National
Companies:
During this period I had noticed that the national companies have the
strict follow up policies and they are visiting all the doctors with the proper
follow up. They are not catagorizing the doctors in the groups of A Class and B
Class. While this was also observed that if they are Catagorizing these doctors
in the Classes then they have not any difference in the Visits they pay the 4
Visits in the Month. They catagorize doctor in the classes just only to
measured the doctors potential and also that they can discuss in the meeting in
the best manner. If I will give the example of Aqmar Pharmaceautical which is
the growing compny and if you will come in the field and will visit the five
doctors that you will meet a Aqmar’s Officers. During my this period of
approxmately 2 years I was responsible for Larkana, Shahdadkot, Qamber,
Jacobabad, Ranipur & Gamabat but I don’t remember any of the twon where
Aqmar was week. That all was due to strong follow up of officers to doctors and
also company had a keen eye over the officers and did not let them to skip from
the market. And now they are growing day by day.
And when we are talking about the services policies of the national
companies they are going to give the services to the doctors, some companies
have ethical and some of these have unethical services while they are not
supposed to loose any doctor in the market. But most of the companies have that
they are not killing their finance in the gifts which doctors don’t like these
days and they are asking about the need of the doctor and also they try to
serve that of the doctor. In my point of View there is nothing worst to serve a
doctor in such a style rather then we waste or finance over the gifts like
Pens, Pads and tissue papers, doctors don’t like such things. If a
multinational company is providing the pads to a doctor and there is not
his/her name mentioned on that of the pad that is aimless for that doctor, on
the other hand another company who identifies the need and provides him/her
letter pads that’s great that will give the company better result as compare to
that of the multinational company.
Multinational Companies:
They have the catagories of the doctors Class A and Class B they have the
Visit to a Class A doctor for 2 times in a month, and B class 1 time in a month
while have discussed the regular follow up of the national companies so that’s why
doctors have swithched to the national companies products. That’s an other thing
the main is that the regular visits on such a small number of visits. That was
found by me that the officers was not working in the field in the best manner
and also they have not the ambition to work they just have a keen eye over the
incentives for which they are going to have infultration, and they are going to
give the adjustment one of the Multinational company representative who I personaly
know have the market adjustment of Rs: 35000/= which is much more loss for the
company and they are going to claim all that amount of Rs:35000/= with the help
of Medical and they are going to show their wife delievery ever 8 months and
other months they show the most costly drugs prescribed by the B Class doctors
and management approve those all. This is like the slow poision for the company
and the expenses are more high then the revenues. The medical policy should be
revised and there should be the proper follow up of all the medical claims.
While one of the comapnys just one office seen during these two years
just once that is the most papoular company of the pakistan. While talking
about the gifting there was not the proper distribution of the giftings and
also according to one of the company representative that we sell the Gifts,
Literature as well as Pads in the Market rather then we give that to the
doctors what doctors will give us then we sell it. So where is the followup
behind such big organizations.
There should be proper follow up and every doctor of A class should be
visited 4 times in the Month and B class doctor 2 time town 2 times in the
month there will be results and they should come out from their comfort zone
and have the look over the Market what is happening.
This all was writen with reference to conditions of Larkana and same is
expected in all over the Pakistan. While the achievers of the multinational
companies comes happy to achieve any award on the behlaf of infultrationa and
also market adjustment. Here in Larkana Shaikh Zaid Women Hospital none of
Multinational company representative visit OPD and they show the calls in the
DCRs, there should be follow up management should tune the strategies. The results
will definitely come. This is the time to tune the policies and have back the
local companies.
