How to backfill your incomplete customer base “current value” and “potential value” data… The cornerstone of customer targeting for any B2B on-the-road sales team is good data.  From over 150 sales team optimisation assignments spanning c25 years, we have never yet seen a sales organisation with a full set of accurate and up to […]

Treat first …. Then relieve After more than 2 years effectively being locked out of retail pharmacy and unable to conduct our processing efficiency and engagement effectiveness audit and benchmarking work, we are tentatively returning to assist pharmacy teams in this way again.  With only a small handful of new audits post-hiatus under our belt, […]

In the B2B environment where core products and services are becoming more and more commoditised, more often than not, customers make their supplier choices on the process outputs that are most tangible and visible to them…………as suppliers, we live and die daily by the output performance of these critical and inter-related processes, as perceived by […]

To diagnose ……….. or ascertain the root cause of the patient’s condition? Tautology?  Most likely, yes.  That said, there seems to be quite a dichotomy in the thinking around the pharmacist’s role in “diagnosing” in the retail pharmacy setting.  Which seems curious given the apparent inexorable trend towards pharmacist prescribing functions and role in minor […]

We often hear The Marketing Manager bemoan ….. “ I know that of all I invest in advertising and promotion, only half works…………..wish I could say with confidence which half”. Whilst we don’t seem to hear or read about it as much, I think it fair to say that the Sales Manager’s counterpart lament would […]

  I  maintain that the greatest under-utilised  asset in retail pharmacy is the array of S3/S2, pharmacist and pharmacy only medications that health consumers can only access from retail pharmacy.   How do you build the engagement skills across the team to be able to conduct the exploratory and complete solution conversations with health customers […]

As so many pharmacies took up the opportunity to participate in the Covid-19 vaccination rollout many were faced with new dilemmas related to workflow and how to encourage vaccine-hesitant customers to take up the offer.  Jenny Blair, The Next Level’s Lead Pharmacist, shares her experiences from the frontline…….. Like so many other pharmacists across the […]

Ever pondered how much your company invests to pay, incentivise, equip and fully mobilise the sales force to deliver the revenue budget they are set?  Ever wondered what impact reducing the investment by 10% would have on the ability to deliver the revenue budget?  What if the revenue budget was increased by 10%….what increase if […]