Case Study No.319

Dedicated Sales Team
Yields Superior Results for
Emerging Speciality Company:

PDI catapults first two products for an emerging speciality company

Client

• Small biopharmaceutical company that develops and markets pharmaceuticals in the fields of urology, gastroenterology and endocrinology

Critical Challenges

• Client had no sales team and required a high-performing, results-oriented team to target reproductive endocrinologists
• Territories were large and budgets were limited
• Ancillary support efforts were required to sustain sales Objectives

Objectives

• Recruit and hire sales force to drive product sales and meet client expectations
• Utilize PDI internal capabilities and support system to meet client needs
• Accomplish client goals within budget parameters Solution

Solution

• recruited, hired and deployed an on-profile sales force to meet client objectives
• Provided sales support capabilities and implemented call reporting to monitor results
• Realigned and mapped territories to maximize sales

Results

• Product 1 catapulted from 0% to 74% in hMG market and to 26.2% in total market
• Product 2 rose from 1.1% to 3.4% market share in a 5-month period
• Delivered substantial increases in percent of TRx's over contractual goals for three consecutive years
• Client was so impressed with quality of PDI representatives that they ultimately hired several into their own headcount
• Client achieved sales and support without a high dollar investment