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Avapro / Avalide Recovery Plan

Avapro / Avalide Recovery Plan. Sales Rep Tools Harrisburg District October 4, 2006 Prepared and delivered by Jim Brown. Plan Premise. Q2 SGA performance favorable Q3-to-date market share and volume performance stabilized with slight improvement

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Avapro / Avalide Recovery Plan

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  1. Avapro / Avalide Recovery Plan Sales Rep Tools Harrisburg District October 4, 2006 Prepared and delivered by Jim Brown

  2. Plan Premise • Q2 SGA performance favorable • Q3-to-date market share and volume performance stabilized with slight improvement • District Q3 performance behind Region, at bottom of district list • Diovan and Benicar NRx volume trumps Avapro

  3. Analysis Methodology Keep it simple Ensure START call plan adherence Increase focus: use Enhanced Rx Report Found on e-Reports on SFO Targets VH / H value rated docs Integrate MHC payor product access for greatest impact (i.e. Tier 2, available status)

  4. AVAPRO VH / H prescribers by Territory defined by Enhanced NRx Report # of targets: Reading = 65, HBG E = 23, HBG N = 49, HBG S = 52, Gettysburg = 32

  5. AVALIDE VH / H prescribers by Territory defined by Enhanced NRx Report # of targets: Reading = 65, HBG E = 26, HBG N = 41, HBG S = 50, Gettysburg = 41

  6. This report provides focused sorting and targeting of highest value targets using 12 Wk NRx Brand and Market Volumes (Note: Market volume reflects SuperBrand scripts) (Note worksheet tabs: all products are included in this report)

  7. Sort targets using the AutoSort arrow for the respective column of interest

  8. Hide irrelevant columns in Report for side-by-side NRx and Market Volume comparison • to reveal doc-by-doc potential. • Integrate MHC payor status by practice to proactively • eliminate “cost” objection. • Remember, Market Vol. reflects SuperBrand, not ARB or ARB/HCT individual markets. • Example: HBG S., top 12 market potential docs, average at least 5 market NRx/Week. • Look at brand potential!

  9. Next Steps • Use CallMax queries and Excel analysis to target remaining brand & superbrand potential, that is, M, L, VL rated docs representing the following business spread in the HBG District:

  10. Next Steps • Capture MHC payor prevalence by territory, followed by tops docs sorting by payor, for focused MHC messaging execution. (see examples) • Create MHC status grid for Avapro / Avalide and competitors for rep training.

  11. % Volume of NRx Scripts

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