Testimonials

Marvecs has basic agreements regarding collaboration with a great many pharmaceutical companies. We would like to show you which tasks are brought to our attention and how we overcome these challenges through the use of some example cases. We have anonymised our client’s data since confidentiality and integrity are very important to us.


Partnering sales force teams: recommended business patient – doctor- pharmacy

Task and aim:
Marvecs was entrusted with the task of supporting the brand expansion of a product line and to introduce new products within the brand. Gynaecologists were chosen as the target group. They are very important when recommending products for the target patients.

The aim was to increase the brand’s recognition and the frequency of its recommendation. To position the brand in a well-defined way compared to the competition to increase the clearance sales in the pharmacy sales channel.

Our method:
Marvecs adjusted the sales concept suggested by the client to suit the target group whereby the product message was edited to the needs of the target group and communication was worked out and trained with the sales staff in the form of communication labs. In close coordination with the client, communication is adjusted on a quarterly basis and trained and implemented with the team.

The sales team was formed and contained 20 staff members, 2 regional managers and a sales manager who ensured close cooperation with the client and the team’s success. The team was also deployed as a partnering team where the client has booked the 1st and 2nd meeting position.

Result:
Marvecs was able to yield a significant increase in turnover and sales for the product in the pharmacy due to the doctors’ active recommendation to patients. The “GAP to market” was more than just closed within one year. Based on a starting value of -36% which represented the amount below the market development, a value of +55% above the average market development was achieved after 12 months.

With this, Marvecs can show that

The overall measure is very successful – the partnering sales force team are still working for the client in the field. [status: October 2015]


Complete outsourcing of sales and marketing over a period of 5 years

Task and aim:
An important product area (HRT) was no longer being actively discussed by the client with doctors. Marvecs was to take over the marketing (sales and marketing) of the portfolio. The client wanted to ensure Marvecs’ performance on the basis of a product fostering model. The drop in sales needed to be stopped and turned into moderate growth. The client’s positive image with the target group had to be maintained.

Our method:
Analysis of the overall HRT market, suggestion and discussion of a fee model, conception of sales and marketing, implementation of sales force and dialogue measures [multi-channel], product management, collaboration with key opinion leaders, elaboration and implementation of a medical education programme, certification of advanced training courses, project management office in close collaboration with the client.

Result:
Successful collaboration over 5 years. The aims were reached. It was a new kind of collaboration for the client and, due to this great success, it went to earn “best practice” for further action in Europe.


Patient support programme for diabetes type II

Task and aim:
Creation of a concept for how to implement a patient support programme for chronically ill patients [at the time this was new to the market]. Implementation of the concept in close collaboration with the client.
The aims were to increase therapy compliance of patients newly diagnosed with diabetes type II as well as the reduction of the drop-out rate within the first three months of the start of treatment.

Our method:
Analyse patient behaviour based on treatment guidelines, develop and implement a concept with the client [cross-functional]. Active inclusion of the client’s sales force, structuring and training a team for patient support in the doctor’s practice as well as in patients’ homes, training the patients. Setting up a contact centre for the diabetes patients. PMO in close collaboration with the client.

Result:
More than 18,000 patients were acquired in 2 years for the programme. The drop-out rate in the first 3 months was reduced from approximately 30% to 2%.


Expanding customer relations

Task and aim:
Expanding customer relations between the target customer and the company. Increasing the frequency of discussing the product portfolio with the target customer.
The client expected a sales growth above the market growth as well as the establishment of robust and sustainable customer relations.

Our method:
Recruiting, structuring and training a sales force team with highly committed and target oriented staff including regional managers and a project manager with sole responsibility. Intensive discussion with the client regarding targeting, frequency and KPIs [SFE topics]

Results:
Clear sales growth above market, comparable to better results than the client’s own sales force.
Next step: increase the market share of a new product from 8.8% to 10%.


Pharmacy services

Task and aim:
Marvecs was to give sales support to staff through training courses and category services (shelf maintenance, empty displays, single briefing of pharmacy technicians) in more than 3000 selected pharmacies as well as enter the client’s data and keep it up-to-date. In addition, there was the relaunching of a special cosmetic product by generating recommendations from pharmacy technicians.

Our method:
Setting up and training a qualified sales force with cosmetics experience. Focusing the team on training courses, coaching and support for the clearance sale of the relaunch.

Results:
Validated sales increase for the specified products: 49.6%


Consignment-management

Task and Aim:
Creation of a new service for the client. Setting-up and training a clinic service team to take on consignment management with stock control within defined periods.

Our method:
Observing and examining the acceptability of a consignment team in clinics. Concentrated selection of suitable candidates for this new service. Establishing acceptability and trust of Marvecs’ additional service staff with the local sales force and with the clinics’ contact partners. Marvecs recruited all of the staff when the project was expanded. Subsequently, all defined parameters were fulfilled.

Result:
High levels of acceptance among clinic staff. The burden on the client’s own sales team was eased considerably thanks to the outsourcing of the maintenance of the consignment stock. The client’s sales were more concentrated on product purchasing and application. Within two years, over 25% new consignment customers were acquired through clinic sales forces. The client wants long-term collaboration.


Exclusive sales force teams: Recommendation business patient – doctor – pharmacy

Task and aim:
Generating recommendations for a dermatology-cosmetics range from dermatologist and dermatological outpatient clinics to increase the clearance sales in pharmacies and increase the market share of the products.
Pharmacies – training team: Support the sales by giving the pharmacy staff training courses and coaching to realise patient recommendations by doctors (no substitutes) and to raise the cross-selling potentials.

Our method:
Selecting and addressing qualified consultants to construct a medical specialist-sales force team plus 2 regional managers; at the same time, establish a nationwide pharmacy training team.

Result:
Significant increase in revenue and sales in pharmacies due to doctors recommending the product to patients. The medical specialist-sales force team was increased to 21 staff members including managerial staff. Marvecs took complete control of all training activities.


Recommendation business – patient – doctor – pharmacy

Task and aim:
Generating recommendation for a dermatology-cosmetics range from dermatologists and dermatological outpatient clinics for a measurable increase in the clearance sales in pharmacies and in the market share of the products.

Our Method:
Setting-up and training a medical specialist team with dermatological experience.

Result:
Increase in market shares 01.01.2010 to 31.12.2011: +3.5%
Increase in turnover for the products discussed from 2010 to 2011: +52% to 3.5 million annual turnover.
From 2013, they have an exclusive pharmacy service team with 14 employees and one project manager.


Vacancy filling / management: market entry of a start-up company with OTC products on the German market

Task and aim:
Setting-up a pharmacy-sales force team for a start-up company. Recruitment of 20 pharmacy sales force staff members within 8 weeks.

Our method:
Takeover of the entire recruitment procedure with ad placement and direct approach. Careful evaluation of the candidates through telephone and one-to-one interviews.

Result:
Successful creation of the team within the given time period. The client took on all members of the sales force team after 12 months.


Vacancy filling- nationwide

Task and aim:
Setting up the nationwide sales channel with 39 highly qualified sales force employees in five regions. Time for the recruitment up to the beginning of training: 10 weeks.

Our method:
Takeover of the entire recruitment procedure with ad placement and direct approach predominantly in online media. Careful evaluation of the candidates through telephone and one-to-one interviews. Organisation and implementation of central applicant days where the candidates were interviewed together with the client and recruited.

Result:
Successful recruitment of all 39 employees within the given time period. Fewer than 2 candidates were put forward to fill one position.

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