Fira

PRODUCT ALKES

OBAT

LCD

MESIN PACKAGING EX 3M 700A

TENDER

SALESFORECAST NO

PRODUCT

PRICE

SALESF JAN

1 ALKES

2 OBAT

3 LCD EX 3M JUAL SEWA 4 MESIN PACKAGING EX 3M 700A JUAL SEWA 5 TENDER

FEB

MAR

Q1 UNIT

SALESFORECAST Q1 VALUE

APR

MEI

JUN

Q2 UNIT

S1 VALUE

UNIT

VALUE

PEOPLE DEPLOYMENT AREA JAKARTA-1

MR 2007

ADMIN

SM 1

1

1

STATUS KARYAWAN

JAKARTA-2

1

FREELANCE

SERANG

1

FREELANCE

TOTAL

1

3

1

ORGANISASI S1 2007 NO

POSISI

PLAN 2007

1 2 3 4

NSM MR ADMIN FREELANCE

1 2 1 2 6

PRICELIST PRODUCT ALKES

OBAT

LCD

MESIN PACKAGING EX 3M 700A

TENDER

PACKAGING

HNA

HNA+PPN DISC

FF COST (6 MONTHS)

No 1 2 3 4 5 6

Position NSM MR-1 MR-2 Admin FL FL

Total/Bln

Area Jakarta Jakarta Jakarta Jakarta Jakarta

x000 x000 x000 x000 x000 x000

Basic Incentive Pulsa/Adm SewaBensin+Parkir UM Med Reim Medrem kelPer Bln Per 6 Bln 5,500 10,000 150 3,500 800 330 100 80 20,460 122,760 1,200 1,000 0 300 300 150 50 42 2,950 17,700 1,000 1,000 0 300 300 150 50 42 2,750 16,500 800 0 0 0 300 150 50 0 0 0 0 1,000 0 0 300 0 0 0 1,300 7,800 0 1,000 0 0 300 0 0 0 1,300 7,800 8,500

14,000

150 4,100

2,300

780

250

164 28,760

172,560

PRICING POLICY SEGMENT

CLASS

COG

FACTORY PRICE DISC

MARGIN

REGULER

OBAT ALKES

70% 50%

10% 10%

20% 40%

TENDER

OBAT ALKES

70% 50%

10% 10%

20% 40%

DAFTAR HARGA PRODUK NATURICA Oct-05 KODE IK 0044

PRODUCT DFM

KOMPOSISI L-carnitine

KEMASAN BOX @ 60 caps 30 mg, Fucus 10 mg,

HNA 150,000

Ektr.Dandelion root 25 mg, vit B6 15 mg choline bitartrate 250 mg, inositol 150 mg

IK 0041

ARTRO

12 Glucosamine HCl 250 mg, Mg 5 mg,

caps

24,000

Chondroitin sulfate 200 mg, Mn 50mcg, Vitamin C 25 mg, Zinc 2.5 mg

IK 0045 IK 0034 IT 0042 IK 0037 IK 0048

CELERY NATURICA SC GINKGOFORCE GARLIC ARTROPLUS

60 tabs 60 caps 60 caps Ektr. Ginkgobiloba 50 mg 120 tabs Ekstr. Garlic 100 mg 36 caplet Glucosamine HCl 500 mg, Mg 5 mg, Extr. Celery seed 2500 mg Pure Sharkcart. 750 mg

120,000 160,000 150,000 100,000 140,000

Chondroitin sulfate 400 mg, Mn 250mcg Vitamin C 50 mg, Zinc 2.5 mg, msm 350 mg

IT 0058

CARDIAVIT

IK 0047

CARNIPLUS

tab Vit B6 2 mg, folic acid 400 mcg, vit 40 C 100 mg,

30,000

vit E 40 iu, Vit B12 100 mcg

60 nicotinamide caps L-carnitine 250 mg, metionine 25mg, 3 mg Ektr.Dandelion root 25 mg, vit B6 15 mg choline bitartrate 250 mg, inositol 150 mg

140,000

BUDGET ALLOCATION PHARMA DIVISION 2007 S-1

No.

Post Budget

Ttl Budget

SALES REGULER SALES TENDER TOTAL SALES 1 SALARIES 2 INCENTIVES 3 MEDICAL REIMB. 4 MEALS 5 REPS UNIFORM 6 SELLING TOOLS 7 TRANSPORTATION 8 VEHICLE RENTS 9 VEHICLE REPAIR 10 OFFICE COST Mailing Telecomunication Relocation TOTAL FIX COST

23,700 39,000 750 3,630 0 0 6,900 12,300 0 0 1,500 3,000 0 90,780

1 2 3 4 5 6 7

SCIENTIFIC SUPP. 30,000 DISCOUNT (15%) 231,000 SEEDING TRIAL 0 INCENTIVES DIST. 0 TRADE BONUS 0 TRAINING 500 TRAVEL COST Up. Country FF 0 Up. Country HO 0 8 OFFICE COST Mailing 900 Office Suply (ATK) 4,000 9 ATL PROMOTION Magazine/Newspaper 0 10 POST MATERIAL Print 1,000 Gimmicks 0 11 BTL PROMOTION Even Marketing 0 Sponsorship 0 Entertainment 1,200 Listing Fee 0 12 CONTIGENCY 6,000 VARIABLE COST 268,600

TOTAL BUDGET

359,380

Jan

Feb

BULAN Apr

Mar

Mei

Jun

S1

60,000 100,000 120,000 120,000 120,000 120,000 640,000 900,000 150000 150000 150000 150000 150000 150000 210,000 250,000 270,000 270,000 270,000 270,000 1,540,000 47,400 7,900 7,900 7,900 7,900 7,900 7,900 78,000 13,000 13,000 13,000 13,000 13,000 13,000 1,500 250 250 250 250 250 250 7,260 1,210 1,210 1,210 1,210 1,210 1,210 0 0 0 0 0 0 0 0 0 0 0 0 13,800 2,300 2,300 2,300 2,300 2,300 2,300 24,600 4,100 4,100 4,100 4,100 4,100 4,100 0 0 0 0 0 0 3,000 500 500 500 500 500 500 6,000 1,000 1,000 1,000 1,000 1,000 1,000 0 0 0 0 0 0 30,260 30,260 30,260 30,260 30,260 30,260 181,560 5,000 31,500 0 0 0 500

5,000 37,500 0 0 0

5,000 40,500 0 0 0

5,000 40,500 0 0 0

5,000 40,500 0 0 0

5,000 40,500 0 0 0

0 0

0 0

0 0

0 0

0 0

0 0

300 4,000

300

300

0

0

0

0

0

0

1000

0

0

0

0

0

0 0 200 0 1,000 43,500

0 0 200 0 1,000 44,000

0 0 200 0 1,000 47,000

0 0 200 0 1,000 46,700

0 0 200 0 1,000 46,700

0 0 200 1,000 46,700

30,000 231,000 500 900 4,000 1,000 1,200 6,000 268,600

73,760

74,260

77,260

76,960

76,960

76,960

450,160

RENCANA BUDGET TRAVELLING Q1 NSM BULAN AREA TUJUAN BUDGET TRANSPORT HOTEL ENT. OTHER

Q1 BANDUNG

MINGGU-1 MINGGU-2 MINGGU-3 MINGGU-4

FIELD FORCE PHARMA DIVISION 2007 No

Nama Med Rep

Posisi

Area

DOJ

Basic

1

BUDI CAHYONO

MGR

NASIONAL

2006

2

Vacant

MR-1

JKT-1

2006

800,000

3

Vacant

MR-2

JKT-2

2006

800,000

ADVERTISEMENT SCHEDULE PLAN 2006 NO

PRODUK

MAGAZINE/NEWS PPR

TYPE Freq.

ESTIMATE Price

Cost

Periode

NATURICA DIVISION

DIRECT SELLING BUDGET OF NATURICA DIV. 2006 (000,-) No.

BULAN

Code

Post Budget

1

701.20.010.0 SALARIES

2

701.20.020.0 INCENTIVES

3

701.20.030.0 MEDICAL REIMB.

4

701.20.040.0 DIRECT SELL TOOLS

5

Jan

Feb

Mar

Apr

3,809,450

Mei

Jun

TOTAL-S1

3,142,796.25

7,900

7,900

7,900

7,900

7,900

7,900

23,700

0.75

13,000

13,000

13,000

13,000

13,000

13,000

39,000

1.24

250

250

250

250

250

250

750

0.02

0

-

701.20.040.1

Reps.uniform

0

0

0

0

0

0

0

-

701.20.040.2

Selling Toolls

0

0

0

0

0

0

0

-

701.20.050.0 TRAVEL COST 701.20.050.1

6

Ttl Budget Sub Bdgt

0

-

Transportation

2,300

2,300

2,300

2,300

2,300

2,300

6,900

0.22

701.20.050.2

Vehicle Rent

4,100

4,100

4,100

4,100

4,100

4,100

12,300

0.39

701.20.050.3

Vehicle Repairs

0

0

0

0

0

0

0

701.20.050.4

Meals

1,210

1,210

1,210

1,210

1,210

1,210

3,630

701.20.050.5

Up Country

0

701.20.060.0 OFFICE COST

0

701.20.060.1

Mailing

701.20.060.2

Telecomunication

701.20.060.3

Relocation

50

50

50

50

50

50

1,000

1,000

1,000

1,000

1,000

1,000

0

0

0

0

0

0

0.12 -

150

0.00

3,000

0.10

0

-

7

701.20.070.1 FK

0

-

8

701.20.070.4 DISC./DPC

0

-

9

701.20.080.2 SEEDING TRIAL

0

-

10

701.20.080.3 INCENTIVES DIST.

0

-

11

701.20.080.3 TRADE BONUS

0

TOTAL

BA

0

29,810

% HNA

-

% HNA

-

29,810

29,810

89,430

Confidential

2.85

Page 13

NATURICA DIVISION

PROMOTION & MARKETING BUDGET OF NATURICA DIV. 2004 Division Code : 701. No. 1

2

3 4

5

6

Code ---.30.050.0

POST BUDGET

BULAN Jan

Feb

Mar

TRAVEL COST

---.30.050.7

Training

-

---.30.050.5

Up. Country

-

---.30.060.0

OFFICE COST

-

---.30.060.1

Mailing

-

---.30.060.5

Office Suply (ATK)

-

---.30.200.0

ATL PROMOTION

-

---.30.200.1

Magazine/Newspaper

-

---.30.210.0

POST MATERIAL

-

---.30.210.1

Print

-

---.30.210.2

Gimmicks

-

---.30.220.0

BTL PROMOTION

-

---.30.220.1

Even Marketing

-

---.30.220.2

Sponsorship

-

---.30.220.3

Entertainment

-

---.30.220.4

Listing Fee

-

---.30.230.0

BRAND EXPENSES

---.30.230.1 8

BUDGET Ttl Budget Sub Bdgt

---.30.300.0

-

Clinical trial study

-

CONTIGENCY TOTAL

TOTAL DS + PM

BA

-

-

-

29,810

29,810

29,810

89,430

Confidential

Page 14

NATURICA DIVISION

BA

Confidential

Page 15

NATURICA DIVISION

BA

Confidential

Page 16

NATURICA DIVISION

1690 2028

BA

0.56

Confidential

Page 17

NATURICA DIVISION

BA

Confidential

Page 18

PROMOTION MATERIAL 2007 NO BULAN 1 JAN

BROSUR/GIMMICKS BROSUR 2000BH @ Rp. 500 MAP PLASTIK (@1500) BALLPOINT

PRODUCT

TOTAL (000)

2,000 100

1,000 150

2

3

4

5 6

1,150

No

Produk

1

ALKES

JAN

FEB

MAR

TOTAL 0

F #REF!

2

OBAT

0

#REF!

3

TENDER

0

#REF!

#REF!

#REF!

#REF! Total value (Rp, +000) #REF!

#REF!

#REF!

PRICING STRUCTURE 1 2 3

OBAT ALKES TENDER

COGS DISC MARGIN PROJ-SALES S1 % TTL SLS COGS 68% 10% 22.0% 340,000 22.1% 231,200 50% 15% 35.0% 300,000 19.5% 150,000 70% 10% 20.0% 900,000 58.4% 630,000 0

Rata2 COG/HNA = 65.7%

1,540,000 100.0%

1,011,200

TOWS ANALYSIS

Naturica (Phyto Pharmaceutical Products) OPPORTUNITIES: 1. Increase awareness for medium - high SES to have better quality of life by using herbal food supplement & drugs 2. More Doctors are convinced to give Phyto Products as alternatives drugs to patients 3. Flexibility on marketing of the products either by Ethical/OTC promotion THREATS: 1. Limited clinical studies/scientific data to support the efficacy of the products 2. Reimbursement of medical policy in company for these category is limited 3. More pharma company entering this segment with heavy product promotion & advertisement

STRENGTHS: 1. Have focus & selected target indications & doctors (Arthro range for Geriatry, Menopausal care, Prostat indication) 2. Dedicated team for the range which has focuss

target doctors detailed 3. Some selected products have been known by doctors & users (Glucosamine etc) ACTION PLANS: S1,3 W1: Focus on selected target audience (Doctors by speciality) for eac priced the products 70-80% of similar chemical base drugs S1W2: Conduct selected "below the line" activites to reach targeted segmen program participation) S1W3: Develop "efficient" promo cycle of the products & invest more in prod potentials S1T1: Select the "convinced doctor" as speaker to influence his/her piers S2T3: Train & give "attractive incentive" to retain good MR , be smart on spe with "big companies" by not dirrectly compete "head to head" O1S1: Select & invest in big potential products & "have image/known" by dir have OTC promo (article, BTL activities, SPG & store display etc)

WEAKNESSES: 1. Pricing: should be less than chemical base products for the same indication 2. Cost to reach dirrectly to the users is more expensive 3. Product investment required to build sales & share of the products in A & P by launching lots of new products in one year

dience (Doctors by speciality) for each product groups & f similar chemical base drugs e" activites to reach targeted segment (effective selection of

of the products & invest more in products with higher market

s speaker to influence his/her piers " to retain good MR , be smart on spending & competing ctly compete "head to head" roducts & "have image/known" by dirrect customers to ctivities, SPG & store display etc)

PROFIT AND LOSS PHARMA 2007 SALES REGULER SALES TENDER TOTAL SALES COGS AVRG GROSS MARGIN OPERATIONAL EXPENSES DIRECT SELLING PROMOTION & MARK. HOLDING INTEREST TOTAL OPERATIONAL EXP. CONTRIBUTION

100%

640,000 900,000 1,540,000

65% 35%

1,001,000 539,000

181,560 268,600 5% 2.5%

50,050 25,025 525,235 13,765

EVENT MARKETING 2006 "000 NO

EVENT MARKETING

1 2 3 4 8 9 10 11 12 13 14

Exhibiton Exhibiton Exhibiton RTD RTD RTD RTD RTD RTD RTD RTD

MONTHS

Activity

PLACE

VALUE

0

DATA USER NATURICA BY AREA FEB 2003/4 AREA JABOTABEKSER PADANG LAMPUNG BANDUNG CIREBON SMRG SOLO YOGJA SURABAYA MALANG MENADO TOTAL

TOTAL 60 2 1 9 1 6 1 6 4 3 0 93

FK 8 0 0 0 0 0 1 0 1 0 0 10

NFK 27 2 1 8 1 2 0 1 2 1 0 45

DISPENS. 25 0 0 1 0 4 0 5 1 2 0 38

10.75%

48.39%

40.86%

TOTAL

USER CATEGORY NATURICA PRODUCT ( 2003)

48.39% 10.75%

40.86% FK

NFK

TREND USER NATURICA BY AREA

DISPENS.

2004

AREA

TOTAL

FK

NFK

DISPENS.

JABOTABEKSER

100

10

30

60

PADANG

2

0

2

0

LAMPUNG

1

0

1

0

BANDUNG

30

6

10

14

CIREBON

10

2

5

3

SMRG

12

2

2

8

SOLO

10

2

4

4

YOGJA

15

3

4

8

SURABAYA

15

4

4

7

MALANG

10

3

3

4

MENADO

5

1

2

2

TOTAL

210

33

67

110

PERSENTASE

100%

15.71%

31.90%

52.38%

TREND USER 2004 BERDASARKAN MARKET SEGMENT REG. 31.90% FK 15.71%

2004

REG. 31.90% FK 15.71%

DISPENS. 52.38%

TREND USER 2004 BERDASARKAN MARKET SEGMENT

110

110 100 90 80 67

70 60 50 JUMLAH PERSON 40 30 20 10 0 Column C

45

33

38 10 Row 88 Column D

Row 87

Column E

TAHUN

SEGMENT

TREND USER 2004 BERDASARKAN MARKET SEGMENT

2003 2004

FK 10 33

NFK 45 67

DISPENS. 38 110

FK 10.75%

FK 15.7% 33

NFK DISPENS. 48.39% 40.86%

REG. DISPENS. 31.9% 52.4% 67 110

FK NFK DISPENS.

FK NFK DISPENS.

DAFTAR DOKTER YANG AKAN DIBERI SPONSORSHIP 2007 NO

NAMA

AREA

VALUE

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 18 19 20 21 22 23 24 25 26 27 0

RENCANA FK 2006 NO

NAMA DR

PRAKTEK

AREA

JUTA (RP)

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15 16 17 19 21 22 23 24 25 26 27 29 30 31 32 33 34 35 36 37 38 39 40 41 42 43 44 TOTAL

0

FREKUENSI