Business Challenge
A leading pharmaceutical company wanted to evaluate the sales performance of its competitors and assess their growth strategies in the farm animals health products market in North America.
Situation
The client wanted to gain insights on top competitors across various trade channels, and analyze the competitive landscape in terms of product offerings, market shares, sales and distribution structure, and competitors’ future plans.
Approach
We conducted in-depth primary and secondary research to benchmark the company’s channel-specific sales strategies against those of its top competitors and also analyzed the key differentiators in sales planning that were helping them achieve higher growth and market share.
Impact
Based on our competitive insights, the client was able to streamline its approach regarding the segment-specific promotional mix, and marketing and sales strategies, enabling it to sustain a strong market position.
