{"id":1312,"date":"2024-07-03T08:23:00","date_gmt":"2024-07-03T08:23:00","guid":{"rendered":"https:\/\/britainwriters.com\/answers\/?p=1312"},"modified":"2024-07-03T08:23:05","modified_gmt":"2024-07-03T08:23:05","slug":"case-study-of-slm-tlm-assignment","status":"publish","type":"post","link":"https:\/\/britainwriters.com\/answers\/case-study-of-slm-tlm-assignment\/","title":{"rendered":"Case Study Of SLM-TLM Assignment"},"content":{"rendered":"\n<h3 class=\"wp-block-heading\"><strong>Assignment Task<\/strong><\/h3>\n\n\n\n<p class=\"wp-block-paragraph\"><strong>CASE STUDY SLM-TLM 2022<\/strong><\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Globally, India ranks 3rd in terms of pharmaceutical production by volume and 14th by value. The domestic pharmaceutical industry includes a network of 3,000 drug companies and ~10,500 manufacturing units.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">The country\u2019s pharmaceutical sector contributes 6.6% to the total merchandise exports. As of May 2022, India supplied a total of 586.4 lakh COVID-19 vaccines, comprising grants (81.3 lakh), commercial exports (339.7 lakh), and exports under the COVAX platform (165.5 lakh), to 71 countries.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Indian drugs are exported to more than 200 countries in the world, with US being the key market. Generic drugs account for 20% of the global export in terms of volume, making the country the largest provider of generic medicines globally. It is expected to expand even further in the coming years.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">NumeroUno Pharma produces a comprehensive, diverse, and highly complementary portfolio of generic and specialty medicines targeting a wide spectrum of chronic and acute treatments. Vision product portfolio includes generics, branded generics, specialty, difficult-to-make technology intensive products, over-the-counter (OTC), anti-retrovirals (ARVs), Active Pharmaceutical Ingredients (APIs) and intermediates.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">NumeroUno is one of the leading pharmaceutical companies in India.&nbsp;NumeroUno is ranked as number 1 in more than 10 specialty of Drs. Leadership in chronic segment; Strong positioning in acute segment 28 brands in top 300 brands of the country. Vision has an average productivity of 10 Lacs per SE.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">NumeroUno has a field strength of 11500 in India.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">With normalcy being restored due to steady decline in Covid19 positive cases across country. NumeroUno started performing even better than 2020-21 due to host of activities and services undertaken by field force for the medical fraternity in terms of PPE kits, Sanitizer\u2019s, Virtual educational Meetings. Educational grant to the family of deceased Covid19 warriors etc.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Company has an in house Learning &amp; OD department which conducts business specific developmental programs.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Company has well defined ethics and value systems and integrity related to work or financial matters is non-negotiable.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">NumeroUno is having strong IT platforms where field colleagues are having access to all information related to CIS coverage\/Missed Calls\/Inputs distribution\/Brand wise and SKU wise Sales, SAS related investment and ROI with visits on invested customers monitored centrally. NumeroUno is having well-established and transparent Internal Career progression program.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">NumeroUno is ranked number 1 in CVD segment with 5 SBU\u2019s catering to Cardio, Diabeto and Endocrinologist. Its PMPM was talk of industry always which was as high as 18 Lacs in few SBU\u2019s. However, off late it was felt at higher echelon of the management that in order to increase market share it is imperative to increase manpower and look for volumes rather than PMPM, which appeared quite logical.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">NumeroUno was always known as having strong base in Major metros and \u2018A\u2019 class cities. Companies like HumanKind which started with mass marketing and huge manpower in small cities has grown to 4th rank and registering fastest growth in Indian Pharmaceutical industry. Their brands were highly prescribed by GP\u2019s and as they were most economical. Industry pundits were of the opinion that this model of HumanKind will not work with Consultants and Specialists and they may not succeed in chronic disease management products.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Industry was taken aback and surprised with recent juggernaut of the said was company, when they introduced Cardiac and Diabaeto products to GP\u2019s and were highly successful. Uno-Card is one of the SBU\u2019s dealing in Cardiology &amp; Diabetology segment. Uno-Card has 55% contribution from Cardio and 45% from Diabeto. MCL\/Drs.List of each SE consists of Cardio, Diabeto, CP\u2019s and GP\u2019s. Uno-Card plans to achieve 400 crores in 2022-23. Current year YTD October\u2019 22 division is at 105% with 11 Cr.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Surplus and PMPM of 12.50 Lacs. All zones are &gt; 100% and 21 out of 24 Regions are &gt; than 100%. YTD Oct\u201922 all India 80% of SE\u2019s are &gt; 100%. Uno-Card has 4 priority brands which are named as Focus and Key Brands in Case Study data enclosed. All India Uno-Card has field strength of SE-270, FLM-67, SLM-24 and 7 ZSM. Patna Zone is the 7th Zone created in April\u201922 with internally promoted ZSM, who has been a consistent performer for the last 5 years as an SLM in other Cardio SBU of NumeroUno. When he was a SLM in other Region, grapevine was going around that he is strong headed in man management and highly number oriented come what may.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">This outlook of him had a downside effect on team morale. However, nothing of this sort was ever documented or brought on record and it was all hearsay from the field. Patna zone was created with an objective of achieving 5 crores\/month sales in the next 3 years. Patna Zone was carved out of earlier East &amp; Central Zones and comprises of Bihar, Jharkhand and Orissa. As per ORG and Cmarc Bihar and Jharkhand are the biggest and fastest growing market in Cardiology where patients are treated by GP\u2019s rather than specialists which are few in numbers.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Uno-Card spread of performance for Patna zone is 70% as of YTD Oct\u201922, 84% in 21-22 and 71% in 2020-21.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">In the last 2 years following expansion happened in Patna Zone, based on premise of increasing market share as mentioned above.<\/p>\n\n\n\n<figure class=\"wp-block-table\"><table><tbody><tr><td>2021-22<\/td><td>2022-23<\/td><\/tr><tr><td>Balasore<\/td><td>Dhanbad<\/td><\/tr><tr><td>Behrampur<\/td><td>Gaya<\/td><\/tr><tr><td>Purnea<\/td><td>Chapra<\/td><\/tr><tr><td>&nbsp;<\/td><td>Begusarai<\/td><\/tr><\/tbody><\/table><\/figure>\n\n\n\n<p class=\"wp-block-paragraph\">Patna SLM is down to earth leg worker but not street smart and ruthless unlike his ZSM, he joined Uno-Card from other company with lot of hopes and aspirations.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Orissa SLM is a veteran in NumeroUno about to reach his 25 years of service having exposure to various therapies within company. He is highly loyal having excellent relationship with KOL\u2019s and man of principle for him human values and respect are more important than only numbers.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">Though he always delivered his numbers. Based on his principle and value system he was always at loggerheads with his ZSM in terms of field operations. Earlier Patna FLM was an internal promotee, highly unorganized needed lots of push with no control over activities of team, managed business with stockiest very well in the last week of the month and was a blue eyed boy of ZSM. In 2021-22 Ranchi FLM was reporting to Patna SLM. The company has well-defined ethics and value systems and integrity related to work or financial matters is non-negotiable.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">During his visit to Patna Zone in the month of September 2022, SBU head of Uno-Card heard some hush-hush voices related to unethical activities against value system of company by line managers. Team was too scared to share due to whiplash by higher authorities of the Zone. It also came to his notice that 30% of premium inputs are distributed in the first two months of the quarter and 60% plus are distributed in the last 15 days of the quarter. Considering yourself to be ZSM of Patna Zone, please answer the following:<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">1. Prepare a SWOT and Gap analysis of Patna Zone &amp; Region.<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">2. What would be your short-term and long-term priorities for the zone?<\/p>\n\n\n\n<p class=\"wp-block-paragraph\">3. Suggest an action plan for a leaderless Zone.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Assignment Task CASE STUDY SLM-TLM 2022 Globally, India ranks 3rd in terms of pharmaceutical production by volume and 14th by value. The domestic pharmaceutical industry includes a network of 3,000 drug companies and ~10,500 manufacturing units. The country\u2019s pharmaceutical sector contributes 6.6% to the total merchandise exports. As of May 2022, India supplied a total [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-1312","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.9 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Case Study Of SLM-TLM Assignment - My Blog<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/britainwriters.com\/answers\/case-study-of-slm-tlm-assignment\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Case Study Of SLM-TLM Assignment - My Blog\" \/>\n<meta property=\"og:description\" content=\"Assignment Task CASE STUDY SLM-TLM 2022 Globally, India ranks 3rd in terms of pharmaceutical production by volume and 14th by value. 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The domestic pharmaceutical industry includes a network of 3,000 drug companies and ~10,500 manufacturing units. The country\u2019s pharmaceutical sector contributes 6.6% to the total merchandise exports. 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