Creating a new sales territory structure in just eight weeks is quite an achievement. HERMES Pharmaceuticals was able to implement a successful new sales territory structure in that time span thanks to the geomarketing software application DISTRICT as well as a two-day software training course.

HERMES Pharmaceuticals – one of the leading providers of high-quality over-the-counter medications in Germany – has over 100 years of experience in this sector.

A complete territory restructuring became necessary as a result of changes in our external sales force. The goal was to create a new territory structure that would make optimal use of existing resources and maximize sales. However, the catch was that we needed to achieve this in just eight weeks!

Thanks to GfK GeoMarketing's software application DISTRICT, we were able to accomplish this goal. Before beginning the restructuring, our team attended a two-day software training course that allowed us to master the program's key functions. The well-chosen examples used in the course helped our team move quickly from theory to practice.

As a result of this preparation, the territory planning process went extremely smoothly and quickly. Prior to the restructuring, we decided that sales potential and workload should be distributed equally among our sales representatives' areas of operation. We then assessed the sales potential of each of our customers and designated them as either "A", "B" or "C" customers. This allowed us to determine how frequently and how long each customer should be visited, which in turn enabled us to equally distribute workload among our external sales team members and the territories for which they would be responsible.

Thanks to DISTRICT, we were able to devise a new territory structure with a maximum level of objectivity, transparency and planning control. GfK GeoMarketing's user hotline gave us expert advice on all our questions. The well-delivered software training course provided us with the knowledge we needed to quickly bring our regional sales managers up-to-speed and accomplish the restructuring in a quick and efficient fashion. In short, DISTRICT made it possible for us to achieve a highly efficient territory restructuring that laid the groundwork for sustained success.