To :Mr Nikhil chopra Date 17 March, 2012 :Mrs Bharti Monga

Minutes of strategic meet with marketing & distribution team ,Punjab

Punjab Sales have taken a big leap in last year as average sale for this financial year is 8.20 crores with YTD growth of 24.76%. Mission statement for this financial year is to be at no.1 position by making each and every Msl productive by 60% to 70%, but at the same time some fine tuning is also required to meet current challenges especially @ distribution & ASU. Please find enclosed the highlights of the strategic meet on distribution & lateral support review with proposed future structure & action plan.

Key Highlights Restructuring remains the key to growth.

Discuss each mini regions current structure of lateral support & how to strengthen further to meet future goals. HR Challenges Has been discussed & it has been observed we should be having a separate HR: SM for Punjab as presently it has been operated from Chandigarh. HR manager should work in strong Coordination with field service.
Role of field services Manager has been discussed in new light : Handling Help desk in coordination with HR Manager as it has been discussed

Help desk a great tool for motivation & retention of team. Ensuring Timely services with the help of field services manger is need of the hour to compete in market. Handling laptop issues, eas, RC parties & multimedia operations. Handling CRM activities in coordination with CRM manager

Commercial SM roles has been redefined Handling RTF team through Commercial BMs, Handling chemist coordinator team through Chemist services manager Chemist coordinator will now be under the preview of Commercial SM Chemist coordinator- Also we had discuss the concept of Chemist coordinator

started in Ludhiana mini region to explore potential @chemist. All SM;s are convinced with the concept & discuss how to go ahead .

Discussion on Re -stockiest Stockiest interface team further restructuring after seen then benefits

Stockiest requirements in mini regions & plan for next financial year Categorization of stockiest & serving stockiest accordingly Regular meeting with bright candidates & new pharma joinee by SM depot & ASU to understand their needs

Discussion on the current distribution system needs & challenges

accordingly what to be done Re-distribution Plan to open sales depot in Ludhiana to improve our distribution services. Re-ASU has been discussed in depth by reviewing business of each mini region It has been shared that Strong Coordination between marketing & distribution has help to explore new business opportunities. There is a need to finalize SOPs for ASU . Success has been shared after receiving the Prescription data from own & its utilization is contributing to the success earlier in Acute & now in chronic therapy.

Potential of hospital need to reviewed v/s Cipla business

Nursing home & Corporate hospitals in Punjab

In has been finalized we will be stating nursing home monitoring cell in jalandhar. Profiling & month to month monitoring of nursing home & corporate hospitals has been discussed with concern SMs Reviewing methodology:

It has been discussed that Reviewing methodology need to be changed in the light of BI System and SSM has to ensured regular Review of all lateral/operational and distributional support and to train other SM on the same. & ensuring the MSL Productivity by strong monitoring of commercial team & BI System

Regional Forecast by SM;s I t has been discussed that SM s of each mini region should give regional forecast

of new brands & review of new products should be done as per projection till achievement .

Basic working & secondary sales monitoring In last financial year basic working was our success mantra & in this year again we have to work to strengthen our basic working along with strong Secondary sale monitoring. Separate Mini region flash For better monitoring we had discussed we should be having separate flash for each mini region from new financial year ,for that we have divided punjab business in to three flash ,(Ludhiana +bhatinda ) ,(Amritsar+jallander) & mohali .

Action plan for next financial year (Punjab)

Action plan for HR-Restructuring
restructuring in HR & it has been decided we will be having a separate HR :SM for Punjab & he will be coordinating with 4 BMs one each for mini region across Punjab to handle manpower issue. HR SM name has been finalized & full team will be in operation from 1st April .

To meet HR Challenges we had a discussion on current HR & discuss further

Mini regions Ludhiana Bhatinda Amritsar Jallander Punjab

Field services Manager

HR -SM 1

Manpow er BM;s 1 1 1 1 4

Field services Manager 1 1 2

Role of field service manager has been discussed & looking towards the benefits we had done further restructuring it has been Finalized we will be having 2 Field services Manager in Punjab & each field services manager will be handling 2 mini region .& field services manager will be working in coordination with SM-HR. Recruitment of another field services manager for Amritsar& jallander mini region will be ensured by 25th march.

Helpdesk Help desk concept has been discussed, but it has been observed we need to revive Help Desk as now on monthly basis field services Manager will be giving us monthly flash on help desk & he will be responsible for handling all problems which people will be reporting on help desk, as we had started a helpline through email helpdesk.punjab@cipla.com .

Commercial team Re-structuring

At present we had one commercial SM exclusively handling commercial activities with

the help of 2 B.Ms majorly handling Ludhiana mini region, now looking towards the benefits In Ludhiana mini region & other regions we will be having a new structure for commercial team in Punjab as Punjab now divided into 4 mini regions.

Mini regions Ludhiana+Bhati nda Amritsar+Jallan der Punjab

Commercia l SM 1

Commercial BM 2 1

RTF 8 3 11

Chemist services Manager 1

Chemist Coordinat or 2 2

For for Jallander and Amritsar region we will appointing one more commercial BM with

team of 3 RTF & he will be reporting to commercial SM of Punjab.

Chemist coordinators team- Chemist coordinator team structure will be like :we will

have 4 chemist coordinators with 1 Chemist services manager ,reporting to commercial SM. Training of chemist services team will be ensured by Commercial SM .

Activity Managers & CRM activities -

As activity is key to success for that we had done further restructuring to meet the requirement of each Mini region & been discussed will all SMs of other mini regions and they have understood the value of the same. Mini regions Ludhiana Bhatinda Amritsar Jallander Activity Manager 1 1 CRM Manager 1

CRM Cell CRM cell has been started in Punjab where we will be utilizing the

Profiling Data of 750 doctors, to start with their Birthdays & Anniversary. This cell is headed by Mr.Sandep Lingwal (BM) & field service manager will work to provide all support system to the CRM cell Manager for its effective utilization.
Depot person it has been also finalized that we will be requiring one depot

person in 3 SM offices in Punjab for improving our activities & field services status .i.e Ludhiana ,jallander & Bhatinda

Action plan for Re -stockiest -

Stockiest requirement and plan for next financial year- Considering the sales requirement and field requirement for next financial year we have planned stockiest at various Hq and secondary towns of Punjab, we have planned stockiest at following places in Punjab.

Territori es Patiala Amritsar Ferozep ur Jallandh er

New stockiest appointments in next financial year Rajpura Tarantarn Gurdaspur Fazilka NawaSahar

Status part finalized billing in April part finalized billing in April & survey done for Gurdaspur Party finalized billing in May Part finalized billing in April

Improving Stockiest services- we had planned to Categorize stockiest on various parameters like maintaining stock, giving timely stock statements and orders, contribution to territory sales, its growth etc, Based on the categories our stockiest would be served by our stockiest interface team. Top 10-12 Stockiest would be taken to factory visit in Baddi. Various services like printing of order book, bill book, shop hoardings etc will be provided according to the category. To improve supplies in Punjab Ludhiana depot will be finalized in next one month by Mr Kulbhushan. Stockiest interface team restructuring : Stockiest interface impact on the team has been discussed also further restructuring has been Finalized Manpower Finalized Stockiest Manager 1 Presently SFT 5 Expansion 1( Ferozepur ) Total 6

Brain storming on stockiest services team will be done with bright BM;s on 24th

March.
Appointment of Stockiest interface team & how to take team to next level will be

ensured in coordination with Mr Nayar .

Stockiest servicing will be started as soon as it will be updated in EAS system. Collection of secondary sales will be major work for stockiest interface team .

Re-ASU in new financial year

Regular Joint working with of ASU along with field in Major Hospital & Nursing home

Ensuring timely delivery of supplies Validation of orders on special rates-. Ensuring proper Interior coverage More precise retailing data are expected from depot Profile of all major corporate hospitals &nursing home.

Direct follow up for business with dispensing Doctors

Serving maximum Pharmacist through ASU to improve our business

Providing sales status on weekly basis to marketing

Target of next Qtr is to increase Cipla business in corporate hospitals and Nursing

Homes & to increase Additional sales of ASU by 1 crore per month. SOPs of ASU has been finalized & note will be send by Mr Kulbhushan

Re- Nursing home

Since Punjab is a big market of nursing home and jalandhar has highest no of nursing home hence we will start nursing home monitoring from jalandhar. In jalandhar we have finalized two TM and one BM who will own up 50 nursing home to start with and will be coordinating with all the divisions regarding their activities/services ,product availability and entire Cipla sales. ASU to strengthen the supply point in Small nursing homes. Nursing home monitoring cell will be in operation from 1st April & first flash will be expected by 15ht April

Re-Corporate Hospital

Corporate hospitals in Punjab have been divided into three categories as per their

potentials. First grade hospitals are DMC , CMC ,OSWAL APOLLO ,SGRD,PIMS
Now we are focusing more on first grade hospitals and ensuring that on working day

at least one SM is present on that particular day for working.

Detail profiling of corporate hospital is required as per Delhi case studies. for this

ASU & marketing team will work together & all profiling will be completed by 31th March.

 Re-distribution
Distribution has been ask to provide complete secondary data of 180

products to have strong monitoring of power brands & in that need to add data of ASU as earlier we were getting data of stockiest . Distribution has asked to do territory mapping of each mini region in web flash .
Distribution to strengthen the supplies in secondary towns.

Manager handling MH orders & Supplies

Looking towards the potential of military hospital in Punjab it has been decided we

will be appointing a Separate manager who will be handling all orders & supplies in military hospital & ensuring Cipla presence in each military hospital , as in Punjab we are having maximum military hospitals & presently we are doing annual sales of 1 cr. from MH ,After appointing this manager we are expecting business to be double from Military hospitals .

Goals for first qtr Punjab -

To strengthen each mini region in Punjab to develop its own structure as per the

regional needs To maintain our no.1 position as Micro, Abbott is closely following us in Punjab . Working towards increasing market share from 10 % to 12 % by beating regional companies & improving MSL productivity with the help of commercial team. Ensuring best services to field with the help of helpdesk & field services manager. Training on review methodology on all managerial level . Business plan Punjab Value Base for First quarter 24.37 crore Business Plan for First 34 crore quarter Increment growth in 3.10 lac. to 4 lac. YPM