TOUCH

In pursuit of excellence
It has been observed that, a
trained FSO/TBM/BE contributes
much better than that of an
untrained person.
The Touch Training Program has
started about three years back
and seen lot of success in terms
of building FSO/TBM/BEs
capability.
Touch is an important Training
Project that enables a newly
joined FSO/TBM/BE to
understand these critical
aspects.
As newly joined FSO or TBM or
BE is absolutely ignorant about
Glenmark as an organization,
the organizational culture,
therapy and brands.
SOP
Objective:
Touch Training Program is aimed to make the newly joined
FSO/TBM/BEs capable on the following aspects
Must to know points about the brands
In clinic communication and Detailing
Retailing
Reporting through G-Force
Organization orientation
Vision
Mission
Value
Glenmark
Gracewell
Gracewell-Spl
G&G
Majesta
Integrace
Respiratory
Respicare
Milieus
Critica
Dermatology
Gynecology

India
Formulation
Chronic
16
Divisions
Healtheon
Zoltan
Zoltan Care
Glenmark CV
Acute
SynerG
Dermax
Day-1
Venue Time Topic & objective Faculty
Hotel Ajanta(Juhu)
9:00am -10.00 am
Welcome & Introduction
HRBP
Anthem & Corporate Movie
Leadership videos
10.00 am- 11.15am
HR presentation- Policies & Career path

HRBP
11:15am- 11.30am Tea break
11:30am 1.00pm Joining Process HRBP
1.00 pm - 1.30 pm MIDAS /pharmacovigilance Medical Service Team
1-30pm - 2:30pm Lunch
2-30pm - 4-15 pm Online Reporting Training (G Force) G-Force Team
4:15pm - 4:30pm Tea break
4:30pm 5.30 pm
Online Reporting Training (G Force) G-Force Team
5.30 pm- 6.00 pm
E- Learning (Organisation snap shot) GCL team
Day-2
Venue Time Topic & Objective Faculty
Hotel Ajanta(Juhu)
9:00am -9:15am
WELCOME participants and Introduction &
Glenmark Anthem
TM
9:15am -10:45am Grooming & Etiquettes
TM
In clinic communication & Detailing
10.45 am-11:00am Tea break
11:00am - 1:30pm Power brand briefing TM
1-30pm - 2:15pm Lunch
2:15pm - 4:15pm Power brand briefing TM
4:15pm - 4:30pm Tea break
4:30pm - 6.00 pm Detailing practice ,Role-plays & feedback for the day TM
8.00pm - 10.00 pm Detailing practice & distribution of Ready Reckoner TM
Day-3
Venue Time Topic & objective Faculty
Hotel Ajanta(Juhu)
9:00am -9:15am Glenmark Anthem TM
9:15am -10:45am Retailing
TM
Roles & responsibilities
10.45am - 11:00am Tea break
11:00am - 1:30pm Briefing - Growth Drivers TM
1-30pm - 2:15pm Lunch
2:15pm - 4:15 pm Briefing - Growth Drivers TM
4:15pm - 4:30pm Tea break
4:30pm - 6:00pm Detailing practice & Role-plays/Audio detailing TM
8.00pm - 10.00 pm
Detailing practice & Role-plays ( Focus on weak
participant )
TM

Day-4
Venue Time Topic & objective Faculty
Hotel Ajanta(Juhu)
9:00am -9:15am Glenmark anthem TM
9:30am -10.45am CNSS TM
10.45am - 11:00am Tea break
11:30am - 1:30pm Left out growth drivers TM
1-30pm - 2:15pm Lunch
2:15pm - 3:30pm One minute detailing TM
3:30pm-4:15pm
One minute detailing

TM
4:15pm - 4:30pm Tea break
4:30pm 6.00pm Video recording of detailing TM
8.00pm 10.00pm Detailing practice TM
Day-5
Time Time Topic & objective Faculty
Hotel Ajanta (Juhu)
9:00am -9:30am Glenmark anthem and SPROUT Presentation TM
9:30am -10.00am Written Test TM
10.00am - 11:00am One to one Evaluation
11:00am - 11:15am Tea Break
11.15am-1.30 am One to one Evaluation TM
1-30pm - 2:15pm Lunch
2:15pm - 3:30pm One to one Evaluation TM
3.30pm-4.00pm Closing session TM
4:00pm - 4:15pm Tea break
4:15pm-4.45pm Feedback TM
4:45pm -5.15 pm Appointment letter distribution HRM
5.15pm - 5:30pm Ticket distribution TM
TOUCH
In pursuit of excellence
Assign one HR personal as a exclusive point of interaction
for all TOUCH related matters (Shazia Ansari)
Collate list of participants to attend TOUCH in the following week & forward the
details to TOUCH team, Rita Fernando & Hotel Ajanta (In the past we could send
intimation on Monday now the list should be sent on Friday itself)
Book Oxford Hall to conduct HR session & G-Force session on Monday (Rita will
block for the whole year as per the calendar)
Cancel the booking hall in case of cancellation of the TOUCH (RITA)
Arrange the vehicle to pick & drop of participants from Hotel Ajanta to Office to
give the feeling of WOW . We have received this suggestion from the trainees.
(Not to be initiated)
Arrange for a booklet synopsis of the HR presentation
(HR team - will make the relevant deck available soon for Participants)
Arrange for a Memento for all participants attending TOUCH ( Writing pad , pen ,
tie , Plaque Values , Mission & Vision of Glenmark ) in an attractive pouch .

PRE TOUCH
Protocols
Intimate the line managers by mail to fill in the joining report for the new FSO .
Intimate the TOUCH team as and when changes are incorporated in the HR
presentation slides
Start the session at 9.00 AM
Welcome the participants , Introduction , Anthem , Corporate film
HR Presentation
Mandatory form filling
Collate information for return tickets and forward to TOUCH team , AOs & Sales
admin. ( Admin Department -Responsibility) (Sales Admin to complete)
Inform Hotel Ajanta for Food packets by 11.00 AM.
(Participant list will be shared with Rita in advance)
Hand over session to Medical at 1.00 PM for MIDAS & Pharmaco vigilance
(Sales Trg team to inform/block the conductor in advance)
Lunch break at 1.30 PM
Inform the Sales Admin team to start G- Force session by 2.30 PM
(Sales Trg team to inform/block the conductor in advance)
Inform the GCL team to conduct E -Learning session at 5.30 AM
(Sales Trg team to inform/block the conductor in advance)
Day 1 :
Protocols
Inform AOs -return tickets to be booked for participants post 9 pm only on Friday
Day 5:
Protocols
In the case of a B & C grade performance at TOUCH( Mr Vinod Shetty will
take call ) (Change in FSO offer letter to state that anyone who would score less than B grade in the training
program than his/her candidature might be cancelled.)
Participant will be sent to office to meet the Talent acquisition HR personal
at 11.00 am on Friday . (Not to be initiated)
The HR personal will interact with the participant , check the video on
Product knowledge & detailing , go through the observation from trainer .
(Not to be initiated)

Interact with BH / DH / Cluster head regarding the participant performance
(Not to be initiated)

Intimate the TOUCH trainers regarding the decision taken on the participant
by mail (Not to be initiated)
Day 5 :
Protocols
Distribute the appointment letters at Hotel Ajanta to the participants at 4 pm
to 5pm
Avoid sending the retainers to distribute appointment letters .It was observed
that retainers unable to explain queries and it becomes a mere formality and
importance is lost.
Distribute the return tickets to the participants on Friday (Admin) (Sales Admin)

HR personal - preferably formal attire during interaction with participants
(Only Ties for Gentlemen)

Post TOUCH
Protocols
Follow up on B & C grade performers - direct interaction with FSO and
concerned DSM (Suggest RTEs to do fieldwork with B & C Graders)
Attrition if any post TOUCH ( 3 month period ) inform the TOUCH trainers
by mail
Share all positive & negative feedback regarding TOUCH with TOUCH trainers
by mail
Update the TOUCH file on the Touch Screen and intimate Touch trainer by mail.
Arrange for 5 New Visual aid folder and Detailing guide line as and when VAF changes.
Update the Audio detailing and Glossary on TOUCH screen as and when VAF changes.
Intimate the TOUCH team about new product launch in your respective division by mail
and update The TOUCH file.
Arrange for VAF and detailing guidelines of new product from PMT.
Prepare and update one question paper on power brand- therapy and product (30 marks
objective question).
When attending TOUCH ensure availability for all day (Tuesday- Friday)
Submit evaluation report on Friday before closing session.
Update the TOUCH file with 8-10 USPs on power brands to facilitate ONE minute
detailing
TRAINERS RESPONSIBILITY FOR TOUCH
Touch Evaluation report Update
Forward Evaluation to all concerned.
Enter assessment in TRACER.
Prepare list of names not appearing in TRACER.
Prepare list of names to be deleted from back end.
Invite participants after receiving list of participants from Sales Administration Team
Arrange for TOUCH file to be handed over to participants on Monday evening.
Update ABC data on Pivot Table.
Post TOUCH intervention- Call, interact with B, C and A++ Participants,
Update the Pricelist in TOUCH file before the first TOUCH program of the month.
TOUCH TEAM Day One
Integrace
HR and G force Day 1
Bon-K2 Tab , BONDK, LIZOLID and
Detailing Practice
Day 2
ESOZ Range, ESOZ L, OXUBA
Detailing Practice
Day 3
Detailing Practice Day 4
Evaluation
Day 5
Respicare
HR and G force Day 1
Alex range and Detailing Practice
Day 2
Kefpod range and Detailing Practice
Day 3
Xaria Plus and detailing Practice Day 4
Evaluation
Day 5
Majesta
HR and G force
Day 1
ASCORIL Range Detailing Practice
Day 2
Zinox and Azifine Range Detailing
Practice
Day 3
Altacef range Detailing Practice
Day 4
Evaluation
Day 5
Milieus
HR and G force
Day 1
Milixim, Milixim DS and Milixim CV
Detailing Practice
Day 2
Milixim O, milixim O 400 SR Milixim
OZ
Day 3
Candibiotic, candid o Candid mouth
Paint/Gel Detailing Practice
Day 4
Evaluation
Day 5
Critica
HR and G force
Day 1
Doriglen and Detailing Practice
Day 2
Inem, Colymonas, Tigebax
Day 3
Casfung Acinostop Gefemax
Day 4
Evaluation
Day 5
THANK YOU