Global Healthcare and Pharmaceutical Company
What we did: Over the course of the last few years, the business had worked with one of the subsidiaries of this particular client.
In 2010, the holding company decided to test and monitor a VirtualTerritory system.
After detailed account analysis we were left to manage one thousand accounts.
The early stages of the Virtual Territory calls were to build relevant relationships, to understand the outlets decision makers, buying procedures, wholesale channels and the products, both of our clients competitors that were being stocked.
Gap analysis then took place.
As conversations progressed, dovetailed with specific promotions of core range products and new products, sales began to grow.
The Results: The account base is monitored both on a direct and indirect sale basis. The objective is to give the accounts double digit growth which is currently being exceeded.