Sandeep Kumar Soni

Locking June action plan before May ends

Most pharma companies make this mistake:

They start planning the next month after it begins.

This leads to:

⭐ Confusion in field
⭐ Slow ex*****on
⭐ Missed opportunities

Smart companies do the opposite.

They lock their June action plan before May ends.

This creates continuity and speed.

Here’s what should be finalized.

⭐ Focus brands
Clear priority avoids confusion.

⭐ Target doctor list
MRs should know exactly where to focus.

⭐ Territory strategy
Identify high-potential and weak areas.

⭐ Field coaching plan
Managers should schedule joint visits in advance.

⭐ Stock planning
Ensure availability without overstocking.

Another critical factor is communication.

Planning is useless if not clearly shared.

⭐ Every MR should understand priorities
⭐ Every ASM should know expectations
⭐ Everyone should be aligned

Prepared teams start the month with confidence.

Unprepared teams spend first 5–7 days adjusting.

That difference impacts performance.

Also, May insights should be used here.

⭐ What worked → continue
⭐ What failed → correct
⭐ What is unclear → simplify

Startups have an advantage:

They can move fast.

But only if planning is proactive.

Remember:

Momentum should not break at month-end.

June should feel like continuation of strategy, not a fresh start.

👉 Do you plan next month early — or react after it starts?

Cash flow stress signals founders must watch

In pharma business, sales growth looks exciting.

But behind the numbers, cash flow tells the real story.

Many startups fail not because of low sales —
but because of poor cash management.

The dangerous part is:

Cash flow problems don’t come suddenly.
They give early warning signals.

Smart founders identify these signals early.

Here are key stress indicators.

⭐ Increasing outstanding
If payments are getting delayed month after month, risk is building.

⭐ Slow distributor rotation
If stock is not moving, payments will eventually get stuck.

⭐ High inventory levels
Excess stock blocks working capital.

⭐ Dependence on few parties
If major business is with 1–2 distributors, risk is high.

⭐ Frequent credit requests
Distributors asking for extended credit is a warning sign.

Another hidden signal:

⭐ Sales growing but cash not improving
This means growth is not healthy.

Now what should founders do?

⭐ Monitor ageing regularly
Don’t wait till problems become big.

⭐ Enforce credit discipline
Policy should be followed strictly.

⭐ Avoid over-billing
Unnecessary stock creates future problems.

⭐ Maintain balance
Growth and cash flow must go together.

⭐ Act early
Small corrections prevent big crises.

Important truth:

Profit on paper is useless without cash in hand.

Startups must build a habit of financial awareness from day one.

Because:

⭐ Strong cash flow = stability
⭐ Weak cash flow = constant stress

Pharma business is long-term.

Only financially disciplined companies survive and grow.

👉 Do you track cash flow actively — or only focus on sales numbers?

When to cut losses on non-performing brands

One of the hardest decisions for any pharma startup is this:

👉 When should we stop pushing a brand?

Emotionally, founders want every brand to succeed.
Practically, that is not possible.

Some brands simply don’t work in the market — and continuing to invest in them drains time, money, and team energy.

The biggest mistake companies make is waiting too long.

They keep hoping:

⭐ “Maybe next month it will improve”
⭐ “Let’s give one more scheme”
⭐ “Let’s push harder”

But without real market signals, this becomes resource wastage.

Here are clear signs that a brand may not be working.

⭐ No doctor interest even after multiple visits
If doctors are not even willing to try, positioning is weak.

⭐ No repeat demand
Trial happened, but no continuation means poor acceptance.

⭐ Weak differentiation
Brand does not stand out vs competitors.

⭐ Low MR confidence
If MRs themselves don’t believe in the brand, conversion drops.

⭐ High effort, low output
Too much time invested but minimal results.

Now the key question:

👉 What should you do?

⭐ Don’t take emotional decisions
Business decisions must be data-driven.

⭐ Evaluate honestly
Check real doctor feedback, not assumptions.

⭐ Pause instead of completely stopping
You can always restart later with better strategy.

⭐ Redirect resources
Focus on brands that are showing traction.

⭐ Learn from failure
Every weak brand teaches something about the market.

Important mindset:

Stopping a weak brand is not failure.
It is smart prioritization.

Because in startups:

⭐ Limited time
⭐ Limited money
⭐ Limited manpower

You cannot afford to waste resources.

Strong companies grow by focusing on what works — not by holding onto what doesn’t.

👉 Do you hold onto weak brands too long — or take timely decisions?

Simple KPIs founders must review in May

Founders often get lost in too much data.

But effective decision-making requires focus on key metrics.

Here are simple but powerful KPIs.

⭐ Secondary movement
Real market demand indicator.

⭐ Outstanding ageing
Financial health check.

⭐ MR productivity
Activity vs conversion.

⭐ Brand-wise growth
Identify strong and weak brands.

⭐ Distributor performance
Supply chain effectiveness.

These KPIs give a clear picture without complexity.

Founders should review them regularly.

Simple dashboard > complex reporting.

Because clarity leads to better decisions.

👉 Are you tracking meaningful KPIs — or too many numbers?

25 May
Doctor loyalty vs trial prescriptions in May

By May, companies start seeing two types of doctor behavior.

⭐ Trial prescriptions
⭐ Early loyalty signals

Understanding the difference is important.

Trial means:

Doctor is testing the product occasionally.

Loyalty means:

Doctor is starting to prescribe regularly.

In May, most doctors are still in trial phase.

Expecting loyalty too early is unrealistic.

Here’s how to handle both.

⭐ Encourage more trials
More trials increase chances of conversion.

⭐ Track positive feedback
Satisfied doctors move toward loyalty.

⭐ Maintain regular follow-ups
Consistency builds trust.

⭐ Address concerns quickly
Objections delay conversion.

⭐ Strengthen relationship
Trust leads to repeat prescriptions.

Another key insight:

Loyalty is not created by one visit.

It is created by:

⭐ Repeated interaction
⭐ Positive patient outcomes
⭐ Strong communication

Startups should focus on expanding trial base.

Loyalty will follow naturally.

Because in pharma, prescription habit builds gradually.

👉 Are you focusing on trial — or expecting loyalty too early?