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Indian Pharma Market – Highlights of August 2017 – AIOCD AWACS

Indian Pharma Market (IPM) has shown a slight recovery in August 2017 with growth of 2.4% and sales of INR 10317 Crs.
Anti-infectives show de-growth for the month (-8%), while Dermatology is still posting a double digit positive growth of 12.7%.

Gastro Intestinal grew at 2.4% and Vitamins grew at 1.8%.

Anti-diabetic has shown a double digit growth of 10.6% however the growth has slowed down as compared to the growth posted in the month of July 2017.

Cardio segment has posted single digit growth of 8.1%, while CNS shows improved at 5.6% as compared to July 2017.

In the Top 10, Zydus has the highest growth at 15.7 % followed by Mankind at 11.1% and Lupin at 8.9 %.

 Glaxo has posted a good positive growth of 8.6% for Aug-17 after the slump of Jul-17

 26 companies showed positive growth amongst top 50.

 In the top 50, Fresenius Kabi has the highest growth of 21.6 % followed by Boehringer Ingelheim growing at 18.3 % and Janssen 10.6%.

 In the top 11-20, USV has the highest growth at 8.5% followed by Torrent growing at 5.7% and Glenmark growing at 5.4%

 In the top 21-30, Novartis and Himalaya showed the highest growth at 8.7 % followed by Wockhardt at 5.9%.

 In the top 31-40, Astrazeneca shows a monthly growth of 11% followed by Merck at 8.3% and Ajanta 7.2%.

 In the top 51-60, Corona leads at 11.3 % followed by Allergan at 9.1% and Eli Lilly at 8.8 %

 In the top 61-70, RPGLS leads at 19.3 % followed by Danone at 12.7 % and Wanbury.9.1%.

 In the top 71-80, Mylan leads at 26.5 % followed by Lincoln at 18.1% and Serdia at 7.6 %.

 In the top 81 -90, Koye grew at 19.3 % followed by Oaknet HC at 12.5% and Walter Bushnell at 11 %.

 In the top 91 -100, Unison leads 29.8 % followed by Piramal HC at 28.3 and Curatio at 25 %.

 In the top 101- 150, fastest growing are Mapra, Paras, Menarini, Paviour, MSN, Talent, Indian Immunologicals, Entod, Reliance LS, KLM Pharma, Seagull, Bennet, Glowderma.

Therapy: From therapy perspective 15 therapies are showing a positive growth.

Respiratory Market posted a de-growth of -6.1%, Gastro Intestinal market showed a market equivalent growth of 2.5%, Pain & Analgesics market was stagnant at 0.1.%

Anti-diabetic market grew at 10.6% & Cardiac at 8.1 %, Neuro/ CNS at 5.6 % in Chronic Business

Anti-Malarials degrew at -30.4% & VMS Market posted a slight growth of 1.8%

Derma is growing at 12.7%, which is faster than growth rate of Anti-Diabetics segment

Regional Dynamics: From regional perspective 22 regions have posted positive growth.

North AP market grew at 14 % followed by Jharkhand at 13.2% & Mumbai city at 12.6%.

Molecules:

Amoxycillin + Clavulanic Acid market posted a de growth of -9.75 % in Aug -17. Glimepiride + Metformin Market grew at 5.35 %.

Glimepiride + Metformin was pegged at 172 Crs & Amoxycillin + Clavulanic Acid Market pegged at 165 CRS.

Azilsartan Market is now Valued at 34 Crs . Sofosbuvir and its combination market has reached INR 563.4 Crs.

Paracetamol showed a degrowth of -4.4%, Atorvastatin at -0.86%. Probiotic declines at -2.7%, Pantoprazole plain has posted a growth of 6.2%, Montelukast + Levocetrizine is degrowing at -4.11%, Voglibose + Metformin + Glimepiride at 19.32 %, Plain Azithromycin declining at -10.35% etc

Brands:

Mixtard leads with 38 Crs followed by Glycomet GP at 36 Crs, Spasmoproxyvon Plus at 31 Crs, Lantus at 32 Crs & Galvus Met at 33 Crs and Liv 52 29 crs and Janumet at 34 Crs.

Few Brands who have gained ranks on MAT basis include Novomix (+14), Combiflam (+12), Cilacar (+27), Udiliv (+26), Ultracet (+13), Duolin, (+29), Gluconorm G (+18), Telma H (+10), Allegra (+22), Synflorix (+10), Gemer (+15), Ecosprin AV (+24), Ascoril Plus (+1), Duphaston (+19), Jalra M(+5).

300th Biggest Brand is TUSQ DX from Blue Cross laboratories

Recent New Launch Molecule Performance: Azilsartan which was launched less than a year ago now valued at 34 Crs there are 38 brands already launched . Zilarbi of Emcure is leading followed by Aztric (Intas) and Abel (Lupin)

Luliconazole segment is worth INR 164 Crs

Benidipine molecule and its combinations is now valued at 9.5 Crs with Benitowa (Akumentis) leading followed by Inzit (Eris) and Benipack (Koye)

Acotiamide molecule is now valued at 38 Crs with Acogut (Lupin) is leading followed by Actapro (Sun*) & Acotrust (DRL)
v Dulaglutide launched under the Brand Name Trulicity by Eli Lilly is now valued at15 Crs .

New Launches in IPM: Within the Antidiabetic segment, 9 brands were launched.

In the VMS category there have been 23 brands launched for the month of Aug 2017.

In Cardiac there have been 25 brands launched: Arbazeal ES, Aceno, BeniFlo, Dotstat are the top three brands launched this month .

In Derma there were 36 brands launched.

In Gastro 26 new brands were launched

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IPM 1

Indian Pharma Shows De-growth by 2.4% in July 2017 – AIOCD AWACS

Major Highlights for July 2017Market has Shown a Decline in July 2017

IPM  registered a degrowth of -2.4 % and sales worth INR 9280 Crs in July 2017

Companies:

In the Top 10, Intas has the highest growth at 7% followed by  Abbott at 4.5% and Zydus at 3.3%

  Glaxo  – after few months of positive growth, slipped to a degrowth of -2.5%.

  Only 22 corporate showed  growth in the Top 50 ranked cos.

  Boehringer Ingelheim has the highest growth of 17.3% followed by USV growing at 16.1% and Novartis growing at 10.3%  in the Top 50 ranked cos.

  In the the Top 11-20 ranked cos, USV  has the highest growth at 16.1% followed by  Emcure* growing at 3.8%

 In the Top 21-30 ranked cos, Novartis showed the highest growth at 10.2% followed by Eris at 6.3% and Himalaya at 6.1%

 In the 31-40 ranked cos, Astra Zeneca showed growth of 7.9% followed by Merck at 5.6%

 In the Top 41-50 ranked cos, by Boehringer Ingelheim leads at 17.3% followed by Janssen at 7.3%

 In the Top 51-60 ranked cos, Allergan leads at 15.9 % followed by Corona at 12.5% and  Eli Lilly at 11.5 %

 In the Top 61-70 ranked cos, Alcon leads at 15.6% and Danone at 13.8% and RPGLS at 5.4%

 In the Top 71-80 ranked cos, Wanbury leads at 19.2% followed by Lincoln at 11% and Serdia at 10%

 In the Top 81 -90 ranked cos; Mylan grew at 19.5% followed by Koye at 15.4% and Oaknet at 6.7%

 In the Top 91 -100 ranked cos, Curatio leads 37.1% followed by Walter Bushnell 21.5 % and Sanzyme at 13%

 In the Top 101 -150 ranked cos, the fastest growing are Unison , Mapra , DWD, Paras, Ferring, Paviour, MSN, Talent , United Biotech, Indian Immunologicals , Ceylon lab, Entod, Reliance LS, KLM Pharma, Saffron, Bennet, Glowderma

 Abbott HC showed a modest growth of 1.3 % whereas Abbott India grew at  a double digit pace of 10.1%

 Zuventus grows at 5.3%, Emcure at 2.8 %.

 Sun Portfolio showed a degrowth of -2.2% by 6.5 % whereas Ranbaxy Portfolio degrew by -4.5%.

Indian V/s MNC

Indian companies showed a degrowth of -3.3% while MNC were stagnant at 1%.

In the Top 50 MNCs, Boehringer Ingelheim which grew at 17.3 % while Eli Lilly was growing  at 11.5% followed Novartis  at 10.3 %

In Non-NLEM Indian cos declined by  -2.1 % whereas, MNCs grew at 1.9%

Therapy:

From therapy perspective 11 therapy areas showed a positive growth:

Respiratory showed a degrowth of -16.2%, GI declined at -1.9%, Pain & Analgesics market also declined at -5.7%.

Anti-diabetic market grew at 12.9% & Cardiac at 4.5 %, Neuro/ CNS was stagnant at 1.5 % in Chronic Business

Anti-Malarials degrew at -36.6% & VMS Market posted a decline of -2.3%

Derma is growing at  7% for July 2017

Regional Dynamics:

From regional perspective 9 regions have posted positive growth for month of July-17

North East  market grew the highest at 53.9 % followed by North Rajasthan at 20.5% & Mumbai city at 11%

Molecules:

Amoxycillin + Clavulanic Acid  market posted a degrowth of-13.6 %, Glimepiride + Metformin Market grew at 5.5 %.

Glimepiride + Metformin was pegged at 166 Crs  & Amoxycillin + Clavulanic Acid Market pegged at 134 Crs

Azilsartan Market is now Valued at 28.6 Crs Sofosbuvir and its combination market has reached INR 556.4 Crs

The market of Paracetamol plain  showed a degrowth of 23.7% on monthly basis, Atorvastatin declined at -9.1%.  Probiotic Microbes stagnated at 0.9%, Pantoprazole plain declined at -7.1%, Montelukast + Levocetrizine is degrowing at -10.7% , Voglibose + Metformin + Glimepiride at 20.8%, Plain Azithromycin declined at -25%

Brands:

Mixtard leads the pack with 39.9 Crs followed by Glycomet GP at 36.5 Crs, Spasmoproxyvon Plus at 35.6 Crs, Lantus at 29.9 Crs  & Galvus Met at 36.7 Crs and Liv 52  27.4 crs and Janumet  at 29.5 Crs.

Few Brands who have gained ranks  on MAT basis include Novomix (+16), Combiflam (+14), Cilacar (+30), Udiliv (+30), Ultracet (+13), Duolin, (+31), Gluconorm G (+20), Telma H (+10), Allegra (+18), Synflorix (+9), Gemer (+18), Ecosprin AV (+27), Ascoril Plus (+7), Duphaston (+18), Jalra M(+11).

300th Biggest Brand is Razo from DRL  on MAT Basis

Recent New Launch Molecule Performance

Azilsartan is now valued at 29 Crs  there are 35 brands already launched . On MAT Basis with Zilarbi (Emcure*) leading followed by Aztric (Intas) and Azildac (Zydus*)

Luliconazole segment is worth INR 144 Crs on MAT basis

Benidipine molecule and its combinations  is now valued at 8 Crs  on MAT Basis with Benitowa (Akumentis)  leading  followed by  Inzit (Eris) and Benipack (Koye)

Acotiamide molecule is now valued at 35  Crs on MAT Basis with Acogut (Lupin) is leading followed by Actapro (Sun*) & Acotrust (DRL)

Dulaglutide launched under the Brand Name Trulicity by Eli Lilly is now valued at14 Crs .

New Launches

Total 149  Brands & 425 SKUs launched in July 2017

Top 5 New Brands are  Flash X  Combiflam Icy Hot , Zole IT,  Pregabid , Opison HA, Fol.

In the Anti-diabetic Category 4 brands were launched

In the VMS category 15 brands were launched

In the Cardiac,  9 brands were launched – IBStatin AC, Clinikem Beta, Clinikem OM, Macarbi are the top three brands launched this month .

In Derma 13 brands were launched.

In Gastro 7 new brands were launched

Indian Pharma Market (IPM) Highlights for April 2017 by AIOCD AWACS

  • IPM posted a growth of 8.3%, which is faster as compared to April 2016 (5.5% growth).
  • Major segments like Anti-diabetic and Derma have grown by double digit and Anti Infective segment has not de-grown for the month.
  • FDC related market show a de-growth of -18.4% while the Non FDC market is growing at 8.9%
  • Indian cos showed a de-growth of -7.8% while MNCs showed a de-growth of -39.2% in the FDC segment
  • IPM registered sales worth INR 9474 crs for the month of April 2017
  • In the Top 10 Corporate, Sun has the highest growth at 11.3% followed by Mankind at 11.2 and Lupin at 10.8%
  • Glaxo showed signs of recovery with growth of 10.1%
  • In the Top 11-20 Micro Labs has the highest growth at 19.8% followed by Glenmark growing at 17.8% and Emcure* at 16.9%
  • In the Top 21-30 Wockhardt showed the highest growth at 24.3% followed by Himalaya at 19.2% & Eris at 14%
  • In the Top 31-40 Indoco leads at 18% followed by Franco  at 14.8% and followed closely by Bharat Serum at 14.3%
  • In the Top 41-50 Fourtts grew at 21.6% followed by Boehringer Ingelheim at 20.2% and Akumentis at  17.9%
  • In the Top 51-60 Centaur led at 51% followed by Corona at 34.6% Biocon at 20.9 %
  • In the Top 61-70 Danone leads at 29.9% and Pharmed at 10% and Hegde and Hegde at 6.4%
  • In the Top 71-80 Roche leads at 17.8% followed by Shreya at 13.6% and Biologicals E at 8.7%
  • In the Top 81 -90 Mylan grew at 42.7% followed by Koye at 27.2% and Med Manor  at 16.6%
  • In the Top 91 -100 Gland grew at 51.8 % followed by Curatio growing at 22.6% while  Ordain  at 9%
  • In the Top 101 -150 few of the fastest growing Corporate includes BMS,  Piramal HC Reliance LS, Indian Immunologicals, United Biotech, KLM Pharma, Vanguard, Icon, and Strassenburg.
  • In the Top 151 – 200 few fastest growing are: Torque Pharma, Seagull Lab, Innovcare, Bennet, Goddres Pharma, Srinivas Gujarat, Tasmed, Bharat Biotech amongst others
  • 47 New companies launched in last 36 Months. 4 Companies cross 10 Crs in Revenue

Indian V/s MNC

  • Indian companies grew by 9.1 % for the month while the MNC grew by 5.2 %
  • In the top 50 in MNCs, Boehringer Ingelheim  grew at 20.2% followed by  AstraZeneca growing  at 12.1% and Janssen which grew at 11.4%

NLEM, Non NLEM & Non-Scheduled Para 19 Market:

  • The NLEM 2013 containing molecules market grew at -5.3% whereas the non NLEM market grew by 10.4% resulting in an overall growth of 8.3% in April 2017
  • NLEM & Non – NLEM Category showed unit growth of 3.4% and 1.4 % respectively.

Therapy Areas:

  • 10 therapies outgrew the IPM growth in April 2017
  • Respiratory Market grew at 5.3%, Gastro Intestinal market grew at 7.6 %, Pain & Analgesics market grew at 7.5% and Anti Infectives degrowth has been stemmed as it showed a small growth of 0.6%
  • Anti-diabetic market grows at 17.8% & Cardiac at 8.7 %, Neuro/ CNS at 5.4 % in Chronic Business
  • Anti-Malarials de-grew at -16.6% & VMS Market grew at 5.1%
  • Derma is growing faster than Cardio segment at 13.9%

Regional Dynamics:

  • 14 regions outgrew the IPM growth
  • Jharkhand market grew the highest at 21.6% followed by North Karnataka at 20.47% & South Rajasthan at 20.36 %
  • 5 regions had negative growth in April-17

Molecules:

  • Amoxycillin + Clavulanic Acid market showing sign of stemming the decline & Glimepiride + Metformin Market grew at 20.71 %
  • Glimepiride + Metformin was pegged at 175.26Crs & Amoxycillin + Clavulanic Acid Market pegged at 129.22 Crs
  • Teneligliptin Overall Market is now worth 430 Crs on MAT basis
  • Azilsartan Market is now Valued at 14 Crs and Sofosbuvir & Combinations Markets are valued at 468 Crs & Itraconazole Market Valued at 441 Crs
  • The markets of Paracetamol grew at 6.6%, plain Atorvastatin -9.6%, Probiotic Microbes at 27.7%, Pantoprazole plain is declining  at -10.9%, Montelukast+ Levocetrizine at 11.4%, Vitamin-D at 4.7%, Hydroquinone + Mometasone + Tretinoin at 8.15%, Voglibose + Metformin + Glimepiride at 86.4%, Protein Supplements at 39.2%, Plain Azithromycin declining at -19.1%, Calcium Carbonate + Vit D3 market at 27% etc

Brands:

  • Mixtard leads the pack with 42 Crs followed by Glycomet GP at 40 Crs, Spasmoproxyvon Plus at 37 Crs, Lantus at 32 Crs  & Galvus Met at 33 Crs and Liv 52 and Janumet  at 30 Crs for April -17.
  • Brands that gained ranks on MAT basis include Bortenat (+60),Hepcinat LP (+325), Combiflam (+7), Cilacar (+40), Udiliv (+31), Revital H (+26), Ultracet (+9), Duolin, (+32), Gluconorm G (+21), Telma H (+6), Allegra (+22), Synflorix (+5), Gemer (+18), Ecosprin AV (+26), Novomix (+13), Ascoril Plus (+12), Duphaston (+12), Jalra M(+5).
  • Ascoril LS is the 300th Biggest Brand on MAT Basis

Recent New Launch Molecule Performance

  • Azilsartan is a recently launched molecule now valued at 14 Crs on MAT Basis with Zilarbi (Emcure*) leading followed by Azildac (Zydus*) and Aztric (Intas) .
  • Two new brands of Luliconazole have been launched in month of April -17 by Lupin and Ethinext pharma. Luliconazole segment is worth INR 90 Crs on MAT basis
  • Benidipine molecule is now valued at 4 Crs on MAT Basis with Benipack (Koye) is leading followed by  Inzit (Eris) and Benitowa (Akumentis)
  • Acotiamide molecule is now valued at 24 Crs on MAT Basis with Acogut (Lupin) is leading followed by Actapro (Sun*) & Acotrust (DRL)
  • Dulaglutide launched as Trulicity by Eli Lilly is now valued at 6 Crs .

New Launches

  • Total 249 Brands & 453 SKUs launched in April 2017
  • Top 5 New Brands are: Easy Six, IWIN, Provict, Ml, NISTAMI, Prohance
  • Novartis launched Vymada in Sacubitril + Valsartan Market
  • Azilsartan is launched by more 4 companies.
  • Within the Antidiabetic Category there are 9 brands launched in the month of April-2017
  • Within the VMS category we see B29 fast (Corona), FOL 123 (Pharmed)
  • Within Cardiac there have been 27 brands launched in April 2017
  • Within Derma there were 16 brands launched in April 2017. Itch Gard Plus, (Reckitt)  Zinikam  (Curatio) Bioscalin (Unichem)  are some of the brands launched
  • Within Gastro 18 new brands were launched

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Is Your Company Suffering from the Iceberg of Ignorance?

The “iceberg of ignorance” became a popular concept after Sidney Yoshida published his study, over 25 years ago — a time when executives in the Western world were becoming aware that Japanese companies were producing better quality products at lower prices.

 
Japan had created Quality Circles that enabled factory floor workers to get together to identify problems and propose solutions to senior managers. This resulted in the worker’s ideas being listened to and applied. Japan became a manufacturer of top quality products by highly engaged and motivated workers. The act of listening to and implementing worker’s perspective created a culture of continuous improvement and standards of excellence that are now synonymous with Japanese products.
Responding to the challenge posed by Japan, the Western world quickly caught up and created feedback systems like customer and employee surveys, suggestion boxes, quality circles, six sigma and stakeholder engagement programs to understand and address problems systematically.
 
Sidney Yoshida’s study found that senior managers are often so far removed from day-to-day business operations that they fail to understand the systems and processes that affect both employees and customers.

Yoshida’s study had concluded that top management were aware of only four per cent of day-to-day problems, senior managers were aware of only nine per cent of problems, front-line managers/direct supervisors knew of 74 per cent of problems but floor level/sales force people knew 100 per cent of problems that affected the quality of products or services that were being delivered to customers. 

Continue reading Is Your Company Suffering from the Iceberg of Ignorance?

Front-line Manager – Emotionally Intelligent Performance Coach

Imagine the pleasant surprise of a Medical Rep (MR) when he receives the following note from his Front-line Manager (FLM) after a field visit – “…working with you was a wonderful experience, I learnt a lot about the challenges and opportunities in your territory. I believe that in the months ahead, your knowledge of the territory and my experience from working in other territories will give us the insight to address these challenges and turn the opportunities into outcomes that will meet your personal and professional goals.”

The use of emotionally toxic words like ‘subordinate’, ‘reporting’, ‘targets’, ‘closing’ reflects a lack of emotional intelligence. The constant use of these emotionally toxic words creates an environment of pressure and stress that can never produce MRs, who can deliver great results.

Front-line Managers who can foster a supportive culture with emotionally intelligent vocabulary and supportive behavior can create, lead and retain high-performance teams. Given the generic nature of pharma markets, people power is the only differentiator that gives competitive edge to companies.

Continue reading Front-line Manager – Emotionally Intelligent Performance Coach

3 Critical Factors of Achieving Sales Targets

Sales does not happen just by manufacturing a range of products, pre-determining a sales target with an Y-o-Y growth and then deploying a field force to go out and find a set of customers, who will willingly help the company to achieve ever-growing sales targets year-on-year (Y-o-Y).

Yet, this is how many pharma companies in India conduct their business. Even MNCs who are used to a measure of systems, methods and processes seem to fall prey to this mindless business approach because India is such a different market.

Regardless of the size and pedigree of the company, it must focus on the 3 Critical Factors of Achieving Sales Targets in order to be successful in a professional and ethical way. Once the Vision and Mission of the company are clear and communicated in a way that is understood by everyone, the following 3 factors need to be put in place and monitored periodically:

Continue reading 3 Critical Factors of Achieving Sales Targets

Going Beyond the Resume – How to Select STAR Performers?

Selecting the right candidates from the list of job applicants is one of the most difficult tasks and job interview is an ideal opportunity to assess applicants objectively. However, most job interviews are routine in nature and lack clear parameters to assess job applicants objectively. As a result, people are hired either on the basis of information presented in the applicant’s resume or the interviewer’s bias. Result is square pegs in round holes. Interviewers need robust processes and techniques to bring into the open relevant details of applicants from which they can construct profile of applicants and select applicants with profiles that matches the job description.

Continue reading Going Beyond the Resume – How to Select STAR Performers?

Top 10 Areas Where Managers Fail to Perform Effectively

The One Minute Manager by Ken Blanchard and Spencer Johnson is a brief account of three key techniques to be an effective manager: one-minute goals, one-minute appreciation and one-minute feedback.

While The One Minute Manager certainly provides a helpful thumb-rule for daily work, it takes much more to be an effective manager. Understanding modern management and leadership principles are critical to succeeding as a Business Manager and a Sales Team Leader – this clear distinction between managing business through goals and processes and leading people through motivation and influence is at the heart of being an effective leader-manager.

Once you become a sales manager, your role, responsibilities and contribution are very different from your role as a Medical Rep.  But it is easy to forget that your role has changed, and that you need a different set of skills to be effective.

Continue reading Top 10 Areas Where Managers Fail to Perform Effectively

Bad Managers Affect Customers and Employees Negatively

Very few pharma companies pay serious attention to identifying and nurturing people to be promoted into managerial roles. They believe in hiring sales managers with a single minded focus on the ability to deliver sales targets by hook or crook. This shortsighted approach, coupled with a rudimentary system of reporting (SFA) to keep track of team members is sufficient, according to most pharma companies.

Yet, it is a fact that bad managers affect both customers and employees negatively, leading to poor customer relationships and high attrition. Bad managers are bad for business. Period.

Continue reading Bad Managers Affect Customers and Employees Negatively

Effective Front-line Managers – The Key to an Inspired Team

Front-line leadership is one of the most challenging roles in pharmaceutical sales. Given the challenges faced by Medical Reps in getting past gatekeepers and overcoming obstacles to meet doctors to getting them to remember brand names based on 3-minute interactions, Front-line Managers (FLMs) face a formidable task of keeping their team members focused on achieving sales targets.

Without the ability to create a compelling vision for Medical Reps, the FLM resorts to pressure tactics to somehow achieve sales targets, leading to disengagement and attrition. And it’s not an easy task to inspire a team of Medical Reps on a daily basis, given the challenges they face.

Front-line Managers need both strength of character, (one among the many leadership skills) to face difficult situations without getting upset with team members as well as competence (a managerial skill) to create a masterplan for each Medical Rep.

Continue reading Effective Front-line Managers – The Key to an Inspired Team