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Insight

Our client needed to defend market share of their long-established emollient product against new brands, which were using large medical sales teams, heavy discounts and attractive dispensing deals.

 

Idea

Our syndicated sales team began promoting the product extensively to GPs, practice nurses and secondary care customers in 2010. The medical sales representatives made sure sample stock was always freely available in surgeries, so that high numbers of patients could easily access the brand in all its formulations: cream, ointment and lotion. They also provided valuable support at large-scale symposia.

 

Impact

Despite the aggressive competition and significant investment from newer pharmaceutical brands, our team of medical sales representatives played a key role in maintaining our customer’s market share. Following a detailed follow up in 2011, a market research company said that overall results were among the very highest they had ever seen.

 

The client said

“I’d like to take this opportunity to thank you and your sales teams for all your efforts over the last 12 months. 2012 saw a number of changes with new challenges… but you all rose to the challenge. Your actions have helped achieve [our] sales numbers and we still have some more orders to be processed. It’s great to see a brand still growing after 29 years.”
Brand Manager

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Ashfield offers a wide range of world-class, market leading services that include medical sales teams, inside sales, contact centers, nurse educators, patient support programs, medical communications, medical information, meetings and events, market research, pharmacovigilance and training.

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