• Olivier Guiard-Schmid

MAJOR SHIFTS IN THE SELFCARE MARKET REQUIRE RAPID ADAPTION OF THE SALES SYSTEMS

The 2nd wave of COVID 19 pandemic has massively hit Europe with new lockdowns. It is the litmus test of the ability of selfcare companies (drugs, medical devices and food supplements) to rapidly adapt to crisis constraints and renew their sales approach.


Five key trends must be considered by all players, whatever size and channels:

  1. Category shifts: from beauty to health/hygiene

  2. Increasing consumer demand for info/transparency

  3. Retailer profile shift: from large shopping mall/discounters to smaller neighborhood store

  4. Channel shift: boost for digital channels

  5. Sales Model shift: from face-to-face to hybrid sales

Many of above changes seem structural. This forces players to update their sales system accordingly: rapid sales digitalisation, true omnichannel approach, updated sales models, client targeting improvement, sales skills upgrade.


If you as a sales leader want to make sure that your company thrives in this dynamic environment, you need to drive the necessary adaptions in your sales team.


Our White Paper offers more detailed info about that. Ask for your personal copy: contact@powering.com

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