Client: Market Leading Contact Lens Company Service: Contract In-Practice Training Project: Coordinate a UK and Ireland team delivering in-store training and coaching
Client Background
The client recognised that whilst its sales force were doing a good job of selling in its products, there was often a skills gap at various levels within practices that prevented product sales meeting their potential. This could be either the professional staff (particularly those not actively involved in contact lens fitting) or the support staff just not being confident to discuss contact lens options with customers.
Brief
To establish a team of eye care professionals to help grow its contact lens business by visiting its customers delivering in-store training to the entire practice team at a time that suits the practice.
To help the practice grow its contact lens business by coaching and mentoring ALL the practice team to instigate changes in behaviour with regards to their view and approach to discussing contact lenses with their patients.
Results
Positive Impact is now in its 3rd year of coordinating a team of 15 consultants across the UK and Ireland delivering this programme. Our role is the complete management of the booking process; consultants’ diaries and journey planning, reporting and any CET point management. As of late 2011 Positive Impact had delivered over 5000 ‘face-to-face’ consultative in-practice training sessions on behalf of this client.
The contract is running into its 4th year as a result of the clients confidence in Positive Impact’s programme management, as well as the conclusive evidence that its business, in trained accounts, shows growth directly correlated to the number of training sessions the practice receives.
We have experience working for a range of different companies. Regardless of size or product type, they all have one thing in common - to expand sales in the optical sector.
Our business model has been exceptionally well received by both industry and the practices we call on.
Good market research is essential before launching a new product and service. Our Product Evaluation Groups provide a cost-effective way of sharing the cost of running a focus group.
