Case Studies

Diabetes OTC Product Markets to Retail Pharmacists, Sales Jump

Results Summary: 40% Quarter-to-Quarter Sales Growth

Category: Diabetes

Situation

The client needed a dedicated selling effort to retail pharmacists to augment the company's own diabetes sales team. Product awareness among pharmacists and pharmacy techs was low. Because the product could be purchased over the counter, pharmacist recommendations were crucial to increased sales.

Concerns

The company's growing professional sales force focused on Endocrinology and Primary Care, but had minimal time to spend with retail pharmacists. The product represented a new technology, thus the representatives had to be able to communicate the clinical product information, including studies, to the customer.

The Publicis Selling Solution

Publicis Selling Solutions provided a dedicated, flex-time sales force.

The Publicis Selling Solution Result

• 40% quarter-to-quarter sales growth in Publicis Selling Solution territories compared to 7% in uncovered and non-Publicis Selling Solution territories
• 100% attainment of call goals
• Full staffing in 8 weeks (ahead of contract expectations)
• Test scores in initial product training: 96.4%
• 3% annual vacancy rate
• 18 days (average) to fill vacancies