“Dare to open the door”
Where: pharmaceutical company leader of homeopathic treatments
Who: sales representatives to pharmacies
When: from 2005
How many: close to 400
Founded in 1932, Boiron is a French family-owned pharmaceutical company, that is a leader in the homeopathic sector. In 2005, the Boiron Laboratories and Dolisos merge.
The combined sales force of the 2 companies had to renegotiate the contractual agreements with their clients, in order to harmonise the commercial terms and conditions which, in a context perceived by the pharmacy owners has “quasi monopoly”, was a major source of tension and difficulty.
Facing this type of difficult meeting, the sales force ran the risk of destroying the good relationship established with the clients until that day.
In order to undertake these negotiations while preserving the esteem and trust from their clients, Boiron sent us part of its sales force in 2005, and then rolled out the program to over 400 of its employees, including:
- The regional sales managers
- The medical representative
- The pharmaceutical subject matter experts
As early as the first week after the training, close to 600 contracts had been signed, or 90% of the contracts under renegotiation at the time.
Interactifs has helped the Boiron staff behave in a manner that is more simple and clear, and to feel authorised to announce their objectives from the outset. This means that in the meetings:
- The clients’ reactions were as favourable as possible despite the context.
- The representatives felt that they continued to deserve to the trust and esteem of their clients.
Nowadays, Interactifs intervenes sporadically at Boiron. The behaviours that we teach have been integrated into the “genetic code” of the company, supported by a management team that is now capable of being themselves exemplary.
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