OTCs: Distributing to and Managing Sales with Pharmacists

    

Who is it for?

This workshop is designed for Business Unit Manager, Marketing Manager, Country/ Regional/Territory  Sales Managers in the pharmaceutical industry

What business issues will we address?

As pharmaceutical companies expand presence in the Consumer Healthcare market and rescue suitable brands as OTC medicines, the role of the pharmacist is gaining in importance considerably. However, most companies have little or no experience in partnering deeply and strongly with pharmacists, who are the primary gatekeepers in OTC marketing. This workshop will examine and review with you winning approaches, from non-pharma and pharma industries, in partnering with retailers and pharmacists, these specialists of healthcare retailing.

What will I be able to do after participating?

As a result of participating in this workshop, you will be better able to:

• Recognise the key drivers in marketing OTC products
• Identify suitable strategies towards the pharmacist when marketing Consumer Healthcare products
• Define a tailor-made action plan for a win-win outcome with the pharmacist
• Focus your strategy into a Trade Marketing & Key Account Plan for each major retailer
• Understand the different organizations that are possible for sales teams
• Understand the most relevant and commercially driven KPIs
• Select and use new technologies like CRM tools to support and improve sales effectiveness, channel insights, quotes, proposals, product pricing and order entry