Allocator and CDM - Medimix International

QUESTION

The success of your business rests on the execution of your strategy. But how do you assess your operational performance? Do you really know your sales team? Are you maximizing your resources?

COMPLICATION

Too often the resources given to the salesforce are not well used or optimized. Reps have no direct channel to headquarters, and resources (both human and material) are wasted for lack of feedback.

SOLUTION

Allocator™ runs a detailed diagnostic of your operations, helping you to better understand market operations and to develop a robust and systematic assessment of existing resources and their impact on Rx.

	QUESTIONNAIRE DESIGN: along with you, we design a comprehensive customizable questionnaire to be answered by your salesforce. Typically, the questionnaire includes questions about current environment, company image, management team, marketing tactics, tools and support, territory design, empowerment and motivation.
	FIELDWORK: your employees answer the questionnaire through a dedicated website. The average length of the interview may be up to 90 minutes, in order to gather as much information as possible.
	REPORTING: through an online, user-friendly interactive dashboard, we deliver complete results, along with an in-depth executive summary. Results are benchmarked against other companies or against physicians’ views of your company and products.

	QUESTIONNAIRE DESIGN: along with you, we design a comprehensive customizable questionnaire to be answered by your salesforce. Typically, the questionnaire includes questions about current environment, company image, management team, marketing tactics, tools and support, territory design, empowerment and motivation.
	FIELDWORK: your employees answer the questionnaire through a dedicated website. The average length of the interview may be up to 90 minutes, in order to gather as much information as possible.
	REPORTING: through an online, user-friendly interactive dashboard, we deliver complete results, along with an in-depth executive summary. Results are benchmarked against other companies or against physicians’ views of your company and products.

With Allocator™, we eliminate the barriers that often develop between the sales force and headquarters, when reports are delivered and filtered by middle management. In 6 weeks from start to finish, we provide you with:

	Profiling of your sales force according to their Promotype™			Benchmark of your company against competitors and against physicians’ perceptions
	An actionable report including a roadmap of implementation.			KPIs based on operational performance to drive your team.
	An online dashboard to easily drill-down on the tens of thousands of data points collected from your reps.			Presentation of the results and recommendations to staff.

Business Question

Our client wanted to optimize their salesforce to promote a new product they had licensed, while keeping the same number of reps. The complication came from the fact that this new product was difficult to promote in a narrow market.

Proposed Solution

Through Allocator™, we were able to evaluate the profile of each rep and determine which ones were ready for a change and also interested in taking the challenge of promoting this new drug.

Results and implementation

We identified which team members could be reallocated to the new product, while the remaining members were each specifically trained to handle more physician’s visits by adding virtual visits to their tactical arsenal.