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Why now Contract Sales for Pharma and MedTech Industry?

The era of contract sales has arrived. It's vital for firms to move sales costs from the fixed term environment to a shorter term variable basis. Hilver provides you with a highly trained and qualified team armed with the latest digital toolset, ready to take your product into the newly shaped markets.

It is well known in the industry that large pharmaceutical and medical device companies are facing rapidly declining revenues due to expiring patents, a more challenging route to market and a lack of new product innovation.The sales and marketing side of the pharma and medical device world is also facing difficulties with such companies facing a changing customer environment, larger buying groups that are replacing individual clinicians, where time in front of purchasers is more limited, and the marketing messaging on which firms relied for decades is suddenly looking old and tired, as sales tools shift rapidly into the digital zone.There is a consensus in the industry that firms must switch focus to innovation and product development as their main route to survival and growth in the future. Against this background, pharma and medical device companies are increasingly turning to contract business, outsourcing non-core processes and seeking solutions to modernize their sales and marketing processes.This article addresses one of the most common solutions to such problems – outsourcing of sales personnel. Future articles will discuss additional solutions including new variations on technologies that bridge the gap between sales and marketing, and between the seller and buyer, and the growth in acceptance of alternate multimedia sales and marketing strategies with a focus on the power of video and digital story-telling. Pharmaceutical and medical device companies deploy a variety of sales and marketing techniques, including detailing, i.e. sending sales representatives to meet doctors and other healthcare professionals to provide information on a drug or range of drugs.This well-established face-to-face aspect of the industry is expensive and specialized. Outsourcing has become a favoured option, and industry forecasts show an explosive growth in the practice over the next decade.One of the key motivators for larger companies is the avoidance of an expensive in-house sales team as a permanent cost that makes a significant dent in their profit sheet. Outsourcing provides an opportunity to easily scale down between large campaigns while avoiding costly redundancies and hiring programs.Companies can also spread their sales costs across departments and clients by using the same CSO for multiple products and accounts.A customer planning to outsource sales personnel needs highly trained and qualified teams, preferably those who are trained in the latest digital tools available, including CLM, CRM and multimedia. The outsourced sales teams need to understand the changing market. They need to receive constant professional development to ensure they stay at the forefront of the industry. Above all, they need to keep customer relationships at the heart of what they do.Contract sales solutions available include:
  • Recruitment
  • Vacancy management
  • Strategic recruitment
  • Integrated teams, managed by the customer
  • Dedicated teams, managed by the CSO
  • Syndicated teams, managed by the CSO
Hilver was born from a collaboration between medical sector sales and marketing executives and creative news industry professionals. Hilver is a fresh approach to contract sales and outsourcing for the pharmaceutical and medical device industry.This unique combination is perfectly timed, to help guide a traditional industry through turbulent times and supports the change into a technologically joined up new digital era.The close and overlapping cooperation between the creative and the industry-experienced executives is the key USP for Hilver. The creative news business team provides a digital solution to the age old challenge of joining marketing and sales while at the same time delivering fresh and compelling video and animation content that engages the fast changing decision makers.

Contact Hilver for all your Contract Sales needs at: edgarvdlinden@hilver.eu




18th June 2015

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HILVER

+31355448408

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Address:
Nassaulaan 42
Hilversum
1213BD
The Netherlands

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