Copyright © 2021 Fienics
Situation:
A major pharmaceutical, used for treating a chronic medical condition, was showing little sales growth despite having received several hundred million dollars of additional sales force support. The client wanted to know what to do and whether or not his promotional efforts were working.
Analysis:
Fienics analyzed the company's sales and detailing information (detailing refers to sales representative visits to see physicians). We found that a large number of physicians were receiving far more details than they were writing prescriptions for the entire class of product. Moreover, by tracking these physicians over time, most failed to show any growth in sales despite many months of detailing. The incremental sales force expenditure was failing to increase sales.
Actions:
The client immediately reduced its detailing expenditures, saving approximately $100MM annually.
Better Information Faster
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