Shifting Sales Strategies to Meet the Demand for Low-cost Generics
Posted by Jameson Price at August 28th, 2017
Novartis has reported a steady decline in sales from 2015 to 2016 in their annual report released to their shareholders. Earnings per share and net new revenue were below expectations.
The pharmaceutical conglomerate claims to focus in 3 key areas for their growth metrics: financial, innovation and social.
When taking a deep dive into their performance breakdown by channel, you can see one source of revenue not only remained constant, but had a 70% YOY growth. What was this one constant driver or revenue you ask?
People reached via training, health education and service delivery experienced a 5 million uptick in customers and prospects. This goes to show you that one-on-one personal interactions are still a high-performing influence for pharmaceutical corporations.
The same year Novartis had a 1% growth within their eye care division at Alcon Laboratories, which was acquired in 2006. Coincidence? I’d like to think not.
As a former employee of Novartis and a former B2B client to TAP consulting, now Eye 2 Eye Clinical Sales Training, It gives me great pleasure in seeing Novartis’ continued implementation of direct marketing and medical sales development.