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Insight
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.
Idea
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 representative who could tele-manage 1,000 pharmacies. This had two goals: increasing coverage to bring in new territories, and enabling field representatives to focus on winning new clients.
Impact
Six months after making these changes, the remote representative sales results were above average and both the programme’s goals had been achieved. The team has now grown to include 11 field sales representatives and two remote 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.

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