DENTAL PRODUCTS MARKET LEADER*

The challenge, as faced by many companies in the medical, dental and pharmaceutical markets, is one of Field Sales efficiency, productivity and territory account coverage, especially given the level of Field Sales cost which is a significant business overhead. The key is to drive a higher quantity and quality of Field Sales visits to dentists, and deliver increased Field Selling Cost ROI (Return on Investment).

Max ASP was chosen to develop and implement a Field Sales Productivity Program based on increasing the number of Field Sales visits with dentists and the visit quality based on a high quality pre-visit qualification. This comprises calling existing and new dental practise customers, speaking to the dentist directly and additional Decision-Makers with responsibility for dental products and 'consumables' procurement and scheduling qualified visits with an agreed agenda. Field Sales journey and route planning to work out the most efficient visit scheduling, from one visit to the next, is also a key aspect of the program, and maintaining a high level of customer CRM data. A single Max ASP Trading Floor Executive is scheduling 80 to 100 Field Sales visits per month.