1. How to handle
top doctors???

2. Why top doctors are important?
The fact: 80%of business comes from 20%
of the customers

3. Rare and PreciousRare and Precious
They are

4. ATTRIBUTES OF TOP DOCTORS
Not willing to
change
TEXT
Egoistic
Valuable
They have their own
set of companies
Highly valuable
customers for all
companies and MNCs
Difficult to
understand
Reserved
Difficult

5. They give less number of calls in a month
Less time for calls
Don’t allow for discussion
unless for new products

6. Major driver of the market
They are. . .
Doctors & PGs follow their Rx

7. How to get close ???
Cost is long forgotten
but quality is
remembered
for ever

8. Quality of information
Quality in service
Quality of relationship

9. Quality is about…
Care
Consistency

10. How to get close?
Profiling
Profiling
Profiling
Profiling
Profiling

11. Requirements
Utilize these Docs for ETP, CME as a speaker or
chair person
They are interested in these activities
And their presence bring crowd
Utilize them as KOLs

12. A customer is the most important visitor on our
premises, he is not dependent on us.
We are dependent on him.
He is not an interruption in our work.
He is the purpose of it.
He is not an outsider in our business.
He is part of it.
We are not doing him a favor by serving him.
He is doing us a favor by giving us an
opportunity to do so.
- Mahatma Gandhi

13. Credits
Slide1,2,3,6,7,9,14Googleimages
Slide4:Slideshop.com