With almost 20 years experience calling on Pharmacists and Physicians, TMS knows how to get your message across and deliver the sales results you are seeking. The below case study documents a twelve year program for a pharmaceutical client focusing on the sale of generic products into independent pharmacies.
Challenge:
A major Generic Pharmaceutical manufacturer was relying on Wholesalers to drive sales in independent pharmacies of a line of Albuterol products. Due to fragmented focus, the Wholesalers were not able to deliver the stocking or revenue results desired by the Pharmaceutical Manufacturer.
Solution:
By working with the customer, TMS developed a contact management strategy designed to align TMS Agents with territories that allowed for maximum account management and penetration strategies. Each agent was able to customize frequency of contact based on the pharmacy's preference ensuring at least one contact per month of the 20,000 independent pharmacies.
In addition, to stimulate sales, TMS and the Client implemented an aggressive, complex rebate program which was fulfilled, managed and tracked by TMS. TMS Sales Administrators performed account and order verification. Agents were also able to accept faxed proof of purchase from independent pharmacies to issue rebates. All accounting and reconciliation occurred in the TMS facility.
Results:
Year over year, TMS delivered above program goals. Of note:
- 1.9 million completed presentations
- 617,000 orders
- $193 million in sales generated
- Year over year growth of 17%
Whether your program involves Pharmacies or Physicians TMS has the experience to deliver your desired results. TMS agents are experts and handling complex, sensitive communications and are fully trained in HIPAA compliance. To learn more or to discuss your specific challenge, contact us here.
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