Retail chemist prescription audit

1. RCPA
Retail Chemist Prescription
Audit
Praveen Gupta(B.Pharma, MBA, Diploma in pharma
selling(London college of Management)

2. RCPA Prescription Audit
 Identifypotential customer
 Assess potency of customer
 Prepare and update prospects list and
core doctor list

3. Customer
RCPA Knowledge
 Prescription preference
 Prescription share
 Prescription share

4. RCPA facilitates
Effective product promotion
 Detail right product
 Sample right product
 Give right input
 Demand right product
 Validate support through RCPA

5. RCPA- The right method
 Choose right chemist for the Doctor
 Visit nearby concern chemist before
every call and choose right time to visit
 Identify right sales person(call by name)
 Build relation(P.O.B & new product
availability)

6. Always ask open ended
Questions
 Which doctor you are getting regularly?
 Which cefixime brands are selling in
counter?
 How much each cefixime brands are
selling per week in box/strips?
 Who are the three main Rxer?
 How much these major prescriber
contributes to sale?....etc

7. Institutional RCPA
 Find the members of units of
departments
 Find the days on which each unit
handles the OPD
 Conduct RCPA on the respective
days, for each unit
 Stand in the counter and watch the
prescriptions

8. Post RCPA
Number of
Number of Units Frequency of
MRP Potential
Product Prescriptions (Tab/Caps Month
etc)
A B C D = AxBxCxD
Our Product
- _____________
Competitor-1
- _____________
Competitor-2
- _____________
 Tabulate the data
 Have documented data for analysis
 Revalidate the data again and again
 Change your selection where necessary

9. Prepare your strategy for call

10. Convert RCPA information in
making pre-call strategy
 Select doctor for product
 Select product for doctor
 Plan input/sample and opening for call
 Quantify Rx demand

11. Detailing without RCPA is Blind