Case Studies

Ophthalmic Product Succeeds in Highly
Competitive Market

Results Summary: 43% Annual Growth

Category: Ophthalmic

Situation

Our client came to us with an ophthalmic disinfective that demanded focused, internal promotion to succeed in a highly competitive market.

Concerns

The company needed to establish strong annual growth despite heavy competition in the category against two large, dedicated internal sales forces. With no professional sales force of its own, it needed to achieve these results using Publicis Selling Solutions as the product's sole professional sales force.

The Publicis Selling Solution

Publicis Selling Solutions recruited, trained and implemented a flex-time ophthalmic-focused selling team, focusing on top-decile ODs in major metropolitan markets. Publicis Selling Solutions also identified and covered national and regional conventions and provided national account coverage to key accounts. Field management worked closely with the client to evaluate results and develop value-added selling strategies.

The Publicis Selling Solution Result

• The ophthalmic disinfective achieved record market share
• Product dollar sales were 43% above the prior year's sales
• Sales growth was 7 times faster than the rest of the market
• Based on these outstanding results, the client decided to expand its use of the Publicis Selling Solutions sales force