Challenge

A market-leading brand with limited UK reach was experiencing a decline by -5%, with commercial rebates and cost-saving initiatives from competitors eating up the client’s revenue. The challenge was set to stabilise the decline and protect sales from potential Generics competitors. 

Solution

A quality team with flexible UK geographical reach was quickly integrated into the pre-existing client team. 10 Multi-Channel Account Managers were deployed with the ability to effectively target Primary Care accounts across the UK, with the commercial offering to convert to buy the brand directly. 

Impact

  • The -5% decline of the brand was stabilised, with over 50% of sales generated from accounts buying directly
  • 3.5% month-on-month cash growth in accounts was achieved by the dedicated Multi-Channel Account Managers
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