I have an allegory to share with you. On one hand, it has nothing to do with retail pharmacy, but on the other hand it has EVERYTHING to do with it. I had the need to go to my local Bunnings recently. I was undertaking my latest home renovation project involving applying beautiful period pressed […]
Author: Glenn Guilfoyle
Lets assume you fall into the 80/20 rule and find yourself amongst the majority B2B sales organisations, ie you sell your widgets or wares down a channel to an end user/consumer via a dominant player in between in the form of a wholesaler or distributor. And subsequently, you only have partial “line of sight” on […]
Please click below to read Glenn’s latest feature in AJP
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, […]
Please click below to read our latest article in the AJP…
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 […]