Date
23rd September 2021

The challenge

A UK pharmaceutical company with a diverse portfolio of unpromoted brands, wanted to better understand the potential to improve the performance of 6 brands in their portfolio, worth approximately £10m/yr.

With limited focus on the brands for several years, and internal resources focused on other portfolio needs, the company needed a complete external review to determine the best next steps.

The solution

Over six weeks, CHASE carried out a detailed analysis for the company including;

  • Analysis of the relevant UK sales data and formulary statuses for the brands and competition
  • Reviews of the commercial agreements in place with retail pharmacy, dispensing doctors, primary care and hospitals
  • Assessments of the national, regional and local guidelines and guidance status of the brands
  • Identification and assessment of new clinical data for the brands and competition

The outcomes

The external review identified growth opportunities for four of the brands

  • Two brands required targeted customer promotion
  • Retail pharmacy rebates for one brand were too high, with a potential upside of ~£100k/yr
  • Hospital pharmacy engagement was required for one brand, where use vs. the main competitor did not reflect the brand’s 1st line formulary position
  • CHASE is now working with the client to renew promotion of one of the brands reviewed
Case Study: UK Launch for imaging software provider
Case Study: CHASE Delivers Supplementary UK Due Diligence
Case Study: Pharmacist Deployment in Customer Facing Roles
Case Study: A New Prescription For Primary Care Brands
Case Study: Joint Working - A Global Collaboration
Case Study: Outsourced Key Account Management Team – Speed and Impact
Case Study: Building Effectiveness & Confidence in Remote Customer Engagement
Case Study: An Introduction to Remote Customer Engagement
Case Study: High Calibre Graduate Recruitment
Case Study: Challenging Recruitment Assignment – Area Business Managers
Case Study: CHASE Performance vs CSO Competition
Case Study: Graduates - Reinvigorate Existing Sales Organisation
Case Study: CHASE – Maintaining Momentum Through Loss of Exclusivity Whilst Retaining Talent
Case Study: Nurse Recruitment Success Where Others Failed
Case Study: Identifying Resource Needs and a Customer-facing Team Structure
Case Study: CHASE’s Effectiveness vs an RPO Global Agreement
Case Study: Graduates Can Make A Positive Impact
Case Study: Supporting New UK Ventures in Rare Diseases
Case Study: Supporting a Specialist Product Launch with Hassle-free Outsourcing
Case Study: Flexible Resourcing – Fast Deployment
Case Study: Market Access – Regional Account Directors and Key Account Managers Competitive Recruitment
Case Study: Identifying and Supporting the Right Candidate
Case Study: Market Access Managers & Key Account Managers - Oncology
Case Study: Specialist Key Account Managers – Secondary Care
Case Study: Clinical Trial – Respiratory (COPD)
Case Study: Successful Market Access Team Build
Case Study: Hot-Spot Team – High Quality Delivered Quickly
Case Study: Introducing Future Talent
Case Study: Assessing the Market Potential of a New Medicine
Case Study: Feasibility Project- Asthma Randomised Clinical Trial
Case Study: Remote Selling Induction Programme – Preparing for Hybrid Selling
linkedIn
vimeo