The Challenge
Our client, a well-known and established brand within the pharmaceutical industry, already had their own internal sales teams, one of which was promoting a well-established product.
Despite this, our client still wanted more share of voice. The problem they faced was not having any additional internal resources, so they determined outsourcing was the most cost-effective solution to generating additional sales.
Our Process
Partnering with the client to establish goals and objectives, we designed a solution that we felt met their needs whilst also offering a degree of flexibility.
Working with an established product from an established brand, we deemed product line four to be the solution to bring the best return on investment for the client.
The campaign would commence with an initial 12-week pilot that would see our sales team re-engaging GPs with the product by utilising brand reminders and sample drops.
We knew GPs would respond well to any promotion of this particular product and that’s exactly what our client needed – more time in front of GPs.
The Results
This project was a great success for both the client and for FarmaForce. The campaign saw a significant amount of growth in market share, share of voice and sales for this product.
At the completion of the pilot the contract was extended for an additional 6 months, followed by a further 12 month placement.
At the beginning of the engagement the product’s 12 months sales growth was 4.5%, which we are proud to have helped grow to 22.4%. The client is still an important commercial partner for us today.
The Challenge
An international pharmaceutical company approached us to assist with a product launch for a private prescription drug in the General Practitioner (GP) space, a highly subsidised and competitive market.
The client’s promotional budget was limited due to the volume of aggressive competitor activity. In addition to this, their only in-house experience was within the specialty care space.
Our Solution
We partnered and worked collaboratively with our client to determine the key objectives, outline what success would look like, and pin down the best possible product line to combat competitor growth.
Product line two within our national sales team (24 representatives) was available and was determined to be the best fit for our client at that time. Drawing on our in-depth commercial insights, we were able to demonstrate what deployment could and would bring to their business, and we entered into a 12-month engagement.
The Results
The launch was a great success with the product gaining significant market share in the Australian GP market.
Due to this, the client approached Farmaforce to extend and upgrade their solution to ensure that their product moved to the product first line. This allowed them to establish specific targeting, engage GPs and attend key opinion leader education meetings to help drive sales further.
This partnership has been so successful and has brought so much in delivering high return on investment for our client that they have continually re-evaluated their sales forecasts upwards.
The client has since re-engaged with Farmaforce for future product launches
The Challenge
Our client, a multinational speciality care pharmaceutical organisation, had an exciting new product but no prior experience within the General Practitioner (GP) space. With an upcoming launch deadline, they contacted Farmaforce with the requirements of specific targeting within a syndicated national sales team.
This required the creation of a new national salesforce which was a challenge on two fronts. Firstly, a new team had to be recruited, onboarded and trained within a tight schedule. In addition to this, Farmaforce had to seek additional products and partners to complete this new salesforce’s portfolio and ensure its creation.
Our Solution
Acting decisively and agilely, Farmaforce secured two additional products within the tight deadline, facilitating the formation of the new team.
Drawing on our expertise in the industry, we partnered with the client to provide a full suite of services to ensure the successful delivery of the project. This included, but was not limited to, project management, recruitment, territory mapping and structuring, logistics and deployment.
To onboard the new team we held a training conference and launch event in Sydney to ensure that the programme delivered instant results.
The Results
Within a short ten-week period we were able to recruit, train and launch a new national team of 21, all within the allocated time period.
The team was out in the field selling within the target date and has been delivering successful outcomes for our partners ever since.
