Case study: Physician Detailing
The industry: OTC, leading analgesic
Our client was challenged with significant competitive activity with physicians where the competition offered consistent and broad reach with the target audience. Sales and market share were being negatively impacted
- Initiate a tactical 3 month national execution with General Practice/Family Medicine Physicians as a complement to client’s existing professional team
- The specific objective was to execute targeted Physician detailing calls that would broaden national reach and penetration with Physicians who recommend OTC products to patients for pain management, specifically, to increase or maintain patient recommendations
- Representatives were equipped with wireless Personal Data Assistants (PDAs) to report calls made, field results and intelligence through N-Mobile (Norrizon’s proprietary bilingual Sales Force Automation application).
Norrizon, as part of a multi-pronged campaign, contributed to the successful regain of market leadership, in less than 4 months.