When assigned to a new Lead, the Country in which Prospect wants to register/order for may already have some exclusivity granted for existing Customers. It is important that BD Salesperson is aware to avoid pursuing leads with possible conflicting interests with existing Customers. This SOP will explain how to handle inquiries of Prospects from Countries with existing exclusive Customers.
1. Open the Registration Module -> Exclusivity -> AdvaCare Granted.
Link: Exclusivity Agreement - AdvaCare Granted.
2. Check whether the intended market (country) of your Prospects are from any of these countries, only ones with the Status: “In Effect”.
3. Open the Exclusivity Agreement to view the Product List under the agreement.
4. Depending on what the Prospects interest relate to an Exclusivity Agreement, there are a few ways how the inquiry may be handled:
• Existing Customer has exclusivity over same/similar products (eg. same molecules, different dosage or packaging):
a. Offer the Prospect to start with other products in the range.
b. If Prospect is not interested in other products, politely inform them that we will reach out to them if the terms of this product exclusivity will change in the future.
• Existing Customer has exclusivity over the entire range of products (eg. all Pharmaceuticals) and Status is “In Effect”:
a. Politely inform the Prospect that exclusivity for the product range of their interest already has exclusive distributorship.
b. Offer to work together on a product range that is not yet exclusive.
c. If the Prospect insists on working only with the exclusive range, prepare the email with canned response: Exclusive Distributor
d. Fill in the blank information of that canned response with the contact information from the
Exclusive Distributor sheet:
Exclusive Distributors.
e. CC the contact person of the existing Customer from the sheet in the email.
f. Send the email to Prospect and existing Customer.