Making the most of three minutes at the pharmacy counter

How OTC field teams turn short windows in the pharmacy into orders.

7 min read

At the pharmacy counter, field staff often have only a few minutes before the next customer is in line. Anyone who wants to use this time has to know beforehand what to talk about and get to the order in a few steps during the conversation.

Preparation in the car, not in the pharmacy

Visit preparation shows what counts in this pharmacy right now: running promotion, open deliveries, status of the annual target agreement. On the road, SIMON reads the briefing aloud, so the key points are clear before getting out of the car.

Arguing with the pharmacy's benefit

During the conversation the tablet becomes the customer view. Instead of product slides, it shows what the bundle brings the pharmacy. The order follows right after, with discounts and gross profit in the cart.