WORK CYCLE
1. REGULAR AND COMPLETE COVERAGE OF DOCTORS LISTED IN THE MASTERLIST
All potential and influential doctors are identified in the master list for regular coverage.
Master list fulfillment should be at least 95%. To start in the 2 nd month upon hiring as probationary MSR.
IDEAL MASTER LIST SUMMARY FOR MERKCHEM PRODUCTS
IM OB OTHERS
4X 30 20 10
2X 15 10 5
TOTAL 45 30 15 90
2. CREATION OF DEMAND THRU PROMOTIONAL ACTIVITIES
Each call is pre planned with specific objective plan of action.
Samples tools etc. are utilized according to schedule promotional program.
Verbalized selling presentation is implemented.
3. COORDINATION WITH SENIOR MSR.
Updating of accounts.
Accomplishment coordination report signed by both senior and new MSR.
4. ADMINISTRATIVE REPORT
Submission of reports
(daily txt am/pm; weekly or in every two weeks-expense report; monthly itinerary, inventory, development market penetration.)
5. CALL ITSELF
Displays good rapport and high credibility to MD selection listed in master list.
Maintain proficiency on the following selling scales.
- Discussion and selling outline
- Pre call analysis
a. Sets an objective before every call.
b. Knows the profile of the MD.
c. Knows what transpired last visit
Able to verbalized the attention phase.
Emphasized the main idea
Presents patients benefits supported by features or fact then listened and observe MD’s reaction.
Present correct information- able to handle comments and objections.
Uses sales detailing aid, literatures or any service items.
Knows how to bridge one product to another
Uses trial close.
Post -call analysis
- Significant information on the call
- Each call is analyzed based on the objective whether this was achieved or not.
DAILY FIELD WORKING SYSTEM
SOUTH AREA:
NO.OF
HOSPITAL NO. OF MD'S
LAGUNA AREA (BASE ON IT) (BASE ON ML) PHARMACIST PURCHASER AM PM
MONDAY 2 11 2 2 FCH GCBH
TUESDAY 3 12 3 3 GCNH PAMANA/GCNH
WEDNESDAY 2 10 2 2 FCH GCNH
THURSDAY 3 11 3 3 QUALIMED BLIBAGO/NEW SINAI
FRIDAY 3 12 3 3 BDH/SPDH WESTGATE/ SPH (2X)
PALAMUN AREA
MONDAY 3 10 3 3 MUG/AMC SOUTH CITY
TUESDAY 3 12 3 3 TPMC PROTACIO/MCP
WEDNESDAY 3 12 3 3 CTK POPE JOHN/E-ZARATE
THURSDAY 3 9 3 3 OSPAR/HS RECUENCO
FRIDAY 3 11 3 3 TPMC PROTACIO/MCP
CAVITE AREA
MONDAY 3 11 3 3 DCMC ST.M/MDH
TUESDAY 3 12 2 3 GDH GMH/GDSTH
WEDNESDAY 2 11 2 2 BINACAYAN IMCDH
THURSDAY 2 9 2 2 SPH SDH
FRIDAY 2 10 2 2 POBLETE NDH
QC/RIZAL AREA:
NO OF HOSP. NO. OF MD'S
RIZAL AREA (BASE ON IT) (BASE ON ML) PHARMACIST PURCHASER AM PM
MONDAY 3 12 3 3 HVILLE ST. MATT/SAN MATEO
TUESDAY 3 12 3 3 ST. MATT ST.ANTHONY/ST. JOSEPH
WEDNESDAY 2 10 2 2 CARMEL ANTIPOLO MED
THURSDAY 2 11 2 2 PASIG DOCS ORTIGAS HOSP.
FRIDAY 3 10 3 3 TDH THE/SALVE
QC AREA
MONDAY 3 9 3 3 CMCH VMMC/FAIRVIEW GEN.
TUESDAY 3 11 3 3 DIVINE HEART HOPE/NOVA GEN.
WEDNESDAY 2 12 2 2 METRO NRTH PACIFIC GLBL
THURSDAY 3 12 3 3 PROVIDENCE UDMC/CAPITOL
FRIDAY 2 11 2 2 FE DELMUNDO DE LOS SANTOS
NORTH AREA:
BULACAN & NO. OF HOSP. NO. OF MD'S
NUEVA AREA (BASE ON IT) (BASE ON ML) PHARMACIST PURCHASER AM PM
MONDAY 3 11 3 3 LOURDS ST. MICHAEL/NAZARENO
TUESDAY 2 10 2 2 LA CONSOLACION OUR LADY OF MERCY
WEDNESDAY 3 10 3 3 ST.PAUL YANGAS/UNITED
THURSDAY 3 10 3 3 CAIROS SKYLINE/PERALTA
FRIDAY 3 12 3 3 STA. CLARA MRY MT. /LOURDS
2X NUEVA ECIJA MEDICS
GAPAN /SAN ANTONIO
CABANTUAN
6. DCR ACCOMPLISHMENT, INDICATING MD’S NAME SPECILATY FRENQUENCY OF VISIT .
Prepared and submitted on due date
7. FILING SYSTEM
All records and filing system are orderly maintain, designed for appropriate planning.
8. PRE – CALL PLANNING
Consistent planning following the step on the night before the coverage(prepration for the coverage,Itinerary,tools, Plan of
action implementation
Each call must have an objective using the smart principle
ACTUAL SALE (JAN -DEC 2020) SALES FORECAST
YR. 2021 YR . 2022 YR. 2023
QTY AMOUNT
PRODUCTS PRICE (JAN-DEC 2020) (JAN-DEC 2020) QTY AMOUNT GRWT QTY AMOUNT GRWT QTY AMOUNT GRWT
AVEGNIR 680.00 1636 1,112,400.00 6000 4,080,000.00 27% 7500 5,100,000.00 9% 9000 6,120,000.00 9%
CENTRIX 678.00 1387 940,386.00 6000 4,068,000.00 23% 7500 5,000,085.00 8% 9000 6,102,000.00 8%
CEFNAT 375.00 880 330,000.00 4500 1,687,500.00 19% 5400 2,025,000.00 8% 6000 2,250,000.00 9%
VEGRON 700.00 1156 809,200.00 3000 2,100,000.00 38% 3600 2,520,000.00 8% 4200 2,940,000.00 8%
SPAMEX 89.00 9560 805,840.00 15000 1,335,000.00 60% 16500 1,468,500.00 9% 17100 1,521,900.00 9%
NERVIT 10.50 74 777.00 1500 15,750.00 49% 2400 25,200.00 6% 3000 31,500.00 8%
4,774,906.00 13,286,250.00 35% 16,138,785.00 8% 18,965,400.00 9%
Total forecast sales-quantity for the year will be distributed per area.
Forecasting should always be base on the quantity target per month so the target
setting is highly feasible.
Q1 PROPOSED BUDGET FOR MARKETING TOOLS /ACTIVITIES
I. TACTICAL FUNDS:
Rx Pads; B-day gifts; snacks/food sponsorship – P15,000.00
(P1,000/area/month. January – March)
II. VIP SAMPLING: Stock size (3 vials /amp/1box Nervit) month of February.
CENTREX 30 vials 20,340
CEFNAT 30 vials 11,250
VEGRON 30 vials 21,000
AVEGNIR 30 vials 20,400
SPAMEX 30 amp 2,670
NERVIT 30 boxes 31,500
III. PROMATERIALS: Desk Calendar for top 10 MD’s (strong prescriber) – P5,000.00
Month of January (50 desk calendar)
IV. DETAILING AID: Month of January -March
1 detailing aid for Centrix & Cefnat 10pcs
1 detailing aid for Avegnir & Vegron 10pcs price ?
1 detailing aid for Nervit 10pcs
1 detailing aid for Spamex 10pcs
Q2 PROPOSED BUDGET FOR MARKETING TOOLS /ACTIVITIES
V. PRODUCT PRESENTATION: 2 hospitals/Area for the month of April & May
15-20 persons – P200/head (4,000 persons) - P80,000.00
VI. VIP SAMPLING: Stock size (3vials/amps/1box Nervit) month of April & June
CENTREX 60 vials 40,680
CEFNAT 60 vials 22,500
VEGRON 60 vials 42,000
AVEGNIR 60 vials 40,800
SPAMEX 60 amp 5,340
NERVIT 60 boxes 63,000
VII. DETAILING AID (non-leave behind)
1 detailing aid for Centrix & Cefnat 10pcs
1 detailing aid for Avegnir & Vegron 10pcs price?
1 detailing aid for Nervit 10pcs
1 detailing aid for Spamex 10pcs
VIII. TACTICAL FUNDS: Month of April -June – P15,000.00
GIVEN DISCOUNTS/REBATES/DEALS (maximum of 30%)
2+1 deals = 33%
3+1 deals = 25%
5+1 deals = 16%
10+1 deals = 9%
NOTE : 1+1 deals or 50% discounts or rebates – case to case basis only, ex. Bulk orders..
