Outline for Time Pharmaceuticals (Pvt) Ltd Capacity Building Workshop for Marketing Personals, 1- 2 August 2010 1.

Background: Time Pharmaceuticals Private Limited was incorporated in 2051 and has been in commercial operation by manufacturing and marketing pharmaceuticals products all over Nepal. The company was launched in 2054 with 8 products and 9 Marketing personals achieving NRs 9 million of sales in the first year of commercial operation. Since then the company has been growing despite some ups and downs in the past. Today the company has grown to NRs 190 Million of sales and 52 marketing personal with three divisions i.e. Time Pharma (main Division), Genesis, and Nexus. The Company made huge investment to upgrade its infrastructure to WHO GMP standard and obtained WHO GMP certificate and ISO quality standard and Environmental certification last year and assert high ambition to achieve aggressive corporate sales growth. The marketing of Pharmaceutical products are becoming very tough and competitive. The marketing personals need to be more skilful and confident so that they are capable to handle the tough competition smoothly and grow the company's sale and build up corporate Image. Hence the marketing personal need to be regularly equipped with latest marketing techniques, improve their professional skills, beside being highly motivated. . In addition the effective marketing quality, depends upon the technical knowledge, analytical and presentation skill of the marketing personals. Therefore they require analytical skill in terms of understanding their customers and good presentation skill to communicate effectively to their customers and contribute in building the Image of the company which they represent. With the idea of a dire need of capacity enhancement of the marketing personals Time Pharmaceuticals decided to organize a capacity building workshop for them. 2. Objectives: The capacity building workshop is being organised with objectives such to (a) to develop professionalism, (b) develop Positive Thinking and conducive behavioural attitude (d) enhance situational handling capacity (e) develop customers winning attitude and finally (f) build up a good corporate entity and Image 3. Expected outputs: The capacity building workshop intended to produce following concrete outputs. Analytical capacity of the participants enhanced for building positive thinking and attitude towards their work to come up with a win-win situation Level of confidence of the participants to play their roles and responsibilities effectively and efficiently enhanced A sound basis established to enhance corporate image of Time Pharmaceuticals (Pvt) Ltd

4. Participants of the Capacity Building Workshop:

The participants of the capacity building workshop will include Medical Representative (Lowest cadre of marketing department dept) Area Sales Manager, Front line manager, and Middle level managers. Altogether there will be approximately 50 participants. For the list of the participants see Annex II. All the participants irrespective of their level of knowledge, gender and status are expected to participate with enthusiasm and contribute effectively to make the capacity building training successful. 5. Workshop methodology and agenda: The capacity building workshop will be conducted in a participatory manner by using appropriate participatory tools and methods. Each participant irrespective of his/her status and nature of work will be provided opportunities to express their ideas freely and frankly. As and when feasible participants will be requested to write their ideas on the cards, which will be flagged and analysed further in the plenary. The use of visualisation method will help to record ideas from all the participants irrespective of their status Especially the visualisation method will put those participants who are junior and who are shy to speak in a comfortable position to express their ideas which otherwise will be lost. Small group works will be organized to provide opportunities for every participant to contribute effectively and to get concrete results. All group works will be presented in the plenary and consolidated after discussion as deemed necessary. 6. Programme of the Workshop: The capacity building workshop will last a full day (see Annex I for the programme) and will be divided into four sessions of approximately one and half hour with a break in-between. It will start with brief opening statement by the Managing Director of Time Pharmaceuticals (Pvt) Ltd The opening remarks will be followed by introduction of the participants and presentation on the highlights of the workshop. The technical session (first session) will start with levelling expectations of the participants. Participants will be requested to write down their expectations in card (what do they expect to learn by the end of the day). The expectations will be flagged for reference (to check later whether their expectations will be met or not). Levelling expectations will be followed by group work on identification of issues and challenges associated with the marketing personals. Five to six groups will be formed and each group will identify major issues and challenges. The issues and challenges identified by groups will be presented, clustered and consolidated. In addition participants will be requested to volunteer to share their experiences how they handled some of the identified challenges. The second session will be dedicated to SWOT (strengths, weaknesses, opportunities and threats) analysis of marketing personals in general. Participants will be briefed on what SWOT is all about and the possible wider application of SWOT as an analytical tool for marketing. The analysis will be done in groups. Each group will come out with major strengths, weaknesses, opportunities and threats of marketing personal. The group work will be presented, reviewed and consolidated in the plenary. SWOT analysis is expected provide as an analytical tool to plan for improving their performance on their own and for the Time Pharmaceuticals (Pvt) Ltd as well.

The third session will be focused on customer analysis in groups. It is very important for the marketing personals to know about their customer and their expectations form them so that they can be more effective in delivering their services and attain win-win situation. In addition they need to know how to deal with them. These three questions will be considered in the customer analysis. For example participants will be asked to identify their customers and categorise them broadly for analysis. The group work will be presented in the plenary and results will be consolidated after discussion. The customer analysis is expected to help building improved relationship between marketing personals and the customers if dealt properly taking benefit of the analysis. The fourth session, will start with suggestions for follow up actions for Time Pharmaceuticals (Pvt) Ltd by the participants for their continuous capacity building. Participants will work in groups to suggest follow up actions based on results of the analysis from earlier sessions. The group work will presented in the plenary, reviewed and consolidated. The remaining time of the fourth session will be devoted to presentation and discussion on presentation skills followed by brainstorming on attributes of a marketing personal to build corporate entity and Image of Time Pharmaceuticals (Pvt) Ltd. The technical sessions will be followed by wrap up and closing session. First of all the expectations of the participants flagged in the begging of the workshop will be reviewed one by one for the verification to see if their expectations have been met. The review of expectations will be followed by closing remarks from some representatives of the participants and management. 7. Venue and Tentative Date; The capacity building workshop will be residential, will last for a day and will be organised in Nagarkot or any other suitable hotel. The workshop will be organised back to back with Annual sales meeting (one day), product technical meeting (one) day and Capacity building training for one day. The tentative date of the workshop will be 1st August 2010.

Annex I Agenda for Time Pharmaceuticals (Pvt) Ltd Capacity Building Workshop for Marketing personals, 1 August 2010 S. No Activity details 1 2 Registration and fellowship Opening Session Opening remarks by Time Pharma Managing Director Introduction of the participants Highlight on the Programme Session I: Levelling expectations Discussion to identify major issues and challenges faced by Marketing personals and clustering of issues Tea/Coffee break Session II: Continue sharing individual experiences if required SWOT (strengths, weaknesses, opportunities and threats) analysis of MRs in general. Identify those related to capacity building on SWOT Timing 8.30 9.00 9.00 9.30 Remarks

9.30 10.45 Sharing individual experience on how the challenges have been faced and issues have been resolved.

10.45 11.00. 11.00 12.30 SWOT will be done in plenary followed by group work to suggest actions to build capacity of MR and responsible organisations.

Lunch break 12.30 13.30 Session III: 13.30 15.00 Presentation of the group work ( suggested actions forTiem Pharma) and discussion Participation analysis of customers of Time Phrama or including group work to suggest how to deal with clients

Suggested actions for Parent organisations Presentation and discussion to be focused on issues and challenges and SWOT results Group will read their suggested actions

Refreshment break Session IV: Presentation and discussion on presentation skills, attitude building Brain storming on attributes of a marketing personal to build corporate entity and Image Wrap up and closing

15.30 15.30 15.30 17.00

Presentation and discussion to be focused on issues and challenges Brain storming will be done in small groups with presentation in the plenary

Note: The agenda is flexible If it is residential one more session can be added in the workshop on the choice of the participants

Annex II List of participants:

List of material and equipments required S. No 1. 2 3 4 5 6 7 8 9 Particulars Multimedia Projector Soft Board (Pin Board) Stationeries Meta Card (10 x 21 cm) Blue, Green, Pink, and white (good quality) Permanent Marker Pen ( Red, Blue and Black ) Brown or white paper (Flip chart paper) Soft Board Pin Masking Tape (white) Scissor 75 each (300 pieces) Red 2 Nos, Blue and Black ( one per participant) 15 Sheets Three Packets Two Nos 1 No Quantity One to make Power Point presentation) Three Nos