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Mass Pharma (Pvt.) Limited is also situated in the same historical city of Lahore and very
proudly claims to be one of the most professionally designed pharmaceutical industry of
Pakistan. Mass Pharma started its operation in 1998. The company has emerged as one of the
fastest growing companies among the Pharma industry of Pakistan by manufacturing quality
products of international standards which have been acknowledged by the Health Care
Professionals all over the country and can be very rightly said that Mass Pharma is among one of
the leading pharmaceutical quality conscious companies.
We have the slogan to work for Masses Health Care. The Company is involved in the
manufacturing of almost all segments of products having its six independent manufacturing
sections which are controlled with centrally air-handling system.
Mass Pharma is a component of Khawaja Group of Companies which is dealing in
Pharmaceutical Business since last more than 30 years with the aim to serve the ailing humanity,
having annual turnover of more than 0.5 billion, which clearly shows the national wide faith of
the medical professional and it is mainly based on offering of the international standard
pharmaceutical products at affordable price.
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Ú feel pleasure in stating that my dream is fulfilled, by adding a pharmaceutical manufacturing

unit in the chain of Khawaja Group of Companies. Ú was working on this project since long. My
dream became true with the moral and financial support of all the directors on board of Mass
Pharma.
Ú pray my cordial thanks to the chairman specially and all the directors generally for their
positive role they have played for the completion of building, selection of machinery for
production as well as procurement of quality control equipment till the production of quality
products in an environment of international standards within the plant and around it. And also for
those who worked in the field of marketing in such a way that Mass Pharma is known throughout
the country as one of the leading pharmaceutical company.
My message to all those who believe in execution of dream are:
 








 





 
 

 
Similarly a successful person and mentor, who believe in hard working, can rightly say that««.
The height the successful men reached and kept
was not attained by sudden flight
they while their companion slept
were tolling upward in the nigh

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mor the health care of masses, Mass Pharma stands committed for production of high quality
products at an affordable price.
Mass Pharma has embarked on a journey of success; the destination is very bright and intends to
be a part of that beacon, showing rays of hope, offering solace to ailing humanity in Pakistan.
Manufacturing facilities at its unit have been kept environmental friendly, which is conductive
for an impeccable storage and manufacturing process starting right from receipt of raw material
up to the delivery of products in finished form.
Mass Pharma has collaboration with a UK based multinational pharmaceutical company for
manufacturing of their dermatological and cardiovascular range. Mass Pharma has the honor to
manufacture and market cardiac products of multinational company.
mor Masses¶ Health Care, Mass Pharma manufactures è




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Mass Pharma marketing and sales department has a team of 150 well groomed and experienced
sales professionals. Objective is to provide latest medical / product information to the medical
profession through ethical promotional network.

The department is headed by Executive Director Sales & Marketing, a highly respected
professional, having experience of more than 35 years of multinational and national companies.
Marketing department also consist of personnel development unit headed by a qualified medical
graduate having cardiology as specialty to his credit. Objective of this department is to provide
medical / product knowledge to young entrants and to provide latest medical update to the
medical profession.
Product management unit is another area of esteem of marketing and sales department in which
highly professional people are involved for continuous search for new molecules and to improve
delivery options of the existing molecules.

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The manufacturing facility is situated at 17-Km, merozepur Road, Lahore, Pakistan. This facility
having a layout according to the international standard is centrally air conditioned and is
equipped with latest machinery.
The factory has six separate sections for the manufacturing of following formulations:

·c Tablets
·c Capsules
·c Dry Powder Suspensions
·c Liquid Únjectables
·c Dry Powder Únjectables
·c Cream & Ointments

To control temperature, humidity and to avoid cross contamination during manufacturing

process, all sections have independent air handling system.
Production capacity has been designed to meet the marketing demand of foreign and local
collaborations along with its own marketing requirements for the next two decades.

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The Board of Directors is comprised of a group of highly dedicated professionals who have been
actively engaged in the pharmaceutical business for more than 2.5 decades. The founder and
Chief Executive of Mass Pharma has 25 year¶s experience at his credit for import, distribution
and marketing of some of the renowned multinational and national pharmaceutical products
under the umbrella of Mass Pharma sister concern, K. S. Mass, Pharmaceutical Distributors. The
Chief Executive of Mass Pharma has been incorporating his rich experience for the growth and
development of the Company right from its initial phase. As a result of these efforts of
management, Mass Pharma is right on track to achieve its ultimate objective, ³to be among the
top ten Pharmaceutical Companies of Pakistan within next five years. Ú SHA-ALLAH´

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Glip (Glipmepiride) is approved for once daily use as monotherapy or in combination with
insulin. Glimepiride achieves blood glucose lowering with the lowest dose of any sulphonylurea
compound. A single daily dose of 1mg has been shown to be effective and the recommended
maximal daily dose is 8mg. it has a long duration of action with a half life of 5 hour, allowing
once daily dosing & thereby improving compliance.

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Referred sometimes as a third generation Sulphonyl Urea

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·c Glip work at the cellular level to stimulate the release of insulin from the pancreas.
·c Glip effects on beta cells of pancreas
·c Glip effect at target tissues outside the pancreas
·c Glip seems to stimulate insulin production primarily after meals, when glucose levels are
highest, but the drug provide glucose control throughout the day
·c Older SU¶s may cause hyperinsulinemia
·c Hyperinsulinemia can promote weight gain and increase risk of hypoglycemia
·c Binding to K-ATP channels, causing
·c Opening of Ca channel which
·c Simulates insulin release

*  

·c The Pharmacokinetics effect of Glip do not vary with age or gender

·c Absorption
·c Glip is completely absorbed after oral administration
·c 100% absorbed from GÚT after oral administration and reaches maximum concentration
after 2-3 hrs.
·c Glip remains in blood circulation and extra cellular fluid

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·c Highly protein binding 99.5%
·c The binding is weak, therefore it easily moves from plasma protein to the cell surface
receptor
·c Metabolites of Glip have little or no biological activity
·c Glip has other effects on the body that affect diabetes therapy

  

·c Glip decrease blood glucose by:

·c Úncreasing Glycogen synthesis (by increasing activity of glycogen synthase)
·c Úncrease Glut 4 transporters at cell surfaces
·c o effect on plasma lipid levels
·c ÚDDM
·c Where every blood sugar level cannot be controlled adequately by:
·c Diet
·c Physical Exercise
·c Weight Reduction

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Opening Doctor, in the treatment of type ÚÚ Diabetes Mellitus your

Showing the cover page
Show page after the cover page
main concern is to control fasting plasma glucose level and
random Plasma Glucose level Moreover according to UKPDS
HbA1c level are very important in the tight control of diabetes
Doctor! You will agree that mostly the diabetic patient is
deprived of life but!
We have a solution and that is Glip tab contain Glimipride
available in 1, 2 & 4 mg that keeps the color of life.
Sir,
Glip (Glimepride) is a well established third generation
sulfonylurea for the management of type ÚÚ diabetes Mellitus.
Glip Provide
·c 24 Hrs effective glycemic control
·c o significant effect on weight gain

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Show the second page
Show the back page
Take Commitment offer
Literature/Sample and close the
call
moundation for next call
·c Low incidence of hypoglycemia
·c Prevents Diabetic Complications
Doctor Glip provide effective glycemic control (Demonstrate
the Graph that Glip regulate the HbA1c level at the normal
figure of 7 that is the requirement of mDA)
Sir,
Glip has no significant effects on weight gain (Discuss the
graph with doctor)
Moreover, Low incidence of Hypoglycemia with Glip
Glimepride provide 24 hrs glycemic control without inducing
hypoglycemia
(Discuss the graph with doctor)
Similarly Glip prevents diabetic complications
According to UKPDS 1% reduction HbA1c prevents
complications up to 33%
(Discuss the graph with doctor)
And Glip provide 2.4% reduction in HbA1c level
So Doctor, we can conclude that:
Glip
·c Controls glucose 24hrs, with a smaller dose
·c Better patient compliance once daily dosage
·c mDA approved for use in combination with insulin and
metformin
·c Alu Alu packaging
Doctor looking at the beautiful profile and keeping in view
Glitter offers tight glycemic control with reduction in
complications. How do you feel to prescribe Glip to the
oncoming patient with type ÚÚ diabetes?
Doctor, in my next visit Ú¶ll share your clinical experience
regarding Glip.

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The Quality Advantage

·c Glip decrease blood glucose by:

·c Úncreasing Glycogen synthesis (by increasing activity of glycogen synthase)
·c Úncrease Glut 4 transporters at cell surfaces
·c o effect on plasma lipid levels
·c ÚDDM
·c Where every blood sugar level cannot be controlled adequately by:
·c Diet
·c Physical Exercise
·c Weight Reduction

è
 
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Mass Pharma has a sales network of almost all cities of the Pakistan cities, with a
workforce of over 4500 trained sales personnel to guide our customers in finding the
right tab. Our high sales and customer care standards led us to achieve higher in
cardiology.
2 

At Mass Pharma, Quality Control not only means to carry out few analytical procedures
in the laboratory at the end of the production, but is a series of procedures which keeps a
microscopic eye on each step of transformation from raw material to finished products,
thus ensuring manufacturing of right quality products.
Quality control division has
independent sections for chemical testing, instruments room and microbiological testing
laboratory.

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Mass Pharma commodity price risks to higher costs due to changes in prices of inputs
such as Salt, Powder, Plastic and etc, which go into the production of Pharmacy Product.

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Ún order to mitigate these risks, the company continues to attempts to enter into long
term contracts based on its projections of prices. Ún a volatile commodity market, where
your company gives top priority to ensuring smooth availability of inputs, long term
contracts are helpful. They also help minimize the impact of growing input prices.
Conversely, long term contracts dilute the benefits, if any of a decline in input prices.

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The company is exposed to the risks associated with fluctuations in foreign exchange
rates mainly of import of components & raw materials and export of vehicles. The
company has a well structured exchange risk management policy. The company
manages the exchange risk by using appropriate hedge instruments depending on the
prevailing market conditions and the view on the currency
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Mass Pharma is one of the few ational Pharmaceutical companies who have been awarded with
European Certification. Út is another milestone in the history of Mass Pharma that a European
based Pharmaceutical Company has joined hands with Mass Pharma for the production of its
world renowned products and that too after confirming its Únternational standard of production
facility and quality control.
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Ún the course of its business, Mass Pharma is exposed to a variety of market and other risks
including the effects of demand dynamics, commodity prices, currency exchange rates, interest
rates, as well as risk associated with financial issues, hazard events and specific assets risk.
Whenever possible, we use the instrument of insurance to mitigate the risk.

 
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The Pharmacy industry is very capital intensive. Such investments require a certain scale of
operation to generate viable returns. These scales depend on demand. Although 2007-08 was
year of continued deprecation for the world economy whether this growth effect.

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Threats from Competitors
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mor the fiscal year ended December 2007, Getryl generated revenues of $193,517 million, an
increase of 4.3% from the previous year. The company reported a net income of $2,805 million
for fiscal 2005, down 26.6% from the previous year.

#
#  
Ún the 2007 fiscal year, CCL Motors generated revenues of $3,542.2 million (Ú R154, 935.2
million). The company made a net profit of $185 million (Ú R8, 103.4 million) in the 2006 fiscal
year.

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Each SPO/PS has to achieve 100% value wise target of Glip in Quarter Ú

2008-09
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·c Establish Glip as first line treatment in type 2 Diabetes i.e. newly diagnosed/swith
over of type 2 patient
·c Retain Glip prescribers
·c murther establish efficacy of Glip, which is well proven backed by strong image of
Mass Pharma
·c Úncrease patient awareness on Diabetes management

An important objective will be to establish a well-regarded brand name linked to a meaningful

positioning. We will have to invest heavily in marketing to create a memorable and distinctive
brand image projecting innovation, quality and value. We also must measure awareness and
response so we can adjust our marketing efforts if necessary.
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Product Segmentation & target Audience

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Core Products: (Glips, Blaze, Lipivastin)

·c Cardiologists
·c Diabetologists
·c Medical Specialists
·c ephrologists
·c europhyscians
·c Chest Physicians
·c G.Ú. Physicians
·c A-Class mamily Physicians

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Type 2 Diabetes Mellitus

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Glip (Glipmepiride) is approved for once daily use as monotherapy or in combination with
insulin. Glimepiride achieves blood glucose lowering with the lowest dose of any sulphonylurea
compound. A single daily dose of 1mg has been shown to be effective and the recommended
maximal daily dose is 8mg. it has a long duration of action with a half life of 5 hour, allowing
once daily dosing & thereby improving compliance.

 

Glip 1 mg 30¶s 76.50 90 3

2 mg 30¶s 127.50 150 5
4 mg 20¶s 170 200 10

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By integrating all messages in all media we will reinforce the brand name & main points of
product differentiation. Research about media consumption, pattern will help our advertising
agency to choose appropriate media and timing to reach prospects before & during the product

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introduction. Thereafter, advertising will appeared on a pulsing basis to maintain brand
awareness and communicate various differentiation messages. The agency wills also co-ordinate
public relation efforts to build Mass Pharma brand & support the differentiation message. To
attract market attention & encourage purchasing, we will offer a limited time, registration &
insurance.

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·c The Pharmacokinetics effect of Glip do not vary with age or gender

·c Absorption
·c Glip is completely absorbed after oral administration
·c 100% absorbed from GÚT after oral administration and reaches maximum concentration
after 2-3 hrs.
·c Glip remains in blood circulation and extra cellular fluid
·c Highly protein binding 99.5%
·c The binding is weak, therefore it easily moves from plasma protein to the cell surface
receptor
·c Metabolites of Glip have little or no biological activity
·c Glip has other effects on the body that affect diabetes therap
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Glip 1 mg 30¶s 76.50 90 3

2 mg 30¶s 127.50 150 5
4 mg 20¶s 170 200 10

 

 

  ,

·c Proper detail to the existing doctor and new doctors

·c Quality advantage should be forcefully communicated to enhance the image of your
product and company.
·c mocus the doctor prescribing Getryl, Evopride and Orinase, use the rule of 50/50 to
convert such doctor
·c At least one sugar camp in each SPO/PSABE territory per month should be conducted
strictly.
·c 2 RTD¶s should also be conducted in the area of each manager.
·c Wall mountings of diet chart for diabetic patients in the doctor chamber, 25 for each
manager

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To meet the challenges of product placement, Mass Pharma has a sister concern under the title of
K. S. Mass, Pharmaceutical Distributors, whose prime function is to appoint local distributors at
district level of the country for distribution of Mass Pharma products.
Currently the following cities are covered under the distribution network.
·c Multan
·c Abbottabad ·c Mirpur Khas
·c Bannu ·c Mianwali
·c Bahawalpur ·c Mingora
·c Bahawalnagar ·c Mardan
·c D.Ú.Khan ·c awabshah
·c D.G.Khan ·c Okara
·c maisalabad ·c Peshawar
·c Gujranwala ·c Rawalpindi
·c Gujrat ·c R. Y. Khan
·c Hyderabad ·c Sheikhupura
·c acobabad ·c Sahiwal
·c hang ·c Sargodha
·c ehlum ·c Sukkur
·c Kohat ·c Sialkot
·c Kasur ·c Toba Tek Singh
·c Lahore ·c Timergara
·c Larkana ·c
ehari

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As a new product much time will be spent by the organization to

create awareness of it presence amongst its target market. Profits are
negative or low because of this reason.

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Úf consumer clearly feels that this product will benefit them in some ways and they accept it, the
organization will see a period of rapid sales growth. Mass
stands on Growth Stage. As the sales
of Glip is high as compare to CCL Orinase then the consumer will buy -  by providing them
with great benefits in future and they will accept it.
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Rapid sales growth cannot last forever. Sales slow down as the product sales reach peak as it has
been accepted by most buyers.

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Sales and profits start to decline, the organisation may try to change their pricing strategy to
stimulate growth, and however the product will either have to be re-modified, or replaced within
the market.

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50% of the target will be achieved by our following tools

·c Samples
·c Literatures
·c Gifts
·c mield operative standards
·c Contacts due to pervious Mass investments
·c Technical skills
·c Experience
·c Thorough working

Rest of 50% will be achieved by the Activities & Únvestment of the Company.

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Core products (Headquarter)

DRS. Class o. of DRS.
isits/Month Total
isits

A-4 10 4 40
(Headquarter)
A-3 20 3 60
(Headquarter)
100

General Products (Headquarter)

DRS. Class o. of DRS.
isits/Month Total
isits

A-4 10 4 40
(Headquarter)
A-3 20 3 60
(Headquarter)
100

Total O of HQ
isits 200

Per day call rate in Local 13
Core Products O/S (Outstations)

DRS. Class o. of DRS.
isits/Month Total
isits

A-2 20 2 40
(Outstations)

General Product O/S (Outstation)

DRS. Class o. of DRS.
isits/Month Total
isits

A-2 20 2 40
(Outstations)

Total O of O/S
isits 80

Per day call rate in O/S 10

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Premier Gift (To be distributed by Manager)

·c Suit Pieces
·c Mont blank pens
·c Classy Pen holders
·c Perfumes
·c Úmported Ties
·c Leather molder
·c Gold Coins
·c Branded Watches
·c Wall Carpets

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·c mamily Gift for Doctors (Table mlag, Badges, Card)

·c Posters

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·c Digital Quran for selected customers

·c Dates
·c Tasbih
·c ae amaz

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·c Eid Cakes

·c Eid Cards
·c Eid mamily Gifts (Mehndi, Churian, Morning Sweets)


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·c Diaries
·c Calendars


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·c ew Year ight in some local or foreign hotel
·c mamily Movie Shows

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·c Wet Tissues
·c Tissue Containers
·c Big Clock
·c Wall Mounting (Miracles of ALLAH)
·c Beautiful Wooden Engraved Quran
erses for Table
·c Wooden Card holder
·c Wooden Pen holder
·c Wooden Key Chain
·c Ball Pens
·c Soaps
·c Towels
·c uices and Apples Activities

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We planned a very comprehensive reporting system for last year the implementation of same
reporting system will be ensured in this year with few amendments
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·c Every member of field force will reach distribution office at 9:00 AM sharp and will
leave office eat 9:45 AM.
·c These 45 minutes are very valuable for Daffodil Team and every Manager and SPO
must have a plan or agenda to effectively utilize these 45 minutes.
·c This plan or agenda may include following things.
a)c Delivery of Orders to Distributor
b)c Meeting with Sales man of your area and get feedback of your territory
c)c Meeting of SPO with manager to exchange and to achieve the objectives on each side
d)c A small 10 minutes briefing on products of the day by managers
e)c Revise the essential features and benefits of the products
f)c 5-10 minutes review of the doctors of the day and prescription vs ROÚ status
g)c Check
h)c Check the sales statement and manage the daily need of targets

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Weekly Report:
This report must be emailed to the marketing @ masspharma.com on every Monday. mormat for
this report are available online in email ÚDS (copy attached in the end of this document). o
excuse in this regard will be acceptable.

Tour Plan:
Monthly tour plan of all managers and SPO¶s must be emailed to the above given email ÚD latest
by 20th of every month. Managers are responsible for on time sending of these plans.

Weekly Work Plan:

mormats have already been dispatched to all managers. Út is pocket size plan. Every manager will
keep this plan in his front pocket during daily working. Every senior from HO will focus this

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plan for combined working. o excuse will b accepted in this regard, Sales Managers will be
directly responsible if any of his RSM/DmM¶s will not follow the instructions.

Manager will fill the following formats with their weekly work plan.

·c DCR¶s of entire teams

·c Advanced weekly work plan (copy of pocket size plan)

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All Daffodil Managers must ensure the submission of expenses by their all field force by 15th of
every month

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·c This format is available in your respective email boxes

·c Út must be filled by the managers fortnightly and must be emailed to marketing office on
regular basis.

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mor the recommendation of any project, it is mandatory to fill the pre-activity report format
which is available in your respective inboxes. Without this report, no activity will be approved.

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Two formats will be used for this purpose

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This report must reach marketing office at least one week before the day of activity. The
approved of MGM will be granted on the bases of this report. o MGM activity will be
approved without this report.

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This report will be sent to the marketing office on next day of activity through e-mail, it will be
complete report covering

·c Complete detail of MGM

·c Participants of MGM
·c mocus Specialties
·c Business against the activities

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Any manager who does not submit the post activity report his upcoming MGM activity will be
withheld.

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Region E-mail Password

Khyber Region daffodilkhber@yahoo.com 123456
Malakand Region daffodilmalakand@yahoo.com 123456
Potohar Region daffodilpotohar@yahoo.com 123456
Allam Úqbal Region daffodilallamiqbal@yahoo.com 123456
Chenab Region daffodilchenab@yahoo.com 123456
Shalimar Region daffodilshalimar@yahoo.com 123456
Buz Region daffodilbuz1@yahoo.com 123456
Moen o Daro Region daffodilmoenjodaro@yahoo.com 123456
Mehran Region daffodilmehran@yahoo.com 123456

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Achievement Level Úncentives

85% to 99% 4% of the sales of core & General
100% to above 5% of the sales of core & General
90% & above of special products targets 2% of the sales of special products if these
achievement of managers products are sold in his territory

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Achievement level at distirct & Regional Úncentives

Targets
85% to 99% 1% to the sales of core & General Products
100 & above 1.5% of sales of core & General Products
90% & above of his special Products targets 3% of sales of special Products
achievement

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1.c This incentive scheme will be on quarterly targets achievement basis

2.c Brick wise Distributor sales statements will be a pre-requisite for this scheme
3.c Distributors clearances of payment and assurance of non return of stocks is essential
4.c DmM¶s/RSM¶s qualify for his special products incentive if their SPO¶s achieve their
targets of core & general products as per above mentioned criteria 85% to 99% or above
100% & their special products targets will be achieved 90% & above
5.c SPO¶s and PS¶s whose targets are achieved & their manager¶s special products target is
also achieved then they will be given 2% of those special products sales in their area
6.c OTD sales will be separately rewarded and will not be included in market sales and
above mentioned incentive criteria.
7.c Únstitutional business will be directly supplied through factory and will not be included in
market sales. However manager and concerned SPO will be separately rewarded.

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o Managers SPO¶s/PS¶s Status of Status of

Úncentive for Úncentive for
SPO¶s/PS¶s managers
1 Special Products Core & General Yes Yes
Achieved Products
Achieved
2 Special Product Core & General Yes o
ot Achieved Products
Achieved
3 Special Products Core & General o o
Achieved Products OT
Achieved

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Heart is the most importatn element in the human being. And over life depand on it. To day most

of the people are victiom of the heart patinet. They need a regular treatment for the heart and

after some time the trestment they need a anti tablet for stop the effect of heart tablet. Over tablet

-#

is one of the product from the use of it you no need a anti tablet for a long time and its

negative effet is min.

Over product like the most of the people and doctor due the its goodnes.

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Questioner for Heart Patient

ame: ______________

Gender: ______________

1.c People become heart patient due to Depression?

a) Yes b) o
2.c People become heart patient due to family history?
a) Yes b) o
3.c Are you heart patient
a) Yes b) o
4.c How much person alive from first heart attack?
a)c 50% b) 65% c) 80%
5.c Do you need a medicine after heart attack?
a) Yes b) o
6.c Which company tablet you use?
a)c Mass Pharma b) CCL Pharma c) Himont Pharma
7.c Which one table you use
a)c Getryl b) Evopride c) Orinase
8.c Do you need anti table after using the heart tablet?
a) Yes b) o
9.c After how much time you need anti tablet?
a ) 4 month b) 6 month c) 8 month
10.cWhich one anti table you use
a)c Pharmayl b) Blaze

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