Case Study

Rapid Results with a Hard-to-Reach New Audience

Eye Care and Skin Care Products

A top 50 global pharmaceutical company specializing in eye care, skin care and other specialty markets

Client dominated the specialty market of ophthalmologists and dermatologists with a line of eye and skin care products, but wished to reach an untapped primary care market
Client needed to reposition itself to encompass the primary care market, without jeopardizing their established success
Success in the primary care market with a specialty product is difficult due to the broad audience, therefore the solution required a high performing, experienced sales team able to penetrate a new market and create an impact

Outsource to a sales team focused on the primary care market, while the client’s internal sales force focused on the specialty market

Originally contracted as the exclusive sales force for one year, Select Access targeted the new primary care audience, focusing on the twenty-five territories with the strongest market potential
The Select Access team successfully completed the same training program as the client’s specialty forces
Select Access’ full and part time representatives were recruited, trained and deployed successfully within a 6 week period

Sales increased in targeted pediatric offices and TRx market share rose from 4% baseline to 10% within a one-year period
Within five months, Select Access demonstrated strong results for the leading eye care product: market share escalated from 1.85% to 4.2%
Due to the sales team’s impressive performance, the client expanded the team by 36% in order to reach 1,800 additional doctors
After ten months, the client not only extended the contract but engaged Select Access to launch two additional products, whose market shares rose from 17% to 18.8% and 1.2% to 1.6%

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