Case Studies

Off-Hours Emergency Room Team Delivers

A Top 10 pharmaceutical company approached Publicis Selling Solutions to develop a strategy to gain sales and market share for its broad-spectrum IV antibiotic and fixed-dose combination pain therapy.

High-volume emergency rooms offered a big opportunity for the client to increase utilization of the drugs, but the best time to deliver the brand's message was during off-hours. The client knew that if physicians prescribed the drugs in the ER, patients would continue the therapy after their discharge.

However, the client's existing hospital sales force had not been able to successfully enlist new prescribers in emergency rooms during off-hours. Furthermore, the therapy's highly competitive antibiotic class was under intensifying competition with other pharmaceutical companies continuing to launch new products.

The solutions PSSG developed delivered a weighted market share growth of +2.1 points across all regions when compared with the control group. The strategies helped both the IV antibiotic and fixed-dose combination pain therapy exceed annual forecast growth.

Results like these don't happen accidentally. Click here to see the specific selling strategies Publicis Selling Solutions employed to drive brand success.