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RCPA
Prescription Audit

 Identify Target Customers

 Assess Customer Potential
 Prepare & Update Prospect List
and Core Doctors List

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 RCPA provides
Customer Knowledge

 Prescription Preferences

 Prescription Share

 Prescription Potential

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 Doctors for Products
Select the right doctors for
each key product

Products for Doctors

Select the right products

for each Prospect List doctor

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 RCPA facilitates
Effective Product Promotion

 Detail the right product

 Sample the right product

 Give the right inputs

 Demand support for the right products

 Validate the support through RCPA

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 RCPA - The Right Method

 Choose right chemist for the doctor

 Visit chemist before meeting every doctor
 Choose the right time
 Identify the right sales person ( always
address by name )
 Build relations ( POB & New product
availability )

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 Products for RCPA

 Select your products for RCPA

Restrict to only 2 products at a time

 Select the competitive products

Restrict to 3 products

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Always Ask open-ended questions
 Which Doctor’s prescriptions you are getting regularly?
 Which Cefixime brands are selling on the counter?
 How much each Cefixime is selling in Boxes / Strips per week?
 Who are the three major prescribers of Cefixime Brands?
 How much these major prescribers contribute to the sale?
 How much Aldactone is selling on that counter?
 Who are the major prescribers of Aldactone?
 How much these major prescribers contribute to sale?
 What is the stock level of Aldactone and Competitor’s brand?
 If information is not forthcoming, give positive alternatives

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Always Ask open-ended questions
 Which Doctor’s prescriptions you are getting
regularly?
 Which Cefixime brands are selling on the counter?
 How much each Cefixime is selling in Boxes / Strips
per week?
 Who are the three major prescribers of Cefixime
Brands? How much these major prescribers
contribute to the sale?
 How much Nufex beta is selling on that counter?
 Who are the major prescribers of Nufex beta? How
much these major prescribers contribute to sale?
 What is the stock level of Nufex beta and Competitor’s
brand?
 If information is not forthcoming, give positive
alternatives
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Always note down in writing

 The retail salesman - more responsible

 The information - more dependable

 Tabulate the data

 Have documented data for analysis

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 Data to Information

 Select doctors for products

 Select products for doctors
 Revalidate the data again and
again
 Change your selection where
necessary
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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

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Sharpen your RCPA skills

 The accuracy increases with

improved skill

 More the data,

better the information

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RCPA without Detailing

is Sterile

Detailing without RCPA

is Blind
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