CASE STUDY | Brand Re-Entry into Crowded & Generic Market
Brand Re-entry into Crowded Market
Client Success Story
The Situation
- A pharma company needed to re-establish two brands into very crowded and highly generic markets after 1 year of no promotion
- Primary goal: Profitability in the first 6 months
- Secondary goal: Expand field solutions team to a larger footprint in 12 months
The Solution
- Recruited 2 District Managers and 20 Reps for the initial launch
- Developed and conducted home study and live launch meeting
- Established Product Support Teams for Brands
- Provided full Operational Support: Recruiting, HR, SFA, Sample Management, Expense Management, Fleet Management, Incentive Compensation, and Online Training
- Trained two Regional Sales Trainers for continued field support
The Results
- Brands were profitable within the first 3 months of launch
- Since re-entry into the market, recruited and trained an additional 3 District Managers and 20 reps in multiple waves to achieve coast-to-coast coverage
- Prescription volume grew by 700% in a 2 year period
- Provided training and support for launch of 4 additional brand line extensions, including 4 additional territories for expansion and new District Manager
Prescription volume grew by 700% in a 2 year period
