Briefing/Camp/ Leave : PLEASE GIVE BREAK UP AND DETAILS

New Customer Creation:

Zone
ROI (Rs Lacs)

Speci Place
ality HQ
1 Pinaki Roy Gp Berh

Sl

2
3
4
5
6

Name

T.N.Ghosh
Sabyasachi
Mallik
Narayan
Saha
Kumud
R.Haldar
P.Dhar

Apr

May

Jun

Jul

Aug

Sep

.01

Ped

Bwn

.005

Ped

Bwn

.005

G.P.

Bkp

.01

Der

Bkp

.01

Gp

Berh

.01

7
8
9
10
11
12

Non prescriber to prescriber conversion in zone

Strategy Execution (Activity Plan Vs Execution)

Name
of FSE
Barrack
pu
Berham
pur
Burdwa
n
FSO 4
FSE
Total

Period

Scientific
Journals

FSE CAMPAIGN Lomela Camp

Campaign
(FS0)

Plan

Actual

Plan

Actual

Plan

Actual

Aug 14

20

16

60+30 52+12

Aug14

18

60+30

Aug 14

21

14

60+30 45+13

16

15

59

20

180+9 143+25
0

Aug14

Plan

Actual

46+0

All figures in Numbers

Sales Plan: Month and YTD

Name
FSE HQ
Barrackp
ore

THIS MONTH
TGT

SALE

% Ach

13

13

100

YTD with this month Sales

GR%

TGT

SALES % ACH

GR%

73.62

69.62 94.56%

All value in Rs. Lacs

Querries
1
2
3
4
5

Name
Buddha dev
Guha
Biswajit
Bhowmick
Partha pratim
pal
FSO 4
FSE

No of Queries Sent

Executed

MoM for Next Review

Concern
Concern
FSE Growth
1
Br..68 to.75

Action
Action
Follow up ROI,New 0
billing Dr.
conversion..1 to .09
dr rx.increase

Timelines
Timelines

Incharge Status
Incharge

Aug. end

FSE,

FSE total Morr F

Increase new Rx.
250 bt.

Aug

FSE

FSE pillar br
1.94 to 2

Aug

FSE

Follow up ROI.

Barrackpore
.1 to .09 dr rx.
4 Tonenglow .07 to
Aug
increase
.20
Barrackpore
New Dr.Rx incr.
5
Aug
Morr F 120 bt
Follow up
Barrackpore
Gp Cp follow up .
6 Growth Br. 0.73
Aug
1 to .9 Dr rx. Incr.
to 0.85
Berhampore
Follow up ROI &
7
Morr F 100 ph. new Rx. Increase.

Aug

FSE
FSE

0.80
Done
256 bt
Done
1.96
not
done
0.17
not
done
129bt.
Done

FSE

0.90
Done

FSE

76 ph.
Not
done