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One Number Meeting 01/03/18 (Pharmacy assumptions (Gross to net…
One Number Meeting 01/03/18
forecast accuracy
KPI gennaio soddisfacente
siamo misurati sui volumi kitted
penalizzazione del KPIs ufficiale (FY 2017 69% mentre sui vol de-kitted il reale KPIs è 73%)
No impatto sulla produzione delle fabbriche (ricevono la previsione de-kitted)
2018 new sales forecast
-4.6m€ vs Plan (due 100% to PH)
-2.2m discontinued products; -2.4m other impacts --> -0.6 Polident NPI delay, -1.8m others
Attenzione al rischio corrente di sovrastima del sell-out
MM: Plan confirmed but -1.3m€ Polident, -0.3m Senso, -0.2m PDX, AQF +1.8m)
-4.6m€, di cui -2.2m skin, -1
WMM demand forecast: non ottimale
Physiogel strategy: decision needed
Ad hoc Physiogel topic to be discussed in next DRM
Skin tests seem not to have attractive ROI
Risks / Opps vs new sales fcst
MM Risks:
Polident vol -0.4m
Challenge G2N (-1.2% Disc+TP vs PY)
MM Opps
New sku's (e.g. Polident salviette; Senso extra-fresh, AQF 125 ml)
Nuovo customer
Polident downside: offsetting strategies
To be discussed in next DRM
Pharmacy assumptions
Intermediate channel: joint customers business plan
Perfect Store activation plan
Gross to net
Ripromozioni WH e network: off-invoice pareggiato da higher list price --> per incentivare di più il transfer sell-in
SiT farmacie dirette: alzato per alcuni brand (es Voltadvance