Performance Analysis of TM

Territory Name: Lalmonirhat A

 Individual Market performance- May’ 2023

Market Name Target Amount Cumulative Net Sale Deficit Value Ach.(%)

Kaligonj Lal A 10.66 lac 11.96 + 1.30 112.19%

Lalmonirhat A 19.29 lac 17.58 1.71 91.11 %

Hatibandha A 7.50 lac 6.96 0.53 92.89 %

Patgram A 10.11 lac 8.51 1.59 84.19 %
Territory 47.57 lac 45.03 lac 2.55 lac 94.65 %

** Please mention bottom 02 market data at the highlighted row

Top 25 products performance analysis
Sl no. Product name Unit target Unit sale Unit Ach.(%)
Ambrox Syp 100ml T 2084 1908 91.55%
01
Asynta Max Susp 200ml 402 365 90.80%
02
Avaspray N-Spray 290 227 78.28%
03 120sprays
Cef-3 200 Cap 14's 458 467 101.97%
04
Cef-3 DS Cap 14's 162 93 57.41%
05
Cef-3 PFS 30ml 599 682 113.86%
06
Cef-3 PFS 50ml 637 738 115.86%
07
Cefotil 500 Tab 12's 71 40 56.34%
08
Cefotil Plus 250 Tab 12's 678 601 88.64%
09
Cefotil Plus 500 Tab 12's 259 208 80.31%
10
Ceftron 1g IV Inj 454 484 106.61%
11
Ceftron 2g IV Inj 211 212 100.47%
12
Top 25 products performance analysis
Sl no. Product name Unit target Unit sale Unit Ach.(%)
Entacyd Plus Tab 200's 270 154 57.04%
13
Filwel Gold Tab 30's 497 430 86.52%
14
Filwel Silver Tab 30's 217 211 97.24%
15
Flexi Tab 100's 280 248 88.57%
16
Folita 5 Tab 30's 246 236.333 96.07%
17
Mirakof Syp 100ml 519 520 100.19%
18
Norvis Tab 50's 179 158 88.27%
19
Ocof Syp 100ml 806 686 85.11%
20
Tory 120 Tab 30's 338 245 72.49%
21
Tory 90 Tab 30's 379 382 100.79%
22
Tusca Plus Syp 100ml 1996 1136 56.91%
23
Volinac Gel 50g 1360 1557 114.49%
24
Zif CI Cap 60's 408 341 83.58%
25
 Causes of poor performance and measures taken
Bottom 01: Cause:
1. Lost market leadership.
Hatibandha A 2. Smpo generating less than 30 Rx per day
3. Campaign doctor committed daily Rx not ensured
4. Smpo less aggressive, don’t have carrier commitment.
5. Deficit regarding personal relationship with doctor.
Taken Measure:
1. Ensure regain leadership within half month share of June’ 23.
2. Gave motivation for future carrier, show him pathway to success.
3. Gave him guidelines & now he is generating more than 30 Rx per day also committed Rx of campaign doctor.
4. Showed him way to increase personal relation with doctors & nurses.
Cause :
Bottom 02: 1. Less share from donation & campaign doctor.
Patgram A 2. Lost market leadership.
3. 1st QTR donation not recirved of 02 potential doctor.
4. Campaign doctor committed daily Rx not ensured
Taken Measure:
1. Ensured spot taken & committed share from donation & campaign doctor.
2. Ensure regain leadership within half month share of June’ 23
3. Talked with management to ensure 1st QTR donation of mentioned doctor .
Action plan for further development

Bottom 01: Hatibandha A

@ Make colleague knowledgeable by regular training and Exam

@ Regular monitoring of top 25 doctor, party & products.
@ Daily monitoring of required Rx from campaign & donation doctor.
@ Ensure Rx from indoor & discharge
@ Motivate colleague for higher carrier pathyway.
Bottom 02: Patgram A
@ Ensure all promotional items, sample, gifts must go to doctors front only.
@ Arrange CME & PCEP
@ Ensure 90% party coverage within 20/06/23
@ Ensure spot taken from high transaction doctor.
@ Motivate colleague to be more involved in market rather than run after donation.
Monitoring information of TM

Visit in bottom market

Market Name Market 01 Market 02
Observation Smpo less aggressive. Don’t have Smpo slow movement. Runs after
carrier commitment donation only.

Physical Stock Check status

Market Name Market 01 Hatibandha Market 02 Patgram A Market 03 Lalmonirhat A
Findings 07cc sample short , 03cc 03cc sample short , 03cc 02cc sample short , 01cc
sample extra found. sample extra found. sample extra found.

Product discussion session outcome

Product discussed Product 01 Product 02 Product 03
Result of Exam 28 out of 30 marks
Monitoring information of TM

Consignment check status

Market name Market 01 Lalmonirhat A Market 02 Hatibandha A
Findings Regular business found Regular business found

Outcome of Campaign doctors

Invested/Campaign Commitment Provided share in Justification (if any)
doctor name last month
Dr. Tapon Kumar roy 17% 12.O2% 1st QTR donation not recieved
Dr. Abdur razzak rubel 16% 55.62%
Dr. P. K. Das 20% 0.00% Smpo couldn’t document share.
Business opportunity find out by TM:

@ Chamtarhat FWC, Hatibandha market, not visited by all SBU.

Dr. Sokhina begum , FWV practice there. Scope of zif a, norvis,
asynta max, cefotil plus, folita prescription.
Thanks