Anatole Briant

Articles by Anatole Briant (20)

• Guide · 4 min

  POS displays in pharmacies: definition, materials and setting them up

  Counter display, tester, easel: what a POS display covers in a pharmacy, how to send it out with an order and check that it is installed.

• Guide · 6 min

  AI for field sales: five practical uses in shops and pharmacies

  Prepare visits, practise objections, structure notes and write follow-ups. A four-week pilot with prompts and a worked calculation of time saved.

• Guide · 6 min

  AI sales follow-ups: write a useful message after a store visit

  Write from a confirmed visit record, keep promises accurate and choose one next step. Includes a sample email, review checklist and measurement method.

• Guide · 5 min

  Pharmacy buying groups: from listing agreement to reorders

  Direct or central purchasing, the listing pack, the cost of a launch and reorder tracking: preparing an agreement that works for the brand and its pharmacies.

• Worked example · 4 min

  Calculating your trading margin after discounts and free units

  Mark-up, gross margin rate, successive discounts and contribution per order: detailed calculations to prepare your commercial terms.

• Guide · 5 min

  Sales visit reports: a template that serves the follow-up

  Six fields, a complete example and simple checks to separate observations, agreements and next actions without slowing down data entry.

• Guide · 4 min

  Sales territories: balancing the workload across portfolios

  Calculate the hours needed, test the boundaries and organise the handover: a method for splitting portfolios that can actually be visited.

• Guide · 5 min

  Reactivating an inactive B2B customer: diagnosis, message and measurement

  Set inactivity from the buying rhythm, understand the causes, write a relevant message and measure the orders that are genuinely incremental.

• Worked example · 5 min

  Free-shipping threshold and minimum order: setting profitable levels

  Shipping cost, basket margin, split deliveries and rounding: calculate a coherent threshold, then test it in the ordering journey.

• Benchmark · 6 min

  B2B marketplace or ordering portal: comparing the two channels

  Acquisition, reordering, commission and customer data: compare the contribution of each order and the services actually provided.

• Guide · 6 min

  Pharmacy merchandising: prepare, install and measure

  Dimensions, facings, POS displays and training: prepare a shelf placement with the pharmacy, then check that it was installed and what it produced.

• Guide · 11 min

  Pharmacy glossary: understanding distribution to pharmacies

  SIRET, CIP, asilage, facing, DN and sell-out: 32 definitions for matching data without confusing products, places and sales.

• Guide · 7 min

  Pharmaceutical sales rep: duties, training and pay

  The daily work in pharmacies, the routes into the job, the requirements that depend on the range, and the questions to ask about a job offer.

• Guide · 6 min

  Multi-line VRP or commercial agent: status, duties and real cost in France

  Employment, independent mandate, commission and termination: what to check under French law before handing a territory to a sales rep.

• Guide · 6 min

  Planning a sales route: capacity, priorities and schedule

  A numbers-based method for spreading visits, building days that hold together and keeping room for the unexpected.

• Guide · 6 min

  Sales route planning software: planner, organiser and free tools

  Planner, organiser, optimiser: tell the functions apart, understand what the free tools do and test a day in the field before choosing.

• Guide · 6 min

  Numeric distribution in pharmacies: calculating DN and DV

  Formulas, worked examples and data sources to tell network coverage, presence on the shelf and recent purchasing activity apart.

• Guide · 5 min

  Asilage in pharmacies: preparing the display material that ships with the order

  From tester to counter display: define the allocations, avoid duplicates, handle shortages and cost an asilage campaign.

• Guide · 5 min

  Pharmacy sell-out: calculation, data and actions on rotation

  Tell deliveries apart from counter sales, reconstruct a stock reconciliation and choose an action that fits the pharmacy’s situation.

• Guide · 6 min

  Sales software for an independent brand: selection criteria and budget

  Start from the tasks that hold you up, test the feeds and work out the cost over 24 months before choosing sales software.