Brand plan for 2010 glycomet (us vitamin) - mitesh shah

BRAND PLAN FOR 2010 BRAND – GLYCOMET (US VITAMIN)

YEAR

2010

PREPARED BY : MITESH SHAH SUBMITTED TO : Mr. PRATIM VORA

YEAR 2010

BRAND PLAN FOR 2010 – GLYCOMET (US VITAMIN)

PRESENTATION TEXT BY MITESH SHAH STEVENS BUSINESS SCHOOL 2

To provide our manager, our peers and our Representatives with a clear and concise review of the primary strategies, the tactics and the performance objectives that we have planned for the upcoming year. The reader of our Executive Summary should be able to answer the following regarding our responsibilities, objectives and measurements for the year:

Our annual unit sales and revenue objectives for the year. Our most recent years' performance compared to our projected performance. The primary strategies and tactics that will get us there. Our customer segmentation scheme by history and by forecast. Our rationale for our targeted regions and territories. An overview of sales of our organization. Our anticipated requirements for hiring, training and developing sales personnel. Our measurement criteria.

This should concisely highlight brnd Plan. This must be appealing, compelling and well organized enough for the reader to

obtain a very comprehensive understanding of our entire market and our plan of attack.

EXECUTIVE SUMMARY



TABLE OF CONTENT

Sl. No. Particular Page No.

Company – US Vitamin profile 05

India Operation 05

Therapeutically segments covered in India 05

Business unit 05

Market Standing 06

Marketing capabilities 06

Distribution Network 07

Partners in India 07

Manufacturing facilities 08

Diabetes 08

Market in world 10

Brand – Glycomet Detail 11

Product Design 12

Price 14

Promotional Strategies 15

Effective promotional strategy 15

Pre Launch Activities 15

Post Launch Activities 16

Situational and Competitive Analysis 17

SWOT Analysis 19



Anti Diabetic Drugs – Existing Brands 21

Sales Plan 32

Sales Planning for the sales manager 32

Sales Objectives 33

Hiring Plan 42

Recruiting, Hiring and Training Table 43

Training Requirement 45

Plan our Incentive Package 45

Award Programs 46

Report and Monitor 48



INDIA OPERATIONS

USV total sales for the year 2008-09 were Rs. 6050 million. USV sales in India contribute to 68% of our total business. USV rank 23rd in the Indian Pharmaceutical Industry (Source: ORG; April 2009) with

leadership positions in several product categories.

THERAPEUTIC SEGMENTS COVERED IN INDIA INCLUDE

Diabetes Cardiovascular Orthopaedics

Nutritional Respiratory Dermatology

Gynaecology Paediatrics CNS

BUSINESS UNIT

The domestic operations are divided into six business units each with

separate infrastructure for sales and marketing.

Condor Focus on Diabetes

Corvette Focus on Cardiology

Pharma Focus on Gynecology,

Dermatology, Respiratory and Pediatrics

Centra Focus on Neurology and

Psychiatrist Conquer Focus on Diabetes and

Cardiology Cosmeceutical Focus on Dermatology and

Cosmetology

COMPANY – USV PROFILE



Market standing

Leader in Diabetes & Cardiology in terms of prescription generation. Presence in Cosmetology with a leading European brand. Presence in Nutritionals, Respiratory, Gynecology through innovative products from

partners in USA and Europe. USV lead the oral anti-diabetic segment in India

in terms of value as well as prescriptions. USV have maintained a leadership position in this segment for almost two decades. 32% of our sales are contributed by the anti-

diabetic portfolio, which includes insulin. We lead in the cardiovascular disease segment

in terms of prescription generation. In terms of value, we rank amongst the first 10 companies in India. The

cardiology portfolio contributes 32% to our sales. Presence in Respiratory, Nutritionals, Orthopedics and Gynecology segments is attributed

to innovative products through partnerships with companies from Europe and USA. We have a significant presence in Dermatology with a leadership position in the anti-acne

segment. We have recently launched Sebamed range of skin-care products from Europe. USV has also ventured into the CNS segment with the launch of a new division to cater the

needs of Neurologists and Psychiatrists.

MARKETING CAPABILITIES

We have a focused marketing team for every business unit. The emphasis is on brand building:

Rigorous and regular medical and sales training of the field force Enhancing knowledge about our products and related disease among physicians by

organizing Continuing medical education programs Enhancing detection of undiagnosed diseases through detection camps Enhancing patients' awareness about diseases by organizing several patient

education programs Ethical promotion of pharmaceutical products

Some examples of our Brand Building Capabilities

We are the 3rd largest by prescription for calcium product Our products have leadership positions in anti-oral diabetic, anti-coagulant and

multivitamin (without minerals) markets Our focused marketing capabilities and ethical promotion of scientific products

resulted in establishing premium brands



DISTRIBUTION NETWORK

A 1300 strong sales team works to provide essential product information to over 150,000 Physicians and the distribution network of 1,270 stockiest and 55,000 retailers has the volume handling capability to deliver products to markets in the fastest possible time.

Central Warehouse 22 Clearing & Forwarding (C&F) Agents 1270 Distributors 55,000 Retailers Cold Chain capability

PARTNERS IN INDIA

Company Product Therapeutic category

Year of partnership

Novartis, India Vildagliptin Diabetes 2008 Roche Xenical Anti-Obesity 2008 Sebapharma, Germany

Sebamed Cosmeceuticals 2006

Fujix Inc., Japan TripleACal Nutritional 2004 Kissei, Japan Kissei, Japan Diabetes 2006 Engelhard, Germany

Prospan Respiratory 2005

Alfa Wassermann, Italy

Fluxum Cardiology 1994

Cimab IORT3 Nephrology 1994 OM Pharma, Switzerland

Broncho-Munal

Respiratory 2005



MANUFACTURING FACILITIES

US & EU approved solid oral dosages facility

The EU approved plant for tablets, coated tablets and capsules is state-of-the-art. Built to cGMP standards and ICH guidelines, it is designed for unidirectional flow of material.

The plant offers 6 packaging options including Blister, Strip, Alu-Alu, Pouch, Bottle packaging and Bulk packaging. Bottle packaging will be available shortly.

Some highlights of this plant include centralized automated control systems that detect minor variations in air and temperature levels in sterile zones, building maintenance and water facilities that conform to international standards, and back-up systems that ensure minimal downtime.

Salient features

Tablets, coated tablets and capsules. Built to cGMP standards and ICH guidelines. WHO-GMP approved. Single shift capacity

o Tablets 3 billion o Capsules 1.5 billion.

Approved by National Health Authority of Finland. New inject able facility validated by US FDA

DIABETES

The global prevalence of Diabetes is estimated to increase from 4% in 1995 to 5.4% by the year 2025.

Diabetes is steadily assuming epidemic proportions globally. As per IDF Atlas 2003, a 62% increase in incidence of Diabetes is expected by year 2025.

Incidence of Diabetes is no longer restricted to the US & Europe. In fact, maximal increase in the incidence of Diabetes is observed in the Developing

world. This is corroborated by the following observations:

Continent Year 2003 Year 2025 %

Incidence Estimates Change SE Asia 39.3 81.6 108 Rest Asia + Aust. 43.0 75.8 76 Africa 7.1 15.0 111 Latin America 14.2 26.2 85

Family history of Diabetes, Age, Body Mass Index (BMI), waist to hip ratio and a sedentary

life-style showed positive association with diabetes in Indian population.



Our existing Brands for Diabetic Treatments

o Duotrol o Glizide o Glyboral o Glycomet o Glycomet SR o Glynase o Glynase MF o Glynase XL o GP 1 & 2 o Pioz



MARKET IN WORLD

Sri Lanka

USV ranks 13th among pharmaceutical companies in this market. 5 brands feature among the top 30 brands (IMS Dec. 08) In the OHA segment Metformin and Pioglitazone are leaders. In the Cardiovascular disease also USV is leading company.

Myanmar

We have a strong presence in the Nutritionals, Cardiovascular & Anti-Diabetes segments

through promotion of our products by an active and aggressive field force. Our Multivitamins, Piolitazone and Fenofibrate are leaders in their respective segments.

Cambodia

Our approach in Cambodia is to create an awareness for and acceptance of Chronic Care

segments, that is, Diabetes and Cardiovascular diseases. We have a strong presence in Multivitamin and Pain Management segments. Our focus is on brand building through an aggressive sales team and strong distribution.

Singapore

USV has a strong presence in the diabetes segment in the Diabetes segment. Glycomet the

star product is available in many hospitals through tenders.

AFRICA

USV present Uganda, Sudan and Kenya. A blend of Cardiology and Anti-diabetes products along with select Nutritionals are promoted in these countries by Distributors.

USV will soon be launching products in the Francophone region with business commencing in Benin, Cameroon, Ivory Coast, Niger and Burkina Faso.

CIS

USV operates in Kazakhstan and Ukraine through its own field force, working towards building strong brand equity with leading Endocrinologists and Cardiogolists. USV also a presence in the Nutritionals and Pain Management segments in these markets.



Glycomet

Ingredients

Each tablet contains metformin 500mg, 850mg, 1000mg

Category

Anti-hyperglycemic, insulin sensitizer

Indications

Obese/non obese type 2 diabetes mellitus, as a monotherapy or in combination with sulfonlyureas, thiazolidinediones and insulin

It is also used in type 1 diabetes along with insulin

Polycystic ovarian syndrome Dosage

1/2 tablet to 2 tablets once daily to be taken before or after meals.

Disclaimer

Products under patents are offered for sale only in those countries where patents have expired.

The FDA approved this medication in December, 1994

Countries Trade Name of Glycomet

USA Glucophage, glucophage xr, glumetza

Canada Apo-metformin, gen-metformin, glucophage, glycon, novo-metformin, nu-metformin

Mexico Dabex, dimefor, glucophage

Other Countries

Gluformin l, gluformin, bigesens, bigomet, cetapin, diaformin, diamet, dibeta-sr, dibimet, e met, emfor, zetfor, zomet, glyciphage, glycomet.

BRAND – GLYCOMET DETAIL



GLYCOMET (metformin hydrochloride) Tablets

500 mg Bottles of 100

500 mg Bottles of 500 850 mg Bottles of 100 1000 mg Bottles of 100

GLYCOMET 500 mg tablets

Round White to off-white Film-coated tablets debussed with “BMS 6060” around the periphery of the tablet

on one side “500” debussed across the face of the other side


Round White to off-white Film-coated tablets debussed with “BMS 6070” around the periphery of the tablet

on one side “850” debussed across the face of the other side.


White Oval Biconvex Film-coated tablets with “BMS 6071” debussed on one side and “1000” debussed on

the opposite side

PRODUCT DESIGN



A bisect line on both sides

GLYCOMET XR (metformin hydrochloride) Extended-Release Tablets



GLYCOMET XR 500 mg tablets

White to off-white Capsule shaped Biconvex tablets “BMS 6063” debussed on one side “500” debussed across the face of the other side

GLYCOMET XR 750 mg tablets

Capsule shaped Biconvex tablets “BMS 6064” debussed on one side “750” debussed on the other side The tablets are pale red and may have a mottled appearance



Product Price Quantity

Glycomet 500mg Rs. 12.22 10 Tablets

Glycomet 850mg Rs. 16.40 10 Tablets

Glycomet 1000mg Rs. 32 10 Tablets

Glycomet XR 500mg Rs. 20.24 10 Tablets

Glycomet XR 750mg Rs. 32 10 Tablets

PRICE



Effective Promotional Strategy

Advertising media Print media (newspaper, magazine, classified ads, brochure) Networking Business cards Tee shirts, hats, buttons, pens Printed promotional material Audio-visual and computer-based promotional material

Develop a promotional strategy that uses various media for promoting our brand.

Monitor the different media identifying those that most effectively promote our brand. Concentrate on developing material for these formats that clearly identifies our brand.

PRE LAUNCH ACTIVITIES

The target audience for the horizon scanning and planning information includes:

NHS(National Health Service) Commissioners

Formulary or directorate pharmacists

PCT(Primary care trust) pharmacists

Senior pharmacy managers

Directors of Public Health

Finance directors

Chief executives National Horizon Scanning

Centre

Department of Health NICE implementation leads

The target audience for New Medicines Profiles and Therapeutic Class Summaries is:

Medicines information

pharmacists Formulary or directorate

pharmacists

PCT pharmacists Senior pharmacy managers

Prescribers from primary and secondary care

Prescribing committees

PROMOTIONAL STRATEGY



POST LAUNCH ACTIVITIES

Time to market: Worst enemy of the regulator Reducing uncertainties that preexist when drugs are taken into the market (long

term outcomes, efficacy/safety in some populations) Commitments: which data should be collected post launch? Grey zone, not specifically regulated, unclear ownership and funding Need for stakeholder collaboration Need for incentives: case of personalized (stratified) medicine



Situational Analysis

Some of the factors to be considered in conducting a situational analysis are:

The economic structure of the India and its individual communities Topographical and other physical characteristics of the India Governmental, public, private, community, and other support systems available Characteristics of the population, including:

o Educational levels o Cultural characteristics o Life styles and living standards o Primary occupations o Income levels o Communities and their distinguishing characteristics o Mobility and rates on inflow and outflow of citizens o Any other aspect of society that may be useful in assessing factors such as

attitudes, motivation, and other characteristics of individual learner groups.

A useful tool in performing a Situation Analysis is what we might call The C's of Marketing. The C's of marketing help companies focus on key elements that apply directly to marketing.

The 5 C's of Marketing can be summarized as:

Company The product time line, experience in the market, etc.

Collaborators Distributors, suppliers, and alliances. These are for companies that you work

with on a day to day basis to help company run.

Customers This is our market. Ask yourself what benefits they are looking for. Where the

customer does actually purchases your product? How the product is purchased (internet, etc)? Understand the quantity a customer will purchase and even trends in consumer tastes.

SITUATIONAL & COMPETITIVE

ANALYSIS



Competitors Both our actual and potential competitors and those that directly or indirectly

compete with us. Understand our products, positioning, market shares, strengths and weaknesses.

Climate (or Environment)

These are governmental policies and regulations that affect the market. It is also

the economic environment around our company; which is the business cycle, inflation rate, interest rates, and other macroeconomic issues. Society's trends and fashions are found in the "climate."

Important Factors to Consider in Competitive Analysis

Define target market. Determine the size of the target market. Drill down to specific segment within the target market. Define the size and the revenue opportunity that segment represents. Determine how fast the overall market and specific segment are growing. Identify your direct and indirect competitors and understand their impact on you. Identify the features that differentiate your product from the competitors.



Strengths

Low cost of production Large pool of installed capacities Efficient technologies for large number of Generics. Large pool of skilled technical manpower Increasing liberalization of government policies

Opportunities

Aging of the world population Growing incomes Growing attention for health Saturation point of market is far away New therapy approaches New delivery systems Globalization Easier international trading New markets are opening

Weakness

Fragmentation of installed capacities Low technology level of Capital Goods of this section Non-availability of major intermediaries for bulk drugs Lack of experience to exploit efficiently the new patent regime Low key R&D Low level of strategic planning for future and also for technology forecasting

Threats

Containment of rising health-care cost Stricter registration procedures High entry cost in newer markets High cost of sales and marketing Competition, particularly from generic products More potential new drugs and more efficient therapies Switching over form process patent to product patent Drug Price Control Organization (DPCO)

SWOT ANALYSIS



To create a brand promise, it should be:

Grounded in the brand’s core values Clearly relevant and engaging to our target market Repeated internally and externally within our organization Adaptable to the climate Continually reinforced Consistent across advertising and marketing mediums



ANTI DIABETIC DRUGS

INGREDIENT NAME MARKET NAME

COMPANY NAME

QUANTITY PACKING

PREPARATION OF METFORMIN

BIGESENS ZYDUS CADILA 500MG 10 TAB XR

1GM 10 TAB XR

BIGOMET

OTSIRA GENETICA

250MG 10TAB

500MG 10TAB

850MG 10TAB

500MG 10 TAB SR

1000MG 10 TAB SR

CETAPIN AVENTIS 500MG 10TAB

D-BAY ARGUS 500MG 10TAB

850MG 10TAB

DAOMET JB CHEMICAL 500MG 10 TAB SR

100MG 10 TAB SR

DIAFORMIN CFL 500MG 10TAB

DIAMET BAL PHARMA 500MG 10TAB

850MG 10TAB

500MG 10 TAB SR

1000MG 10 TAB SR

DIBETA-SR 500 TORRENT 500MG 10 TAB SR

1GM 10 TAB SR

DIBIMET NOVARTIS 500MG 10TAB

EMET

ELEGANT DRUGS

500MG 10TAB

EMFOR STADMED 500MG 10TAB

ANTI DIABETIC DRUGS – EXISTING

BRANDS (SOURCE – INDIAN DRUG

RECORD)



EMNORM IPCA 250MG 10TAB

500MG 10TAB

850MG 10TAB

ETFORMIN DEYS 500MG 10TAB

FORMET

CHEMECH LABS

500MG 10TAB

1GM 10 TAB SR

FORMIN ALKEM 500MG 10TAB

850MG 15 TAB

FORMIN-500 STATMED 500MG 10TAB

FORMINAL ALEMBIC 500MG 10TAB

850MG 10TAB

GLUFORMIN NPIL 500MG 10TAB

850MG 10TAB

GLUFORMIN XL NPIL 500MG 10 TAB XR

1000MG 10 TAB XR

GLUMET PROTEC 500MG 10TAB

850MG 10TAB

GLUMET-XR PROTEC 500MG 10 TAB XR

GLYCIPHAGE

FRANCO INDIAN

250MG 10TAB

500MG 10TAB

850MG 10TAB

500MG 10 TAB SR

GLYCOMET USV 500MG 10TAB

850MG 10TAB

1GM 10 TAB SR

GLYREP EMCURE 500MG 10TAB

1GM 10TAB

INSUMET

CADILA PHARMA

500MG 10TAB

850MG 10TAB

500MG 10 TAB SR

MELMET MICRO LABS 500MG 10TAB

METCHEK RADIUS 500MG 10TAB

850MG 10TAB



METCOM COMED 500MG 10TAB

850MG 10TAB

METLONG PANACEA 500MG 10TAB

METMIN JENBURKT 500MG 10 TAB

MF-SR PIL 500MG 10 TAB SR

1GM 10 TAB SR

RIOMET OD RANBAXY CV 500MG 10TAB

1GM 10TAB

WALAPHAGE WALLACE 500MG 10 TAB

850MG 10 TAB

XMET HEALTHEON 250MG 10 TAB

500MG 10 TAB

850MG 10 TAB

ZETFOR RAPTAKOS 500MG 10 TAB

850MG 10 TAB

500MG 10 TAB CR

ZOMET INTAS 500MG 10 TAB

850MG 10 TAB

500MG 10 TAB SR

1000MG 10 TAB SR

COMBINATION OF METFORMIN & GLIBENCLAMIDE

BENCLAMET RPG LIFE SCIENCE

METFORMIN 400MG

10 TAB

GLIBENCLAMIDE 2.5MG

BENCLAMET FORTE

RPG LIFE SCIENCE

METFORMIN 500MG

10 TAB

GLIBENCLAMIDE 5MG

DIABETROL NPIL

METFORMIN 500MG

10 TAB

GLIBENCLAMIDE 5MG

DUOTOROL USV

METFORMIN 500MG

10 TAB

GLBENCLAMIDE 5MG

GLIBOMET

MENARINI RAUNAQ

METFORMIN HCL 400MG

10 TAB



GLIBENCLAMIDE 2.5MG

GLIBOMET FORT

MENARINI RAUNAQ

METFORMIN HCL 500MG

10 TAB FORTE

GLIBENCLAMIDE 5MG

GLUCONIL-M BAL PHARMA

METFORMIN HCL 500MG

10 TAB

GLIBENCLAMIDE 5MG

GLUCORED SUN PHARMA

METFORMIN 400MG

10 TAB

GLIBENCLAMIDE 2.5MG

METFORMIN 500MG

10 TAB FORTE

GLIBENCLAMIDE 5MG

GLUCOTRAC INTRA LABS

METFORMIN 400MG

10 TAB

GLIBENCLAMIDE 2.5MG

GLUCOTRAC PLUS INTRA LABS

METFORMIN 500MG

10 TAB

GLIBENCLAMIDE 5MG

GLYCURB / FORT

WIN MEDICARE

METFORMIN 400MG

8*7 TAB

GLIBENCLAMIDE 2.5MG

METFORMIN 500MG

8*7 TAB

GLIBENCLAMIDE 5MG

MELITUS NPIL

METFORMIN 400MG

10 TAB

GLIBENCLAMIDE 2.5MG

SUGATROL ARGUS

METFORMIN 400MG

10 TAB

GLIBENCLAMIDE 2.5MG

COMBINTION OF METFORMIN & GLIPIZIDE

BIMODE-M NUCRON PHARMA

METFORMIN 400MG

10 TAB

GLIPIZIDE 2.5MG

DIACON-M BAL PHARMA

METFORMIN 500MG

10 TAB



GLIPIZIDE 5MG

DIACON-M BAL PHARMA

METFORMIN 500MG

10 TAB

GLIPIZIDE 5MG

GLIMET DS

FRANCO INDIAN

METFORMIN 250MG

10 TAB

GLIPIZIDE 2.5MG

GLIPIMET AZTEC

METFORMIN 400MG

10 TAB

GLIPIZIDE 2.5MG

GLUCOTROL-MF JENBURKT

METFORMIN HCL 500MG

10 TAB

GLIPIZIDE 5MG

GLYNASE MF USV

METFORMIN 500MG

10 TAB

GLIPIZIDE 5MG

LIPI-M DEYS

METFORMIN 500MG

10 TAB

GLIPIZIDE 5MG

METAGLEZ/FORTE

OTSIRA GENETICA

METFORMIN HCL 400MG

10 TAB

GLIPIZIDE 2.5MG

METGLIB-500 TAURUS LABS

METFORMIN 500MG

10 TAB

GLIPIZIDE 5MG

TRANASE-MF INTRA LABS

METFORMIN 500MG

10 TAB

GLIPIZIDE 5MG

ZIDMIN TRIDOSS

METFORMIN 500MG

10 TAB

GLIPIZIDE 5MG

COMBINATION OF METFORMIN & GLICLAZIDE

AZUKON-M TORRENT METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

COMZID-M COMED

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

DIABEND-M BAL PHARMA METFORMIN 10 TAB



500MG

GLICAZIDE 80MG

DIANORM-M CARSYON

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

DIATROL-M ARGUS

METFORMIN 5OOMG

10 TAB

GLICAZIDE 80MG

EUCLIDE-M ALKEM

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLICAMET BIOCHEM

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

GLICLAZ-M KHANDELWAL

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLIDIET-M

MODI-MUNDI PHARMA

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLIDIET-M

WIN MEDICARE

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLIZA-MF STADMED

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

GLIZID-M PANACEA

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLUCOFIT-M RAPTAKOS

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

GLUCOZID-M

MEDLEY PHARMA

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

GLYCHEK-M INDOCO

METFORMIN HCL 500MG

10 TAB



GLICAZIDE 80MG

GLYCIGON-M ARISTO

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLYCINORM-M 8OMG

IPCA METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLYGARD-M CIPLA

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

GLYKIND-M

MANKIND PHARMA

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

GLYLOC-M

CADILA PHARMA

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

GLERED-M NOVARTIS

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

GLZ PLUS ALEMBIC

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG

LIZ-M DEY'S

METFORMIN 500MG

6 TAB

GLICAZIDE 80MG

LYCAZID-M JAGSONPAL

METFORMIN HCL 500MG

1O TAB

GLICAZIDE 80MG

MINTIDE

VENUS REMEDIES

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

NUZIDE-M INTAS

METFORMIN 500MG

1O TAB

GLICAZIDE 80MG

RECLIMET

DR. REDDY'S LAB

METFORMIN 500MG

10 TAB

GLICAZIDE 80MG



WALFORMIN WALLACE

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

ZYDE-MF PIL

METFORMIN HCL 500MG

10 TAB

GLICAZIDE 80MG

COMBINATION OF METFORMIN WITH GLIMEPRIDE

AZULIX 1/2 MF NOVARTIS METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

AZULIX 1/2 MF FORTE

TORRENT METFORMIN 1000MG

10 TAB

GLIMEPRIDE 1MG

BETAGRIM-M PANACEA

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

DAORYL-M JB CHEMICAL

METFORMIN BI LAYERED TABLET

10 TAB

GLIMEPRIDE 1MG

EUGLIM-M-1/2 ZYDUS CADILA

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

GLIMIPREX-MF (SUSTAIN RELEASE)

OTSIRA GENETICA

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

GLIMPIL-MF (SR) PIL

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

GLISTA M1/M2 (SR)

CADILA PHARMA

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

GLM (SR) SYSTOPIC

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG



GLUFORMIN G1/G2-SR

NPIL METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

GMT-SR INDOCO

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

METRIDE-SR UNISEARCH

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

METRIDE PLUS UNISEARCH

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

PIOGLITAZONE 15MG

PRICHEK-M INDOCO

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

ZORYL M - SR INTAS

METFORMIN 500MG

10 TAB

GLIMEPRIDE 1MG

COMBINATION OF METFORMIN WITH ROSIGLITAZONE

ENSELIN 2MF TORRENT METFORMIN 500MG

10 TAB

ROSIGLITAZONE 2MG

ENSELIN-4MF TORRENT

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 4MG

ENSELIN 2MF FORTE


10 TAB

ROSIGLITAZONE 2MG

ENSELIN 4MF FORTE


10 TAB

ROSIGLITAZONE 4MG

REZULT-M AZTEC(SUN)

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 2MG



REZULT M4 AZTEC(SUN)

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 4MG

ROGLIN-M2 ARISTO

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 2MG

ROGLIN-M4 ARISTO

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 4MG

ROSICON-MF HEALTHEON

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 2MG

ROSIMET PANACEA

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 2MG

ROSINORM-M MICRO LABS

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 2MG

ROSIZON-MT EMCURE

METFORMIN 500MG

10 TAB

ROSIGLITAZONE 4MG

COMBINATION OF METFORMIN WITH PIOGLITAZONE

G-TASE M-ER UNISEARCH METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

GLITA-M-CR STADMED

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

GLIZONE M 15/30 ZYDUS CADILA

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

PIANORM-M-CR CARSYON

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

PIOGLAR-M STANCARE

METFORMIN 500MG

10 TAB



PIOGLITAZONE 30MG

PIOGLIT-MF SUN PHARMA

METFORMIN 500MG

10 TAB

PIOGLITAZONE 7.5MG

PIOKAP MF KAPL

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

PIOGLU-M EMCURE

METFORMIN 500MG

10 TAB

PIOGLITAZONE 30MG

PIOLET M SR INTAS

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

PIOSAFE-MF SR

OTSIRA GENETICS

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

PIOZONE M NPIL

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

PIOZULIN M15 SR

CADILA PHAARMA

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG

PIOZULIN M30 SR

CADILA PHAARMA

METFORMIN 500MG

10 TAB

PIOGLITAZONE 30MG

PIZORAD-MSR RADIUS

METFORMIN 500MG

10 TAB

PIOGLITAZONE 15MG



SALES PLANNING FOR THE SALES MANAGER

Following steps are required for building a Winning Sales Plan

Summarize our Objectives Identify the Strategic Objectives Assess Prior Sales Performance Segment our Customers Set This Year's Objectives Develop Territories Action Plans Develop Key Accounts Plans Measure and Monitoring Results Establish our Annual Sales Planning Cycle Write the Executive Summary

There are three primary sections to the Sales Plan:

Understand our Sales Objectives Develop our Action Plans

o Rep Territory Plans o Rep Key Account Plans

Measure and Report our Results

The next page outlines how the Sales Plan that we will develop fits into the overall

planning requirements of the business.

SALES PLAN



Understand our Sales Objectives

Identify the Sales objectives:

To present an overview of our brand's sales objectives as they are defined in our

objectives.

This introductory section of our Sales Plan requires us to identify the specific overall

sales objectives as reflected in the annual plan. The purpose of this exercise is to

ensure that we clearly understand the sales requirements of the brand plan on a

quarterly basis and the company's overall brand planning objectives.

The template that is on the next page is a generic table that should be modified and

filled in to reflect the specific definitions of our own products. This particular

template defines the quarterly sales objectives for products in terms of sales

revenue, units and market share. In fact, we may have just one product and

additional objectives that we monitor.

Objectives:

Modify this template to fit our own requirements and fill in the Sales Revenue

numbers, the unit Sales numbers and the market share percentages by quarter.



Category Q1 Q2 Q3 Q4 Total

Total Sales(Rs)

Sales of Glycomet 500mg

Unit Sales of Glycomet 500mg





Sales of Glycomet XR 500mg

Unit Sales of Glycomet XR 500mg

Sales of Glycomet XR 750mg

Unit Sales of Glycomet XR 750mg

Market Share of Glycomet 500mg

% % % % %


% % % % %


% % % % %

Market Share of Glycomet XR 500mg %

% % % %

Market Share of Glycomet XR 750mg %

% % % %

Summarize the existing sales performance Objective of this section is to present the sales data that identifies...

The historical sales performance during the past one to three years depending on

the specific performance criteria, and... The current sales performance.

The intent of this section is to help understand the current perspective of the sales

and market share performance of the company.



The information displayed in below graphs should set the stage that will enable us to set this year's objectives.

Outlined below are specific sales performance templates of graphs and tables that should be modified to reflect our own products and the types of objectives that we report.

Total Net Sales: 5 years history / this year's BUSINESS PLAN The first graph outlines total net sales (in this example by Rs) for the prior five years

with the current BRAND PLAN projection of sales for 2010-2011.

Having displayed in the prior graph a baseline of historical annual performance and

compared this to this year's BRAND PLAN objective, this next graph would display the prior year's sales performance by quarter compared to the sales plan objectives.

The use of this data is to graphically show us how the sales results have trended

during the prior year and provide us with a guideline for setting our quarterly objectives for this upcoming year.

20052006

20072008

20092010

7.5 8 10.3 11 13

7 9 1013 15

25

Total Net Sales By Year: Actual to Plan

Actual Sale(Rs. In Cr) Plan Sale (Rs. In Cr)



Market Share Graphs:

These graphs quickly display the positioning of our products compared to those of our competitors. Again, this information provides us with an historical baseline enabling us to more productively create our own objectives for this upcoming year.

Market Share Trend

This first displays an easy-to-read bar graph of market share growth over the

period of the prior four years.

2009 Q12009 Q2

2009 Q32009 Q4

1.52.5

452.5 3

4

5.5

Sales Result For Prior Year By Quarter Compared To Plan

Actual Sales(Rs. In Cr) Plan Sales (Rs. In Cr)



Develop our Actions Plans We will establish the objectives, the tactics and the primary action plans that will be

used by us and by our Sales Representatives during the entire year. It is also in this section that we will work with our Sales Representatives to create their Territory Plans and their Key Account Plans.

Segment our Customers

Segmentation Tiers

Objective of this is to present specific examples of customer segmentations as they

relate to...

o The numbers of target customers in each tier, and o The number of end users in each tier.

Segmentation by customer classifications should be used as a tool for us to...

o Plan the specific type of sales tactics that we will use for each tier. o Determine the sales call frequency patterns that will be applied to each tier.

We should modify our own customer segmentation depending on...

o The overall number of customers in our territory, and

20062007

20082009

24

6 7

65

8105 5.5 7 8

810.3 11

13

Market Share Trend Over 4 Prior Years

Zydus Cadila (Bigesens) Aventis (Cetapin) Novartis (Dibimet) USV (Glycomet)



o The level of the complexity of the sale process, and o The maturity of our products in our markets.

Create our Reach & Frequency Objectives Objective of this is to present the monthly sales call frequency patterns that are

expected of our Sales Representatives.

Set This Year's Objectives

Objective of this section is to define the specific annual sales objectives in a clear and easy-to-understand manner which is both highly quantifiable and qualitative.

Revenue and Market Share Objectives:

J F M Q1 A M J Q2 J A S Q3 O N D Q4 Total

Total Sales

Sales in Rs of Glycomet 500 mg

Sales Unit of Glycomet 500mg

Tiers Number of physician's

Number of calls per month

Priority 1 2 3 4 Totals







Sales in Rs of Glycomet XR 500 mg

Sales Unit of Glycomet XR 500mg

Sales in Rs of Glycomet XR 750 mg

Sales Unit of Glycomet XR 750mg

Market share of Glycomet 500mg





Market share of Glycomet XR 500mg

Market share of Glycomet XR 750mg

Set our End User Objectives

Objective of this is to define the specific monthly and quarterly end user objectives in a clear and easy-to-understand manner which is highly quantifiable. One of these tables should be completed for each product.

In the table shown below, the term, "Baseline" has been used to define the total end user population that we are beginning with."New" end users refer to the number of end users who have not previously been on any therapy. "Switched" end users refer to those end users that have transitioned from a competitor's product.

J F M Q1 A M J Q2 J A S Q3 O N D Q4 Total

End Users

Base Line

New

Switches

Total

Set our Customer Objectives Objective of this is to define the specific monthly and quarterly customer objectives

in a clear and easy-to-understand manner which is highly quantifiable. One of these tables should be completed for each product.

In the table shown below, the term, "Baseline" has been used to define the total

customer population that we are beginning with. "New “customers refer to the number of customers added each month. "Lost” customers refer to those customers that have transitioned from our product to a competitor's product.



J F M Q1 A M J Q2 J A S Q3 Oct N D Q4 Total

Customer

Base Line

New

Lost

Total

Plan our Sales Force Structure Objective of this is to define the critical objectives as they relate to the hiring,

training and development of our Sales Manager, and our Sales Representatives.

Organizational Structure Objective of this is to graphically show the planned organizational structure for this

year. Shown below is a simple table of a structure that is currently being employed at a

business unit level.

Plan of Hiring Timetable Objective of this is to identify...

When the hiring process will begin, and When the position will be filled, and When the training will take place, and The timing for revenue impact in the territory.

Hiring Plan

The following is a table of a hiring plan that should be developed over the period of

our brand Plan.

We should identify in the table below the quarter in which we must have in place

any new hires that are required to make our plan successful.

The purpose of this table is to create a visual map of our hiring plan for the entire

year.

The next step in this process is for us to develop a detailed recruiting and training

timetable that will provide the back up for these dates.



Hiring Table

Positions Q1 Q2 Q3 Q4 Total

List any manager positions

List the specific rep territories

(number of people)

List any staff positions

Recruiting, Hiring and Training Table Now that we have defined the quarterly timetable for our expansion or for our

replacement hires during the year, we need to fill in the monthly table below with the various components of the hiring process to ensure our hiring objectives, and therefore, our sales objectives will be met.



Recruiting, Hiring and Training Table

Category Month 1

Month 2

Month 3

Month 4

Month 5

Month 6

Profile Position

Confirm approval

Hire Recruiter

Screening

Interviewing

Training Internal

Training Field

Monitor performance

Fully Productive

Review performance

Plan our Training Needs and Requirements: This details the training requirements for the following categories...

All new sales and marketing hires. Developmental management training and education for our sales and marketing

Manager. Developmental sales and marketing skills training for our existing Representatives. Developmental clinical training for our existing Representatives.

Other than the training for new hires, this training should be based on the job requirements of the various positions and our assessment of our current Representatives that some of them may not adequately fill those requirements. This inability may be due to a lack of experience or exposure or training.



Questions to be asked:

Is there any product related information that my sales force or I require to exceed our objectives?

Is there any company related information that my sales force must know to remain well informed?

Is there any new competitive information my sales force needs that will assist them in exceeding our objectives?

Are there any areas of weakness in sales skills, clinical knowledge, territory knowledge or account management skills that can be taught or reinforced through training?

Are there skills that I need to improve my capabilities of sales management?

Total Number of customers within territory

Number of target customers as a percentage of total % Coverage of target customers (YTD) % Number of accounts in territory % Number of target accounts as a percentage of total % Daily Call Average

Training Requirements

Training Requirements

Category Jan Feb Mar Apr May Jun July Aug Sep Oct Nov Dec

Sales Manager

Development of Education

Management Skills Training

New Hires



New Hire Training

Current Reps

Product Training

Clinical Training

Sales Skills Training

Plan our Incentive Packages

This outlines the primary components of our annual incentive planning for our

Representatives.

Sales Representatives Incentive Planning

Before we begin to detail our incentive plan, we need to answer the following

questions in as much detail as possible in order to ensure clarity not only for we but

also for our Representatives and any other associated departments, such as

Personnel and Finance, who will review and work with our incentive plan.

Answers to the following questions should be filled in as part of our Sales Plan.

The questions that should be answered here are similar to those above for the

following...

What are the Objectives of our Incentive Plan? What are the Measurements? What are the Criteria that will be used? What is the Time Frame? What is the Pawet Table? What is the Eligibility?

Awards Programs

In addition to the annual incentive plan we have detailed above, the purpose of this

section is to identify the primary incentive and award programs that will occur

during the year and their proposed timetable. These may be specific incentive



programs that are annual or quarterly, or award programs that will be given at

national sales meetings.

Examples are: Sales Rep of the Year, Sales Rookie of the Year, and Council of

Excellence.

Incentive Program

Description Territories Month

Opportunity Segments

What are the Opportunities? What are the Primary Tactics?

Obj. Tactics or Action Items

Budget or Resources Required

Return on Investment Criteria

Month to be Completed

1.

2.

3.

4.

5.



Report & Monitor This section details the monthly reporting requirements.

Recommended Monthly Reports

The importance of monthly reports is that they should provide an effective and

efficient means of communicating results. Monthly reports should be developed by both we as well as the Sales Manager and by our individual Representatives.

Reports should be consistent in their format since they are going to be used as communication tools to a number of people in a variety of departments.

Reports should be short, concise and to the point detailing performance against objectives, primary accomplishments and items of primary interest.

Reports should be detailed and heavily quantifiable reporting both objectives and results.

Reports should be proactive rather than reactive and should avoid defining history "for the record".

Reports must be regarded as a useful tool and not "busy work"; therefore, they should be equally easy-to-complete and easy-to-read.

We can provide them with examples of a planning and monitoring format that have

been used during the past year and proven to be a very effective tool among a large

sales force.

They are typically the monthly report formats that are used by US Regional

Directors.

These particular formats resulted from the Regional Directors working together to

define a reporting and monitoring tool that would be useful to them as managers

and useful as a communication vehicle for information given to other departments.

REPORT AND MONITOR



monthly sales report/forecast (template)

Sales dept/team ………….

Month …………

This basic sales report/forecast tool is for a small or new businesses which do not yet have a computerized full management information system, which would normally integrate sales reporting with other business processes.

Month cumulative (year to date)

sales for month actual Plan variance % actual

plan variance %

volumes/quantity/number

number of orders

average order value

next month forecast f'cast Plan variance % f'cast plan variance %


number of orders

average order value

quarter forecast f'cast Plan variance % f'cast plan variance %


number of orders

average order value

year forecast f'cast Plan variance % f'cast plan variance %


number of orders

average order value

summary/forecast of sales performance and activities

comments on internal services affecting sales and customers (e.g., order processing, customer services, stock, distribution and deliveries/installations, service support, invoicing, major/national contracts, new product development, recruitment and training, etc)



competitor activity

market comments (trends, developments, SWOT factors of note, i.e., strengths, weaknesses, opportunities, threats)

Report compiled by ……………...………..….. Date ………………..

Leading and Lagging Indicators

It is recommend that we need to monitor both the "Leading" and the "Lagging"

Indicators on a daily, weekly and monthly basis in order to track and consistently

forecast the performance of our brand. By tracking these results in this manner, we

keep our self fully knowledgeable of what is happening in the field and ensure that

we and our brand will not be surprised.

Provided below are examples of indicators that we should consider monitoring:

We recommend that we begin this monitoring system formally, but use only a limited number of indicators to begin in order to assure that the process of data collection and reporting actually takes place consistently. Nothing would be more confusing to our management efforts than to begin this tracking process and then abandon because it became too difficult to administer.

Leading Indicators to Monitor

Daily Sales Flash of ex-factory (shipments) sales Wholesaler inventory levels New end user referrals Sales rep reports on new business Sales rep call activity reports Red Alerts: Competitive activity, reimbursement changes Red Alerts: Flag specific customer sales which drop >10% Field requests for marketing materials



Lagging Indicators to Monitor Wholesaler outflow data Market demand data Reimbursement (Medicaid-US) claims data Pharmacy stocking reports IMS data Tier movement data Primary market research

Define our Annual Planning Cycle

To define and outline the components of the annual planning cycle: The purpose of

the following table is for we to plan out the primary planning activities for we as

Manager and for our Representatives over the period of eighteen months.

Planning Cycle

Required Input

J F M A M J J A S O N D J F M A M J J

Input to Marketing Plan

Create First rough draft of National Sales Plan

Submit Budgets

Plan Approvals

Complete final National Sales Plan

Complete all Regional and territory Plans



Complete Target Account Plans

Sales Meetings

National Meetings

Regional Meetings

Territory Meetings

Brand plan for 2010 glycomet (us vitamin) - mitesh shah

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