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#Case Study - Alex

This document provides a sales review and plan for a pharmaceutical company. It outlines the team structure, 2015 sales objectives, and tactics to achieve targets. Key points include increasing call rates, focusing on clinics and hospitals, and distributing samples. A sales strategy of 20-30-30-20% by quarter is proposed, with a goal of 50% target by mid-year. A budget of 4 million LE is suggested. The SWOT analysis identifies strengths in portfolio and manufacturing, and weaknesses in vacant areas and unknown company status. Opportunities in the market and threats from competitors are also discussed. The sales plan details pre-launch, launch, and post-launch activities.

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Nour Gafar
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177 views23 pages

#Case Study - Alex

This document provides a sales review and plan for a pharmaceutical company. It outlines the team structure, 2015 sales objectives, and tactics to achieve targets. Key points include increasing call rates, focusing on clinics and hospitals, and distributing samples. A sales strategy of 20-30-30-20% by quarter is proposed, with a goal of 50% target by mid-year. A budget of 4 million LE is suggested. The SWOT analysis identifies strengths in portfolio and manufacturing, and weaknesses in vacant areas and unknown company status. Opportunities in the market and threats from competitors are also discussed. The sales plan details pre-launch, launch, and post-launch activities.

Uploaded by

Nour Gafar
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PPTX, PDF, TXT or read online on Scribd
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Business Review

Agenda
• Team structure&2015 objective

• an annual target and budget for each product


and territories;

• sales strategies and prepare marketing budgets


and SWOT

• Establishes sales objectives by creating a sales


plan.
Team Structure
• ALEX EAST

• ALEX WEAST

• BEHEIRA
2015 OBJECTIVE

ACHIEVED TARGET
TACTICS
• INCREASE CALL RATE PER EACH REP.
• COVERED ALL LAZER &SKIN CARE CLINICS.
• FOCUSING ON POLY CLINICS &PRIVATE HOSP.
• COVERED STREET PHARMACIES FOR
LAUNCHING PRODUCTS &ITS AVILABILITY.
• DISTRIBITORS MEETINGS &building
relationships with tele sales to know &cover
all pharmacies in our territories .
TO BE CONTINUED …
• COVERED HOSPITALAS OF DELIVARY WITH
GIVING (JANA CREAM) SAMPLES FOR EACH
MUM FOR HER BABY
• FOCUSING ON NURSERIES TO INCREASE
AWARENESS FOR CHILD BY PREPARING GP
MEETINGs FOR NURSES
• AV ACTIONS IA ALL AM HOSPITALS FOR
AWARENESS
CAIRO GIZA AS BINSH MARKET

TARGET / YEAR for Alex & beheira

11,381,100
PRODUCT U/M M/U M/M
MYOCOOL CREAM 25000 21.75 543,750
FOLDEX CREAM 5000 48 240,000
MOIST 1 CREAM 1500 39.75 59,625
JANA CREAM 2500 14 35,000
ACTIDIOR GEL 520 90 46,800
OLIZONE CREAM 1550 15 23,250

948,425
SALES STRATIGY
• Q1 Q2 Q3 Q4

• 20% 30% 30% 20%

• GOALS
• Achieved 50% of total target

• 5,690,55
• By the end of Q2
Area Budget

4,000,000 le
if I have enough data I will set
RoI =PROFIT-INVESTMENT/INVEST >1

TARGET – INVESTMENT=Budget
PROCEDURES OF SALES STRATIGY
• OUR TARGETTING CUSTOMERS
• SKIN CARE CLINICS (Foldex , Moist 1 ,ActiDior)
• DERMATOLOGIST (Foldex , Moist 1 ,ActiDior
• SURGANTS (Olizone cream)
• PEDIATRICS &GYNA (JANA CREAM)
• ORTHOPEDICS (MYOCOOL)
• NURSERY (Jana cream)
MY TEAM
• Should be well trained with strong medical
back ground to prepare them to start selling
effectively with highly performance
• Rewards plan &compensation that will
motivate them to continue performing
• Performance & measurement procedures
should be quarterly KPIS , Weekly dashboard,
• So we can determine the weakness point on
each rep &work on it
Sales activities for my team
• Improve presentation skills between team

• Sales team should be equipped with resources


,skills, educational material to handle any
objection
• Closing techniques & commitment
FOR MARKET
• Attend hosting events for KOLS

• Social Media page for Q and A

• Round table discussion every Q for Drs


SWOT ANALYSIS

•Strengths
• Strong portfolio
• Available stocks in all distributors
• Well trained medical reps
• Highly manufacturing products
**

• Weakness
• Vacant area

• Un known company for some customers

• Products not available in all street


pharmacies
**

•Opportunities
• Out stock of a lot of multinational
products

• Huge market opportunities to introduce


our products
**

•Threats
• A lot of competitors in market

• Surface of Drs by multinational


companies
SALES PLAN
• Pre Launch
• Well trained medical rep
• Awareness for pharmacies
• Awareness of tele sales
&distributes managers
**

•Launch
• Message should be short ,specific to right
customer
• Making alive event with speakers to increase
awareness for customers
• Liquidation of pharmacies stocks by
increasing prescription rates
**

•Post launch
• Keeping our customer around without
losing communication
• Cross selling our products
*

•Finally sharing success


stories between one
team
********

THANKS

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