Transcript Chirag Bhindi 04 Eliza D`cruz 14 Subhashini Iyer 24 Anushree

Medical Service
Representative
Group Members
Chirag Bhindi
04
Eliza D’cruz
14
Subhashini Iyer
24
Anushree Kumar
34
Pradeep Nair
44
Brooma Pathakji
54
Richard Rebello
64
Sangita Solanki
74
Overview
•
Though the global economy has seen a significant slow down in recent
times. The Pharmaceutical Industry seems to have held its own.
•
The industry has maintained a growth rates nearly double that of a large
economy at large this growth may well continue as drugs consumption is
expected to increase with growing global health problems.
•
Pharmaceutical companies commonly spend a large amount on advertising,
marketing and lobbying. Advertising is common in healthcare journals as
well as through more mainstream media routes.
Cont..……
•
In some countries they are allowed to advertise direct to the general public.
•
Pharmaceutical companies generally employ sales people (often called
'drug representative' or, an older term, 'detail men') to market directly and
personally to physicians and other healthcare providers.
•
Medical Representatives are carefully selected, trained rigorously, and
equipped with detailed product information. They should know their
products inside out and work hard to understand the medical science on
which those products are based.
•
Marketing of prescription drugs in the US is regulated by the federal
Prescription Drug Marketing Act of 1987 where as in India especially for
Maharashtra ( Mumbai) we have to approach “Maharashtra State Chemist &
Druggist Association” & “All India Organization of Chemists & Druggist”
Purpose - MR
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Promoting company's products to customers - typically solo or smallpractice groups of physicians - within an assigned geographic territory.
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Within field sales are two areas, territory sales and specialty sales.
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Main Link between Medical & Pharmaceutical and Healthcare Professionals
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Increasing Awareness of Medical Products
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Spreading Awareness about the product
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One-to-One contacts
Activities
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Arranging appointment / Cold Calling
•
Presentation
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Organizing Conferences & Managing Budgets
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Maintaining Records
•
Planning
•
Monitoring Competition
Hierarchy
Company
R&D
Mkt &
Sales
Mkt dept
PMT
Finance
Sales
All India
sales
manager
Zonal
manager
RSM
ASM
MR’s
HRD
IT
Admin
Strategy
MR
Company
Distributors /
Stockiest
Doctors
Patients
Chemist
Promotional
Mix
Samples
(Trial
Packets)
Printed
Brochures
Bonus
Offers
Gifts
Sponsorship
Conferences
Cme’s
Product Category
Medicines
FMCG
(Benedril, Detol,
Combiflame)
General
(Brufen, Voveran,
Cremaffin)
Specialty
(Diabetes - Daonil
Cardiac – Amlodepine
Cholestrol - Statins)
Incentives
Target
Qtr I
200 tablets
2 visits
/ Doc / Month
Sale by
Chemist
Qtr II
200 Tablets
2 visits
/ Doc / Month
Sale by
Chemist
Qtr III
200 Tablets
2 visits
/ Doc / Month
Sale by
Chemist
Incentives
Monthly / Qtrly /
Half Yrly / Annually
Individual Targets
Product wise
Individual Product
Combination Product
Eg- Cremaffin
Eg - Brufen & Digene
Incentives
•
Employee is eligible to get incentives only after completing the probation
period depending on company’s policy. - Eg Abbot Laboratories pay
incentives only after completion of Probation period.
•
The incentives are paid quarterly, half yearly or annually.
•
Incentives are in-cash or in-kind. Eg- Abbott Laboratories have a Achievers
Summit for Employees – The performers are felicitated by Chairman. They
are rewarded with either cash amt or National / International trip.
•
Combination product – eg – Digene & Brufen incentives can be earned only
if target is achieved 100% for both the product. If it is earned 100% for 1
product & 60% for another product, incentive will be paid only for 1 product.
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Achievement is excluding credit notes like damages, theft
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Target achieved is calculated based on the medicines sold by chemists
Cost / MSR
Salary
Incentives
Reimbursement
(Food / Travel)
Other Benefits
(Mobile, Laptop)
THANK YOU