career accomplishments

TABLE OF CONTENTS

1st Tab Resume - Accomplishments – Sanofi-Aventis – A list ofawards earned with documentation.

2nd Tab Accomplishments – Pfizer – A list of awards earned withdocumentation.

3rd Tab Miscellaneous documentation demonstrating Leadership,Teamwork and Work Ethic.

4th Tab Performance Reviews for 2007, 2008, and 2009

th

Plan

6th Tab References

5 Tab __________Pharmaceuticals Position 30/60/90 Day Action

JOHN B. CUNNINGHAM III, CMR11308 Harbour Woods Rd. S.Jacksonville, Florida 32225

[email protected](904) 535-1012 www.linkedin.com/in/johnbc3

SUMMARYA Healthcare rep with extensive experience in hospital, specialty and primary care sales. Have worked with mostdepartments within the hospital, including pharmacy, nursing, clinical effectiveness, as well as, cardiology,medicine, emergency and most all other specialties. Strengths include developing a market presence in myterritory using technical knowledge and relationship building with physicians and hospital staff, resulting in yearafter year achievement of business and sales goals. Consistently recognized a leader among my peers throughstrong work ethic and a willingness to help others meet their business and sales goals.

EXPERIENCE

SANOFI-AVENTIS, Jacksonville, Florida 2002 – December 31, 2010Senior Specialty Sales ProfessionalHospital Account ManagerPromoted Lovenox and Plavix to various physician specialties, including neurologist, cardiologist, ER, hospitalist,oncologist, pulmonologist, etc. in the hospital. Gained access to patient floors by providing nursing education andbuilding relationships with nurse managers and physicians. Created a relationship of trust with physicians andadministration while becoming an integral part of the team approach.

US Sales Champion – 2007 District Representative of the 1st, 2nd & 3rd Quarters – 2004 District Representative of the Year – 2004 Consistently ranked in the top 10-15% in sells; 2007 ranking 6/78; 2008 ranking 11/81; 2009 ranking 8/88. Prevented Lovenox from being removed from formulary by gaining support of key influential physicians in

two hospitals even though Lovenox was the #1 pharmacy expenditure. Convinced the Director of Nursing of the heart hospital of Baptist Medical Center it was better for patients

and the hospital to fill new Plavix prescriptions before leaving the hospital, resulting in increased hospitalsales.

Able to reverse Lovenox’s restricted formulary status by pharmacy at Memorial Hospital by working withinfluential physicians on P&T Committee using clinical data to show superior outcomes.

PFIZER, INC, Jacksonville, Florida 1991 - 2002Senior Healthcare RepresentativePromoted 8 different Pfizer products to Primary Care, Cardiologist, Nephrologist and Endocrinologist. Led monthlygroup meetings with other Pfizer reps to discuss coordination of similar products promoted.

District Representative of the Quarter 7 times in ’92, ’93, ’96, ’97, ‘01 Regional Representative of the Quarter – 1992 District Representative of the Year in ’92, ’96, ‘00 Circle of Excellence Award – Top 10% Nationally – 1992 District Winner Passport For Performance Contest – 1997 Nominated by a Pfizer colleague as an example of the Pfizer Value – PERFORMANCE – 1999

EDUCATION

FLORIDA STATE UNIVERSITY, Tallahassee, Florida, BS FinanceDale Carnegie Sales CourseCertified Medical Representative

SANOFI-AVENTIS ACCOMPLISHMENTS

2004 – 1st Quarter – Outstanding Achievement Award; Regional Award; 1 out of 80 Reps1st Quarter – Area Rep of the Quarter; District Award; 1 out of 10 Reps2nd Quarter – Area Rep of the Quarter; District Award; 1 out of 10 Reps3rd Quarter – Area Rep of the Quarter; District Award; 1 out of 10 RepsAREA ASSOCIATE OF THE YEAR FOR 2004

2007 – 2nd Quarter – Area Rep of the Quarter; District Award; 1 out of 10 Reps4th Quarter – Area Rep of the Quarter; District Award; 1 out of 10 RepsU.S. SALES CHAMPION – TOP 3 OUT OF 80 REPS

2008 – 1st Quarter – Area Rep of the Quarter; District Award; 1 out of 10 Reps2nd Quarter – Area Rep of the Quarter; District Award; 1 out of 10 Reps

2004 – Reversed Memorial Therapeutic Interchange When I started working for the company, Memorial Hospital in Jacksonville had

restricted the use of Lovenox, resulting in a decrease of 40% in sales. This was comingfrom the pharmacy director, Adrian Clark-Schmidt.

The solution was simple, the process was difficult. I needed to convince enoughphysicians that Lovenox was a better choice and would provide better outcomes fortheir patients, using clinical data to get physicians to help me.

Over the next year I presented the data for Lovenox vs. the competition to allphysicians who admitted patients to Memorial Hospital through lunches, programsand one-on-one presentations in the hospital.

Results: enough physicians complained prompting the pharmacy director to removethe restrictions from Lovenox resulting in increased sales and earned me the “OutStanding Achievement Award” for the 1st Quarter 2004.

2006- Possible TI Baptist Medical Center Tom Burnakis, PharmD, Sr. Clinical Pharmacist had always told me he better not see

everyone in the hospital on Lovenox. Even though I had a great relationship with Tomand Tony Czaplicki, pharmacy director, I was concerned about Nicole Blackwielder,pharmacy director at Baptist Beaches, who was anti-Lovenox. She did not believe thedata. I already had the support of Jeff Sievert, pharmacy director at Baptist South. Sowhat I needed to do is make sure I kept the support of pharmacy downtown, i.e. Tomand Tony. In addition to this Tom was doing his on study on the cost of prophylaxingpatients with Lovenox vs. unfractionated heparin. So I had to figure out a way tomake sure he had data showing Lovenox was more cost effective than unfractionated

heparin, but I did not want it to come from me. I wanted it to come from someonewho was non-biased.

Probably the most influential physician at Baptist is Dr. Ted Glasser, medical directorof the Baptist Hospitalist Group. Not only is he well respected by the hospitalleadership, but I knew he was well respected by Tom Burnakis.

So my plan was to make Dr. Glasser aware of some pharmacoeconomic data showing,even through Lovenox had a higher acquisition cost, it actually saved the hospitalmoney with better efficacy and lower side effects. I also filled him in on the factpharmacy may be looking to restrict or remove Lovenox from the formulary, which hewas against. Dr. Glasser agreed he needed to take this information and have adiscussion with Tom Burnakis.

Results : The next time I saw Tom Burnakis he informed me that his research hadshown there was really no savings and there would be no restriction for the use ofLovenox. The business was saved!

2007 – Prevented Flagler Hospital Therapeutic Interchange As a result of an important relationship built, Dr DiBella, VP of Quality Improvement,

called to let me know pharmacy was planning to remove Lovenox from the formulary.I provided him with information showing Lovenox would provide the best outcomesfor patients. He assured me he could stop pharmacy. He called me a month later toinform me he was not successful. Pharmacy was still pushing forward with the TI.

I had numerous meetings with pharmacy, but no success. Although they did not wantto go through with the TI, their backs were against the wall. Administration waspushing for them to reduce cost.

The TI passed the P&T and Med Exec Committees. Dr. DiBella said the next step wasto take it to a full vote of the medical staff. I provided him with a presentation hecould present to the staff in order to win the vote.

When the meeting came around the vote never made it to the floor due to otherpressing issues the hospital needed to discuss. So it was postponed until the next themonth. As Dr. DiBella filled me in on what happened he said we have a problem. Hewas going to be in Europe on vacation during next month’s meeting. So I decided itwas time to go to the physicians again with the data showing Lovenox would providebetter outcomes for the patients and the hospital.

Results: Dr. Robert Marema, bariatric surgeon and Dr. James Grimes, orthopedicsurgeon, plus a few other physicians convinced pharmacy they would not support theTI. The business was saved!

2010 – Increase Hospital Sales of a 15 Year Old Drug How to increase sales of Plavix at Baptist Medical Center when it seems like physicians

were using it in everyone. Went to the Baptist outpatient pharmacy to see if they would be interested in filling

inpatient prescriptions before being discharged from the hospital. The benefit to thehospital was improved patient satisfaction and better outcomes for ACS patients due

to patients not filling prescriptions on the day of discharge. The data supports ifpatients wait up to 3 days post discharge to fill their Plavix they are at risk of anotherheart attack.

The outpatient pharmacy put a system in place to start filling prescriptions by havingthe nurse call in the prescription as the patient was being discharged and pharmacywould deliver the drugs to the patient’s room before leaving the hospital, saving thepatients a trip of going by their personal pharmacy before going home. It seemed tobe going fine, but as the sales reports came in I did not see an increase in Plavix sales.

Upon investigation I found out the nurses stopped using the system because it wouldtake pharmacy too long to deliver the drugs, thus delaying the patients discharge. Irelayed this to the pharmacy director, who was in the process of hiring a newpharmacy manager with experience in this concept. That would solve the pharmacyend, but how do I get the nurses to retake ownership of the process.

I went to the Director of Nursing and shared with her the data on patients who don’tfill their Plavix script on the day of discharge are at risk for another heart attack. Sheset up a meeting between her nurses, pharmacy and the cath lab.

Results: Coordination between nursing and pharmacy was reconnected and Plavixsales began to increase!

DOCUMENTATION OF ACCOMPLISHMENTS

NATIONAL SALES AWARD 2007

PFIZER ACCOMPLISHMENTS

1992- 2nd Quarter – District Rep of the Quarter; District Award; 1 out of 11 Reps3rd Quarter – Regional Rep of the Quarter; Regional Award; 1 out of 120 Reps4th Quarter – District Rep of the Quarter; District Award; 1 out of 11 RepsORLANDO DISTRICT REP OF THE YEAREAGLES CLUB, NATIONAL SALES AWARD – Top 3 out 120 Reps

1993- 1st Quarter – District Rep of the Quarter; District Award; 1 out of 11 Reps

1996 – 3rd Quarter – District Rep of the Quarter; District Award; 1 out of 11 RepsORLANDO DISTRICT REP OF THE YEAR

1997 – 3rd Quarter – District Rep of the Quarter; District Award; 1 out of 11 RepsPASSPORT FOR PERFORMANCE AWARD; REGIONAL AWARD; TOP OF 120 REPS

1999 – Values In Action Nominee as an example of Performance

2000 – DISTRICT REP OF THE YEAR

2001 – 4TH Quarter – District Rep of the Quarter; District Award; 1 out of 11 Reps

Pratt Pharmaceuticals DivisionU.S. Pharmaceuticals GroupPfizer Inc235 East 42nd StreetNew York, NY 10017-5755Tel 212 573 2938

PrattPharmaceuticals

Dick ReggioVice President-Sales

November 11, 1992

Mr. John B. Cunningham11324 Sawmill RoadJacksonville, FL 32225

Dear John:

I wanted to take this opportunity to congratulate you on your outstanding sales performance,which earned for you the distinction of the Southeast Regional Representative of the 3rd Quarter.Your achievement establishes you as a leader among your peers and is a testimonial to what canbe accomplished through effective territory management.

John, once again, congratulations on your 3rd Quarter performance and best wishes forcontinued success in 1992 and throughout your career with Pratt Pharmaceuticals.

Good selling!

yJtrDick Reggio

DR:bat

cc: Mr. M. HaworthMr. J. Strange

Pratt Pharmaceuticals DivisionU.S. Pharmaceuticals GroupPfizer Ine235 East 42nd StreetNew York, NY 10017-5755Tel 212 573 2938



February 11, 1993

Mr. John Cunningham11324 Sawmill RoadJacksonville, FL 32225

Dear John:

I wanted to take this opportunity to congratulate you on your outstanding sales performanceduring the 4th Quarter, which resulted in your selection as the Orlando District Representativeof the Quarter. Your achievement is a testimonial to what can be accomplished through effectiveterritory management and a commitment to professionalism.

John, once again, congratulations on your 4th Quarter performance and best wishes forcontinued success in 1993 and throughout your career with Pratt Pharmaceuticals.

Good selling!

yJ~Dick Reggio I

DR:bat


Pratt PharmaceuticalsPfizer Inc4360 Northeast ExpresswayDoraville, GA 30340Tel 404 448 6666 Fax 404 448 9151

Pratt Pharmaceuticals

John StrangeRegional Manager

February 1, 1993


Dear John:

Congratulations on winning the very first District Representative of the Year Award for theOrlando District for 1992.

John, as a result of your achievement, you will soon receive a specially framed certificate and40,000 performance points. These points will be credited to your account, and you will receivea statement to that effect.

Your outstanding performance is a direct result of your dedication and commitment toexcellence. My best wishes for continued success in 1993.

Jo n StrangeRegional Manager

JS/sb

cc: Dick ReggioMike Haworth



February 10, 1993Dick ReggioVice President-Sales


Dear John:

I wanted to take this opportunity to congratulate you for your outstanding sales performancein 1992 which earned you the honor of becoming a member of the Pratt Pharmaceuticals'Eagles Club, as well as being selected as the Orlando District Representative of the Year.You truly set the standard for the other members of the Orlando District to emulate in 1993.

Your achievements are a tribute to your "Commitment to Professionalism" and a testimonialto what can be accomplished through Hard Work, Smart Work and Teamwork.

John, once again, congratulations on your outstanding 1992 performance and best wishes forcontinued success in 1993 and throughout your Pfizer career. I am looking forward tojoining you at the PGA Eagles Forum in Palm Springs on February 18th.

Sincerely,

y~~Dick Reggio

DR:bat


Pratt Pharmaceuticals DivisionU.S. Pharmaceuticals GroupPfizer Ine235 East 42nd StreetNew York, NY 10017-5755Tel 212 573 2938



June 12, 1993


Dear John:

I wanted to take this opportunity to congratulate you on your outstanding sales performanceduring the 1st Quarter, which resulted in your selection as the Orlando District Representativeof the Quarter. Your achievement is a testimonial to what can be accomplished through effectiveterritory management and a commitment to professionalism.

John, once again, congratulations on your 1st Quarter performance and best wishes for continuedsuccess in 1993 and throughout your career with Pratt Pharmaceuticals.

Good selling!

1~o~DR:bat





November 11, 1996

Mr. John Cunningham11308 Harbour Woods Rd. S.Jacksonville, FL 32312

Dear John:

Iwanted to take this opportunity to congratulate you on your outstanding salesperformance during the 3rd Quarter, which resulted in your selection as the OrlandoDistrict Representative of the Quarter. Your achievement is a.testimonial to what canbe accomplished through effective territory management and a commitment toprofessionalism.

John, once again, congratulations on your 3rd Quarter performance and best wishes forcontinued success in 1996 and throughout your Pfizer career.

Good selling!

JJ~Dick Reggio

DR: bat

cc: Mr. G. GardnerMr. M. HawrothMr. H. McCrorieMr. J. Strange

Pratt Pharmaceuticals DivisionU.S. Pharmaceuticals Group - Pfizer Ine400 Perimeter Center TerraceSuite 700Atlanta, GA 30346Tel 800 248 3534 FAX 770 804 1669


January 31,1997John StrangeRegional Manager

Mr. John Cunningham11308 Harbour Woods Rd SJacksonville, FL 32225

Dear John:

Congratulations on your outstanding sales performance during 1996 and being named theOrlando District Representative of the Year!

John, as a result of this award, you will soon be receiving a framed certificate and a MontBlanc pen.

Your outstanding performance is a direct result of perseverance and your dedication andcommitment to excellence. My best wishes for continued success in 1997.

J .J1nStrangeRegional Manager

JS/sb

cc: Scott HarbinMike HaworthDick Reggio




November 24, 1997

Mr _John Cunningham11308 Harbour Woods Road S.Jacksonville, FL 32225

Dear John:

Iwanted to take this opportunity to congratulate you on your outstanding salesperformance during the 3fd Quarter, which resulted in your selection as the JacksonvilleDistrict Representative of the Quarter. Your achievement is a testimonial to what canbe accomplished through effective territory management and a commitment toprofessionalism. .

John, once again, congratulations on your 3fd Quarter performance and best wishes forcontinued success in 1997 and throughout your Pfizer career.

Good selling!

/)J~Dick Reggio

DR:bat

cc: Mr. G. GardnerMr. S. HarbinMr. H. McCrorieMr. J. Strange

,

December 8, 1997I

Dear Passport for Performance Contest Participant:

Congratulations, you are a winner of the Passport for Performance Contest!

Have you been dreaming of a family vacation, a weekend getaway or a relaxing escape? Well,stop dreaming and start packing! You can use your contest award to travel to whicheverdestination you choose!

Your hard work and efforts have paid off, and are being rewarded with an exciting prize! Asa winner of the Passport for Performance Contest, you will be rewarded with a $2,500* Travelvoucher, redeemable through Passport for Performance Awards Headquarters. Detailsregarding voucher redemption will follow in the next week.

In addition to the contest prize, I would like to personally thank you for your efforts. Thoseefforts have contributed significantly to Pratt Pharmaceuticals success in 1997 and haveestablished a strong foundation on which to build in 1998, as we strive to achieve our Visionof being the #1 pharmaceutical company in 2001.

Once again, congratulations and best wishes for continued success in 1998 and throughoutyour Pfizer career.

Sincerely,

T)4~Dick ReggioVice President Sales, Pratt Pharmaceuticals

*Some vouchers may be less in value. due to the number of winners announced in the region.

AWARDS HEADQUARTERS 5999 Butterfield Rd. Hillside, IL 60162PR 219481-103

Pfizer IncCorporate Affairs235 East 42nd StreetNew York, NY 10017-5755Tel 212 573 3558 Fax 212 573 2641

February 14,2000

Mr. John Cunningham11308 Harbour Woods Road S.Jackonville, FL 32225

C. L. ClementeExecutive Vice President

Dear Values In Action Nominee:

During the first quarter of 1998, the Values In Action series premiered in Pfizer World.This series was created to reinforce the importance of Pfizer's eight core values: Respectfor People, Innovation, Integrity, Leadership, Teamwork, Customer Focus, Community,and Performance.

During the fourth quarter of 1999, Values In Action focused on Performance, a Pfizervalue that encourages us to strive for continuous improvement in our performance,measuring results carefully and ensuring that integrity and respect for people are nevercompromised. When we commit to doing something, we do it in the best, most complete,most efficient, and most timely way possible. Then we try to think of ways to do it betterthe next time. High performance is a hallmark of Pfizer's success and helps us attract thehighest caliber employees while providing them with opportunities to develop fully andshare in the success that comes from winning in the marketplace.

You were nominated by a colleague as a living example of Performance and your namehas been listed alphabetically by country on the Pfizer Values website, which can beaccessed at: 'values'.

We have enclosed a gift in recognition of this achievement. Congratulations on yournomination, and best wishes for continued success in living the values.

Sincerely,

C. L. Clemente

Pratt Pharmaceuticals DivisionU.S. PharmaceuticalsPfizer Inc235 East 42nd StreetNew York, NY 10017-5755Tel 212 733 4626 Fax 212 573 7301

PrattPharmaceu ticals

Dan CollierVice PresidentSales

March 19,2001

Mr. John Cunningham III11308 Harbour Woods Rd SJacksonville, FL 32225

Dear John:

Congratulations on your winning sales performance in 2000! Your hard work anddedication have earned you the District Representative of the Year Award!

John, this is truly an outstanding achievement and one which sets you apart as a leaderamong your peers. Winning this award is evidence of your determination and strongcommitment to excellence. These are the qualities of a winner and will serve as thedriving force for future success.

My sincere congratulations on your outstanding performance and best wishes for asuccessful 2001.

Sincerely,

Dan Collier

cc: John StrangeMark Whalen

u.S. PharmaceuticalsPfizer Inc235 East 42nd StreetNew York, NY 10017Tel 212 7334626 Fax 212573.7301

• Pfizer Pharmaceuticals Group

Dan CollierVice PresidentSales

March 12, 2002

t·Ar. John CL!!1Pi!1gha!"71

11308 Harbour Woods Rd SouthJacksonville, FL 32225

Dear John:

Congratulations! I want to take this opportunity to recognize your outstanding salesperformance in the fourth quarter.

John, you have earned the District Representative of the Quarter Award for the FourthQuarter of 2001. Achieving this award is a result of your discipline and focus on being atop performer. This award truly reflects your commitment to performance and successin the Southeast Region.

Once again, congratulations on a terrific fourth quarter. Keep up the momentum in2002!

Sincerely,

Dan Collier

cc: Russ PattersonMark Whalen

Miscellaneous Documentation Demonstrating

Leadership…..

Teamwork …..

Work Ethic….

JOHN B CUNNINGHAM III

TROOP 38 DOTHAN ALABAMA

HAVING SATISFACTORILY COMPLETED THE REQUIREMENTS

IS HEREBY CERTIFIED AS AN

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DIABETES: TREATMENTCENTER

AT METHODIST MEDICAL CENTER 580 West Eighth Street / Jacksonville, Florida 32209904/798-8195

December 14, 1992


Dear John:

We want to thank you for sponsoring the Multi-Dimensional PatientCare: A Diabetes Seminar. Pfizer's support and your efforts made itall possible. I have had very positive feedback from many of theparticipants and our physician attendance exceeded our expect~tions.

Thank you and Pfizer for your support.

Sincerely,

v'-,~V'~Sh' ~lrglnla c enzlngerProgram Manager

VS/cpc


• Pratt Pharmaceuticals

June 10, 1993John StrangeRegional Manager


Dear John:

Thanks for a most enjoyable day on Tuesday, June 8th. It really is a pleasure to work with arepresentativewho is dedicatedand committed to his own success and the success of his company.

John, your day was well planned and organized. I was particularly impressed with your CallCycle Plan and the system you use for identifying your top prescribers in all categories. Yourfocus on these key target physicians will result in more productive use of your time.

Although we did not have an opportunity to speak with a large number of doctors, you gaveexcellent presentations to those we did see together at the display. Additionally, your grouppresentation andfilm showing to the nurses in Dr. Adams office was outstanding. You did a greatjob of bringing out the benefits of our products that would be especially important to nurses andother medical office staff

Thanks again for your hospitality and an enjoyable day. I look forward to seeing you again inthe future.

Joh StrangeRegional Manager

JS/sb

cc: Mike Haworth



August 26, 1994

Mr. John Cunningham11308 Harbour Woods Road SJacksonville, FL 32225

Dear John:

Thanks for a great day in the field on Tuesday! As I told you, the opportunity to work with themany talented representatives of the Southeast region is one of the high points of my job. Youare certainly one of those talented and hard working people.

As you approach your third anniversary with Pfizer I am struck by the fact that you have trulybecome a seasoned professional. You demonstrated this in many ways during our day together.The rapport you have built with the office staffs, the credibility you have with your physicians,and the in-depth knowledge of the territory that you displayed impressed this fact upon me.

In essence, you have reached "the next level." You have become a resource and consultant toyour physicians. This is the goal of all representatives and not everyone achieves it. You have!

On a personal note, it was great to see you again. It was good to catch up and exchange notes.Thanks for your constructive suggestions for the monthly report. Feedback from you, the personthat makes it all happen, is what we need to make our sales efforts more productive and ourmessage more effective.

Thanks again and I look forward to seeing you again soon.

Bestre~

~HamriCkAssistant to the Regional Manager

lliIbg

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cc: J. StrangeM. Haworth

Pratt Pharmaceuticals DivisionU.S. Pharmaceuticals Group - Pfizer Inc400 Perimeter Center TerraceSuite 700Atlanta, GA 30346Tel 800 248 3534 FAX 404 8041669


January 11, 1996John StrangeRegional Manager

Mr. John Cunningham11308 Harbour Woods Rd. S.Jacksonville, FL 32225

Dear John:

Congratulations on your recent completion of the CMR Program! Your hard work anddedication has paid off in being recognized as a Certified Medical Representative which canonly be an enhancement to your career goals.

You should feel very proud of your achievement which places you among an elite group ofprofessionals. I know there were many sacrifices along the way, but the rewards andsatisfaction that will result from your accomplishment will be very fulfilling.

Again, congratulations, and the best of success to you this year and throughout your Pfizercareer.

JS/sb

cc: Dick ReggioMike Haworth

November 2, 1994

John Cunningham11308 Harbour Woods Road SouthJacksonville, Florida 32225

Dear John,Just a short note to thank you and to letyou know how much we appreciated yourdiscussion and luncheon last week.The topic was very informative and thelunoh was delicious.

We are keeping our eyes open for patientsthat will benefit from this wonderfulnew program.Thanks again for everything I

Sincerely,

Dr. Joseph D. Foley M.D.Helon Suggs L.P.N.Aimee Lawrence M.A.Allison Braddock M.A.Elda Woodward Receptionist

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To: Cunningham, John B

Harbin, William S strange, John W Malvie, John M

Sender: Tew, Ray Date: 1/10/97 Priority: Normal Confirm: NoSubject: TRAIN THE TRAINER PROGRAM Fi1es Attached: 0 Status: R

DEAR JOHN,

I WANTED TO TAKE A MOMENT AND SAY THANKS FOR YOUR HARD WORK IN SETTING UP THE "TRAINTHE TRAINER" DINNER THIS WEEK.

WE HAVE RECEIVED MANY POSITIVE COMMENTS ABOUT IT ALREADY AND IT WAS A GREAT SUCCESS.

YOU ARE A TRUE TEAM PLAYER AND I APPRECIATE YOU EFFORTS.

SINCERELY,RAY

page 1

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Certificate of Achievementawarded to:

JOHN CUNNINGHAM

MOST HANDSOME, DRUG REP.(SMILE)

'6Jl!t!i It N9?,BAPTIST 1ST. V!NCENT'S EDGEWOOD

Date Signed

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Steere PharmaceuticalsU.S. PharmaceuticalsPfizer Inc400 Perimeter Center Terrace, Suite 700Atlanta, Georgia 30346Tel 770 522 7654Fax 7708041978

Steere Pharmaceuticals

George M. ZorrillaSoutheast Regional Manager

April 10, 2000

John Cunningham11308 Harbour Woods Rd. SJacksonville, FL 32225

Dear John:

In reviewing our most recent NRx trends with Viagra, the Southeast Region Cluster 1 teamproduced over 91,000 prescriptions through the 8-week period between January zs" and March17th. This amount is nearly 14,000 more prescriptions over the proceeding 8 weeks periodending on 12/14. When you compare this success with last year's Viagra volume the increase isnearly double. I attribute this unprecedented Viagra success to two instrumental events:

1. The increase in Viagra noise level throughout the field.2. The successful implementation and completion of the SHIM 100s.

Recently Bina, your Steere counterpart, reported a successful completion of a SHIM 100 in yourLATu. It was SHIM 100s like the one that your LATu completed that is contributing to thisexciting success. I appreciate your team's effort in generating the additional 22 prescriptions as aresult of the successful completion ofthe SHIM 100.

I have enclosed a laser pointer as a token of my appreciation with an inscription that highlightsyour LATu's recent success.

Creating a market, although challenging, is very rewarding and by observing the growth ofViagra in the region we are building a very large market.

To the Top,

~J1a

cc: Al WatsonAlan PartainSteere Southeast Leadership TeamJohn StrangeNancy WalkScott Harbin

.J~BAPTIST 1ST¥INCENT'SSt.Vlncent's Medical Center

May 25,2000

John CunninghamPfizer, inc.11308 Harbour Woods Rd. SJacksonville, FL 32225

Dear John,

On behalf of St. Vincent's Medical Center, I want to thank you for your support andparticipation in our medical education conference entitled Cardiovascular Update2000 held May 19 - 21, 2000 at Ponte Vedra Beach, FL. By the comments wereceived from the speakers and participants we believe that this was a worthwhileand enjoyable program for all.

Again, thank you for your support in making CVU a successful program. Yourcommitment to medical education is sincerely appreciated.

Yours truly,

Ernesto E. Salcedo, MDChairman of the Board

few

African American Heolth Foir in'Jacksonville, Florida Attracts the Surgeon.

General, Dr. David Satche-r.

JohnCunningham (PHRJacksonville) and his wife, Jane,meet u.s. Surgeon General, Dr.

David Satcher.

The NE Florida Medical Society of Jacksonville organizedthe first annual CME/Health Fair meeting. for the AfricanAmerican community in Jacksonville. Thephysician/pharmacist educational meeting- was held onSaturday, February 24, 2001, at the Florida CommunityCollege. of Jacksonville's downtown campus. The members-of the Jacksonville West LAT in attendance were: JohnCunningham - Pratt, Mark Prewitt - Alta, Steve White -PD1, Bina Patel - Steere, Stephanie Stalvey - Labs,Michele Fadeley - PD2. The central theme of the meeting.was to educate physicians and pharmacists on the AfricanAmerican population and the higher prevalence of .hypertension, diabetes and hyperlipidemia in. thispopulation and the 'need for more aggressive treatment.There were about 160 physicians/pharmacists whoattended. They received 9 hours of' CME/CU credit.

-

The guest speaker. was U.S. Surgeon General, Dr. DavidSatcher, who spoke on the need to educate the patientsto help reduce the higher incidence of these diseases inthe African American community.

. -

While the physicians and pharmacists were getting theireducation at the local. community college, patients from theAfrican American community were 'porticipotinq in aHealth Fair behind the college at the Bethel BaptistChurch. Just under 1000 patients came through forscreening and patient educational materials.' The patients,who were screened, will have their information put into a - -computer and a phone call will be made' to insure thatthey have followed up with their physicians.

Pfizer was the largest supporter of this event and wasrecognized for that contribution at a banquet held onFriday evening with Dr. Satcher. The Jacksonville WestLAT all pitched in to provide patient educational materials.Pfizer's participation in this event shows we have acommitment to the community in trying to improve thequality of life of the people who take our medications.

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National HealthU. S, Pharm e~re OperationsPfi aceuticalsizer Ine

8222 P ,ersrmmon H'IJ aeksonville F 1 I LaneTel 904 363 0' L 32256Voiee Mail 1 ::: 23

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Email: WS H bi 37241 Ext 78889, , ar m@pfizer,eom

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PERFORMANCE REVIEWS

2007

Rating By Manager - Above Expectations

Ranking vs. Peers - 6/78 or Top 10%

2008

Rating By Manager - Above Expectations


2009

Rating By Manager - 4 - Above Expectations(Rating Scale: 2=Below Expectations; 3=At Expectations; 4=Above Expectations; 5=Outstanding)


30-60-90 Day Strategic Business PlanFor Immediate and Long-Term Success

___________ PharmaceuticalsMonth Date, Year

Prepared By: John Cunningham

30-60-90 Day Strategic Business Plan for _____________________ Pharmaceuticals

Days 1-30Develop Company and Product Knowledge

Meet with all my new team members. Continue product and disease state training post formal company training. Communicate with District Manager per his request.

Create Territory Management Plan

Map territory and form strategic routing plan to maximize my “field time”. Develop notes on rep protocol for each medical location. Take notes on names, personality traits, hot buttons and turn-offs with physicians,

gatekeepers, physician assistants, nurses, etc. Set appointments with physicians where possible.

Develop Sales Strategy

Make a weekly schedule and revise as needed. Using current sales data obtained from company, perform the following tasks:

Determine who are the high writers of warfarin. Learn and follow my company’s established sales call process and utilize

company approved marketing aids. Determine which physicians are the “early adopters” of new drugs. Get commitment from every physician to get patients on _______ quickly.

CREATE A LIST OF GOALS FOR NEXT 30 DAYS AND ACHIEVE THEM!

Days 30 - 60Review first 30 Days and utilize results to amend and plan for the next 30 days.

Building Knowledge

Continue studying to build product and disease state knowledge in order to buildphysician trust.

Customer Focus

Prioritize to ensure regular calls on the largest warfarin writers. Bring in speakers and set up programs; also conduct lunch and learns as supported by

the company Maintain visibility and make sure everyone knows my name and that I represent

_______ Pharmaceutical and ___________. Continue to question customers about their concerns/needs/wants and obtain a feel for

the comfort level with _________.

Meet with Influential Prescribers; begin to build those relationships; once trust has beenestablished, leverage these influential prescribers with other prescribers that are “on thefence”.

Keep an ear out for new and creative ways to gain quality time with key prescribers.Speaker programs, hospital displays/booths, are possibilities, but continue to listen andreach for other opportunities.

Keep detailed notes of any questions that I or customers may have and provideexceptional follow-through.

Continue to learn names, faces, etc. of medical staff as well as facility layouts.

Review Routing

Make sure my routing is working for me and for my customers. I need to see all of myaccounts that are categorized as “High Priority/Potential” on a consistent basis and asefficiently as possible. Time Management Is Key!


Days 60 - 90Continue To Build Knowledge

Continue reading medical journals, internet updates, competitive information andreviewing product manuals.

Determine buying habits and reasons for doing so. Continue to learn effective and efficient territory management Continue to make notes and questions for myself and others. Master Pre and Post Call Notes and Utilize for Effective Goal Planning.

Customer Focus

Begin utilizing “Hot Buttons” after earning their trust. Be visible in all accounts and make sure they know my name. Continue to ask questions and concerns to take care of any potential problems. Start focusing on some lower priority accounts to establish relationships. Uncover objections any physicians have who have not yet used _______ and overcome

objections. Continue to act in a professional manner, representing _______ Pharmaceuticals well. Review routing and sales call effectiveness; make changes as necessary.


Goals and ObjectivesSummary

1st 30 Days: Learn Territory Accounts Product Talk with Successful Peers Start Building Relationships and Trust

1st 60 Days: Continue Working On Above Noted Close Customers with Incremental Adjustment

Strategies/Goals Continue Relationship Building

1st 90 Days: Have Strong-Hold On Current Key Prescribers Grow Underperforming Accounts Increase Sales Above Territory Plan!

John B. Cunningham III11308 Harbour Woods Rd. S.Jacksonville, Florida 32225

[email protected]

REFERENCES

Gordon Boedeker – Manager Ted Glasser, MD - CustomerSanofi-Aventis Medical Director Hospitalist Gp4110 Osage Lane Baptist Medical CtrOrmond Beach, Florida 32174 820 Prudential Dr. – 3rd Floor678-488-4812 Jacksonville, Florida [email protected] [email protected]

Scott Harbin, MBA – Manager Manish Bansal, MD - CustomerPfizer, Inc Jacksonville Heart CenterNational Director, Employers 836 Prudential Dr. – Suite 1700115 Westlake Drive Jacksonville, Florida 32207Seneca, S.C. 29672 904-307-7326904-613-7825 [email protected]@pfizer.com

Steve White – Partner Scott Alalof - PartnerSanofi-Aventis Sanofi-Aventis3995 Jebb Island Circle West 1713 Pepper Stone CtJacksonville, Florida 32224 St. Augustine, Florida 32092904-993-9394 [email protected] [email protected]

career accomplishments

Documents

district representative

memorial hospital

hospital staff

nd tab accomplishments

pfizer reps

pfizer colleague

sales goals

pfizer value performance