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Under Performing Product
One of the largest pharmaceutical companies in the world had a problem.
A particular drug was under performing in the UK compared to almost everywhere
else, particularly the home US market. In fact the UK market share was less
than 20% compared with approximately 80% worldwide.
The product benefits from a favourable proposition, with clinical support
at least as good as the competition. The client contracted with Quedos,
with sole responsibility for Primary Care selling, beginning in January
1999, third detail, with an objective of raising GP awareness to their proposition.
The result:
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Growth
in awareness exceeded client expectation in the first year. |
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As a result
of the growth in revenue during the first two years in a third detail
position, the client placed a full Quedos dedicated team behind the
product from January 2001. |
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Sales doubled
in the first 3 years. |
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As our client
comments on our early successes:
"Massive
July 2001 sales"
"August
2001 a record (sales) month"
"Promoted
size takes (RSA) market share lead from original size pack"
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As we entered
our fourth year of contract, our client increased their investment
further, placing a very high profile sales/NHS negotiator team behind
the project.
"March
2002 yet another record sales month"
"July
2002 Massive Record Month's Sales"
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And now as
we progress into year six, product sales are at an all time high
with
"Record
month's sales recorded in September, then October and then again
in December 2003!"
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In fact 2004
sales are already showing
"An
increase of 26% ytd compared with 18% ytd at the same time point
in 2003"
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And to summarise
to date
"Record
sales months continue to be achieved with reassuring regularity
in 2005 and 2006"
"Market
leadership now established in Obs and Gynae"
"Contract
extended into Year 10!"
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Quedos deploys sales
teams that can sell, provide unbeatable marketing and sales feedback information
and what's more have such low levels of staff turnover that our clients'
customers see the same highly professional sales person again and again
(unlike some contract forces where the customer rarely sees the same representative
twice!).
(Client confidentiality prohibits more precise data
from being given here, naturally if you would like to know more we can
meet for discussions)
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