Cuayo Juico Revalida 02092009

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2. Navigation Map Chapter 1: Learning the Ropes Chapter 2: Chaining Nations Chapter 3: Voyage to the South Chapter 4: New Expeditions Chapter 5: Pirates, Sailors,and People Chapter 6: The 357 TreasureMaP 3. Chapter 1 Learning the Ropes 4. OTC Over the Counter PD 29 5 Districts GMA Team ZPC Zuellig Pharma Corp D r u g s t o r e s Chains Wholesalers Independents 5. There was a pirate who went on an expedition to conquer lands but with limited resources he had to conquer in adifferent way With a promise of economic growth, stability, and support, along with excellent negotiations Unchartered lands willingly joined his cause 6. The single most important thing I learned and realized throughout my stint 7. If you can get your accountsto see what you see, and to believe what you believe, then your sales will come 8. Inventory Checking Presentation Monitoring The Pharmacist Seeking out the owner A/Rs Targets Promotions 9. Price off promotion for South Star Drug Jollibee GC for Pharmacure customers Call form for independent accounts 130% Sell-in &140% Sell-out 10. Chapter 2 Chaining Nations 11. FOCUS 12. Why chain drug stores? 10 of the top 20 accounts are chain drugstores 36% 13. Why chain drug stores? Geographic Coverage! 14. Why chain drug stores? Direct to consumer & Base with OTC in one setting 15. In conquering lands, its better to conquer a chained nation And immediately touch a wide base as compared to a continuous attempt to conquer many small ones

• Coordination especially for national accounts

• Branch Visits and store checks

• Loyalty Promotions

• Joint business planning

16. Chapter 3 Voyage to the South 17. OTC Sales of the 5 Districts (in millions) South Luzon continues to decline despite the growth of other areas 18. Successful sailing depends not solely on ones sailing capabilities But on myriad factors as well that affect your sailing! j [Weather] [Competitors] [Icebergs] [Good Winds] [Treasure] [Friendly Pirates] BAD FACTORS GOOD FACTORS 19. Meanwhile as a salesman, your selling skills alone wont get you to your targets [Wholesaler encroachment] [Competitor actions] [Price Increases] [Marketing support] BAD FACTORS GOOD FACTORS Other factors come into play as well A good salesman will be prepared to face whatever circmstances to deliver his numbers 20.

• Amidst the interplay of it all

• There were things that stood out

• Independent store dominated area

• Proper account coverage and inventory monitoring

• Outsourcing

• Price increase

• PLAN & EXECUTE

21. g h f b Situation Significance Action A 50/50 split between our top 10 and the rest of the accounts In contrast to other areas where top 10 control 70-80% of sales Focus on each account, maximize account coverage Discounts and banig selling offered by Manila Wholesalers Independent drugstores are more inclined to purchase from them Tactical programs such as a 1-2% discount for smaller drugstores Price Increase for 2009 Opportunity to sell-in more during December Monitor accounts inventory, highlight benefits during presentations Lack of Customer Rapport Opportunity to build up customer engagement Support key accounts with promotions 22. Average monthly sales in millions -23% Growth 6% Growth

• Carlos Super Drug (the largest account in the South)

• Promotional programs

• Stretch TIP targets hit the past 2 months

23. Chapter 4 New Expeditions 24. The current direction of OTC is to cover the accounts that matter, to cover the relevant few.67% (28 million) 33% (13 million) 25. South LuzonColor % Business Total Accounts Added Accounts Green60 2 - Blue 70 3 1 Red 80 10 7 Black 90 35 25 26. Accounts are far apart rom each other. Covering them entails a lot of time on the road Maximizing time and resources Account Prioritization

• With coverage reduced to only 35 accounts split between two salesmen

• Salesmen spend too much time on the road

• Value per call is lower (esp with higher call frequency

• We remove our influence on the remaining 33% of the area

27. Monthly Coverage Plan Drafting Factors considered Limit call frequency to some accounts Consider 2008 data and include accounts with potential in the coverage Direct distribution is still better than indirect distribution Maximize a salesmans time and effort y o i t 28. In refining coverage, weve reduced the number of deserts Deserts may be easy to conquer, but then again, theres hardly anything to get from the place, better to focus on greener pastures 29. Chapter 5 Pirates, Sailors, and People 30. Sailors Pirates 31. Sailors Pirates

• Has long term plans

• May forego instant gratification for a greater purpose in the end

• Asks questions seeking to learn more

• Sailor now, but a captains lifes for me!

• Lives by the day

• Seeks instant gratification

• Accepts what is given to him

• Works to provide basic basic necessities

• A pirates lifes for me!

32. The same principle can be applied to a traditional salesman and a modern salesman These differences become a significant factor in motivation, training, and work ethic 33. Traditional

• Thinks ahead,

• Career-oriented

• Heavy though process before actions follow

• Views heavy work load as a means to achieve a greater objective

• Short term

• Incentive driven

• Mechanical in actions

• Does what his job asks for, nothing more sometimes nothing less

Modern 34. As people managers, we have to know what kind of sailors and pirates were handlingAnd provide the necessary tools for them to succeed 35. 36. Chapter 6 357 Treasure Map 37. Our Zuellig salesmen currently fall into the trap of being ordertakers Their current processes on field also fail to monitor sales factors such as targets, skewing, and inventories properly. 38. We have a standardized 357 Selling Process

• However, migrating this to the OTC setting poses some challenges:

• Forms and reports change

• Lack of inventory visibility

• Abiding by Zuellig minimum requirements

• Need for direct and clear instructions for salesmen to apply

39. OTC 357 A tailor fitted 357 that provides OTC salesmen with a detailed and executable instructions for their everyday routine. Forms that are applicable to OTC / abide by Zuellig standards The challenge of inventory checks is solved with a call form aligned with customers All these are provided to our salesman and are easy to understand and thus executable on field 40. Navigation map of the world While it may point to the right directions, the journey is still ultimately up to the salesman. It does however increase the probability of a quicker, more efficient, and more successful voyage.