Pharmacy Locations: Where are we now?

Cindy Larroque, a pharmaceutical representative for Weleda, agreed to take part in the interview and answer our questions.
Discover the daily life of a pharmaceutical representative

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What is your professional background?

"I have been in constant contact with pharmacies and drugstores for over 15 years now. I started out working for a pharmaceutical group, and over the years, I had the opportunity to work for various pharmaceutical companies. I have been working as a sales representative for Weleda for the past six months."

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What are your responsibilities?

● "Support customers in developing their product lines while taking into account the specific characteristics of each distribution channel."

● "Ensure that product visibility and exposure at the point of sale are optimized by using communication tools to highlight consumer promotions and new products on the shelves."

● "Support clients in optimizing sell-in orders, implementing sell-out sales initiatives, and providing regular training for pharmacy staff."

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What's your pace?

"I visit about twenty pharmacies a week. The average visit lasts about two hours."

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Are there certain tasks

should be changed?

"I believe that certain administrative processes could be streamlined through digitization. Faks is an excellent customer relationship management tool that helps us save time during our meetings and ensures better tracking of the actions we take with our clients."

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You represent the laboratory to pharmacists: do they prepare you for that? 

"I work for a forward-thinking laboratory that is a pioneer in the development of 'organic' products. The laboratory also has an international reputation and has been a part of the pharmaceutical industry for many years. Yes, we are well-prepared for this; we regularly attend informational meetings to stay up to date on the launch of new products and commercial offerings."

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Is there a risk of tension between the lab and the pharmacy in your relationship?

"So far, everything has gone smoothly. The adoption of digital tools like Faks has generally been well received by practice owners and their teams.
The only potential source of tension may arise when submitting supporting documents (photos or printouts), which could be rejected by the lab for non-compliance.
In this specific case, it is important to reassure our clients and guide them toward the most appropriate solutions."

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The 3 qualities you need

and the 3 flaws in a DP?

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Qualities

● Be attentive

● Take the initiative 

● Be methodical

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Defects

● Lack of responsiveness

● Lack of flexibility in the business relationship

● Lack of rigor

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How does it work?

An appointment at the pharmacy?

"First, we conduct a comprehensive review: market trends, sales figures, brand visibility, product news featured in media plans, sales campaigns, and order placement. We also manage any disputes and expired products.
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Next, we support pharmacy teams through merchandising initiatives and brand training. 

Since product visibility is a key factor, we discuss the placement of the laboratory’s products, for example by negotiating double or triple displays to boost visibility and sales volumes."

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How do you see things developing?

What is the job of a DP?

"I believe the industry will continue to evolve, and we will see the emergence of new digital tools and players that should simplify our various tasks. I’m thinking, of course, of the Faks app, which is already making it easier to manage our day-to-day operations."