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JULY

FINISH STRONG IN 2011 | SFE TEAM

HANBURY SFE VOLUME 2

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As we have just finished the first half of the year, allow me to take this opportunity since I didnt have a chance to see you all face-to-face for our midyear year engagement, to thank

everybody across our business unit for the extremely good first semester performance! This

has been possible because the passionate people of BU3 are working incredibly hard, doing a

great job of focusing on what needs to be done and are making significant progress.

My first message is: OUR PLAN IS WORKING!

Our first half performance clearly shows the plan we laid out to achieve our vision of

leadership and growth through Access, Portfolio Maximization and Expansion, and

Commercial Excellence, is coming together in a way we hoped it would.

Growth has come from both our key therapeutic areas, respiratory and CNS. All our regions

the three drivers of growth I mentioned are really working if we look at the results and

TRIPLE As MESSAGE

Access:

All our key access brands are

growing significantly in

volumes. Seretide with 20%

growth. Keppra and Lamictal

with 38% and 24%

respectively. And even Seroxat

after our price reduction last

year continues to grow by 27%.

Portfolio Expansion

and Maximization:

After revitalizing our Ventolin

portfolio, VN is now back to growth

from years of declining trend. VRC

is also growing significantly at 22%.

Requip, which we just launched

recently as part of our CNS

portfolio expansion, is now gaining

grounds and has grabbed 4% share

from its direct competitor Sifrol.

We also successfully launched

another Keppra line extension, an

oral solution, last May and were

getting positive feedback from our

customers.

Commercial

Excellence:

In the past 3 months, weve

seen huge improvement in

our call performances with

more than half of our team

achieving above 92% and

even a significant number

hitting above 95%. Weve also

been awarded a Marketing

Excellence recognition from

GSK APJEM on our CNS Access

Strategy.

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Right now, as we stand today, we are in great shape. The evidences I shared with you would

tell us that the progress is there and our plan is indeed working.

So, lets continue to believe! Lets keep on working to repeat what we are doing well in order

for us to finish the year strong. And in finishing the year strong, what we cant do is relax. We

cant be complacent.

For 2nd semester, the pieces are in place. We need to stay focused and execute our plans well.

And this is my second key message!

For my third message, I just would like to remind everybody about the importance of being

resilient as we continue with our journey towards our vision of leadership and growth. We

have seen and experienced a lot of challenges this first semester. We surely could anticipate

that there will be more this second semester and in the future. We need to recognise that

change is here for good and we continue to work in tougher environment. It is not easy for

everybody to get up every morning feeling energised about what we are doing and what we

will be accomplishing. This is where personal resilience comes in. We need to take personal

ownership of how we manage our resilience and energy levels in order to feel energised all

the time. This is not just about being physically fit. It is also fundamentally keeping high

energy level as we continue to face challenges and constantly upgrade our skills. We should

stay focused and make intellectual and difficult decisions while at the same time remain fully

engaged not only at work but also in your personal and family life.

And now, while much remains to be done, it is clear that we are on track. We need to

recognise that for us to remain on track, we need to STAY FOCUSED and EXECUTE

WELL our plans as patients are waiting for our products. It is up to us to take the responsibility to DELIVER, to SERVE and to SAVE!

Thank you again for all your contributions! Dream Big and Finish Strong!

Andy

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Featured MRs:

Kay Rolloque, Joseph Mercado, Jen Belen

Hanbury Ladies Strutting their New Uniform

1st GMA ENGAGE CME

PR Article by Nelo Norberte

Flixotide Pilot Program Training

New Hanbury Reps from BU 4 & 1

August Celebrants

TRIVIA TIME: WIN A STARBUCKS COFFEE AND LO BOOK!

Kay Antonette Rolloque: Keeping the Passion Burning

Kay Antonette Rolloque is a simple, down-to-earth woman with a great

mission she instilled in herself. That is to

help the patients lead healthy and

quality lives, and she does so greatly.

The lessons Kay learned when she was

just starting out helped her to be who

she is right now a great example of

someone who clearly possess the BU3

Sprit.

I never thought that my accomplishment will be greatly

appreciated will be that big of a deal, said Kay. My goal now is to intensify my coverage to other IM

doctors to further promote Seretide in

the pharmacy.

She remembered one event in 2009 that

made her nearly give up. Her area back

then was in Pasig City General Hospital.

Kay did everything she can covered

pediatric interns, consultants, and

internal medicine doctors and even held

continuing medical education for them

to no avail.

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I felt so helpless that time that I

decided to give the coverage to an

Invida counterpart, recalled Kay. I

focused on a pulmonologist, and after a

year that doctor requested from the

Therapeutics Committee that Seretide

be used and recommended for patients.

Luckily, I won the bid. From then on,

Kay further intensified the promotion of

Seretide among other doctors.

Regarding the I Am program, Kay said

that it helped her to always deliver (her

best) because I know that I am not only

helping myself to achieve (the) target,

but I am also helping asthmatics and

COPD patients improve their quality of

life.

I feel that Seretide will truly help more

patients because of its affordability and

efficacy, said Kay. And nothing beats the feeling of hearing patients share their stories on how Seretide helped them live and feel better about themselves, she added.

Kay recalled the number of patients

stories she heard from the doctors she

visits. One patient that was helped by

Seretide was a lady whose symptoms

were so severe that the she cannot go to

work anymore.

The doctor told me that the patient

testified that indeed Seretide has helped

her from the moment she took it, said

Kay. And now the patient can enjoy her

daily activities because she is not afraid

of having another asthma attack that

she could not handle.

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Another patient who has experienced

what Seretide is capable of doing is a

young man who is an asthmatic since

birth. No matter how the patient wants

to engage in sports activities like

basketball, he cannot do so because he

fears having asthma attack. But when

the doctor prescribed Seretide, the

patient felt better. Little anecdotes like

these keep Kay motivated in her

everyday task of letting more doctors

know about what Seretide is all about.

I usually sell the benefits of Seretide by

painting a patient picture, by relating

the common problems of asthmatic

patient and giving Seretide as the

solution and highlighting the cost-

effectiveness of the brand compared to

the competitor, said Kay.

Her nomination was because Kay

believes that her DBM sees that she

gives the best in everything delegated

to her, and her advice to fellow MRs

Keep the passion burning! Try and try until you succeed.

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Joseph Mercado: Let Your Passion Guide You

Because of the I AM Program, Joseph Mercado claims that it gave

him A sense of missionthat my job

is not only about delivering the

numbers, but I am an instrument

that will serve and help save people

with asthma and COPD who needs

quality and affordable medication.

This is why he is considered as one of

the top MRs who exhibited the BU3

Sprit. When he was just starting out

as an MR, life was then rocky for

Joseph. He needed all the help he

could get from his teammates,

especially when it comes to decision

making. Joseph recalled one incident

wherein he refused a request from a

doctor, thinking that it was the best.

Only then after discussions with his

teammates, Joseph realized that

there are certain situations that will

challenge you to be a better person

and a wise decision maker at that.

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Another thing that motivates Joseph

to do his best is the patients and

stories that he encounters. He shared

that a certain pediatric pulmonologist

told him that Seretide was able to

help a young patient with difficult-to-

treat asthma. That doctor tried

everything and he even combined

every available asthma medicine in

the market, but nothing worked for

the patient until he prescribed the

child with Seretide 250 inhaler. Now,

the doctor is very happy to see the

child performing everyday activities

at school and play without

limitations, Joseph proudly shared.

For his fellow MRs, Joseph is

encouraging them all to tailor-fit the

call and relate brand features to

patients benefits. It also pays to

work hard to build partnership of

trust with our stakeholders by

striving to be brilliant on the basics

and be passionate in delivering

excellent customer service.Find

your passion, whatever it may be.

Become it, and let it become you,

and you will find great things that will

happen for you, to you, and because

of you, said Joseph.

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Jen Belen: Being an MR is a Purpose in Life

If Jennifer Belen allowed challenges

to overcome her, then perhaps she

would not be one of the best MRs of

Seretide to date. While she claims to

be embarrassed about the situation,

Jennifer is glad to be one of the best

examples of someone who lives the

BU3 Spirit.

What I learned best from my job is

that it is not just about dressing up

well and asking for doctors

signatures. But more on how you

perform your tasks because you love

your job, said Jennifer. You should

live your mission as an MR and that is

to provide doctors with the

information that they need. Through

this, you help the patient transform

their lives as well.

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Jennifer remembers her first few

months in training. She was then

assigned immediately in Cebu on her

own. With the help from her seniors,

she was able to gather up the

courage and motivate herself that

she is in the job to help patients by

informing doctors about good things

about the product that you have.

In being an MR, the most important

thing is you. It is vital that you start

within yourself and teach yourself to

love what you do, she shared.

Because if you love your job, no

challenge will win over you. rather

challenges will become better

opportunities for you to excel,

Jennifer added.

Jennifer commented at how the I AM

Program further motivated her to the

point that it gave her a sense of

purpose in whatever she is doing. She

learned that it is not about the job,

but how you perform your task with a

mission and purpose.

You have to accomplish things

beyond what you can do that is

what I learned from the I AM

Program. It gave me a feeling of

fulfilment in what I am doing, and at

how I am helping other people out,

she shared. Being a medrep is not

just about promoting the product to

generate income out of it.

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You promote the product because

you know that it can change peoples

lives. The program gave me a new

meaning, a new sense of

responsibility, a new purpose in life

which is more meaningful.

Jennifer also shared how ecstatic she

feels whenever a patient approaches

and tells her how Seretide

significantly changed their lives and

improved their health. This happened

to her a lot of times whenever

patients will take notice that she is

the representative of

GlaxoSmithKline for Seretide.

Regarding her nomination as one of

the best MRs, she believed that she

had the right passion fitting for the

job. Jennifer thinks that her boss

noticed how she talked to doctors

during visits.

I show care for the patients and not

just about my product. When you

show to doctors that you care for

their patients, they will believe in

what you are doing in what your

product can do especially for those

who are in need of it, said Jennifer.

I do not believe that there should be

a style in promoting, all you need to

do is to just love your job and

everything else will fall into place. I

would not last for 14 years if I do not

believe in the company and in the

product I handle.

For my fellow MRs, I know that they

are already doing their best we are

all doing our best but what I can

share is that

you put more

heart in what

you are doing and

do not consider it

as a job, but as a

purpose.

This should keep us motivated.

Hanbury Ladies strutting

our New Uniform

with Pride and Confidence!

Lets see what they have to say with our new fashionable sets of uniform..

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1st GMA ENGAGE CME

Last April 14, 2011, WE, the Hanbury GMA team exemplified the I AM an agent with a

mission. Our guide is our mantra of

DELIVER, SAVE AND SERVE. Conducted on

that day the 1st GMA ENGAGE CME activity

for the year at Hotel Vida, Clark Pampanga.

Targeting our Asthma Segment A and

Upper B GPs and IMs.

It was a very engaging and successful

activity!

DELIVER

The right message through the help

of Dr. Daniel Tan, highlighted the

role of ICS/LABA in achieving the

asthma control of Filipino patients

and the ICARE program

48 MDS attended the said event with

a 96% performance attendance rate

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PRE-CME activity such as

chefs sushi showcase which was

c/o Hotel Vida resulted to on time:

start of program and majority of

MDs on attendance.

Interactive and

compressed workshops resulted to

on time: End of program with all the

MDs staying and participating the

workshops and Q & As.

SAVE

Saving Patients LIVES was

highlighted during the workshop.

Creating a partnerships with

community of advocates in

respiratory care where patients

education and involvement is key to

optimal patient care

Wastage on accommodations and

other expenses were prevented due

to proper planning and coordination

with sales and marketing

counterparts

SERVE

The activity capped off with a

sumptuous dinner and a relaxing

ambience of the Hotels veranda

venue

and acoustic band (part of hotels

activity)

The 2-day activity exemplified again

the GSK brand of service wherein

MRs ensure our MD partners need

were given and anticipated aligned

with our ethical guidelines

I Breathe to Inspire. I Lead with Service in

Mind. I AM BU3.

Reggie Polancos

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PR ARTICLE: In the Most Difficult Times By: ANGELO FRANCIS NELO S. NORBERTE

I AM very sure that all of us have encountered so many storms in our lives.

Some of us might be experiencing it now,

some before and Im certain that we will be

encountering it again. There is one common

question that pops out every time we are

stricken by so many problems. Why are

these things happening and why me? The

sad part on this is that whenever we are at

this point of our lives, most of the time we

question the existence of God, and worst is

some even blame God or others for it. But

have we also asked ourselves are we

worthy of His graces and blessings.

We only seek of Him when

we need something and

when we are in pain, but

where were you when He

calls for you. I myself have also

been in a situation where life may not be

worth living anymore. The pieces of the

puzzle that Im

trying to put together to rebuild myself

seem all more difficult to find. It made me

guilty of the sin of blaming God and

doubting Him just like the others. Some of

you may be at this moment right now

wherein the turmoil seems insurmountable

but instead of complaining thank Him.

Allow me to share with you the story of Job.

I hope his story will give you the same

message God imparted to me the moment I

read it.

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Job was an upright and righteous man. He

had seven sons and three daughters. He

glorifies God in everything. He is very

careful not to do evil. He is one of the

wealthiest in their time. Hes like the Henry

Sy or the Manny Pangilinan of our

generation. He owned seven thousand

sheep, three thousand camels, one

thousand cattle and five hundred donkeys

and many servants. In short He has

everything that life can offer. God was very

proud of this man that He even challenged

Satan to test the faith of Job.

Satan told God.Would Job worship you if

he got nothing out of it? You have always

protected Him and his family and

everything he owns. But suppose you take

away everything he has, he will curse you to

your face. Job 1:9-11. Then the God

allowed Satan to do his thing in the

condition that he wont lay his hands on

Job. So Satan did his thing took away

everything from Job in a blink of an eye. Job

lost all his wealth and his servants was

murdered. More tragic was all his sons and

daughters were killed. On hearing the news,

Job tore his robe, shaved his head and fell

on his face before God. Listen to this after

all the terrible things that have happened,

this he said.

I was born with nothing, and I will die with

nothing. The Lord gave and now He has

taken away. May His name be praised! Job

1:21

Wow! He even praised God for it but Satan

was not content and he attacked Jobs

body. He gave Job sores all over his body

from head to toe. Try to imagine all the

terrible things that has happened plus the

sickness. Any ordinary man given this I think

will regret he lived. His wife asked him why

you dont curse God for what He did to you.

This he said

You are talking nonsense! When God

sends us something good, we welcome it.

How can we complain when he sends us

trouble? Even in all this suffering Job said

nothing against God. Job 2:10

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God didnt destroy personally Jobs life. God

allowed these things to happen for so many

great reasons. Job underwent this kind of

experience so that he may grow in strength,

wisdom and faith. His entire perspective on

God was transformed by his suffering. I

hope that we realize how lucky we are right

now. Have you imagined this things

happening to you? Our problems right now

at work, relationships, and family and

others is none compared to what Job has

gone through considering that he is a

righteous man compared to us. We must

get beyond the immature notion that God is

only interested in making us healthy,

wealthy and happy. God wants so much

more for us than that. He wants us to be

wise, mature, obedient and committed.

Whatever we are all going through right

now lets just hang on with His word.

We only have two choices in

life its either we walk in

fear or we walk in faith,

its up to us. We only have

very limited knowledge of

whats happening around us

compared to God. He is in

control of everything. Its just

like a puzzle, at first everything seems

unclear but sooner or later well see things

in their proper perspective in Gods own

perfect time.

If only we allow Gods plan to work for us.

Well be able to realize what it has been for

us all along. All we need to do is hold on to

His unwavering faith and love for us just like

what Job did. And as what God has

promised to every man who holds on to His

word even in the most difficult times. Like

how his story ended, ours will also end as a

story of joy and triumph. God blessed Job

more than what he has at the beginning.

God doubled his wealth and blessed him

again with daughters with beauty that no

women in other land posses and three

wonderful sons. Job lived up to 145 years

seeing the sons of his sons. He has lived his

life to the fullest.

Now let me share to you one of my favorite

quote.If only you have been to the

deepest valleys will you realize the beauty once God has put you on top of the mountain.

Lets all count our blessings as we walk in

faith. God bless us all!

Meet Felix in the FLIXOTIDE PILOT PROGRAM Last June 17, Flixotide was re-launched to selected districts:

I10, I20, I30, J20, J30 and J40, for a 3-month pilot program.

There were Product Discussions, Fun Games, and Skills Practice.

In the end, Love Chavez emerged as the Skills Practice Expert.

Here are some of the actions:

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Lets Welcome our New Reps from BU 4 & 1! A 3-day cross-training for Francis Madarang, Paolo Tan and Julianne Rodriguez from BU4 and

Jen Odullio from BU 1 happened last July 20. The New Hanbury MRs were in high spirits while

sharing asthma-related experiences that made them feel more excited about the brand.

Despite being new in Respiratory, they all managed to actively take part in all discussions and

activities including the Skills Practice. Lets see how they feel about moving to Respiratory.

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August Celebrants I10 CRISTY D. TADIFA 21-Aug I10 MARIO P. DAVID 16-Aug I30 JOSEPH G. MERCADO 21-Aug I40 VANESSA C. GARCIA 5-Aug I50 CHARISMA CHER S. LASALA 16-Aug J10 RUBY E. GARCIA 30-Aug J20 OSMAR J. CANALES 4-Aug

J60 MICHELLE FRANCES S. PODERANAN 20-Aug

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TRIVIA TIME! First 3 to text 09178887113 with the

correct answer gets a Starbucks

Certificate/LO Book!

Q: What are the mechanics of the ACTivation program?

SPONSORED BY:

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CONGRATULATIONS!

to the following MRs for their successful execution of the ACTivation program,

and for sharing great feedback from their doctors!

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Congratulations to the GSK

Respiratory team!

For bagging the annual Watsons Health, Wellness and Beauty Awards!

2011 Anti-Asthma Preparation of the Year &

2011 Branded Prescription Drug of the Year

This year, Ventolin beat previous winners Norvasc & Lipitor for the prestigious

Branded Prescription Drug of the Year Award!

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Watch out for the Patient Stories next issue!

Join us soon on

Thank you! To those who are interested to contribute stories, write-ups, articles, please

forward your creative inputs to Roxy.

SFE TEAM