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Creating a launch pad with the right people, 100% compliance, and a seamless sales channel for a global homoeopathy company to launch its new product smoothly in India.




Background
With 1000+ brands in 80+ countries, this global research-driven homoeopathy company discovers, develops, manufactures, and markets homoeopathic medicines for doctors to address unmet medical needs.

The Challenges
The client was looking for a partner to manage the sales of some of their low-involvement products in predefined market segments through a contractual sales force reporting to 63 Territory Business Managers (TBM). They needed a reliable vendor who could carry their sales targets and maintain their brand image in the market while they focus on high-value engagements and product launches.

Following were the key challenges:
  • Launching a new product in India in Tier 1 cities.
  • Sourcing and retaining good talent.
  • Managing compliance.
  • Pre-existing unethical practices.
  • Agile and flexible workforce.
  • Lack of ownership and accountability.
  • Performance management.

The Solution
  • Designed a highly scalable sales engine with a blend of contractual sales staff and technology.
  • Crafted a performance matrix to measure daily, weekly, and monthly sales achievement.
  • Introduced a reward and recognition programme.
  • Assessed project momentum through performance reviews and reports.
  • Maintained transparency in all communication channels to build trust and establish rapport between ManpowerGroup and the client.

The Results
  • Mobilized an experienced and agile sales force to enhance brand experience.
  • A systematic reporting mechanism ensured complete focus on quantitative and qualitative sales numbers.
  • Critical examination of the process prevented revenue leakage.
  • Eliminated unethical practices in the system.
  • Integrated crucial sales survey tools into the sales engine for superior insights.
  • Established a unique channel strategy, creating a porous network for distribution.
  • Penetrated major Indian markets in consultation with expert physicians.
  • Revolutionised business processes, resulting in an increased net turnover. (July 2017 - June 2018.)
  • Accelerated business expansion plans to incorporate more markets in the coming year.