Case Studies

Mature Cardiovascular Product Reclaims Market Share

Results Summary: Reduced spending by $100 MM and increased sales by $100 MM; TRx market share increased 10%

Category: Cardiovascular

Situation

A major pharmaceutical client came to Publicis Selling Solutions with a mature cardiovascular product for hypertension. Competition in calcium channel blocker category plus lack of selling focus resulted in declining market share.

Concerns

Our client needed to quickly reverse the negative sales trend while reducing sales and marketing expenditures for the brand.

The Publicis Selling Solution

Publicis Selling Solutions took ownership of all marketing and selling activities for the brand. Publicis Selling Solutions deployed a dedicated sales team of 167 representatives nationally, developed and implemented a training program, and coordinated all selling and promotional programs for a 2-year period.

The Publicis Selling Solution Result

• Publicis Selling Solutions drove profit maximization: reduced spending by $100 MM and increased sales by $100 MM
• TRx market share increased 10%
• Sales force fully deployed in 8 weeks
• Average Initial Training Score — 98%