RCPA by GIRISH

RCPA a weapon to win competitors

1. RETAILING
1.RAPPORT BUILDING
2.SERVICING
3.RCPA
4.IDENTIFYING A RIGHT
CUSTOMER BASED ON RCPA
5.POB

2. RAPPORT BUILDING
SELF INTRODUCTION
REMEMBER KEY PERSON NAME
AND GREET HIM BY HIS NAME
GIVE PREFERENCE TO
PATIENTS
RESPECT HIS TIME

3. SERVICING
ALWAYS START WITH GIVING
INFORMATION BEFORE TAKING
INFORMATION
ASK ABOUT NON-MOVING
STOCKS
ANY PROBLEM WITH SUPPLY ?
INFORM CURRENT BONUS
OFFER

4. RCPA
WHAT FOR WE DO RCPA?
 TO GET INFORMATION REGARDING MOVEMENT OF OUR PRODUCT AND
COMPETITOR’S ACTIVITY
 TO KNOW THAT THE DOCTOR IS PRESCRIBER OR NON PRESCRIBER FOR US
 CHECK WHETHER DOCTOR HAS SWITCHED TO OTHER BRAND OR MOLECULE
IF HE IS OUR PRESCRIBER
 PLAN PRODUCT WISE CONVERSION
 IF A PRESCRIBER, RCPA GIVES RIGHT INFORMATION ON WHICH PRODUCT
CAN BE ADDED TO DOCTOR
 IF A NON PRESCRIBER,RCPA GIVES RIGHT INFORMATION ON WHICH
PRODUCT WE SHOULD TARGET THE DOCTOR TO CONVERT HIM
 AVAILABILITY OF STOCKS,NON MOVING STOCKS AND PLAN FOR LIQUIDATION
OF NON MOVING STOCKS WE SHALL KNOW

5. RCPA
DO NOT DISTURB CHEMIST WHEN HE IS SERVICING
A CUSTOMER,ALWAYS WAIT FOR YOUR TURN
STAND IN ONE SIDE OF THE COUNTER
ALWAYS CHECK RACKS FOR FIRST HAND
INFORMATION REGARDING COMPETITOR’S
START WITH WISHING CHEMIST BY HIS NAME
KEEP YOUR RCPA WORKBOOK READY
IS DR WRITING MY BRAND? ASK HOW MANY
STRIPS/BOTTLES/WEEK
ASK FOR ANY OTHER DOCTOR IS GIVING RX’S IN
THAT AREA AND QUANTIFY HIS PRESCRIPTION’S
ALSO

ASK FOR 2-3 COMPETITOR PRODUCTS AND
QUANTIFY THE SAME
CAPTURE IT IN YOUR BOO K

6. IDENTIFYING A RIGHT
CUSTOMER BASED ON RCPA
BASED ON RCPA TAKE MAXIMUM
PRESCRIBED BRAND AS FIRST PRODUCT
AND SECOND HIGHEST PRESCRIBED AS
SECOND PRODUCT
FOCUS SHOULD BE ON THESE TWO
PRODUCTS , SKU WISE UNDERSTANDING
IS DESIRED TO HAVE BETTER CLARITY

7. EXAMPLE FOR IDENTIFYING
PRODUCTS AS PER RCPA FOR
CUSTOMER

DOCTOR WRITES 15 STRIPS OF HAEMATANIC,10
BOTTLES OF MULTI VITAMIN SYP AND 20 BOTTLES
OF ENZYME PER WEEK
1
ST
PRODUCT WILL BE BESTOZYME AND SECOND
WILL BE BEFER TAB
POINT TO NOTE- THE PXION LOYALTY OF THE SAID
DOCTOR
EG. Check whether he is hooked on to Only One Brand,
In which case our priority will change

8. P.O.B
TRY TO TAKE POB EVERY TIME YOU
MEET THE CHEMIST INSTEAD OF
WRITING IN SHORTAGE
POB CAN BE BOOKED BEFORE OR AFTER
DOCTOR CALL AS PER SITUATION
KEEP YOUR ORDER BOOK READY