One of our clients, who operates in a highly competitive arena, wanted to reduce their sales force spend while enhancing profit margins.
Working with our Insight & Performance experts, we reviewed the targeting strategy and sales force deployment. After proactively carrying out market research and using representative feedback, we quickly and flexibly changed our approach to prioritize areas by market size and potential. We deployed experienced key account managers who focused on the healthcare professionals most likely to prescribe this product.
Our client’s product is the market leader, showing growth while competitor products are declining. Long-term trends show that the product increased 3.9% from one quarter to another. We also helped the client prepare for and win a significant tender worth £20m over three years. This resulted in a 75% increase in market share in just four months.
The client said
“I wanted to share how impressed I’ve been with the team for the excellent work they’re doing. There are some fantastic green shoots for our business across the UK and equally it’s great to see the team thinking about how they can tackle the challenges they’re facing in the business. Most importantly they’re a cracking group of people to work with who get things done in a highly professional and efficient manner. I always feel we’re moving forward every time we meet and this is mainly due to the high standards that I see the Ashfield team set themselves.”