The Situation

A major branded generic manufacturer was looking to grow sales across its entire range of promoted products, with the majority of revenue to be driven by products offering substantial savings for CCGs and practices when written by brand, rather than generically.

The strategic goals included driving awareness and endorsement of the brands among payers and making sure prescribers were aware of the brands, and savings, leading to an appropriate increase in branded prescribing.

The client were looking for an alternative approach to the traditional sales rep model to drive sales growth, and challenged Star to introduce novel ideas and solutions that would complement their existing commercial teams.

The Situation

The Solution

An expert team across the Star business was mobilised, and we conducted a full analysis of both the prescribing and referral patterns. The UK market was segmented with an appropriate targeting and sizing strategy developed too.

A bespoke budget analysis tool was then designed and built (thanks to our exclusive Clinical Cube insights tool) for the client’s own market access team, alongside an experienced national multi-channel account management (MCAM) team both built, and deployed by Star.

Over the course of the project a complete analysis was conducted highlighting the customer segments making the biggest impact, the call strategy was optimised accordingly.

The Solution

The Results

  • Average and total revenue for practices engaged with by the MCAM team was significantly higher forecast vs. than practices not contacted.
  • Over 2,674 Clinical Pharmacists, 1,344 GPs and 3,060 Practice Managers engaged over the course of the project.
  • 96.5% revenue growth in target practices over a 16 month period.
The Results

96.5%

Revenue growth in target practices over a 16 month period.

Average and total revenue for practices engaged with by the MCAM team was significantly higher forecast vs. than practices not contacted.

3,060

Practice Managers engaged over the course of the project.

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