Sales and Marketing Workshop - Falcons -

23/05/2015

Falcons' 15 ...STRIKES AGAIN

Although Falcons' 15 is offficialy over, but the impact of its members on the field of pharmaceutical sales is still obvious and LEGENDARY..
Falcons'15 members have managed in only 10 days of field work with ABBOTT NUTRITION to visit more than 2430 doctor in 5 different specialties.
Making more than 32% increase in the sales outcome than the previous month.
This kind of impact can only be fulfilled by the type of skillful, well trained and determined members and medical representatives found only in FALCONS and SCOPS

Falcons'15. ...the legacy continues.....

06/05/2015

Rana Ashraf
كنت دايما بستغرب الصوت و كمية الSpirit اللي بتخرج من المدرج ده !
لحد لما بقيت جزء منه و عرفت ان الSpirit دي مش بتيجي غير نتيجه للتعب اللي بيتعبوه الناس دي و اللف في الشوارع ع الدكاتره و الصيدليات بالاسابيع !
على قد ما ايام Falcons بتكون متعبه على قد ما هي اكتر ايام ممكن تتعلم فيها في حياتك ..
عشان كده هتفضل Falcons حلوه بتعبها و بناسها ♡

06/05/2015

Sara Mashaal
زى ما ربنا خلق بصمة الايد مختلفة ، خلق شخصية فيك مش فى غيرك ، تقدر بيها تعمل حاجة محدش يقدر يعملها غيرك . المكان دة هو اول خطوة تعرف منه قيمة اختلافك و بتساعدك انك تشتغل عليه عشان توصل للمكان اللى انت مخلوق عشانه.

06/05/2015

Salma Taher
كان لما حد بيقنعنى بfalcons بارد بسرعة وأقول إنى باكره الmedical rep !
لكن بعد ما دخلتها اكتشفت إنها مش sales و marketing وبس !
Falcons مثال صغير للحياة ،
وناس FAlcons مثال صغير للناس الحلوة المؤثرة فى الدنيا ، اللى لو عايز تبقى جزء منهم .. ادخل Falcons :).

06/05/2015

خالد نجم
اد ايه فرحان اني كنت موجود في مكان عظيم زي ده ، مكان فيه السعادة كلها ، مكان بتتعلم فيه و بتعلم ، مكان بتشتغل فيه و انت حابب شغلك ، مكان هيسيب جواك علامة ، و ناس عمرك مهتنساهم ، فالكونز المعني الحقيقي للسعادة.

06/05/2015

06/05/2015

Phase three: company management 3.0 in cooperation with ABBOTT
The 150 members are divided into 2 companies.
In which they learn the true working system of the multinational companies and get to apply and understand the cooperation and connection between both the sales and marketing departments.
For the first time falcons participants are targeting five different specialties of doctors and conducting a full marketing plan on ENSURE a nutritional supplement.

06/05/2015

Phase two:
In cooperation with coloplast medical devices company.
The teams first received three sessions during which they got to know the basis of marketing and how to conduct a marketing plan.
The members then were divided into 10 teams
Aspidus, mekano ,desperado, spectrominers,7ofra,kelma,bensar,octopines,alchemists and tikitaka.
Each team chose a product in the market of moist wound dressings according to the market research done by the team and make several changes to met the needs of the market.
Each team conducted a full market plan on the product and created their own promotional tools concerning brochures flyers drop cards and the strategy to be used by the sales team during promotion.
During the competition (monopoly …own it all) the team were judged on:
1. The presentations that were discussing the market plans.
2. The calls that were made using their own promotional tools to the physician. The pharmacist and the customer (represented by the judges)
3.the advertisements that represented the products.
4.team harmony and spirit.
5. And most importantly the market plan.

3 best calls from each category were awarded (pharmacy, physician and customer calls)
5 best presenters
20 best members
4 best co leaders
2 best leaders
and top 3 winning teams (1.spectrominers 2.kelma 3.alchemists)
For the first time the members were provided with information about the market but given the liberty to choose their products according to their market research results,
also they had the liberty to set the requires call structure by the medical rep and also design the tools used by the medical reps.

06/05/2015

Falcons’15:
Phase 1 :
The phase was called THE RUN during which 3 sessions were held which was considered the WARMING UP and named READY, STEADY and GO respectively and during which the members have received a professional and up to date sales content.
The second step was to hold leaders interviews in which the leaders for this phase were chosen (18 leader &co-leader) and then the members were divided into 6 teams and received the product knowledge for 2 leading products in the hypertension market with NOVARTIS which were the TAREQ & COTAREQ role plays and rehearsals on the proper sales call were held in order to make sure of the high quality of the sales call.
Then the teams had the chance to get prepared for the SALES MINI CALL COMPETITION (the sprint) in which the six teams were competing with each other for 15% of the final grade of the SALES COMPETITION.
During this competition each team had a presentation, a movie that explained the proper steps of a sales call in a creative way and each member had an individual call with a medical representative from a multinational company and each call was graded. Two teams have won this competition team PIRAHNAS& team CORRINZ.
After that the teams received a product knowledge on two different products (ANTHELIOS sunscreen and EFFACLAR anti acne cream) from LA ROCHE POSSAY (L’OREAL) which is a leading company in the field of dermatology and each 3 teams were assigned a product from these two.
The teams worked for 3 weeks covering all the area of great Cairo and Giza and also other governorates as Fayoum, el Mansoura, Banha, and al Ismailia.
Also Falcons organized an event called FALEXANDRIA in which all falcons members traveled to Alexandria and covers all the areas there and were able to make almost 7000 pounds worth of sold units.
After three weeks the FINAL SALES COMPETITION was held on the 20th of March
Each 3 earn were competing against each other. Falcons’15 participants were able to cover more than 9000 pharmacy and 150 doctor and more than 250000 pounds worth of sold units
And as a result of the enormous work done LA ROCHE POSSAY recruited 12 of falcons’ best achievers to receive a special paid training in a the company in addition to 6 members who received gifts worth 600 pounds each from LA ROCHE.

06/05/2015

To be a champion, You have to see the big picture. It's not about winning and losing; it's about every day hard work and about thriving on a challenge. It's ...

06/05/2015

2009 Outcomes:
-Training with el Debeiky Pharma and selling 5234 packs of Chitocal
-Training with ZAD Industrial Pharma and selling 1012 packs of cosmetic products
2010 Outcomes:
-Training with Parkville Pharmaceuticals and selling 640 packs of Nolaver and 320 packs of Painica (75mg and 150 mg)
-Designing a full marketing plan for AKU (Artificial Kidney Unit) in El-Demerdash hospital
2011 Outcomes:
- Training with ZAD Industrial Pharma and selling 2400 packs of Skinatra and 3500 packs of Zadema in sales competition
-1500 pharmacy visits in final competition with MUP (Flexpro extra and Acicone-S)

2012 Outcomes:
-Training with Egyptian group of pharmaceutical industries on moxen and alveolin
Pharmacy number: 2358
Physician number: 840
Total number of packs: 4735
-Training with Astrazeneca on symbicort through marketing phase

2013 outcomes:
-training with MSD on Elecom, claritine and clarinase selled 29879 packs
Pharmacy visits :9494
Total physician visits: 1185
Hospital total number: 521
-Training with Lundbeck through company management phase
Pharmacy visits: 1760
70 contract doctor for the first time to be a segment to target
Total doctors covered : 52
16 nurse covered for the first time
740 ampoules of fluxanol
18 packs of cipralex
8 packs of ebixa
2 packs of serdolect
500 ampoules of clopixol200
270 ampoules of clopixol100

2014 Outcomes:
Training wish (MSD) on Nasonex, Clartine, Clarinase, Areus, Januvia, Janumet, Ranetic, Co-ranetic, Zocor and Engy
Training with Lundbeck Egypt on sales and marketing project
Total PHR: 12.000 pharmacy visit
Total Drs.: 2000 Doctor
Total Prospected Drs.: 971
Doctor Orders:928 Order
packs: 14.354 pack
Outcome: 304.725 EGP
Areas Covered: 30
Growth: حلوان 1200 % المـعـادي 300% مصر الجديدة 275
% Average Growth: 474.5 %

06/05/2015

“Falcons workshop” also known as “Marketing and Sales” which works on providing and developing the skills for a professional Medical rep!
This workshop was founded at 2006 by Dr. Islam Swar, Sales manager at Sanofi, it is the oldest workshop in SCOPS as it was founded the same time the organization did; so yes it is the only workshop celebrating its tenth year here!
Celebrating isn’t everything as the workshop this year aimed to simulate the real job of being a “medical representative” not just by practice but also through sessions such as; CV writing, Interviewing skills, Prospection and Pre call planning, teaching them the marketing bases which plays a role within the sales career as many more, before training with the multinational pharmaceutical companies!