Territory Business Report –

September

Name : G.K. Hasun Chanaka Wimalarathna

Designation : Medical Information Officer
Territory : Colombo Suburb
Content

 TERRITORY OVERVIEW
• Geographical Demarcation
• Demographical Demarcation(Population/Ethnicity/Age/Income etc.)
• Key Stakeholders (HCPs/Pharmacies/Institutions/Government Hospitals/Private Hospitals)

 TERRITORY PERFORMANCE
• Month/Quarter Wise RD Performance, YTD & Growth
• July target vs July (product wise) Achievement, YTD & Growth
• Quarterly Trend
• Distributor Wise Contribution
• Town Wise Contribution

 OBSERVATIONS, IMPLICATIONS & INSIGHTS

Territory Overview

Colombo Suburbs
2,324,349 population in this area (*Census 2012-03-20)
Low, Middle and Upper class people
8 Government Hospitals
9 Main Private Hospitals
3 Distributors
110 Pharmacies
More than 350 HCPs
Data on HCPs and Government & Private Hospitals

Grade Nos Hospital

Hospital No. of BEDs Purchase In Charge

Sri Jayawardenapura,
Teaching Maharagama Cancer Dental Hemas Hospital 60 Mrs. Sithara
3
Hospitals Institute
Kalubowila
SJH 1100 Mr. Wimalarathna
Divisional
Talangama
Hospitals Type 3
Padukka PNH 40 Ms. Buddhika
B

Divisional Santa Dora 10 Ms. Samanthi

Athurugiriya
Hospitals Type 1
Nawagamuwa
C
NFTH 1002 Mr. Buddhika

NFTH, Santadora, Hemas,

Private 6 Asia Hospital 30
Asia, Winlanka

Nursing Home 2 Pannipitiya, Kottawa Winlanka 20 Dr.Mrs.Maduka

Territory Performance
August target vs August (product wise) Achievement, YTD & Growth

AGUST SEPTEMBER
September YTD
PRODUCT Tgt Ach ACH Growth YTD 2018 Growth
Ach (Volume) % % 2017/18 2017/18
(Volume) (Volume)

GALVUS 164 55% 300 246 82% -8% 80% 22%

DIOVAN 80MG 38 152% 24 42 175% 62% 136% -2%
DIOVAN 160MG 5 500% 1 4 400% 300% 408% 309%
CO-DIOVAN 160 /12.5 MG 8 400% 2 4 200% 100% 127% 79%
EXELON PATCH 5 2 200% 1 1 100% 100% 63% 100%
EXELON PATCH 10 0% 1 0% 0% 100%
EXELON CAPS. HG 1.5MG 0% 1 0% 0% 69% -36%
EXELON CAPS. HG 3.0MG 9 300% 1 2 200% -50% 119% 33%
EXELON CAPS. HG 4.5MG 1 100% 1 0% 0% 73% 100%
STALEVO 100MG TAB 2 200% 1 2 200% 100% 90% 200%
TEGRETOL TABS 200MG 162 360% 60 156 260% 680% 179% 145%
TEGRETOL SYRUP 21 81% 31 15 48% -48% 98% -34%
TEGRETOL CR TABS 200MG 65 241% 24 36 150% 3% 132% -9%
TRILEPTAL TABS 300MG 79 110% 102 60 59% 9% 93% -11%
RITALIN TABS 10 MG 237 58% 365 251 69% 2% 97% 1%
SANDOMIGRAN TABS 0.5MG 116 153% 81 57 70% 111% 177% 210%
VOLTAREN TABS 50MG 392 119% 311 246 79% 14% 105% 11%
VOLTAREN SR TABS 75MG 32 44% 62 29 47% 4% 55% -77%
VOLTAREN SUPP 12.5MG 13 72% 35 24 69% 140% 52% -7%
VOLTAREN SUPP 25MG 24 65% 40 32 80% 10% 45% -45%
VOLTAREN SUPP 50MG 174 81% 198 187 94% 2% 89% -3%
CATAFLAM 50MG 516 168% 326 266 82% -11% 145% 16%
MIACALCIC SPRAY - 0% 50% -88%
LIORESAL TABS 10MG 19 35% 45 10 22% -41% 162% 396%
ULTIBRO 110/50MCG 0% 3 4 133% 400% 100%
TOTAL VALUE 3.03 98% 3.00 2.38 80% 4% 105% 29%
Achievement Trend
Distributor Wise Contribution
Distributor Contribution
South Chemists 1,886,307.00
Care Pharmaceutical 242,793.58
The Pharmaco Kadawatha 60,431.34
 Town Wise Contribution
Sale till September 30th
Town
JAN FEB MAR APR MAY JUN JUL AUG SEP AVE
Athurugiriya 167,233.00 96,104.00 86,866.00 78,566.00 70,916.00 54,492.00 105,986.02 29,973.64 58,046.67 83,131.48
Battaramulla 41,512.00 135,615.00 110,142.00 184,611.00 145,868.50 164,244.00 109,231.81 120,957.91 65,464.44 119,738.47
Borelasgamuwa 209,284.00 82,119.00 84,347.00 81,384.00 62,485.50 91,830.00 67,608.61 92,276.99 69,401.58 93,415.12
Kalubowila 297,480.00 110,677.00 99,484.00 128,548.00 197,353.00 121,955.00 152,734.49 51,638.20 69,960.12 136,647.76
Kohuwala 89,314.00 6,000.00 11,184.00 14,838.00 24,397.00 19,350.00 21,486.90 50,614.43 26,353.81

Koswatta - 7,527.00 3,013.00 3,907.00 5,000.00 4,614.00 1,186.95 2,250.13 3,055.34

Kottawa 409,509.00 164,008.00 116,399.00 181,963.00 207,946.00 414,396.00 184,014.97 226,553.20 212,882.11 235,296.81
Kotte 32,412.00 21,353.00 18,899.00 18,472.00 27,761.00 47,093.00 28,296.04 35,258.91 11,123.51 26,740.94
Maharagama 411,376.00 291,252.00 275,802.00 241,193.00 455,295.00 344,676.00 230,592.86 494,179.72 233,952.33 330,924.32
Malabe 287,071.00 212,065.00 133,991.00 159,720.00 222,384.00 94,254.00 92,418.11 97,496.09 198,703.48 166,455.85
Nawala 415,046.00 218,266.00 150,040.00 199,524.00 331,609.00 135,223.00 376,543.24 177,667.92 105,017.95 234,326.35
Nugegoda 736,498.00 308,698.00 561,124.00 636,581.00 631,134.00 618,990.00 565,688.61 633,511.26 455,461.11 571,965.11
Pannipitiya 257,089.00 236,562.00 167,792.00 425,440.00 167,893.00 140,464.00 111,341.07 187,133.66 132,698.82 202,934.84
Pepiliyana 75,423.00 43,012.00 27,583.00 25,351.00 14,754.00 41,363.00 19,378.60 46,647.80 27,651.47 35,684.87
Pelawatta 116,135.00 36,900.00 49,152.00 62,626.00 65,415.00 38,753.00 59,073.36 37,019.27 68,922.61 59,332.92
Pitakotte 17,048.00 10,203.00 29,301.00 2,600.00 26,637.00 2,387.00 3,124.56 6,476.76 8,338.62 11,790.66
Rajagiriya 285,375.00 77,066.00 125,121.00 117,215.00 100,262.00 67,561.00 178,422.05 89,595.28 49,077.13 121,077.16
Ranala 5,960.00 2,186.00 - 2,661.00 4,800.00 1,186.00 999.78 2,186.73 6,692.65 2,963.57
Thalawathugoda 516,352.00 223,548.00 251,582.00 433,686.00 309,854.00 271,433.00 564,608.22 193,045.81 68,969.42 314,786.49
Hanwella 180,457.00 36,138.00 99,354.00 122,340.00 68,698.61 127,987.00 104,951.23 151,059.33 76,054.55 107,448.86
Homagama 28,091.00 21,379.00 31,368.00 18,166.00 21,404.66 29,606.00 114,387.52 119,527.62 99,812.98 111,242.71
Watareka 1,125.00 3,250.00 1,000.00 1,220.00 7,526.61 1,000.00 1,999.56 3,400.73 2,186.73 2,523.18
Kaduwela 71,464.72 44,308.70 60,431.34 58,734.92
 Observations
1. Low patients availability in
Hospitals and Medical Clinics
2. Refuse to purchase
products due to less product
movement in these months
3. Low movement in Galvus
4. Pharmacies are making
barriers to sell Ritalin OTC
Implications Insights
• Keep informing HCPs • Make sure to acquire all
about Novartis products Rx and patients
and make sure its’
availability
• Create the demand for • Easy for the SR to push
products and get the the pharmacies.
doctor confirmation. • Get the full commitment
• Deliver the doctor from SR
confirmation to push
pharmacies for more sale.
• Find new prescribers for • Asking SRs to give high
Galvus priority for Galvus.
• Convince current
prescribers on Galvus to
get more Rx
• Increase the doctor • Informing doctors the
coverage on Ritalin and challenge we are facing
get the commitment for on Ritalin
the product. • Informing pharmacies and
• Informing pharmacies sharing correct
regarding prescribers and information on this.
asking them to purchase
for the demand.
Thank You