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AURIZON SALES STORY

VIEWS: 25 PAGES: 19

									AURIZON SALES
    STORY
  Review of Progress
    AURIZON SALES STORY
How many cases of ear infections do you see
every week?

   Number of treatments – by vet by practice?

What ear treatments do you use?

   OTOMAX, CANAURAL, SUROLAN etc
    AURIZON SALES STORY
Do the products you use work every single
time?
   No – (if yes ask why they have several
    preparations in the practice).
Why do you think this is so?
   Resistant bugs, client compliance, lack of
    Efficacy (must obtain the underlined answers)
   If you cannot get the compliance issue
    answer Simon has a tip that might help……
                  Presentation
Introduction
Do you use or have you used Marbocyl in ears?
          Yes/No
   If YES, what good responses have you had?
   If NO, point out a lot of their colleagues already are!
Do you think ear infections are painful?
   YES – (present compliance section of brochure)
    AURIZON SALES STORY -
         Marbocyl Page
Do you swab infected ears?
   NOT ON EVERY OCCASION

How do you know what you are dealing
with?
   DON’T KNOW

Present first chart
   AURIZON SALES STORY -
      Clotrimazole Page
Present chart to show clotrimazole is the
best antifungal
  In trials it shows that 80% of cases have malassezia.
  How important do you think it is to be effective against
  this ?
  AURIZON SALES STORY -
    Dexamethasone Page

Just remind vet that this is a well known
anti-inflammatory
     Trial Page V’s Surolan

Present data

Recap – Efficacy, client compliance including
once a day.

Taking into consideration that you don’t have
anything else that is similar, would you have any
reason not to try this product?
Refining the Aurizon
        story
A collection of the best solutions
        to the objections
     When asked what the top
         objection was
 the survey said…..


1)   Only wants 6 bottles “just to try”

2)   No real objections !

3)   Not indicated for ear mites
       Order volume too high
Solution….
   Talk about packs not bottles
   Mention pack size quite early in the product
    presentation
   Then explain the “deal” at the end
If you still fail then try these…..
Ask them to use it on everything for 2
weeks/1 month etc to compare with
current products
If you still fail
    Take smaller order, or
    Get agreement to FOLLOW UP
     Worried about FLQ’s and
            resistance
Usually only raised by younger vets
Solution
   Vet-only FLQ
   Discuss conc. dependant killing
   Compliance issue
   Pain aspects
   Compliance issue (x ref to Marb tabs brochure)
   VTQ is responsible – discs, epidemiosurvey etc
“OK, but I’ll reserve it for use
 second line as it’s so good”
Solution….
   Recap benefits
   Remind vet that chronic changes predispose
    to more problems so better to be sure first
    time around
   Ask them to use it on everything for 2 weeks/1
    month etc to compare with current products
“I don’t want any 20ml bottles”

Solution…..
   Maintain order value by swapping for
    equivalent value of 10ml packs
   They will probably take 20ml bottles once they
    are using it.
FAQ List favourite “objections”


Can I use it in cats?
Is it licensed against ear mites/does it
work against ear mites?
    “It’s a great product but my
    shelves are full of Otomax!”

Hasn’t occurred as much as we thought
Solution……
   If Otomax is 2nd line treatment sell in Aurizon
    as 1st
   Agree to a forward order
“It’s a great product but I’ve so
    many others on the shelf”
Rare but..
   Find out WHY they keep the other products
      Mites
      Pseudomonas
      Fungi
   RECAP to gain agreement Aurizon can
    replace at least 2 of their current products
           Final thoughts

Great start by all the team
Keep the pressure on!

								
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