Our clients find TMS Professional to be a highly involved and integrated business partner who is able to deliver results on a single program and simultaneously work across company divisions and channels to analyze and recommend solutions for various business challenges. The below case study demonstrates how TMS was able to successfully meet the needs of a brand team in 3 vertical channels for one of the world's largest Consumer Goods company.
Industry:
Consumer Goods - Evolving Solutions for a Consumer Healthcare Company
Preliminary Challenge: A product brand team within a Consumer Healthcare company needed to improve stocking and sales of Over the Counter Cold and Flu products in independent pharmacies during an upcoming cold and flu season.
Solution:
TMS and the Client designed and implemented a pilot program to reach all 18,000 independent pharmacies with an education and stocking message. Agents processed order requests from the independent pharmacies.
Results:
During the pilot program, TMS successfully contacted all 18,000 independent pharmacies and delivered a close ratio of 40%. A closed sale was defined as an order taken and fulfilled.
These results exceeded the Client's goals and expectations, resulting with the brand team seeking TMS' help in meeting their unique sales goals for Independent Grocery and Convenience Store distribution channels.
Second Challenge:
The brand team needed to improve sales and account management activity in independent grocery stores. Although the client had face to face sales representatives assigned to these stores, they were often overlooked or neglected.
The client was attempting to improve sales in these stores by using a competitor to TMS, however, they were not satisfied with reporting provided and wanted to see if TMS could replicate the 40% closes rates attained in the pharmacy pilot.
Solution:
TMS and the Client developed a Tandem Sales strategy that empowered the Client's sales force to use TMS to execute individualized sales programs for their individual territories. Together we built a formula that included Wholesaler endorsements, referrals and specific sales objectives designed to allow each territory to address their unique sales challenges. These included:
- Speed to market for new product distribution
- Secondary placement
- Orphan product sales
Results:
Year over year results included:
- Completed Sales Call Growth: 27%
- Number of orders increased: 36%
- Sales Revenue Growth: 20%
With proven success in both the Independent Pharmacy and Grocery channels, this Client asked TMS to deploy the same program into the Convenience Store channel. This accomplished and TMS was able to deliver similar results for the Client year over year.
Whether you are seeking a single solution or the ability to deploy a single solution in multiple channels, for single or entire product line, TMS Professional has the experience to meet and exceed your expectations for a Sales and Account Management Program.
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