We've Got The Power!

OpeningRemarks
for the

Vice President, Sales
Roerig Pharmaceuticals

Year Beginning Managers Meeting
Second Draft

Introduction

Good morning. And welcome to Sarasota and this Year Beginning Meeting. It's always a pleasure and a privilege to be here with you as we review our past year and discuss our objectives for the months ahead.

As you know, our theme this year is "We've Got the Power!" But, with your help, it's going to be a lot more than just a title for this meeting. It's going to be an idea that drives our sales strategy for the rest of the year. And your power has already been evident.

A power that has seen Unasyn well established and enthusiastically accepted. With sales approaching $5 million from September through December.

If we had made our original May launch date, projections show we would have exceeded our budget estimate. But delay gave us some valuable pre-launch preparation time. Time that was turned into product power in three key areas:

1. Acceptance power with infectious disease specialists and formularies . .
2. Buying power from surgeons, primary care physicians and Ob/Gyn, and...
3. Academic power at some of the country's leading medical centers.

Almost immediately, Unasyn was in the Mayo Clinic, Ohio State, and New England Deaconess; one of Harvard's primary teaching hospitals.

And, within two months of launch, Unasyn could be found in the Veterans Administration depot. That, my friends, is fast! A remarkable achievement! And some of the credit for this has to go to our new Regional Hospital Representatives. They've really got the power when it comes to cracking tough situations and key markets.

There's only one problem I see with Unasyn. Launch power has to be matched with persistence power. Initial response has given us a great base to build on! But...it must be followed up, developed, and expanded. And it's a challenge to your leadership power to see that it is.

Our objective for Unasyn is sales of 30 million. And, because of our new 15 month quota period, those who did well with Unasyn during the last quarter won't be penalized by any quota increase this year.

Unasyn stands an excellent chance of becoming the drug of choice for intra-abdominal, ob/gyn, and soft tissue infections.

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