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Training Academy (Customized Capsules)

Training Academy

The only Diagnostics Company offering this service.

The Need

The Indian in-vitro Diagnostics industry is pegged at $500Mn and is growing at a CAGR of 12 %. The ratio between import of goods and local manufacturing in India is also improving with the acquisition of technology and in-house R&D programs. India has also embraced emerging technologies like Molecular Diagnostics.

The one area that has taken a nose dive in this industry is the quality of the sales force. With opportunities increasing outside the Diagnostics industry for science graduates, the availability of candidates with desirable attributes keen to enter the IVD industry is dwindling.

The solution in front of us is to provide comprehensive training to the available resources and equip them to become first class professionals to ensure that:

  • Company meets its financial targets while complying with norms.
  • Sales team earns its incentives.
  • Sales and Product Management Teams remain engaged and motivated.
  • Manufacturing, QC/QA, Logistics personnel understand and comply with cGMP, Quality norms and best practices.
  • Brand building for the organization through the image of a professional team.

Model Description

The training model is designed for small to medium sized Diagnostics organizations.

The model consists of three phases:
  • Need Analysis by the organization and Vanguard Diagnostics.
  • External Training by Vanguard Diagnostics.
  • Continued Internal Training by the Product Management Team of the organization.

Deliverables of Vanguard Diagnostics

  • Help identify training goals and learning objectives.
  • Facilitate integration of training strategies with organization’s corporate strategies.
  • Provide basic information on market scenarios.
  • Design training materials - Canned Talks, Handouts and Manuals etc.
  • Deliver training.
  • Assess training outcomes.

Training Programs

Training Programs Capsules

Customized training modules to benefit the Sales & Product Management teams of Diagnostics and Healthcare companies.

  • Product and Benefit Selling capsule.
  • Technical and hands-on training capsule for Clinical Chemistry, Hematology, ELISAs, Immunochromatography.
  • Soft skill development capsule.
  • Channel & distributor management capsule.
  • The art of selling & sales process capsule.
  • Finance for non-finance capsule.

Consulting services on Quality and Manufacturing for healthcare companies.

  • cGMP
  • Quality Systems needed for India
  • Market complaint handling
  • Good Warehousing Practices
  • Cold Chain Logistics etc.

Benefits of the Training Capsules

S.No. Training Programs Capsules
1.

Product & Benefit Selling

  • Sales personnel obtain a direction on the ‘what and how’ of product promotion.
  • The potential customer is able to see “what is in the product for me?”
  • The differentiating advantages of the product are highlighted effectively.
  • Productive calls leading to increase in order flow.
2.

Technical & hands-on training for Clinical Chemistry, Hematology, ELISAs & Immunochromatography

  • In depth understanding of the product portfolio by the sales team through theory and practical hands-on training sessions in a laboratory setting.
  • Training through simulation of real- market situations.
  • Sales personnel develop the professional acumen to meet and detail the product to a Pathologist.
  • On the spot resolution of a majority of quality complaints/queries.
  • This results in higher confidence in objection handling.
  • Image enhancement of the organization as the sales man is the face of the company in front of the customer.
3.

Soft skills development

  • Sales is not purely an objective process.
  • Subjectivity plays a crucial role in closing a deal including the persona of the sales person, his/her communication skills, manners, etiquette, dressing sense and approach.
  • Soft skills differentiate a good sales person from a charismatic one.
4.

Channel & distributor management

  • Channel selection.
  • Direct v/s Channel.
  • Functions to be performed by Channel.
  • What motivates Channel?
  • How to use Channel to increase organization’s cash flow and improve working capital.
5.

The art of selling & sales process

  • Steps of the sales process.
  • Improved customer penetration.
  • Focus on providing better services to the customer.
  • Developing a larger customer data base.
  • Higher sales volumes & profitability for the organization.
6.

Finance for non-finance

  • Every successful sales man is a bit of a finance man.
  • Understanding of the basic concept of margins, plant costs, expenses and Profit – Loss statements.
  • Working capital of the organization and the direct impact of debtors and inventory.
  • Industry norms for DSOs.
  • Efficient forecasting.
  • Understanding the relation between sales volumes and manufacturing plant costs.
  • Cognizance leads to better profitability for the organization.
7.

cGMP , Quality Systems, Cold Chain & Logistics

  • Complete understanding of the needs of the Drug & Cosmetic Laws applicable to the in-vitro Diagnostics industry.
  • Compliant practices in manufacturing and proper documentation of all processes.
  • Customized Quality Control & Quality Assurance systems for the Diagnostics products.
  • Good Warehousing and Logistics practices for Diagnostics products.
  • Challenges and how to overcome them.
  • Decrease in the number of complaints from the market.
  • Effective complaint handling process and documentation.
  • Image enhancement of the organization.

Training Proposal for a batch of up-to 10 trainees

Sr. No. Training Capsule Suggested Audience Duration Trainers Nos. Quote Rs.
1.

Product & Benefit Selling

With Role Plays / Practical Sessions

-Sales Team

-PMT

1 day 2 Rs. 75,000/-
2.

Technical & hands-on training for Clinical Chemistry,
Hematology, ELISAs & Immunochromatography

-Sales Team

-PMT

4 day 3 Rs.3,50,000/-
3.

Soft skills development

-Sales Team

-Service Team

1 day 1 Rs. 40,000/-
4.

Channel & distributor management

-Sales Team

-PMT

1 day 2 Rs. 75,000/-
5.

The art of selling &sales process

With Role Plays / Practical Sessions

-Sales Team

2 day 2 Rs. 1,00,000/-
6.

Finance for non-finance

Sales Team, Service Team, PMT, Mfg., Quality, Supply Chain 1 day 1 Rs.75,000/-
7.

cGMP , Quality Systems, Cold Chain & Logistics

Manufacturing, Quality, Supply Chain 1 day 1 Rs.1,50,000/-
Travel and hotel expense if any, would be additional. Service Taxes extra.

The details of the Capsules will be shared and customized during in-person discussions.

The proposed training solutions will create a stronger scientific and professional culture that will help build loyal relationships with your customers and a better environment for your employees.