We supported a global pharma leader in

homeopathy to launch its new product in India

THE COMPANY

A global research-driven Homeopathy

company , The group currently has

more than 1000 brands in 80+ countries.

Itdiscovers, develops, manufactures and

markets Homeopathic medicines to

address unmet medical needs for

Homeopathic Doctors.

THE CHALLENGES

Our Client was looking to engage a partner to manage sales of products in selected

segments through a contract sales force of 63 Territory Business Managers (TBM).

Following were the key challenges:

• Launching a new product in India in Tier 1 cities.

• Sourcing right people & their retention was quite a task.

• Compliance issues and un-ethical practices with existing partner.

• Client was looking for other channels of sales because of head count constraints.

• Lack of ownership / accountability of managing sales force.

• Reporting mechanism & sales tracking not in place

THE SOLUTION

An end-to-end managed sales process with

Agreed upon measures of success that are

experience in scalability of operations.

reported, monitored, evaluated and adjusted

as needed.

Relationship management and communications

procedures to ensure transparency and constant Continuous improvement in process and best

communication between ManpowerGroup and practices based on regularly scheduled field

the client.

team and customer feedback session.

Progress checks on the Program through

monthly meetings, scorecards of field sales

teams and Performance Reviews.

THE RESULTS

Model helped to remove un-ethical

Completed RCPA/ Finalized Drs List /

measures & stopped revenue leakage.

Chemist-Established distribution channel.

Successfully sourced and deployed the

Established tracking mechanism &

sales force & helped them launch a new

product promotion tool.

product first time in India.

Achieved 3 Crs business in one year-July

Systematic reporting mechanism to

2017-June 2018.

measure value & volume sales.

Expansion on Planned for forth coming

Penetrated in Metros & Tier 1 locations

year cover more markets.

– meeting Homeopathic Physicians.