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Insight

With aggressive new drug guidelines positioning them unfavourably, our client needed to promote their brand in a challenging marketplace. Restrictive national rules on sales representatives, a tight budget and larger than usual territories meant this was a particularly demanding project requiring real sales expertise.

 

Idea

We recruited, trained and placed 11 representatives in approximately 100 facilities nationwide to promote our client’s brand and the benefits of using higher doses of their product.

 

Impact

Despite the huge challenge, we delivered. The project increased higher-dose business in relation to lower strengths and, despite having just 11 representatives, we were responsible for 15% of the company’s total brand business during the period.

 

The client said

“Ashfield managed their reps effectively, rewarding the top performers, coaching the lesser performers and not hesitating to terminate employment when necessary. My experience with Ashfield was very positive and I would, given the opportunity, hire them in a contract sales or recruiting capacity without hesitation.”

 

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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.

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