More than Just Lines on a Map: Best Practices for U.S Bike Routes
236022039-Nutricia-Middle-East-Group-3.pptx
1. NUTRICIA MIDDLE EAST :
Measuring Sales Force Effectiveness
Group - 3
Chitwan Singh : 13P018
Divya Yadav :13P020
Tejaswi Kalispudi : 13P052
Vidushi Garg : 13P055
Vikas Guleria :13P056
2. Context
• Nutricia developed and sold Infant milk formula, baby foods
and nutritional products
• In the Middle East, Nutricia was ranked 4th in market share
• Huge market growth potential : 3.7mn births (9kg vs
European average of 30kg) , but not realized because of
economic difficulties
• Their middle east and African subsidiary was transforming
from a trading organization to a customer centric one
• Involvement of state in provision of health services :
coexistence of private and public health centers
• For Turkey Convention, Vandebussche and Hussaini wanted
to measure the efficiency and effectives of the med reps
network
• Target segment :
3. GOALS & OBJECTIVES
• Optimization of investment in medical
representatives
• Transformation from a trading organization to
a customer & consumer focused one
• Measure the efficiency & effectiveness of
Medical reps
• Size of the sales force has to be estimated for
budgetary exercise
4. Set the
Strategy
Size the HCP
task
Determine
the optimum
field force
Determine
Overall
resource
Establish
KPIs, Review
and Learn
