The client contacted us because they wanted to open a new pharmacy franchise and had never worked in this area before. They trusted us because we were very experienced in the pharmacy market, both in terms of prescription medication and over-the-counter products.
We created a team of sales representatives and conducted a six-month pilot. The client was very happy with our performance but we identified room for improvement in several territories. We substituted one field representative with a remote sales executive who could remotely manage 1,000 pharmacies. This had two goals: increasing coverage to bring in new territories, and enabling field teams to focus on winning new clients.
Six months after making these changes, the remote representative’s sales results were above average and both the program’s goals had been achieved. The team has now grown to include 11 field sales representatives and two tele-representatives.
How this helped patients
By reaching a large number of pharmacies we were able to help our client and the pharmacists involved to offer a wider range of choices to patients.