Gulf Management Meeting

May 28, 08
SSS Update
8 different ways we read the data

1. Expired goods returned from the pharmacies/customers will be

considered as sales return in the month in which the goods are returned.
2. In markets where the distributors have their own pharmacies, all sales
return from their own pharmacies to the distributor stock would be
considered as sales return.
3. Sales to institutions through local purchase orders should be considered
as institutional in-market sales and not as trade sales.
4. Where there is a price change in the product within the year, the actual
prices will considered to calculate the sales for the current year and not
the budget price.
5. In-market institutional sales would be recorded when the customers
receive the product and not when GSK would ship to the distributor.
6. Locally manufactured goods, like in Syria, will not be shown in the
cognos in-market sales line but would be reported separately.
7. One customer should not have more than one sector depending on the
product sold.
8. For the year 2009, the in-market trade and institution budget have
already been finalized and will not be changed.
Way Forward

Daily Tasks
– Annie to print a report on daily basis with the missing days for the current month and send an e-mail to Adeel so that Adeel makes
sure gaps are filled the second day.
– Annie to inform Adeel in case of bad files so that they will be checked and reloaded.
– New products should be created whenever there is a rejection
Weekly Tasks
– Imaginary customer would be updated by Annie on each Sunday and Tuesday of each week and loaded in Cognos.
– Imaginary customers to be sent on weekly basis to all markets and updated in the system accordingly. Annie has to remind the
markets in case the feedback was not received. The file to be sent should include the customer description and Code and markets
would only fill brick description, area description, Type and sector from the templates they have. This is to be sent every Monday, with
a reminder every Wednesday.
Monthly Tasks
Data Availability (By the 2nd of the month)
– All data to be available from distributors on 2nd of the following month. Adeel to make sure this is achieved.
– GSK Data to be available on the 2nd of the following months
– All Files to be loaded by the third of each month
Data Validation (Between 2nd and 4th of the month)
– A Query to be developed by Adeel for Annie, so that she can print transactions of sales stat and compare them to Rajiv’s report. This
is to be done on the 3rd of each month.
– The Trade report will be printed by Annie on the 3rd of each month and send to all markets for validation
– A separate report will be printed for institution along with the sales per customer so that Annie can send it to the markets for validation
– Market has to get back to Annie on the 4th of each month where adjustments have to be done (if any) and loaded in the 4th of the
month
Data Availability (By the 5th of the month)
– Annie to print the reports to Zafar, Tapas, Ghandi, Karim, Yeasser Khaial by the 5th
– Annie to save the reports on the shared directory for marketing and finance and others
– Annie to notify the markets that all data is validated and the month data is closed. So that they can
Other Tasks
IT to notify markets and all users in case of a downtime
 Data From Distributors

Jan Feb March April

Qatar Al-Baker 17th Feb 10th Mar 5th Apr 6th May
UAE Al-Baker AUH 11th Feb 11th Mar 6th Apr 10th May
UAE Al-Baker DXB 5th Feb 10th Mar 5th Apr 3rd May

For Both Qatar & AUH since they are not automated, we have an understanding that we'll be
receiving data twice a month but so far we are only receiving once at the end of each month

Bahrain Wael 4th Feb 4th Mar 6th Apr 8th May
UAE Gulf Drug 1st Feb 2nd Mar 1st Apr 1st May
Kuwait YIACO 1st Feb 1st Mar 1st Apr 1st May
Jordan Suleman Tannous 30th Jan 2nd Mar 30th Mar 30th Apr
Syria UniPharma 7th Feb 9th Mar 6th Apr 6th May
Kuwait Hajery 10th Feb 3rd Mar 5th Apr 3rd May
Oman Muscat Phm 5th Feb 5th Mar 2nd Apr 3rd May
UAE Ittehad 10th Feb 3rd Mar 8th Apr 3rd May
Lebanon Abela 12th Feb 9th Mar 3rd Apr 6th May
Iraq 6th Apr 6th Apr 6th Apr Manually given by Annie
GSK 11th Feb 10th Mar 8th Apr 10th May Manually given by Finance
Syria MDS 11th Feb 9th Mar 6th Apr 10th May
Yemen 18th Feb 7th Mar 7th Apr 9th May Manually given by Annie
SSS Update 08

May 26 09
Bahrain

Market report = £2,064,045

LPO = £31,928
Cognos Value = £2,035,864
Error in Old reports £800 (no value for Marevan £885)
Total Variance = £3,915
Accuracy of sales and Bonus = 99.81%
Kuwait

Market report = £4,650,804

LPO = £0
Cognos Value = £4,651,960
Total Variance = £3,054
Expiries are not included in Cognos £1,319
Accuracy of sales and Bonus = 99.95%
Qatar

Market report = £2,274,998

LPO = £0
Cognos Value = £2,273,936
Error in market report = £590
Total Variance = £472
Accuracy of sales and Bonus = 99.98%
Lebanon

Market Trade = £13,568,372

Market Institution = 413,995
Cognos Trade = £11,941,109
Cognos Institution = £1,066,553
LPO’s = £591,996
Price Difference = £913,456
Error in old report = £60,351
Variance = £898
Accuracy of sales and Bonus = 99.99%
Oman

Market report = £2,075,269

LPO = £52,172
Cognos Value = £2,081637
BTN = £12,072
Pentostam sales = £61,485 (Tender to a trade customer)
Total Variance = £2,438
Accuracy of sales and Bonus = %99.88
Jordan

Market report = £4,098,229

LPO = £259,983
Cognos Value = £3,833,849
Expired Goods withdrawn from pharmacies= £63,598
Error in old reports = £3,862
Total Variance = £49,230
Accuracy of sales and Bonus = %98.8
UAE

Market report = £20,864,995

LPO = £0
Cognos Value = £20,765,450
Total Variance = £21,517
Accuracy of sales and Bonus = %99.9
Dubai Police is under trade. Confirm if it should be institution
Number of varying products = 98
Highest £ of variance = £3,704 (Zantac)
PAL Update
Why is 2009 so different
Why would 2010 be even more different
PAL Incentive
Update
MR’s Incentive

For Reps (40 points)

Within the critical Objectives (25 points):
Achieve not less than 90% of PAL KPI’s including: (15 out of 25 points):
Doctor credits per day [10 points]
Pharmacy Credits per day [5 points]
Number of Doctor calls per day [10 points]
Number of Pharmacy Calls per Day [5 points]
Number of days in the field [15 points]
Complete reports [10 points]
Daily synchronization as 90% of the selling days [5 points]
AVA Achievement against monthly target [10 points]
Call Rate Coverage on A+ and A Contacts = 90% [20 points]
Call Rate Coverage on Full list = 80% [10 points]
– 99% - 100%: 15 points
– 96% - 98%: 10 points
– 90% – 95%: 5 points
– Less than 90%: 0 points
Main focus would be around one point of the above the FLSM will choose for the rep
(10 out of 25 points)
– 10 points are either achieved or lost
MR’s Incentive

Within the behavioural Objectives (15 points):

Territory Management: Own Territory Business
Contact Coverage rate on A+ and A Contacts quarterly is 100% [100
points Quarterly]
Contact Coverage rate on full list quarterly is 90% [50 points
quarterly]
Achieve AVA target by year end [200 points]
If By end of Year, my Average Time spent in the filed is >90% as per
dashboard measures [200 points].
– 15 out of 15 points if 1000 achieved
– 10 out of 15 points if 800 or more achieved
– 5 out of 15 points if 600 or more achieved.
– 0 out of 15 points if less than 600 achieved
FLSM’s Incentive

For FLSM (40 points):

Within the critical Objectives (25 points):
Reps to achieve at least 90% of the PAL KPI’: (15 out of 25
points)
Reps to achieved the specific objective (10 out of 25 points)
– If all reps achieved: 25 points (15 + 10)
– If 80% of the reps achieved: 17 points (10+7)
– If 60% of the reps achieved: 10 points (5+5)
– If Less than 60% of the reps achieved: 0 points
FLSM’s Incentive

Within the behavioural Objectives (15 points):

Engaging and developing others (10 points out of 15)
Developing people and Continuous Improvement (5 points out of 15)
Coaching Objective
– 10 coaching visits per rep between Filed visits and AVA’s with a
minimum of 6 filed coaching visits per year
– Full day coaching visits has not less than 8 calls accompanied
– Source of data is PAL
15 points out of 15 if 10 coaching visits per rep achieved for all
reps
10 points out of 15 if 10 coaching visits achieved for 80% of the
reps
5 points out of 15 if 10 coaching visits achieved for 60% of the
reps
0 points out of 15 if 10 coaching visits achieved for less than
60% of the reps