Strategic Marketing Consulting

Field Force & Territory Design

Our ROI Evaluation of Calls Model allows us to identify the most productive physicians for each one of the evaluated products, as well as the most productive frequency of calls for different physicians according to their potential.

The cross evaluation of the product’s promotional panels based on ROI allows us to define productive promotional grids for each line or group of products.

The evaluation of the physicians’ prescriptive potential for different products and relevant segments, promotional grids, productive frequency for different groups and the decisions about the most productive promotional panel to a given set of products leads us to the promotional panel design.

Once we have defined which physicians should be visited, with which frequency and where they are it is the moment when we have to evaluate if the current field force structure as well as its geographic coverage is compatible with calling on the proposed panel.

We work together with the field force of our clients (Regional and District Managers) and, by using friendly, low cost tools, perform the analysis and adjustments of the field force (structure, location and itineraries) in order to align it to the organizational purposes.