PRODUCT

ALKES

OBAT

LCD

MESIN PACKAGING EX 3M 700A

TENDER
SALESFORECAST

NO PRODUCT PRICE SALESF

Q1
JAN FEB MAR
UNIT
1 ALKES

2 OBAT

3 LCD EX 3M
JUAL
SEWA

4 MESIN PACKAGING EX 3M 700A

JUAL
SEWA

5 TENDER
 SALESFORECAST
Q1 Q2 S1
APR MEI JUN
VALUE UNIT VALUE UNIT VALUE
PEOPLE DEPLOYMENT

MR ADMIN
AREA SM 2007 STATUS

JAKARTA-1 1 1 1 KARYAWAN

JAKARTA-2 1 FREELANCE

SERANG 1 FREELANCE

TOTAL 1 3 1
ORGANISASI S1 2007

NO POSISI PLAN 2007

1 NSM 1
2 MR 2
3 ADMIN 1
4 FREELANCE 2
6
PRICELIST

PRODUCT PACKAGING HNA HNA+PPN DISC

ALKES

OBAT

LCD

MESIN PACKAGING EX 3M 700A

TENDER
FF COST (6 MONTHS)

No Position Area Basic Incentive Pulsa/Adm SewaBensin+Parkir UM Med ReimMedrem kelPer Bln Per 6 Bln
1 NSM x000 5,500 10,000 150 3,500 800 330 100 80 20,460 122,760
2 MR-1 Jakarta x000 1,200 1,000 0 300 300 150 50 42 2,950 17,700
3 MR-2 Jakarta x000 1,000 1,000 0 300 300 150 50 42 2,750 16,500
4 Admin Jakarta x000 800 0 0 0 300 150 50 0 0 0
5 FL Jakarta x000 0 1,000 0 0 300 0 0 0 1,300 7,800
6 FL Jakarta x000 0 1,000 0 0 300 0 0 0 1,300 7,800

Total/Bln 8,500 14,000 150 4,100 2,300 780 250 164 28,760 172,560
 PRICING POLICY
FACTORY PRICE
SEGMENT CLASS COG DISC MARGIN

REGULER OBAT 70% 10% 20%

ALKES 50% 10% 40%

TENDER OBAT 70% 10% 20%

ALKES 50% 10% 40%

DAFTAR HARGA PRODUK NATURICA

Oct-05
KODE PRODUCT KOMPOSISI KEMASAN HNA
BOX @
IK 0044 DFM L-carnitine 30 mg, Fucus 10 mg, 60 caps 150,000
Ektr.Dandelion root 25 mg, vit B6 15 mg
choline bitartrate 250 mg, inositol 150 mg
IK 0041 ARTRO 12
Glucosamine HCl 250 mg, Mg 5 mg, caps 24,000
Chondroitin sulfate 200 mg, Mn 50mcg,
Vitamin C 25 mg, Zinc 2.5 mg
IK 0045 CELERY Extr. Celery seed 2500 mg 60 tabs 120,000
IK 0034 NATURICA SC Pure Sharkcart. 750 mg 60 caps 160,000
IT 0042 GINKGOFORCE Ektr. Ginkgobiloba 50 mg 60 caps 150,000
IK 0037 GARLIC Ekstr. Garlic 100 mg 120 tabs 100,000
IK 0048 ARTROPLUS 36 caplet
Glucosamine HCl 500 mg, Mg 5 mg, 140,000
Chondroitin sulfate 400 mg, Mn 250mcg
Vitamin C 50 mg, Zinc 2.5 mg, msm 350 mg
IT 0058 CARDIAVIT Vit B6 2 mg, folic acid 400 mcg, vit 40 tab
C 100 mg, 30,000
vit E 40 iu, Vit B12 100 mcg
IK 0047 CARNIPLUS 60 nicotinamide
L-carnitine 250 mg, metionine 25mg, caps 3 mg 140,000
Ektr.Dandelion root 25 mg, vit B6 15 mg
choline bitartrate 250 mg, inositol 150 mg
BUDGET ALLOCATION PHARMA DIVISION 2007 S-1

BULAN
No. Post Budget Ttl Budget Jan Feb Mar Apr Mei Jun S1

SALES REGULER 60,000 100,000 120,000 120,000 120,000 120,000 640,000

SALES TENDER 150000 150000 150000 150000 150000 150000 900,000
TOTAL SALES 210,000 250,000 270,000 270,000 270,000 270,000 1,540,000
1 SALARIES 23,700 7,900 7,900 7,900 7,900 7,900 7,900 47,400
2 INCENTIVES 39,000 13,000 13,000 13,000 13,000 13,000 13,000 78,000
3 MEDICAL REIMB. 750 250 250 250 250 250 250 1,500
4 MEALS 3,630 1,210 1,210 1,210 1,210 1,210 1,210 7,260
5 REPS UNIFORM 0 0 0 0 0 0 0 -
6 SELLING TOOLS 0 0 0 0 0 0 0 -
7 TRANSPORTATION 6,900 2,300 2,300 2,300 2,300 2,300 2,300 13,800
8 VEHICLE RENTS 12,300 4,100 4,100 4,100 4,100 4,100 4,100 24,600
9 VEHICLE REPAIR 0 0 0 0 0 0 0 -
10 OFFICE COST 0 -
Mailing 1,500 500 500 500 500 500 500 3,000
Telecomunication 3,000 1,000 1,000 1,000 1,000 1,000 1,000 6,000
Relocation 0 0 0 0 0 0 0 -
TOTAL FIX COST 90,780 30,260 30,260 30,260 30,260 30,260 30,260 181,560

1 SCIENTIFIC SUPP. 30,000 5,000 5,000 5,000 5,000 5,000 5,000 30,000
2 DISCOUNT (15%) 231,000 31,500 37,500 40,500 40,500 40,500 40,500 231,000
3 SEEDING TRIAL 0 0 0 0 0 0 0 -
4 INCENTIVES DIST. 0 0 0 0 0 0 0 -
5 TRADE BONUS 0 0 0 0 0 0 0 -
6 TRAINING 500 500 500
7 TRAVEL COST - -
Up. Country FF 0 0 0 0 0 0 0 -
Up. Country HO 0 0 0 0 0 0 0 -
8 OFFICE COST - -
Mailing 900 300 300 300 900
Office Suply (ATK) 4,000 4,000 4,000
9 ATL PROMOTION - -
Magazine/Newspaper 0 0 0 0 0 0 0 -
10 POST MATERIAL - -
Print 1,000 1000 0 0 0 0 0 1,000
Gimmicks 0 -
11 BTL PROMOTION -
Even Marketing 0 0 0 0 0 0 0 -
Sponsorship 0 0 0 0 0 0 0 -
Entertainment 1,200 200 200 200 200 200 200 1,200
Listing Fee 0 0 0 0 0 0 -
12 CONTIGENCY 6,000 1,000 1,000 1,000 1,000 1,000 1,000 6,000
VARIABLE COST 268,600 43,500 44,000 47,000 46,700 46,700 46,700 268,600

TOTAL BUDGET 359,380 73,760 74,260 77,260 76,960 76,960 76,960 450,160
RENCANA BUDGET TRAVELLING Q1 NSM

BULAN Q1 MINGGU-1 MINGGU-2 MINGGU-3 MINGGU-4

AREA TUJUAN BANDUNG
BUDGET
TRANSPORT
HOTEL
ENT.
OTHER
FIELD FORCE PHARMA DIVISION 2007

No Nama Med Rep Posisi Area DOJ Basic

1 BUDI CAHYONO MGR NASIONAL 2006

2 Vacant MR-1 JKT-1 2006 800,000

3 Vacant MR-2 JKT-2 2006 800,000

ADVERTISEMENT SCHEDULE PLAN 2006

NO PRODUK MAGAZINE/NEWS PPR TYPE ESTIMATE

Freq. Price Cost Periode
 NATURICA DIVISION

DIRECT SELLING BUDGET OF NATURICA DIV. 2006

(000,-) BULAN 3,809,450
No. Code Post Budget Ttl Budget Sub Bdgt Jan Feb Mar Apr Mei Jun TOTAL-S1 3,142,796.25
1 701.20.010.0 SALARIES 7,900 7,900 7,900 7,900 7,900 7,900 23,700 0.75
2 701.20.020.0 INCENTIVES 13,000 13,000 13,000 13,000 13,000 13,000 39,000 1.24
3 701.20.030.0 MEDICAL REIMB. 250 250 250 250 250 250 750 0.02
4 701.20.040.0 DIRECT SELL TOOLS 0 -
701.20.040.1 Reps.uniform 0 0 0 0 0 0 0 -
701.20.040.2 Selling Toolls 0 0 0 0 0 0 0 -
5 701.20.050.0 TRAVEL COST 0 -
701.20.050.1 Transportation 2,300 2,300 2,300 2,300 2,300 2,300 6,900 0.22
701.20.050.2 Vehicle Rent 4,100 4,100 4,100 4,100 4,100 4,100 12,300 0.39
701.20.050.3 Vehicle Repairs 0 0 0 0 0 0 0 -
701.20.050.4 Meals 1,210 1,210 1,210 1,210 1,210 1,210 3,630 0.12
701.20.050.5 Up Country 0 -
6 701.20.060.0 OFFICE COST 0 -
701.20.060.1 Mailing 50 50 50 50 50 50 150 0.00
701.20.060.2 Telecomunication 1,000 1,000 1,000 1,000 1,000 1,000 3,000 0.10
701.20.060.3 Relocation 0 0 0 0 0 0 0 -
7 701.20.070.1 FK 0 -
8 701.20.070.4 DISC./DPC 0 -
9 701.20.080.2 SEEDING TRIAL 0 -
10 701.20.080.3 INCENTIVES DIST. 0 -
11 701.20.080.3 TRADE BONUS 0 -
TOTAL 0 29,810 29,810 29,810 89,430 2.85

% HNA -
% HNA -

BA Confidential Page 13
 NATURICA DIVISION

PROMOTION & MARKETING BUDGET OF NATURICA DIV. 2004

Division Code : 701.
BUDGET BULAN
No. Code POST BUDGET
Ttl Budget Sub Bdgt Jan Feb Mar
1 ---.30.050.0 TRAVEL COST
---.30.050.7 Training -
---.30.050.5 Up. Country -
2 ---.30.060.0 OFFICE COST -
---.30.060.1 Mailing -
---.30.060.5 Office Suply (ATK) -
3 ---.30.200.0 ATL PROMOTION -
---.30.200.1 Magazine/Newspaper -
4 ---.30.210.0 POST MATERIAL -
---.30.210.1 Print -
---.30.210.2 Gimmicks -
5 ---.30.220.0 BTL PROMOTION -
---.30.220.1 Even Marketing -
---.30.220.2 Sponsorship -
---.30.220.3 Entertainment -
---.30.220.4 Listing Fee -
6 ---.30.230.0 BRAND EXPENSES -
---.30.230.1 Clinical trial study -
8 ---.30.300.0 CONTIGENCY
TOTAL -

TOTAL DS + PM - - 29,810 29,810 29,810 89,430

BA Confidential Page 14
 NATURICA DIVISION

BA Confidential Page 15
 NATURICA DIVISION

BA Confidential Page 16
 NATURICA DIVISION

1690 0.56
2028

BA Confidential Page 17
 NATURICA DIVISION

BA Confidential Page 18
PROMOTION MATERIAL 2007

NO BULAN BROSUR/GIMMICKS PRODUCT TOTAL (000)

1 JAN BROSUR
2000BH @ Rp. 500 2,000 1,000
MAP PLASTIK (@1500) 100 150
BALLPOINT

1,150
No Produk JAN FEB MAR TOTAL F
1 ALKES 0 #REF!
2 OBAT 0 #REF!
3 TENDER 0 #REF!
#REF!
Total value (Rp, +000)
#REF! #REF! #REF! #REF! #REF!
PRICING STRUCTURE

COGS DISC MARGIN

PROJ-SALES S1
% TTL SLS COGS
1 OBAT 68% 10% 22.0% 340,000 22.1% 231,200
2 ALKES 50% 15% 35.0% 300,000 19.5% 150,000
3 TENDER 70% 10% 20.0% 900,000 58.4% 630,000

0 1,540,000 100.0% 1,011,200

Rata2 COG/HNA = 65.7%

TOWS STRENGTHS:
ANALYSIS 1. Have focus & selected target indications &
doctors (Arthro range for Geriatry, Menopausal
care, Prostat indication)
2. Dedicated team for the range which has focuss

Naturica target doctors detailed

(Phyto Pharmaceutical Products) 3. Some selected products have been known by
doctors & users (Glucosamine etc)
OPPORTUNITIES: ACTION PLANS:
1. Increase awareness for medium - high SES S1,3 W1: Focus on selected target audience (Doctors by speciality) for eac
to have better quality of life by using herbal priced the products 70-80% of similar chemical base drugs
food supplement & drugs S1W2: Conduct selected "below the line" activites to reach targeted segmen
2. More Doctors are convinced to give Phyto program participation)
Products as alternatives drugs to patients S1W3: Develop "efficient" promo cycle of the products & invest more in prod
3. Flexibility on marketing of the products either potentials
by Ethical/OTC promotion S1T1: Select the "convinced doctor" as speaker to influence his/her piers
THREATS: S2T3: Train & give "attractive incentive" to retain good MR , be smart on spe
1. Limited clinical studies/scientific data to with "big companies" by not dirrectly compete "head to head"
support the efficacy of the products O1S1: Select & invest in big potential products & "have image/known" by dir
2. Reimbursement of medical policy in company have OTC promo (article, BTL activities, SPG & store display etc)
for these category is limited
3. More pharma company entering this segment
with heavy product promotion & advertisement
 WEAKNESSES:
1. Pricing: should be less than chemical base
products for the same indication
2. Cost to reach dirrectly to the users is more
expensive

3. Product investment required to build sales

& share of the products in A & P by launching
lots of new products in one year

dience (Doctors by speciality) for each product groups &

f similar chemical base drugs
e" activites to reach targeted segment (effective selection of

of the products & invest more in products with higher market

s speaker to influence his/her piers

" to retain good MR , be smart on spending & competing
ctly compete "head to head"
roducts & "have image/known" by dirrect customers to
ctivities, SPG & store display etc)
 PROFIT AND LOSS PHARMA 2007
SALES REGULER 640,000
SALES TENDER 900,000
TOTAL SALES 100% 1,540,000

COGS AVRG 65% 1,001,000

GROSS MARGIN 35% 539,000

OPERATIONAL EXPENSES
DIRECT SELLING 181,560
PROMOTION & MARK. 268,600
HOLDING 5% 50,050
INTEREST 2.5% 25,025

TOTAL OPERATIONAL EXP. 525,235

CONTRIBUTION 13,765
EVENT MARKETING 2006
"000
NO EVENT MARKETING MONTHS Activity PLACE VALUE

1 Exhibiton
2 Exhibiton
3 Exhibiton
4 RTD
8 RTD
9 RTD
10 RTD
11 RTD
12 RTD
13 RTD
14 RTD
0
DATA USER NATURICA BY AREA FEB 2003/4

AREA TOTAL FK NFK DISPENS.

JABOTABEKSER 60 8 27 25 TOTAL
PADANG 2 0 2 0
LAMPUNG 1 0 1 0
BANDUNG 9 0 8 1
CIREBON 1 0 1 0
SMRG 6 0 2 4
SOLO 1 1 0 0
YOGJA 6 0 1 5
SURABAYA 4 1 2 1
MALANG 3 0 1 2
MENADO 0 0 0 0
TOTAL 93 10 45 38

10.75% 48.39% 40.86%

USER CATEGORY NATURICA PRODUCT ( 2003)

48.39%
10.75%

40.86%

FK NFK DISPENS.

TREND USER NATURICA BY AREA 2004

AREA TOTAL FK NFK DISPENS.

JABOTABEKSER 100 10 30 60
PADANG 2 0 2 0
LAMPUNG 1 0 1 0
BANDUNG 30 6 10 14
CIREBON 10 2 5 3
SMRG 12 2 2 8
SOLO 10 2 4 4
YOGJA 15 3 4 8
SURABAYA 15 4 4 7
MALANG 10 3 3 4
MENADO 5 1 2 2
TOTAL 210 33 67 110
PERSENTASE 100% 15.71% 31.90% 52.38%

TREND USER 2004 BERDASARKAN MARKET SEGMENT

REG. 31.90%
FK 15.71% 2004
 REG. 31.90%
FK 15.71%

DISPENS. 52.38%

TREND USER 2004 BERDASARKAN MARKET SEGMENT

110 110
100
90
80
70 67
60
50
JUMLAH PERSON 45
40 33
30 38
20
10 10
0 Row 88
Column C
Column D Row 87
Column E
TAHUN
SEGMENT

TREND USER 2004 BERDASARKAN MARKET SEGMENT

FK NFK DISPENS.
2003 10 45 38
2004 33 67 110
 FK NFK DISPENS.
10.75% 48.39% 40.86%

FK REG. DISPENS.
15.7% 31.9% 52.4%
33 67 110
FK
NFK
DISPENS.
FK
NFK
DISPENS.
DAFTAR DOKTER YANG AKAN DIBERI SPONSORSHIP 2007

NO NAMA AREA VALUE

1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
18
19
20
21
22
23
24
25
26
27
0
RENCANA FK 2006

NO NAMA DR PRAKTEK AREA JUTA (RP)

1
2
3
4
5
6
7
8
9
10
11
12
13
14
15
16
17
19
21
22
23
24
25
26
27
29
30
31
32
33
34
35
36
37
38
39
40
41
42
43
44

TOTAL 0
FREKUENSI