TOUCH In pursuit of excellence

It has been observed that, a trained FSO/TBM/BE contributes

much better than that of an untrained person.

The Touch Training Program has started about three years back and seen lot of success in terms

of building FSO/TBM/BE’s capability.

Touch is an important Training Project that enables a newly

joined FSO/TBM/BE to understand these critical

aspects.

As newly joined FSO or TBM or BE is absolutely ignorant about Glenmark as an organization,

the organizational culture, therapy and brands.

SOP

Objective:

Touch Training Program is aimed to make the newly joined FSO/TBM/BEs capable on the following aspects

Must to know points about the brandsIn clinic communication and DetailingRetailingReporting through G-Force

Organization orientationVisionMissionValue

GlenmarkGracewell

Gracewell-SplG&G

MajestaIntegrace

RespiratoryRespicare

MilieusCritica

DermatologyGynecology

IndiaFormulation

Chronic

16 Divisions

HealtheonZoltan

Zoltan CareGlenmark CV

Acute

SynerG

Dermax

Day-1Venue Time Topic & objective Faculty

Hotel Ajanta(Juhu)

9:00am -10.00 am

Welcome & Introduction

HRBPAnthem & Corporate Movie

Leadership videos

10.00 am- 11.15am HR presentation- Policies & Career path HRBP

11:15am- 11.30am Tea break

11:30am – 1.00pm Joining Process HRBP

1.00 pm - 1.30 pm MIDAS /pharmacovigilance Medical Service Team

1-30pm - 2:30pm Lunch

2-30pm - 4-15 pm Online Reporting Training (G Force) G-Force Team

4:15pm - 4:30pm Tea break 4:30pm – 5.30 pm Online Reporting Training (G Force) G-Force Team5.30 pm- 6.00 pm E- Learning (Organisation snap shot) GCL team

Day-2

Venue Time Topic & Objective Faculty

Hotel Ajanta(Juhu)

9:00am -9:15am WELCOME participants and Introduction & Glenmark Anthem TM

9:15am -10:45am Grooming & Etiquettes TM

In clinic communication & Detailing

10.45 am-11:00am Tea break

11:00am - 1:30pm Power brand briefing TM

1-30pm - 2:15pm Lunch

2:15pm - 4:15pm Power brand briefing TM

4:15pm - 4:30pm Tea break

4:30pm - 6.00 pm Detailing practice ,Role-plays & feedback for the day TM

8.00pm - 10.00 pm Detailing practice & distribution of Ready Reckoner TM

Day-3Venue Time Topic & objective Faculty

Hotel Ajanta(Juhu)

9:00am -9:15am Glenmark Anthem TM

9:15am -10:45am Retailing TM

Roles & responsibilities

10.45am - 11:00am Tea break

11:00am - 1:30pm Briefing - Growth Drivers TM

1-30pm - 2:15pm Lunch

2:15pm - 4:15 pm Briefing - Growth Drivers TM

4:15pm - 4:30pm Tea break

4:30pm - 6:00pm Detailing practice & Role-plays/Audio detailing TM

8.00pm - 10.00 pm Detailing practice & Role-plays ( Focus on weak participant ) TM

Day-4

Venue Time Topic & objective Faculty

Hotel Ajanta(Juhu)

9:00am -9:15am Glenmark anthem TM

9:30am -10.45am CNSS TM

10.45am - 11:00am Tea break

11:30am - 1:30pm Left out growth drivers TM

1-30pm - 2:15pm Lunch

2:15pm - 3:30pm One minute detailing TM

3:30pm-4:15pm One minute detailing TM

4:15pm - 4:30pm Tea break

4:30pm – 6.00pm Video recording of detailing TM

8.00pm – 10.00pm Detailing practice TM

Day-5

Time Time Topic & objective Faculty

Hotel Ajanta (Juhu)

9:00am -9:30am Glenmark anthem and SPROUT Presentation TM

9:30am -10.00am Written Test TM

10.00am - 11:00am One to one Evaluation

11:00am - 11:15am Tea Break

11.15am-1.30 am One to one Evaluation TM

1-30pm - 2:15pm Lunch

2:15pm - 3:30pm One to one Evaluation TM

3.30pm-4.00pm Closing session TM

4:00pm - 4:15pm Tea break

4:15pm-4.45pm Feedback TM

4:45pm -5.15 pm Appointment letter distribution HRM

5.15pm - 5:30pm Ticket distribution TM

TOUCH In pursuit of excellence

Assign one HR personal as a exclusive point of interaction for all TOUCH related matters (Shazia Ansari)

Collate list of participants to attend TOUCH in the following week & forward the details to TOUCH team, Rita Fernando & Hotel Ajanta (In the past we could send

intimation on Monday now the list should be sent on Friday itself)Book Oxford Hall to conduct HR session & G-Force session on Monday (Rita will

block for the whole year as per the calendar)

Cancel the booking hall in case of cancellation of the TOUCH (RITA)

Arrange the vehicle to pick & drop of participants from Hotel Ajanta to Office to give the feeling of WOW . We have received this suggestion from the trainees.

(Not to be initiated)

Arrange for a booklet –synopsis of the HR presentation(HR team - will make the relevant deck available soon for Participants)

Arrange for a Memento for all participants attending TOUCH ( Writing pad , pen , tie , Plaque – Values , Mission & Vision of Glenmark ) in an attractive pouch .

PRE TOUCH Protocols

Intimate the line managers by mail to fill in the joining report for the new FSO .

Intimate the TOUCH team as and when changes are incorporated in the HR presentation slides

Start the session at 9.00 AM

Welcome the participants , Introduction , Anthem , Corporate film

HR Presentation

Mandatory form filling

Collate information for return tickets and forward to TOUCH team , AOs & Sales admin. ( Admin Department -Responsibility) (Sales Admin to complete)

Inform Hotel Ajanta for Food packets by 11.00 AM. (Participant list will be shared with Rita in advance)

Hand over session to Medical at 1.00 PM for MIDAS & Pharmaco – vigilance(Sales Trg team to inform/block the conductor in advance)

Lunch break at 1.30 PM

Inform the Sales Admin team to start G- Force session by 2.30 PM(Sales Trg team to inform/block the conductor in advance)

Inform the GCL team to conduct E -Learning session at 5.30 AM (Sales Trg team to inform/block the conductor in advance)

Day 1 : Protocols

Inform AO’s -return tickets to be booked for participants –post 9 pm only on Friday

Day 5:Protocols

In the case of a B & C grade performance at TOUCH( Mr Vinod Shetty will take call ) (Change in FSO offer letter to state that anyone who would score less than B grade in the training

program than his/her candidature might be cancelled.)

Participant will be sent to office to meet the Talent acquisition HR personal at 11.00 am on Friday . (Not to be initiated)

The HR personal will interact – with the participant , check the video on Product knowledge & detailing , go through the observation from trainer .

(Not to be initiated)

Interact with BH / DH / Cluster head regarding the participant performance(Not to be initiated)

Intimate the TOUCH trainer’s regarding the decision taken on the participant by mail (Not to be initiated)

Day 5 :Protocols

Distribute the appointment letters at Hotel Ajanta to the participants at 4 pm to 5pm

Avoid sending the retainers to distribute appointment letters .It was observed that retainers unable to explain queries and it becomes a mere formality and

importance is lost.

Distribute the return tickets to the participants on Friday (Admin) (Sales Admin)

HR personal - preferably formal attire during interaction with participants (Only Ties for Gentlemen)

Post TOUCHProtocols

Follow up on B & C grade performers - direct interaction with FSO and concerned DSM (Suggest RTE’s to do fieldwork with B & C Graders)

Attrition if any post TOUCH ( 3 month period ) – inform the TOUCH trainers by mail

Share all positive & negative feedback regarding TOUCH with TOUCH trainers by mail

Update the TOUCH file on the Touch Screen and intimate Touch trainer by mail.

Arrange for 5 New Visual aid folder and Detailing guide line as and when VAF changes.

Update the Audio detailing and Glossary on TOUCH screen as and when VAF changes.

Intimate the TOUCH team about new product launch in your respective division by mail and update The TOUCH file.

Arrange for VAF and detailing guidelines of new product from PMT.

Prepare and update one question paper on power brand- therapy and product (30 marks objective question).

When attending TOUCH – ensure availability for all day (Tuesday- Friday)

Submit evaluation report on Friday before closing session.

Update the TOUCH file with 8-10 USPs on power brands to facilitate ONE minute detailing

TRAINER’S RESPONSIBILITY FOR TOUCH

Touch Evaluation report –Update

Forward Evaluation to all concerned.

Enter assessment in TRACER.

Prepare list of names not appearing in TRACER.

Prepare list of names to be deleted from back end.

Invite participants after receiving list of participants from Sales Administration Team

Arrange for TOUCH file to be handed over to participants on Monday evening.

Update ABC data on Pivot Table.

Post TOUCH intervention- Call, interact with B, C and A++ Participants,

Update the Pricelist in TOUCH file before the first TOUCH program of the month.

TOUCH TEAM Day One

Integrace HR and G force Day 1

Bon-K2 Tab , BONDK, LIZOLID and Detailing Practice

Day 2

ESOZ Range, ESOZ L, OXUBA Detailing Practice

Day 3

Detailing Practice Day 4Evaluation Day 5

RespicareHR and G force Day 1

Alex range and Detailing PracticeDay 2

Kefpod range and Detailing PracticeDay 3

Xaria Plus and detailing Practice Day 4Evaluation Day 5

MajestaHR and G force Day 1

ASCORIL Range Detailing PracticeDay 2

Zinox and Azifine Range Detailing Practice

Day 3

Altacef range Detailing PracticeDay 4

Evaluation Day 5

MilieusHR and G force Day 1

Milixim, Milixim DS and Milixim CV Detailing Practice

Day 2

Milixim O, milixim O 400 SR Milixim OZ

Day 3

Candibiotic, candid o Candid mouth Paint/Gel Detailing Practice

Day 4

Evaluation Day 5

CriticaHR and G force Day 1

Doriglen and Detailing Practice Day 2

Inem, Colymonas, Tigebax Day 3

Casfung Acinostop Gefemax Day 4

Evaluation Day 5

THANK YOU