Case Study Primary Objective
The Clients strategic goal was to maximize Flu Vaccine potential in the DoD Segment for
the upcoming Influenza Season. The rated Contract was for 1.1 M doses of Flu Vaccine
with the objective to maximize Flu Vaccine Orders during the vaccination period.
Situation
The Client has no presence in the DoD outside of the bidding process. The Client has
limited knowledge of the Military Market Segment, Military Treatment Facilities and
Healthcare Providers. The Client also had no database or targets. Finally, the Client had
no strategic or marketing plan, 8 weeks away from the Flu Vaccination season.
Action Plan
The Remedy Group was asked to evaluate and formulate a strategic plan for the DoD Flu
Vaccine Market. The plan was successfully developed and implemented in order to meet
and exceed all objectives.
Action Steps & Solutions
• RG formulated the strategy, plan and execution steps in order to achieve the
Client’s goal.
• RG advised the Client to not only focus on this years order but next year’s PreSolicitation. This is a strategy meant to keep the company on the offensive instead
of playing catch up in every future season. This resulted in another 500,000 doses
being ordered in the Pre-Solicitation.
• The RG Task Force tripled the amount of live calls originally agreed on from the
contracted 25 accounts to 68 accounts receiving live, effective sales calls. This
was due to the fact that Marketing could not support programs and strategy had to
be changed.*
• RG developed KOL's and 7 online education programs with excellent attendance.
This tactic was designed to address significant misperceptions concerning Flu and
the Flu Vaccine.*
• RG participated and facilitated meetings with the entire Vaccine Management
Team on a regular basis for seamless integration and communication.
• RG advised on General Field Sales Approach and Shared Best Practices in selling
Vaccines.
• RG uncovered 2 serious issues having a negative impact and potentially
threatening the Flu Vaccines viability at MTF's and Hospitals.*
The Remedy Group • 417 Stokes Road Suite A • Medford, NJ 08002 • 609-654-4321 • www.remedygroup.com
Measurable Outcomes and Results
•
1.1 million Flu Dose Rated Contract was maximized to 1.73.
→ Increase of 630,000 Flu Doses
•
The following year’s Pre-Solicitation was maximized to a 1.6 million Flu Dose
Vaccine Contract
→ This is an increase of 500,000 Doses as a baseline
•
Total ROI is 1,130,000 doses within a 5 month period. This was basically 2
years of work delivered within a 5 month time frame.
•
The original RG Agreement was to call on 25 bases live and telemarketing to 75
bases. To achieve the 1,130,000 dose ROI, RG adjusted and made live calls to
68 bases and increased total universe to 125 bases to achieve these results.
•
100% access was gained at all bases and to almost all key decision makers. The
several years of misperceptions and incorrect information were addressed and
the entire Military Community was properly educated on the product.
*Case Studies are attached for more in-depth support.
The Remedy Group • 417 Stokes Road Suite A • Medford, NJ 08002 • 609-654-4321 • www.remedygroup.com