New Incentive Compensation Plan Accommodates and Encourages Growth
A specialty pharmaceutical company operating in the United States asked IMS to redesign and then administer its field force incentive compensation plan. The company was rapidly outgrowing its existing plan, which was too one-dimensional to work for the company’s expanding product line. And, administering the plan had become onerous and time consuming, with much of it being done manually. Find out more.
Redesigning Sales Force Incentive Compensation to Support a Mature Portfolio
A major international pharmaceutical company asked IMS to find the right balance between the dueling goals of simplicity and fairness when designing a new incentive compensation plan for its neuroscience field force in the United States. The company had been using a plan that rewarded reps based on their attainment of sales volume quotas, but the time was ripe to make a change. Find out more.
Physician Value Metrics Support Relationship Selling
A large international pharmaceutical company operating in the U.S. sought better performance metrics for its sales people. Rather than just looking at market share and volume, the company wanted to consider what reps were doing to promote deeper relationships with physicians. Using proprietary IMS research into Physician Value Metrics and a primary research survey, reps from the company and its competitors were rated on 50, hard-hitting variables that looked little like traditional measures. By looking at physician-level prescribing information, responses from surveyed physicians were linked with actual prescribing behavior. The company deemed the metrics so valuable that it immediately adopted them for the two sales forces studied and is intent on expanding them to its other sales forces. Find out more.
APLD Proves its Worth in Physician Segmentation and Selection
A leading international pharmaceutical company used anonymized patient-level data (APLD) to segment and select physicians for promotion for the company's pain management product. Using new to brand metrics results in more focused physician selection when compared to TRx based deciles. By concentrating on the prescriptions "in play," marketers can focus on finding and selecting the physicians that will drive brand performance and allocate sales and sample resources for an improved return on investment. Find out more.
Reallocating a Sales Force After a Portfolio Change
One of the world's top pharmaceutical companies had lost patent protection for one of its flagship products in a European country and was depending on the performance of another product in its portfolio to fill the gap. Using advanced modeling, IMS consultants identified profit outcomes over a five year period for three sales force resource optimization scenarios. A clear winner emerged, identifying $33 million in incremental revenue while maintaining the size of the company's sales force. Find out how.
Strengthening Physician Relationships
After having launched its second-generation epileptic drug, Keppra®, Atlanta-based UCB found that it needed to further differentiate its product from a growing list of competitors. The company turned to IMS for a precision segmentation leading to recommendations for specific sales strategies, including messaging, call frequencies and messages, use of detail aids and other key insights for each segment. During the pilot phase that followed, the test territories generated double the prescription growth of control territories. This equated to an annual incremental gain of $28 million in revenue from the test territories. Find out how.
Pan-European Resource Optimization Maps Growth Strategy
A client approached IMS to help with an integrated marketing and sales strategy that would increase its presence in Europe while it continued to launch new products. Key was the ability to look at performance consistently across its major European affiliates. Using Precision Sales Force methodology and the most powerful information sources in each market, IMS consultants created evidence-based answers to the clients key sales force issues. These led to a clear cut strategy to increase field force profitability by up to €160 million in 5 countries over four years and realize up to €197 million in incremental sales. Find out how.
A Consultative Approach to Determining Sales Force Size and Structure
A European client about to launch what would become its flagship product was struggling to determine the appropriate structure of its sales force given that the drug would be marketed to two different physician specialties. The key decision hinged on whether two sales teams would be required or whether one would be able to handle both. IMS Consultants were brought on board to help. Conducting numerous interviews and workshops with key client personnel they collected all the data, opinions and reasoning related to the issue and leveraged IMS core assets to reach a clear decision on the way to go, the number of reps that would be needed, and the required management structure to support them. Find out how.
Bilim Pharmaceuticals Embraces New Strategy for Sales Force Effectiveness
Having reached a turning point in its development, a top five pharmaceutical company in Turkey had its sights set on further global expansion with the launch of specialist-driven products and needed an evidence-basis for decisions around resource allocation. Using an extensive programme of interviews, analysis and diagnostic work over a three month period, IMS consultants identified areas of strength for the company versus those that they should look to improve, and compared the company's results against industry best practice. Their findings contributed greatly to the company’s performance and efficiency. Find out how.
A Zero-Based View of the Market
A large international pharmaceutical company asked IMS for help in developing a new strategy for its U.S. Primary Care sales force. Before settling on a new strategy, the client wanted to refresh its view of the market pressures influencing PCPs, better understand the make up and characteristics of its physician audience, and learn how its competition was dealing with the challenges. Find out how.
Pushing the Envelope of Sales Productivity
In preparation for a new product launch, a large company new to Primary Care asked IMS for help in determining a strategy to enter the market, reach out to physicians, and drive adoption in the marketplace. Working with IMS, the company concluded it would only need 250 representatives -half that of its competitors. The company stands to save $50 million in personal-promotion costs. Find out how.
Segmenting a Complex and Dynamic Market
An international pharmaceutical company asked IMS to help in planning a line extension launch for a product that dominated the market in a previously approved therapy area. The centerpiece of the company's marketing and sales strategy was a previous IMS Segmentation that had propelled the product to market dominance. The client's reliance on increasingly refined physician segments demonstrates the value in knowing and responding to customers' needs. Find out how.
Reinvigorating a Brand
A top five, U.S.-based pharmaceutical company suspected that one of its products had untapped market potential and deserved more promotional attention. The challenge was that physicians had difficulty diagnosing the underlying condition, with many patients untreated or treated sub-optimally. IMS Consultants helped the client map a new path, moving the product away from being promoted as a one-size-fits-all and delivered to an undifferentiated client base to being promoted with a specialized marketing strategy that captures the value in each differentiated segment. Find out how.
Reallocating Sales Resources Across the Portfolio
As an international pharma prepared for several new product launches and line extensions, IMS determined the sales force size and structure that would achieve required revenue targets - and simultaneously identified millions in incremental profit gains. Find out more.
Rethinking Sales Force Structure
When one of the world's largest pharmas needed to re-evaluate the size and structure of its field force, Precision Sales Force methodologies and scenario planning enabled smarter decisions that continue to set the company apart. Find out more.
Optimizing for Profitability
A small pharma turned to IMS for counsel on how to optimize the field force supporting an over-the-counter gastroenterological product. After a thorough analysis of sales rep effort and promotional impact, IMS identified a solution that would save the company millions in field force expenditures. Find out how.
Planning for the Future
When a large international pharma faced a key launch delay and lower forecasts for its existing product portfolio, IMS identified the best five-year return on sales force investment. Find out how.