ASM:Mr Tamajit

Chakraborty
HQ:Barrackpore
Monthly Business Review : June
2014

Highlights
:
Month
ACHIEVEMENTS
CONCERNS
Barrackpore H.Q. done 121% &
24% growth.

Major concern is Berhampore H.Q.

76%

Nonmoving products like

Dejac30,Ezanic,Folifast,Lashisma,
Momesone start moving in
Barrackpore H.Q.

Lomela & Morr are degrowing.

In Burdwan H.Q. non moving

products like Ezanic 20%,Tebina
cr.,Momesone start moving.

In Burdwan & Berhampore Pillar

barands are major concern.In
Berhampore Zeethrom is concern.

Itaspor(163%),Tonenglo(65%),Tebi Stockiest & chemist coverage in

na(31%),Lashisma(382%),Tretiva( Berhampore H.Q.
31%) brands are showing growth. Stockiest problem in Barrackpore.
Barrackpore H.Q. achieved 104%
without Morr F5%.

Have to improve proper Dr. follow

up in Berhampore 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

CRM
CME

Competitor 1 Competitor 2 Competitor 3

Ranbaxy
Katakinabalu
Pulson
tour in 12 th.
Budhapest tour
Cosme Dr.
June for Sotret.
in augast
Nationaltour.
MSD for Elocon
Ipca for
every month Abot for Folihair
Acutrate

Conference
participation in Zone

Glenmark

Gifts

Sun car kid.

Books
Brand Campaign
(Theme/new indication/etc)

Ipca Acutrate
bag kit

Brand Launch
Capture major initiatives being taken by our competitors

H&H for PGT

Glenmark 5000
Ajanta idbi gift
gift card for
card
hair4u&Episoft

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 Gr%

(Rs.) (Rs.) (%) (Rs.) (%) Qtr. Qtr. Qtr. Qtr. (Rs.)
(Rs.) (%) (Rs.) (%)
Partha
P.Pal
3.44 4.17 121 4.17 24
7.20
8.17
114 4.09 24
Buddhadev

4.07

3.11

76

3.11

-9

8.50

6.55

77

3.28

-9

Biswajit

3.76

3.81

101 3.81

-9

7.85

6.97

89

3.49

-9

98

23.56

21.70

92

3.62

FSO 4
FSETOTAL

11.26 11.08

3.62

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

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

3.78

2.64

70

0.88 -32

7.90

5.98

76

0.99

-32

Tretiva

1.58

1.58

100

.53

31

3.30

3.13

95

0.52

31

Morr ( with
F3%)

1.14

0.67

59

0.22 -26

2.39

1.73

72

0.29

-26

Itaspor

0.31

0.66

215 0.22 163

0.64

1.20

187

.20

163

PILLAR TOTAL

6.81

5.55 81.50 1.85

14.23

12.04

85

VB 7 Hair

0.40

0.65

161 0.22

0.85

0.995

117 0.17

VB 7 Forte

0.23

0.23

100 0.08 -19

0.48

0.38

78

0.06

-19

Tonenglo

0.25

0.40

160 0.13 65

0.53

0.72

136 0.12

65

Tebina

0.38

0.36

95

0.79

0.66

83

31

GROWTH TOTAL

1.26

1.64

130 0.55

2.65

2.755

0.15

0.09

64

0.30

Ezanic
Lashisma

0.028 0.028

0.12 31

0.03 -12
0.00
100
9 382

0.056

0.11

104 .462
0.03
0.22
73
7
-12
0.01
All
value
in
0.082 147 Rs.
3 Lacs
382

Brand Performance:
Barrackpore

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

0.92

0.76

83

0.76 -18

1.92

1.82

94

.91

-18

Tretiva

0.79

0.78

99

0.78 29

1.65

1.78

108 0.89

29

Morr ( with
F3%)

0.49

0.22

45

0.22 -55

1.04

0.55

53

0.27

-55

Itaspor

0.17

0.46

252 0.46 184

0.35

0.89

255 0.45

184

PILLAR TOTAL

2.37

2.22

94

4.96

5.04

102 2.52

VB 7 Hair

0.16

0.22

140 0.22

0.34

0.39

118 0.20

VB 7 Forte

.08

0.075

92

0.07 -8

0.17

0.11

66

-8

Tonenglo

0.09

0.26

273 0.26 121

0.20

0.43

216 0.22

121

Tebina

0.13

0.14

109 0.14 83

0.26

0.27

103 0.14

83

GROWTH TOTAL

0.46

0.695 151 .695

0.97

1.2

124

0.6

Ezanic

0.03

0.008

.008

0.069

0.032

47

.016

Lashisma

.009

0.028 300 0.02

0.018

0.056

300 .028

0.57

0.57

Morr F 5%

23

2.22

0.57

0.06

All value in Rs. Lacs

0.57

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

1.36

0.85

63

0.85 -43

2.83

1.49

53

0.75

-43

Tretiva

0.39

0.27

68

0.27 24

0.81

0.54

67

0.27

24

Morr ( with
F3%)

0.35

0.31

89

0.31 33

0.73

0.85

117 0.43

33

Itaspor

0.07

0.18

243 0.18 1877

0.15

0.23

147 0.11

93

PILLAR TOTAL

2.17

1.61

74

4.52

3.11

69

VB 7 Hair

0.09

0.10

116 0.10

0.19

0.19

100 0.09

VB 7 Forte

0.08

0.12

149 0.12

-1

0.17

0.22

127 0.11

-1

Tonenglo

0.056 0.048

86

.048 -17

0.12

0.08

68

0.04

-17

Tebina

0.11

127 0.14 144

0.23

0.21

90

0.10

144

GROWTH TOTAL 0.336 0.408 121.4 .408

0.71

0.70

99

0.35

Ezanic

0.08

0.082

0.17

0.172

101 0.08

Lashisma

0.009

0.018

0.017

92

.008

0.27

0.27

0.27

0.27

Morr F 5%

0.14

1.61

102 .082 -22

1.55

-22

All value in Rs. Lacs

Brand Performance:
Burdwan

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

1.49

1.03

69

1.03 -33

3.13

2.67

85

1.33

-33

Tretiva

0.40

0.53

133 0.53 39

0.84

0.80

96

0.40

39

Morr ( with
F3%)

0.30

0.14

47

0.14 -31

0.63

0.34

54

0.17

-31

Itaspor

0.07

0.02

37

0.02 -35

0.14

0.09

61

0.04

-35

PILLAR TOTAL

2.26

1.72

76

1.72

4.74

3.90

82

1.95

VB 7 Hair

0.16

0.33

207 0.33

0.33

0.41

124 0.21

VB 7 Forte

0.067

0.03

42

0.03 -62

0.14

0.05

34

.023

-62

Tonenglo

0.10

0.097

95

.097 44

0.21

0.21

99

0.11

44

Tebina

0.14

0.08

57

0.08 -32

0.296

0.18

61

0.09

-32

0.976

0.85

87

.425

GROWTH TOTAL 0.467 0.537

115 .537

Ezanic

0.03

0.002

.002

0.063

0.019

29

.009

Lashisma

0.009

0.018

0.009

50

.004

-45

0.84

0.84

0.84

0.84

Morr F 5%

All value in Rs. Lacs

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
86

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

Aug14

98

Sales Value
(Lacs)

0.74

% to Sales

6.96 0

Sales Value
(Lacs)

% to Sales

Sales Value
(Lacs)

0.27 0.155

% to Sales

2.54 1.397

0.01 0.13

% to Sales

0.094 1.17

Sales Value
(Lacs)

1.01 0.15

% to Sales

9.51 1.35

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

Partha
Buddha
Biswajit
FSO 4
FSE

Apr

May

Jun

Jul

Aug

Sep

Cum

9.68

10.48

8.23
8.86

8.80
9.49

8.32

9.55

Dr. Coverage %

Apr
64
84
93.6

May
98.4
91.2
95.2

Jun

Jul

Aug

Sep

Cum

38

42.4

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

Jul

Aug

Sep

73

19

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
1+4+1
31
19.5 9.49 5.38
95.2
2
6
3
03
+5.5
an

Berha
mpore
Barrac
kpore
FSO 4

31

20

31

23 10.48

8.80

3.25

1+4+1
+5

91.2

11

06

4.61

1+4+3

98.4

16

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

New Customer Creation:

Zone
ROI (Rs Lacs)

Sl
1
2
3
4
5
6

Speci Place
ality HQ
S.K.Sadhu der Bwn
B.N.Monda
Gp. Bwn
l
B.Biswas Ped. Bwn
Sukhendu
Ped Bkp
Biswas
Sougata
Der Bkp
Biswas
B.K.Biswas Gp. Bkp
Name

7 D.K.Sarma Gp.
Rajendra
8
prasad
Gp
Sarma
9 S.K.mitra Gp
Sanchita
10
Gyn
Tribedi
11

Apr

May

Jun

Jul

Aug

Sep

.02
.01
.01
.04
0.01
0.01

Bkp

0.01

Ber

0.005

Ber

0.01

Ber
0.005
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

Plan

Actual

May 14

20

11

30

30

May14

12

18

30

30

May 14

09

21

12

30

30

30

16

59

32

90

90

May 14

All figures in Numbers

Sales Plan: Month and YTD

Name
FSE HQ
Barrackp
ore

THIS MONTH
TGT

SALE

% Ach

12.21

12.51

102.45

YTD with this month Sales

GR%

TGT
35.76

SALES % ACH
34.22

96%

GR%

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
1

Executed
1

0
1

MoM for Next Review

Concern

2
3
4

5
6
7

Action
Timelines
Follow up ROI,New 0
Burdwan should
billing Dr.
achieve 100%
June end
conversion,Morr F rx.
qtly
increase
Barrackpore
Camp. RCPA,GP,CP
other brand 0.64
June
followup.
to 0.75
Growth brand
Add new Rx. To 1 to
June
ypm 0.55 to 0.75 9k dr.
15 days mail,weekly
June tgt 12.51
stockiest follow up,
June
with Morr F 1 lac aggressive demand
for Morr F
Barrackpore
Select prev. Rx Dr.
Morr 22,000 to and Demand &
June
35,000
followup FSO
Barrackpore
piller br.2.22 to Proper ROI
June
2.50
Berhampore
Follow up ROI & GP
lomela & morr
June
Rx. Increase.

Incharge Status
FSE,RSM

FSE/RSM
FSE/RSM
FSE/RSM

FSE/RSM
FSE/RSM
FSE/RSM