EOD

Important Reminder On Liquidations












➢All budget credited MUST be liquidated


within a month






➢All unused budget must be

deposited/transferred back to TPPI bpi

acct # 0031-0704-57.

Allowances







MEAL ALLOWANCE



EMPLOYEE LEVEL IN BASE OUT BASE ENROUTE

Med Rep 200 275 225


Area Manager 275 325 300


Regional Sales Manager 500 700 600



TRANSPORTATION ALLOWANCE



EMPLOYEE LEVEL IN BASE OUT BASE ENROUTE


Med Rep 175 Actual Actual

Area Manager N/A N/A N/A


Regional Sales Manager N/A N/A N/A




LODGING ALLOWANCE DURING

OUT BASE COVERAGE





EMPLOYEE LEVEL BUDGET


Medical Representative Php 800 / night


Area Manager Php 1,200 / night

Regional Sales Manager Php 2,000 / night

Coordination Contact






➢Orlando C. Reyes


• [email protected]
• 09989672004

➢Maria Luisa B. Beramida


• [email protected]

• 09989672007
➢Richie T. Mendoza


• [email protected]

• 09989672046

➢Merly N. Piodena

• [email protected]

• 09988487998

➢Merdie F. Gadot

• [email protected]

• 09989672011

➢Marilou P. Cabalteja


• [email protected]
• 09989672008

➢Alric B. Jervoso


• [email protected]

• 09989672045

TPPI SFE Dept
























Country Manager
(Nitin Sharma)

















Sales and Marketing
Head
Assist. Mgr. for SFE (Carmelina Dungo)

(Benedict Perez)




















SFE Associate

(Glenda Tamayo)

SFE Summary of Current Functions












• Maintain and Process Sales Data


• Generates Sales To Market (STM)

reports

• Generate IMS Reports


• Administer the SFE Application.


• Approve MCPs, Add & Delete or update.

• Upload and Deactivate Detailing Aids

• iPad and Mobile Monitoring, Issuance

and Inventory


• Generates The Incentive Qualifier Report


• Generates Incentive Calculation

(Monthly, Quarterly and Annual
Incentives)


• Organize the Target Setting


• Facilitates the HO(TPL) Ad hoc reports.

TML: MCP Add and Delete or

Update Policy










Procedure – Overview






1. MR will use the webtool to facilitate the

addition and deletion or update of Doctors

in their Masterlist.


2. MR will notify their AMs that they have
requested an Add and Delete or Update


3. AMs will check and validate the Add and

Delete or Update list.


4. AMs will endorse their approved Add and

Delete or Update list to RSMs for approval.
Cc TPPI SFE Team


5. RSMs will approve/disapprove the Add and

Delete or Update list


6. TPPI SFE will approve the requested MD

list in the webtool once approved by RSM.

Other Terms and Conditions












1. Once Every Quarter (Jun, Sep, Dec, Mar)


2. Ideally, the max Add and Delete or Update

(10MDs for CVMG) – (5MDs CNS) –

Special cases with justifiable reason will be

facilitated.

3. Auto Disapproval for No PRC


4. SFE has the right to hold the approval of

“Add and Delete or Update list” to consult

any stakeholders, if found some issue(s) on

requested Add and Delete or Update that

will affect the quality of data.


5. SFE has the right to communicate directly
to the requestor (MR) to furnish the request.






*Note: Stakeholders are from RSMs to Country

Manager

Medical Representative –

Procedure Notes










MR can request an Add and Delete or Update

once every quarter.






• Add and Delete or Update can be done every

Jun, Sep, Dec and Mar.


• The number of Addition should be equal to the
number of deletion


• Ideally the maximum of 10MDs for CVMG and

5MDs for CNS


• MDs to be added should have PRCs. No PRC

(Automatic Disapproval)


• MR should ask their AMs to check and validate
the Add and Delete or Update request

template send via email.

• Incase no AM, ask RSM, incase no RSM, ask

NSM.

Area Manager – Procedure Notes






• AMs should validate the add and delete or

update list of their MRs if it is necessary for the

area.


• If the request list is ok, AMs should endorse

the Add and Delete or update list to RSMs via
mail cc SFE team (Ben and Glenda)










Regional Sales Manager –


Procedure Notes






• RSM will validate the add and delete or update
request to approve/disapprove


• If ok, RSM will inform SFE Team (Ben and

Glenda) to facilitate the approval.

SFE Application Training

PocketWise by eScience :


Text Blast Monitoring








Text Blast Monitoring Report












































To filter/select your own MD masterlist –

you have to tick the inverted arrow in
the box and search for your name or

your territory code and press ENTER or
tick OK

Recording your calls








Different Types of Call Coverage

Recording your calls







































Each cell align per day and per Doctor –

select what types of coverage you’ve
done










NB: You are NOT allowed to DELETE or ADD the rows or

columns.

Recording your calls






































❖ On the right side of the last week of the month –
there is a total count of coverage per week for the

whole month per Doctor.



❖ Every Monday, Glenda generates the weekly coverage

report for the management. This means, you must

submit your coverage report to your AM before

Monday 10am.

Self-Service Sales Monitoring

Report










SSSMR “Self-service” General Features






• Can be run on your iPad or Computer using

excel


• Report generation using filters

• You can generate current FY sales report,

MTD, QTD, YTD by selecting relevant months.


• Major Accounts wise sales


• Last Year (LY) Sales, Target, This Year (TY)

Sales


• % Achievement and % Growth


• Gap in Values and in Qty

RSMs “Self-service” Sales Report

Features










• Region Wise Brand Wise Sales in LBMNI

Category.

• You can filter by you Region(RSM), Month(s) and

Ams





• Comprehensive Brand-wise and SKU wise per

Key Accounts sales.






• Channel Wise Sales Trend per AM.

AM “Self-service” Sales Report

Features









• Rep wise sales % achievement and Gap.


• District Sales % Achievement and Gap.


• Sales Status Monitoring.

• Last Year(LY) Channel sales.










MR “Self-service” Sales Report

Features








• Comprehensive Brand-wise and SKU-Wise

Sales Major Channels.


• Sales Status Monitoring.


• Last Year (LY) sales per Channel.

PM “Self-service” Sales Report

Features








• Product wise sales trend.

• PM Sales Channel Wise with % Achievement,

%Growth and Gap.

• Product Sales Per AM.

• Product Sales Per MR.

Incentive Scheme







Incentive Types





Monthly Incentive



• Total Sales

• Product Sales




Quarter Payback






Once a Year Incentive



• Incremental Productivity (PCPM Increment)

• Mega Brand (Biggest Brand)
• Star Award/International Trip

• Consistency

• Rookie Of the Year

• Early Bird

• MR of the Year

• AM of the Year

• RSM of the Year

• PM of the Year

• Brand Champions

Eligibility – Monthly Incentive













Total Performance Incentive



• Total Sales % Achievement >=100%

• Next Month Performance >=80%

• MD Call Ave >= CNS 10, CVMG 16

• MD Reach >= 90%

• DS Call Ave >= 2
• DS Reach >= 70%


• Marketing >= 70%




Product Incentive



• Total Sales % Achievement >=90%

• Next Month Performance (N/A)

• MD Call Ave >= CNS 10, CVMG 16

• MD Reach >= 90%
• DS Call Ave >= 2

• DS Reach >= 70%

• Marketing >= 70% Total Sales % Achievement

>=90%

Incentive Payouts







Total Performance Incentive












Product Incentive















PCPM: Per Contract Per Month
Expected sales per Sales Personel

Monthly Earning Potential






























59,000

Eligibility – Quarter Payback

Incentive










Quarter Performance Incentive


• Quarter Sales % Achievement >=100%


• Next Month Performance >=95%





Each Month


• MD Call Ave >= CNS 10, CVMG 16


• MD Reach >= 90%

• DS Call Ave >= 2


• DS Reach >= 70% ?


• Marketing >= 70%






For Example: Calls, Reach and Mkt Imp

Apr - OK

May – Not OK

Jun- OK

Total number of “OK” is 2.

Incentive eligibility or multiplier is 2

Quarter Payback Incentive

Calculation



























Quarter Payback 2 Months Eligibility


Calculation

Eligibility – Once a Year Incentive

Other Terms and Condition





1. Monthly incentives calculated and disbursed on monthly basis

2. MR will be eligible to earn the monthly incentive if performance of the following
month is at least 80%

3. Mktg Implementation performance should not be less than 70%

4. To be eligible for incentive the Medical Representative should achieve MD call
average of 16 & 10 for CVMG & CNS, respectively, + AML Coverage of 90%
(Reach) or above and DS call average of 2 with coverage of 70% (Reach) DS for all
MRs. If MD Coverage (reach) is below 90% & higher than 80% and drug store
coverage (reach) below 70% but higher than 60%, 70% of incentive will be
disbursed.

5. Sales are calculated on the basis of regular orders executed and are net of returns if
any

6. Personnel with pending administrative investigation or those already sanctioned due
to progressive discipline arising out of a compliance violation or a serious violation of
the Employee Manual will not be entitled to any incentives from the time the
progressive discipline has been initiated to the time that the penalty has been
served. Incentives will likewise be withheld in cases of on-going investigations
involving progressive discipline procedures but the incentives will apply retroactively
in case the person involved is found not guilty of such violation/s.

7. For employees who are on extended leave for medical reasons or other valid
causes as reviewed by management, management reserves the right to evaluate all
documentations and to decide whether or not to release sales incentive based on
the prevailing circumstances. Extended leave is defined as absence from work for
thirty (30) days or more.

8. If monthly target for total sales is missed but the quarterly target is achieved, then
incentive for all 3 months to be paid but subsequent month should be at least 95%

9. In case there are sales because of Guaranteed A/cs, then incentive would be
released only once the payment is cleared. In case the payment is not cleared, then
the sales will not be credited

10. Employees permanently leaving during the quarter or month thereafter will not be
eligible for any incentive

11. Probationers are eligible to earn incentives on PRO RATA basis

Other Terms and Condition






12. Incentive payable is subject to income tax

13. This incentive scheme is liable for change depending upon the business
environment, scenario and Management decision.

14. Regularized Female MR will be eligible to earn incentive even when on Maternity
Leave.

15. Out of stock items – target as well as sales to be removed for that particular product,
for all the affected months (considering the spillover effects as well). Subject to ED
approval

16. PCPM slab category will be considered as per annual target

17. Incentive for field staff joining during the quarter will be calculated pro rata on days
worked, similarly in case of transfer/promotion

18. For pooled territories, the eligible incentive pool will be divided amongst the actual
strength

19. If at a later date it is found that the incentive paid /payable is disqualified due to non-
fulfilment of any incentive terms or incorrect sales calculation, the same will be
recovered, from salary or expense statement or future incentive

20. If it is found that sales have been generated in a fraudulent manner or the employee
is guilty of misconduct of any kind during the incentive period, the company reserves
the right to forfeit the incentive and if already paid, recover the same forthwith

21. The company reserve the right to alter, modify or discontinue the incentive scheme
prospectively at it sole discretion

22. Annual Incentives are only applicable for field staff with length of service of 1 year or
more

Discount Coupon Tracker








• Name of MDs





• Serial Numbers






• Fake signatures

Naming Convention for Tracking

Discount Coupon






































17 Characters

Discount Coupon Tracking












• DC issuance will be recorded using our SFE

app, and MUST be entered at the end of pre-

call.





Sr. range 250101 to 250150



=50 total pages




=10pads

iPad Maintenance












• You are not allowed misuse the iPad.


• You are not allowed to change the iCloud

account set when you receive your iPad.


• You are not allowed to set passwords in iPad


• You are responsible for keeping the iPad safe

and clean. Any loss or damaged not covered
by warranty should be replaced by you,

otherwise it will be charged on your payroll.


• You are responsible for the installation of the

approved app. from “in-purchase” when you

are advised by SFE.

• You are allowed to request to install an

application subject for approval








Please be guided by the Acknowledgement form you will
received before receiving the iPad. Where Terms,

Condition and Consequences in detailed.

Coordination Contact












➢Benedict J. Perez


• [email protected]

• 09989672157

➢Glenda T. Tamayo


• [email protected]

• 09992284730