Partnership with Well-Established Wound Care Brand to Grow Market Share and Revenue

CASE STUDY (UK)

The Challenge 

Client has a currently well-established Advanced Wound Care brand across the UK under threat from competitors.​

Client wanted to achieve market share growth and to maximize on current and recent formulary wins.​

Partnering with the client to allowing the existing account management team to focus on District Nurses and Tissue Viability Nurses, etc.​

Our Solution

Recruited and deployed a remote team of 5 Digital Sales Representatives and 1 Digital Sales Manager to provide targeted coverage across the UK.​

Targeting and segmentation solution based on existing client accounts, focusing on nursing homes and practice nurses.​

Positioned a dedicated Inizio Engage Sales Manager providing 1:1 support, call listening and coaching to the Remote Sales Representatives.​

Ongoing remote engagement coaching to ensure the highest possible customer value.​

The Results

The team captured email consent in 82% of all interactions with customers and marketing consent in 24% of interactions.​

From October 2022 market share has increased by 2% due to the remote team’s impact within the targeted accounts against non-targeted accounts (42%-44%) equating to 252k revenue.​

The team have tactically stabilized key accounts under threat from competitors. ​

Maintained penetration and progress within accounts won back in 2019/2020.​

Since focusing on virtual interactions, the team have achieved a rate of 18.5% (January 2023 – June 2023).

• 2,525 – Interactions in the first 8 months.
• 3.84 – Contact rate
• 6.4 – Average dials per interaction

“It’s fantastic to see the results… THANK YOU, for playing such an important part in implementing our UK plan so far, for being such a critical part of our team, for sharing our culture and mission.”

-Senior Business Unit Director & Client Sales Director​