Contract Sales Team

Rationale (Situational Analysis)

Multinational healthcare company had a need to defend and expand large brands (OTC and GP).

Objectives

• Focus on script growth and measurable success.
• Focus on doctor recommendation for the O T C brands.
• Self-funding within 18 months.

Team and Tactics

• 6 High Impact Representatives lead by seasoned Product Manager and Sales Manager deployed according to sales potential.
• Execution of medical campaigns to key healthcare practitioners.
• Pharmacy – Scripting teams’ co-operation.
• Educational element added into the mix.

Outcomes

Self-funding : 14 months.

Year 1

• Consolidation.

Year 2

Growth as follows (# Scripts):

• Major Brand #1: + 28% growth to 25,412 scripts
• Major Brand #2: + 94% growth to 14,718 scripts
• Major Brand #3: + 15% growth to 27,358 scripts
• GP Brand: + 21.5% growth to 2,954 scripts
• Specialist: + 23% growth to 5,147 scripts

This case study is synoptic.  For more information, please contact Steve Langenegger: Click here.