We take great pride in our sales capability, not without good reason. Independent market research on pharmacy salesforce effectiveness, undertaken in each of the last four years by Pharmacy Pulse, has ranked Key as number one on mean overall satisfaction for three of these years. Consistently outstanding performance, when ranked against all the leading competitors, is the benchmark we have set and aim to maintain.
The pharmacy sales team of 23 sales representatives covers the entire country, with representatives resident in all states and major regions including North Queensland and Tasmania. Each representative receives training in professional selling skills and product knowledge. Each year, representatives visit 4,600 pharmacies and orders are taken using an electronic order system and ultra mobile personal computer. Call frequency is determined by pharmacy grading. Representatives merchandise products using point of sale material and train pharmacy staff.
Our salesforce priority is the pharmacy channel, but our sales and account management function is much broader. We cover all channels of distribution in Australia:
- Supermarket/grocery stores
- Variety/mass merchandiser stores
- Petrol and convenience stores
- Health food stores
- Industrial and first aid companies
- Hospitals and government departments
Merchandising in supermarkets is outsourced to a company that has 350 field personnel, and there is weekly merchandising activity in each store.
In addition, we manage the export function, with special emphasis on our neighbour New Zealand.
Key’s national account management group has responsibility for managing major accounts at head office level in all channels. This includes the pharmacy wholesalers and the pharmacy banner groups. Account management involves arranging all promotions including in store price promotions, catalogue advertising and other media promotions as well as category management and new product presentations.
Our sales management group has many years of sales, field sales and account management experience, and has real depth of expertise accumulated at both Key and with other companies. This provides the underpinning of successful long term relationships with all key customers.