Andrew Minton, Business Development Director ANZ, Abbott Nutrition

The Next Level procured a national list of Australian Aged Care services, and used this to develop a proxy model that correlated facility type and size with known sales data to identify facility level current & potential value. Using this model and their standard sales team optimisation methods, they were able to classify the customer & prospect base, then confirm the appropriate headcount, activity rate and visit frequencies to best manage the accounts. They turned their attention to mapping efficient and workable territories for each sales executive that ensured optimal coverage. To optimise the activities of sales executives once out in their territories, they worked with the team to develop individual journey plans and visit types.

The Next Level’s review of our Nutrition division structure & function leveraged the outcomes of the Aged Care StO program. Data relating to market size, distribution & growth, as well as account management requirements was gathered for each Nutrition segment, and compared to identify whether there existed opportunities for consolidation. Recommendations were made to that effect, with pros and cons of each scenario so that we could make an educated assessment of the best scenario.