Stock does not sell stock …………. Unless you are a warehouse   Pre-pandemic, when I enjoyed the liberty to roam the countryside, and use the regular filling of my statin script to conduct my own mystery shopper visits, I recall becoming regularly flummoxed by how crowded so many pharmacies felt.  Not necessarily by a surfeit of […]

The pendulum swing   It has been one crazy year, that’s for sure.  Most of us are still figuring out which behavioural impacts on our B2B sales teams arising from the pandemic will become permanent and which ones will be transient.  Many sales teams were forced “off the road” for significant periods.  The corollary saw […]

What is your strategy? How does your performance compare to strategy?   Bruce Annabel has written some insightful pieces around the commercial and strategy comparisons between the so-called hard discounters vs soft discounters vs non-discounters service models in retail pharmacy.  Taking a somewhat cynical view of these different service models, one could conclude that, for […]

Many B2B sales organisations unwittingly set up their Sales Execs for mediocre performance by expecting them, via their charter of role breadth, to cover too much. So how does the organisation set the right breadth of accountabilities for the Sales and Service roles? Well, like many such considerations………..it depends. There is no one universal answer, […]

A good sales professional / account manager not only finds new win-win opportunities to sell additional products/services to meet the customer’s evolving needs, but also takes personal accountability as the “go to” point of reference for all issues and problems relating to ordering and delivery of the customer’s requirements. Right, huh? Well like many things……….it […]

 This is THE new golden triangle.  There are five main steps to tailoring your forward pharmacy model Benchmark your resourcing to operate the health section of your pharmacy – both absolute level and % mix by role type Set your “min:max” levels accordingly – what is the minimum and the maximum number of staff […]

How to increase your profile as a “beacon” pharmacy for women’s health -part 2 So, you are looking to increase your pharmacy’s women’s health profile, and become a solution destination for health states like pain, heart health, and pregnancy? Experience shows us that there are two broad domains you need to master to achieve this […]

The medicos tell us that it is good fundamental health and wellbeing practice to undertake a regular health assessment. You know the stuff…blood pressure, cholesterol, weight: height ratios, lifestyle questionnaires etc –  a simple and quick way to ensure our all-important health and wellbeing is on track. The same principles apply to B2B sales organisations. […]