AAH Pharmaceuticals Case Study

“Retaining market leadership by creating and nurturing the highest standards in customer management”
AAH Pharmaceuticals is a pharmaceutical wholesaling business that turned to Uspire to help them create a long-term development plan to establish the highest standards in customer management.
Situation Brief
Task given to Uspire
Action Taken

The market sector was under significant pressure from government interventions regarding remuneration, leading to intense competition between wholesalers to retain and generate new business. AAH was the market leader but recognised a need to establish the highest standards in customer management across all channels.

Uspire were asked to support the long-term development plan that had the following core principles;

  • Strategic Management at a channel level
  • Appropriate planning processes for all customer types – large chains, independents, buying groups
  • Relationship-driven
  • Commercially led

Uspire provided a number of added value services to the sales teams;

  • Strategic mentoring of channel managers
  • Tailored training modules to address specific needs – presentation skills; negotiation skills
  • Planning processes to support the commercial development of the customers profitability

AAH retained market leadership across all channels but in particular;

  • Commercial dominance in strategic channels
  • Delivered significant new business within independent pharmacy
  • Developed a core sales team that delivered great results consistently
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