Articles
Tips for Selling to Canadian Pharmacies
by Ethan Bispo Canadian Medical Directory
As a B2B salesperson targeting the pharmaceutical industry, you have some unique challenges. For starters, your client base is limited: when you’re selling new behind the counter meds, you can’t be targeting variety stores for example. Your targets for pharmaceutical products are pharmacies, and to reach them you need a great strategy that includes subscribing to services such as an Ontario physician directory.
The pharmaceutical industry is always changing, driven my innovation, competition and a fluid regulatory climate here and abroad. One of the emerging trends is a “direct to pharmacy” (DTP) sales model than could have huge impacts on the way suppliers handle order. IN this model, companies switch from huge orders from a few large retail customers to fulfilling thousands of orders from hundreds of clients. This requires companies to ensure they have incorporated an efficient order management system into their business plan, or allied themselves with 3PL suppliers and other shipping professionals to ensure they avoid delivery failures. Proactive companies have to find ways to automate or to integrate other efficient processes to boost their capabilities.
Where does the B2B sales rep fit into this? For starters, lead generation will still remain one of the most important responsibilities. If companies are no longer relying on huge orders from a small number of huge retailers, then it becomes incumbent on the sales rep to replace those orders with many smaller ones. Generating leads is easier when sales professionals subscribe to services like MD Select, home to the most comprehensive Ontario doctor directly available. The information included in the directory provides sales reps an endless supply of highly targeted leads in the healthcare and medical profession, including contacts in the pharmacy industry. With a list of Ontario physicians at their disposal, motivated B2B sales professionals can start building lists of highly qualified individuals who can green-light purchase of products and services specifically tailored to the pharmacy industry. This saves time and effort, as sales reps can spend more time selling and less time trying to generate leads.
ON a positive note, companies that change to the DTP model do have the potential to experience incremental growth by attracting multiple buyers of their products and services. Higher transaction volumes do require more capacity within the company, and not all pharmaceutical manufacturers can take on the extra human resources. That may force some companies into leveraging third-party partners for things like customer service and data management. Optimizing all processes, from marketing to sales and all things in between, will become a necessary step for B2B companies hoping to connect with pharmacies.
By subscribing to MD Select, any company can automatically improve their prospecting capabilities by gaining direct access to the comprehensive Ontario physician directory. At the very least, having a tool that helps put leads in the funnel is a step in the right direction.
Lean more ways MD Select can help you sell to the medical profession.
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About Ethan Bispo 
Canadian Medical Directory
0 connections, 0 recommendations, 7 honor points.Joined APSense since, April 28th, 2020, From Mississauga, Canada.
Created on Jun 24th 2021 05:51. Viewed 258 times.
