Onco Care Pharmaceuticals

Introduction of the Company

Core function is to import market medications internationally

Onco Care is built upon the philosophy of quality service, reliability and added value.

We have targeted a niche and neglected market i.e. ‘Oncology’

It is basically a company that imports and markets Anti-cancer medications from South Korea.

Mission

“Our mission is to provide safe, effective and affordable

medicines to millions of people who are in need"

Organizational HierarchyNavaid M. Khan

CEOHamza AzeemVP Marketing

Marketing Manager

Shayan TejaniVP SalesMujtaba Sheikh

Product & Training ManagerZainab SarwarRSM Karachi

RSM Multan

RSM Lahore

RSM Islamabad

RSM Peshawar

Sabah AshrafHR Manager

Zarlish UsmaniFinance Manager

Cashier

Business Analyst

Distribution Manager

Accountant

Personal Secretary

Strategic Business Partners

PRODUCT PORTFOLIO

Azafrine Tablet

Azafrine is used with other medications to prevent rejection of a kidney transplant.

It works by weakening your body's defense system (immune system) to help your body accept the new kidney

Selling Price is Rs: 1,230/Box

Competitors: GSK, AHP

Blenco - Injection

Bleomycin is used to treat cancer. It works by slowing or stopping the growth of cancer cells.

This medication may also be used to control the build-up of fluid around the lungs caused by tumors that have spread to the lungs. For this condition, bleomycin is placed in the space around the lungs through a chest tube.

SellingPrice is Rs: 1,245/(Vial/Box)

Competitors: Cipla Pharma, Atco Pharma

Carbotionol - Injection

Carboplatin is used to treat various types of cancer. It is a chemotherapy drug that contains platinum.

It is used alone or in combination with other medications to slow or stop cancer cell growth.


Competitors: Atco, BioPharma, Pfizer, Cipla

Daunocin

Daunorubicin is used to treat leukemia and other cancers.

It works by slowing or stopping the growth of cancer cells.

Selling Price is Rs: 637/Box

Competitors: No Competition

Duticin Injection

Dacarbazine is used to treat certain types of cancer, such as skin cancer that has spread (metastatic malignant melanoma) and Hodgkin's disease.

It is a cancer chemotherapy drug that is used alone or with other medications to slow or stop cancer cell growth.


Competitors: Medinet, Al Habib Pharma

Etopul Injection

Etoposide is used alone or in combination with other chemotherapies to treat certain forms of cancer (e.g., small cell lung cancer).

Etoposide works by slowing cancer cell growth. It is also commonly known as VP-16.

Selling Price is Rs: 6,265 (10Apm/Box)

Competitors: Bio, Atco, AHP, Pfizer

Gemcit Injection

Gemcitabine is used alone or with other treatments/medications to treat certain types of cancer (including breast, lung, pancreatic).

It is a chemotherapy drug that works by slowing or stopping the growth of cancer cells.


Competitors: AHP, Ely Lille, Novartis, Ferozsons

Kunyrin Injection

This medication is used to treat or prevent serious blood cell disorders caused by high toxicity drugs.

It may also be used with a certain cancer drug to treat patients with colon cancer.

Selling Price is Rs: 5,562/box (10amp=1box)

Competitors: AHP, Atco, Bio Pharma

Onfran Injection

This medication is used alone or with other medications to prevent nausea and vomiting caused by cancer drug treatment (chemotherapy) and radiation therapy.

It is also used to prevent and treat nausea and vomiting after surgery. It works by blocking one of the body's natural substances (serotonin) that causes vomiting.

Selling Price is Rs: 3,840/Box (5vial/box)

Competitors: GSK, Bio Pharma, Novartis, Zafa

Unistin Injection

Cisplatin is used to treat various types of cancer. It is a chemotherapy drug that contains platinum.

It is used alone or in combination with other medications to slow or stop cancer cell growth.

Selling Price is Rs: 4,250/Box (10Vial/Box)

Competitors: AHP, Atco, Cipla, Pfizer

Unitaxel - Injection

Paclitaxel is used to treat various types of cancer.

It is a cancer chemotherapy drug that works by slowing or stopping cancer cell growth.

Selling Price is Rs: 5936/box (1vial/box)

Competitors: Atco, BioPharma, Ferozsons

Utoral Injection

Fluorouracil is used to treat various types of cancer.

It is a chemotherapy drug that is used alone or in combination with other medications to slow or stop cancer cell growth.

Selling Price is Rs: 1,335/box (10Vial/Box)

Competitors: AHP, Atco, Bio Pharma

Vinracine Injection

Vincristine is used to treat various types of cancer.

It is a cancer chemotherapy drug that is usually used with other chemotherapy drugs to slow or stop cancer cell growth.

Selling Price is Rs: 3,393/Box (10vial/box)

Competitors: Pharmatech

Zycram Injection

Zycram is used to treat various types of cancer. It is a chemotherapy drug that works by slowing or stopping cell growth.

Zycram also works by decreasing your immune system's response to various diseases. It is used to treat a certain type of kidney disease in children after the failure of other treatments


Competitors: No Competitors

Distribution Channel

Manufacturer(Korea United

Pharma)

Importer(Onco Care

Pharma)

DHL(Courier Service)

Supply to Institutions

Karachi

Other Cities

Manufacturer(Korea United

Pharma)

Importer(Onco Care

Pharma)

DHL(Courier Service)

Local Distributor

Supply to Institutions

PROMOTION

Promotional Material

Pen & Card Holder

These Material will be provided to the Target Customers (Doctors) every year.

PlannerBall-Pen

Calendar

Promotional Material

Card USB

Cancer Awareness Seminars

Cancer Awareness Seminars

Cancer Awareness Seminar In Collaboration with SIUT and Agha Khan Hospital.

Venue: Pearl Continental Hotel, Karachi

Invitation to 30 A Class Doctors all over Pakistan

Invite all the students of Medical University to create awareness about the cancer related diseases.

Sponsorship To Global Educational Conference

Sponsoring our A Class Doctors to attend Global Cancer Seminars/Conference:

Cancer Awareness via Social Media

Sales Plan

Responsibilities of VP Sales

Onco Care is striving to cure cancer with breakthrough medicines that have been produced abroad in world-class laboratories

The Oncology Unit and Business Unit have been designed to work with a mutual commitment to delivering highly innovative and commercially viable cancer therapies

The VP Sales is responsible for achieving the company’s revenue and growth targets

The VP Sales manages multiple Regional Sales Managers (RSM) who supervise their individual sales team within their territory

Pharmaceutical sales representative is in charge of developing relationships with pharmacists and doctors

Division of customers on the basis of geographic territories is most apt for Onco Care Pharmaceutical

31

National Network Territory

Target Institutions – REGION 1REGION 1

KARACHI HYDERABAD

Aga Khan University Hospital Nuclear Institute of Medicine & Radiotherapy (NIMRA)

Liaquat national hospital LARKANA

Jinnah post medical centre Larkana Institute of Nuclear Medicine & Radiotherapy (LINAR)

Ziauddin Hospital QUETTA

Baqai Hospital Centre for Nuclear Medicine & Radiotherapy (CENAR)

Karachi Institute of radiotherapy and nuclear medicine (KIRAN)

Bolan medical complex

Civil Hospital NAWABSHAH

Children Cancer Hospital NORIN HOSPITAL

SIUT (Oncology unit)

Target Institutions – REGION 2

REGION 2

MULTAN BAHAWALPUR

Nishter Hospital Victoria Hospital

Multan institute of nuclear medicine and radiotherapy (MINAR)

Bahawalpur Institute for nuclear Oncology (BINO)

DERA ISMAIL KHAN

Dinar Hospital


REGION 3

LAHORE FAISALABAD

Shaukat khannum Memorial Hospital Allied Hospital

Institute of Nuclear Medicine and Oncology (INMOL)

Punjab Institute of Nuclear Medicine (PINUM)

Mayo Hospital GUJRANWALA

Jinnah Hospital GINUM Hospital


REGION 4

RAWALPINDI / ISLAMABAD ABBOTABAD

Nuclear Medicine Oncology & Radiation Institute (NORI)

INOR Hospital

Combine Military Hospital

Shifa International Hospital


REGION 5

PESHAWAR SWAT

Khyber medical college and hospital

SINOR Cancer Hospital

Institute of Radiotherapy and nuclear medicine (IRNUM)

Target Doctors (City Wise)

S.NO CITY DOCTORS

1 KARACHI 14

2 HYDERABAD 3

3 LARKANA 3

4 QUETTA 4

5 NAWABSHAH 3

6 MULTAN 4

7 BAHAWALPUR 4

8 DERA ISMAIL KHAN 3

9 LAHORE 13

10 FAISALABAD 4

11 GUJRANWALA 3

12 ISLAMABAD 8

13 ABBOTABAD 3

14 PESHAWAR 4

15 SWAT 3

TOTAL 76

KARACHI18%

HYDERABAD4%

LARKANA4%

QUETTA5%

NAWABSHAH4%

MULTAN5%

BAHAWALPUR5%D.I.KHAN

4%

LAHORE17%

FAISALABAD5%

GUJRANWALA4%

ISLAMABAD11%

ABBOTABAD4%

PESHAWAR5%

SWAT4%

TARGET DOCTORS

Sales Forecasting Technique

An assessment of the general economic conditions of Pakistan has been carried out

According to the State Bank's Annual Report on the State of Economy for the year 2012-13, Pakistan’s economy grew at 3.6 per cent and inflation fell to single-digit in Fiscal Year 2013

The Real GDP growth rate in Fiscal 2014 is likely to remain between 3%-4%

Industry sales have also been taken into account and 20% market share target has been identified

The Jury of Executive Opinion was employed to determine the Total Market Potential all over Pakistan

The first year annual market share target has been developed and is forecasted

39

Market Potential

s.no PRODUCTS. TOTAL POTENTIAL (UNITS)

1 AZAFRINE 50 mg Tab. 60,000

2 BLEONCO- S 15mg Inj. 22,000

3 CARBOTINOL 150 mg/15 ml Inj. 18,000

4 DUTICIN 200mg Inj. 30,000

5 DAUNOCIN 20 mg Inj. 18,000

6 ETOPUL 100 mg/5ml Inj. 20,000

7 GEMCIT 1000 mg 15,000

8 ISOXAN 2gm Inj 35,000

9 KUNYRIN 50 mg/5ml Inj. 6,000

10 ONFRAN 8 mg Inj 40,000

11 UTORAL 500 mg/10ml Inj. 40,000

12 UNISTIN 50 mg/50ml Inj. 50,000

13 UNITAXEL 30 mg/5ml Inj. 36,000

14 VINRACINE 2 mg/2ml Inj. 5,000

15 ZYCRAM 1000 mg Inj. 60,000

TOTAL 455,000

National Sales Forecasts.no PRODUCTS. SALES FORECAST (Units) SALES FORECAST

(Rs)

1 AZAFRINE 50 mg Tab.12,000

11,768,640

2 BLEONCO- S 15mg Inj.4,400

5,159,280

3 CARBOTINOL 150 mg/15 ml Inj.3,600

9,718,800

4 DUTICIN 200mg Inj.6,000

2,910,038

5 DAUNOCIN 20 mg Inj.3,600

2,374,736

6 ETOPUL 100 mg/5ml Inj.4,000

23,055,200

7 GEMCIT 1000 mg3,000

43,228,000

8 ISOXAN 2gm Inj7,000

10,288,000

9 KUNYRIN 50 mg/5ml Inj.1,200

18,777,312

10 ONFRAN 8 mg Inj8,000

30,720,000

11 UTORAL 500 mg/10ml Inj.8,000

11,533,363

12 UNISTIN 50 mg/50ml Inj.10,000

38,692,000

13 UNITAXEL 30 mg/5ml Inj.7,200

30,962,176

14 VINRACINE 2 mg/2ml Inj.1,000

15,335,456

15 ZYCRAM 1000 mg Inj.12,000

4,296,000

TOTAL 91,000 258,819,002

Market Potential vs Sales Forecast

AZAFRINE

BLEONCO- S

CARBOTINOL

DUTICIN

DAUNOCIN

ETOPUL

GEMCIT

ISOXAN

KUNYRIN 50

ONFRAN

UTORAL

UNISTIN

UNITAXEL

VINRACINE

ZYCRAM

0 10,000 20,000 30,000 40,000 50,000 60,000 70,000

60,000

22,000

18,000

30,000

18,000

20,000

15,000

35,000

6,000

40,000

40,000

50,000

36,000

5,000

60,000

12,000

4,200

3,600

6,000

3,600

4,000

3,000

7,000

1,200

8,000

8,000

10,000

7,200

1,000

12,000

Sales Forecast Market Potential

Regional Sales Forecast

REGION 132%

REGION 28%REGION 3

24%

REGION 48%

REGION 528%

s.no

PRODUCTS. REGION 1

REGION 2

REGION 3

REGION 4

REGION 5

TOTAL

1 AZAFRINE 50 mg Tab.

3,840 960 2,880 960 3,36012,00

02 BLEONCO- S 15mg Inj. 1,408 352 1,056 352 1,232 4,4003 CARBOTINOL 150 mg Inj. 1,152 288 864 288 1,008 3,6004 DUTICIN 200mg Inj. 1,920 480 1,440 480 1,680 6,0005 DAUNOCIN 20 mg Inj. 1,152 288 864 288 1,008 3,6006 ETOPUL 100 mg/5ml Inj. 1,280 320 960 320 1,120 4,0007 GEMCIT 1000 mg 960 240 720 240 840 3,0008 ISOXAN 2gm Inj 2,240 560 1,680 560 1,960 7,0009 KUNYRIN 50 mg/5ml Inj. 384 96 288 96 336 1,20010 ONFRAN 8 mg Inj 2,560 640 1,920 640 2,240 8,00011 UTORAL 500 mg/10ml Inj. 2,560 640 1,920 640 2,240 8,00012 UNISTIN 50 mg/50ml Inj.

3,200 800 2,400 800 2,80010,00

013 UNITAXEL 30 mg/5ml Inj. 2,304 576 1,728 576 2,016 7,20014 VINRACINE 2 mg/2ml Inj. 320 80 240 80 280 1,00015 ZYCRAM 1000 mg Inj.

3,840 960 2,880 960 3,36012,00

0

TOTAL 29,120 7,28021,84

07,280

25,480

91,000

Selling Process

Phase 11. Prospecting and Qualifying

2. Pre Approach

3. Approach

4. Need Identification

5. Presentation

6. Objection Handling

7. Closing the Process

8. Follow up

Phase 1: 1) Prospecting and Qualifying

Region 1: 27 doctors.

Region 2: 11 Doctors.




2) Pre-Approach

Onco Care gathers the additional information about the potential customers

The method that will be used to gather such information is decided

3) Approach

Representatives create good first impression

Males dress in a full sleeved white button shirt and tie with dress pants

Women dress in traditional clothes

Hand shake

They come fully prepared with all the gathered information such as the prospect’s company, products etc. eg: Agha Khan

They maintain interactive environment during presentation

4) Need identification

Identifying the needs of prospects and then fulfilling those needs by offering the right product

Side effects of cancer drugs include Nausea, Diarrhea, Hair loss, Hearing loss, skin and nail changes and fatigue

Competitive advantage: low price, reduced side effects

5) Presentation

Visual aid: Power Point (Bar Charts, Graphs)

Reports, Testimonials and Examples

Providing Drug Manual

Focus is on product features (competitive advantages; low price and reduced side effects)

6) Objection handling

Responding to the questions raised by the prospects

Questions asked regarding low price and ingredients of medicines

Objections (comparison method)

7) Closing the process

Closing technique our sales force uses is the gift close technique

The inducements provided by Onco Care are: Pens, Card Holders, Calendars, USB and Planners

8) Follow up

This step is to ensure that the medicines purchased are being used by the hospitals/medical institutes

This is done via email, telephone and personal visits by salesperson of Onco Care

Training of Sales Force

Training of Sales Force

The purpose for carrying out sales training activities is to keep the sales force inspired, motivated and enable it to continue to produce results

Having a sound understanding of your product, your competition, and the most effective sales techniques can make an average sales rep into a star performer

They need training not only about their own products, services, company history, and existing clients, but also about selling techniques, technology, and software

54

Product Knowledge

Product knowledge is one of the most significant requirements of a sales force

RSMs will be trained in such a way that they will have adequate information regarding Onco’s products and any special manufacturing process that might be relevant to the doctor

The Product & Training Manager will deliver information to them through

regularly held meetings

This information will equip sales managers to be able to satisfy any possible queries doctors might have

Proper knowledge regarding the product will keep them ahead of their

competitors

This will ensure that the RSMs have an internal driving force that will motivate them to work harder

Product knowledge is vital as representatives of the company need to have adequate information about their own products, and also those of competitors

55

Query Handling

Role clarity refers to a clear understanding of the responsibilities of one’s job

Eliminate any ambiguities that exist amongst RSMs regarding their job by outlining areas of responsibility

A “queries and possible concerns” session will be held every two weeks to address any possible concerns that the managers may have

Establishing and managing an effective query process is an integral component of ensuring data integrity

A query is defined as a question posed to a provider to obtain additional and clarifying documentation to improve the completeness of the data

Monthly seminars regarding Query Handling will be held where RSM’s will be provided supplementary information

56

Compensation Plan

Compensation Plans1. Chief executive officer:

Salary: Will be given a monthly salary of Rs235,000. (inclusive of allowances)

Bonus: The CEO will be given an annual bonus of approximately Rs: 50,000 for the first year. It will going to increase in the second year if the company performs well throughout the year and able to achieve the yearly targets.

Employee benefits and paid expenses:

Will be provided with a chauffeured car(Corolla).

Fuel allowance of Rs 15,000.

Cell phone service.

Office space.

Personal assistant.

Allowed leave of 15 days annually.

DELL laptop

2. Personal Assistant:

Salary: A montly Salary of Rs65,000 (inclusive of allowances)

Bonus: The employee will be given an annual bonus of Rs30,000.

3. Compensation Plan of VP Sales:

Salary: Total Salary of Rs 155,000 (inclusive of allowances)

Bonus: The employee will be given an annual bonus of Rs30,000


VP Sales will be provided with a Honda City Car.

Fuel Allowance

Annual leave of 12 days.

Cell phone services.

Office space.

4. Compensation plan of VP Marketing:

Salary: Total Salary of Rs155,000. (inclusive of allowances)

Bonus: The employee will be given an annual bonus of Rs30,000


VP Marketing will be provided with a Honda City Car.

Office Space

Cell phone services

Annual leave of 12 days.

Fuel Allowance

5. Compensation plan of Finance Manager:

Total Salary: Rs100,000 (inclusive of allowances)

Bonus: A bonus of Rs15,000 will be given when financial statements at year end have been formulated.


Office space.

Cell phone services

A Dell laptop for work related services

6. Compensation plan of HR manager:

Total Salary: Rs80,000. (inclusive of allowances)

Bonus: An annual bonus of Rs15,000 will be given.

Paid expenses:

Office space.

Necessary equipment needed to design compensation plans and packages.

Funds will be provided to conduct the training programs for the employees

7. Compensation plan of Marketing Manager:

Total Salary: Rs 58,000. (inclusive of allowances)

Bonus: Annual bonus of Rs15,000 will be given.

8. Compensation plan of RSM’s:

Total Salary: Rs55,000/Month will be given.

Incentive: A monthly incentive of Rs15,000 will be given on achieving the targets

Paid expenses:

Fuel allowance

Cell phone services.

Travelling expenses.

9. Compensation plan of the cashier:

Salary: A monthly base salary of Rs36,000 will be given.


10. Compensation plan of the business analyst:

Salary: A monthly base salary of Rs29,000 will be given.


11. Compensation plan of Accountant:

Salary: A monthly salary of Rs30,000 will be given.


12. Compensation plan of the Distribution Manager:

Salary: A monthly Salary of Rs43,000 will be given.


Budgeting

Administrative Cost

Administrative Cost:

Office Rent Bungalow: 81 - B Block 6 Shahrah Faisal

12 Months 1,00,000 Rs. 12,00,000

Business Insurance Jubilee Insurance 12 Months 30,000 Rs. 360,000

Office Set-up Cost tables, chairs, meeting room, shelves paint, lights etc)

12 months 1,000,000 Rs. 1,000,000

Total Administrative Cost Rs. 2,560,000

Cost of Inventory Import

Price(RS)

PRODUCTS: 615 7,355,400

AZAFRINE 50 mg Tab. 623 3,227,140BLEONCO- S 15mg Inj. 1,113 6,076,980CARBOTINOL 150 mg/15 ml Inj.

278 1,818,120

DUTICIN 200mg Inj. 319 1,486,540DAUNOCIN 20 mg Inj. 3,133 14,411,800ETOPUL 100 mg/5ml Inj. 5,050 27,017,500GEMCIT 1000 mg 1,000 6,430,000ISOXAN 2gm Inj 2,781 11,735,820KUNYRIN 50 mg/5ml Inj. 1,920 19,200,000

ONFRAN 8 mg Inj 667 7,203,600

UTORAL 500 mg/10ml Inj. 2,125 24,182,500

UNISTIN 10 mg/20ml Inj. 2,968 19,351,360UNITAXEL 30 mg/5ml Inj. 1,696 9,582,400VINRACINE 2 mg/2ml Inj. 179 2,685,000

Total Cost: Rs. 161,761,876

Technology Cost

Technology Cost:

Laptops:

Higher Management --> HP Latops 7 60,000 420,000

Staff Fujitsu 10 35,000 350,000

Printers Samsung LaserJet 5 8,000 40,000

Internet Connection Wi-tribe 6 1500 9000

Scanner Genx Super Scan 5 3,990 19,950

Total cost for Technology:

Rs. 838,950

Marketing BudgetS.No Description Total

Promtional Material

1 Pen 2,300

2 Planner Dairy 22,800

3 Calendar 15,200

4 Pen & Card Holder 34,200

5 Card USB (FREE)

74,500

Cancer Awareness Seminar (1Day)

1 Hotel Stay 320,000

2 Conference Hall (FREE) -

3 Lunch/Dinner 108,000

428,000

Global Educational Conference (7 Day Plan)

1 Hotel Stay 997,500

2 Conference Fee 1,500,000

3 Allowances (Per day) 525,000

3,022,500

TOTAL 3,525,000

Training Cost

Annual Budget for Sales training Program to be held at Pearl Continental Karachi

Per Day/Night Total for 3 Days

Booking Charges for meeting rooms Rs. 10000 Rs. 30,000

Per night charges for 5 rsms Rs. 6600 Rs. 19,800

Lunch and Dinner charges Rs 2000 Rs. 30,000

Miscelleneous Expenses Rs. 2000 Rs. 6,000

Total for One quarter RS. 85,800

Total for One Year Rs. 343,200

First Year

TOTAL COST Rs, 191,346,030

Alfalah Karobar Finance

Business Loan

Mark up rate: 8%

Duration: 10 years

Year Principal Payment

Interest (8%)

TOTAL

1 19,134,603 1,530,768 20,665,371

2 19,134,603 1,530,768 20,665,371

3 19,134,603 1,530,768 20,665,371

4 19,134,603 1,530,768 20,665,371

5 19,134,603 1,530,768 20,665,371

6 19,134,603 1,530,768 20,665,371

7 19,134,603 1,530,768 20,665,371

8 19,134,603 1,530,768 20,665,371

9 19,134,603 1,530,768 20,665,371

10 19,134,603 1,530,768 20,665,371

TOTAL

191,346,030 15,307,682 206,653,712

Profitability AnalysisSales 258,819,002

Less: Trade Discount (10%) 25,881,900

Cost of Sales 161,761,876

Gross Profit 71,175,226

Less: Operating Expenses

Administrative Expense 2,560,000

Marketing expense 3,525,000

Salaries, Benefits etc 7,456,000

Technology Expense 838,950

Training Expense 247,200

Total Expense 14,627,150

56,548,076

Import Duty (5%) 5,176,380

Income before Tax 51,371,696

Taxation (10%) 10,352,760

Income after Tax 41,018,936

BANK Loan 20,665,371

NET INCOME 20,353,565

Thank You