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Case Studies 2017-05-23T14:23:00+00:00

Goal
Educate Physicians and Nurses on Market Events

Results
Tripled Rx Growth During the Promotion Period

Objective:
• Promote Branded generic where key Brand
competitor left the market

Methodology:
• Top 2,500 prescribers of Neurology Product
• Monthly detailing by phone
• Follow-up fax
• Mailing including product info

Full Results:
• Immediate impact – increased monthly growth from 5% prior to the program to 15% per month during the program

Goal
Educate Non-called-on Physicians and Nurses on Product Relaunch

Results
43% Average Rx Increase During Program

Objective:
• Generate awareness of product’s reintroduction to the market

Methodology:
• 2000 Gastroenterologists
• Monthly detailing by phone
• Follow-up mail with PI and clinical information

Full Results:
• 6,747 completed details
• 13% Prescriber Completes
• 87% Nurse Completes
• 74% Requested Vouchers
• 75% Agreed to Prescribe
• Pilot program extended 3 months
• Program budgeted for following year

Independent Source inside sales

Goal
Stock Line Extension in Independent Pharmacies

Results
Successful Program with 2.3 ROI

Objective:
• Stock line extension to existing Brand in independent pharmacies
• Overcome challenge – Wholesalers would not autoship the line extension

Methodology:
• Matched 5,500 decile 10-6 independent pharmacies to sales force zip-terr list
• Teledetailing with $10 stocking incentive
• Took turnover orders
• Follow-up fax

Full Results:
• Completed 4,965 presentations (90% penetration rate)
• Stocked 824 pharmacies (17% close rate)
• $99,993 dollar sales
• $44,196 program costs
• ROI = 2.3

Goal
Relaunch of Injectable Product

Results
Outperformed Field Sales Force by Week 2

Objective:
• Reintroduce an injectable product that left the market due to manufacturing issues

Methodology:
• 500 white space hospitals
• Detailing – Monthly to Pharmacy Directors
• Fulfillment of clinical information and literature
• Follow-up e-mails

Full Results:
• Immediate impact on product sales
• 23 account wins in first quarter
• Outpaced field sales beginning week 2

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