ITW pharmaceutical delegate - Cindy LARROQUE, Weleda, answers our questions.

Cindy Larroque, pharmaceutical representative for the Weleda laboratory, agreed to be interviewed and answer our questions.
Discover the daily life of a pharmaceutical representative.

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What is your professional background?

"I've been in constant contact with pharmacies and parapharmacies for over 15 years now. Initially working for a pharmaceutical group, over the years I have had the opportunity to work for various laboratories. I have now been working as a sales representative for the Weleda laboratory for 6 months".

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What are your missions?

● "Supporting customers in the development of their product ranges, while taking into account the specific features of each distribution channel."

● "Optimize the visibility and display of pdv products by using communication tools to highlight consumer offers and new products on shelves."

● "Supporting customers in optimizing sell-in orders, setting up sell-out sales operations and providing regular training for pharmacy teams."

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What's your rhythm?

"I visit around twenty pharmacies a week. The average visit lasts about 2 hours."

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Should certain missions be modified?

"I think certain administrative processes could be optimized by digitalization. Faks is a great sales relationship management tool that saves us time during our appointments and ensures better traceability of actions taken with our customers."

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You are the laboratory's image in the eyes of pharmacists: are you being prepared for this? 

"I represent a laboratory that is committed to and a pioneer in the development of organic products. The laboratory also benefits from an international reputation, and has been present in the pharmaceutical landscape for many years. Yes, we're prepared for it, and we have regular information meetings to keep abreast of product innovations and commercial offers."

Is there a risk of tension between laboratory and pharmacy in your relationship?

"No, so far everything has gone well. The introduction of digital tools like Faks is generally well received by the licensees and their teams.
The only risk of tension may lie in the transmission of supporting documents (photos or listings), which may be refused by the laboratory on grounds of non-compliance.
In such cases, it is important to reassure our customers and guide them towards the most appropriate solutions."

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The 3 qualities and 3 defects of a PD?

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Qualities

● Being a good listener

● Be a source of ideas 

● Be methodical

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Defects

● Lack of responsiveness

● Lack of flexibility in the business relationship

● Lack of rigor

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How does a pharmacy appointment work?

"Firstly, we take stock of market trends, sales figures, brand visibility, product news relayed by the media, sales operations and order placement, and we also manage any disputes and out-of-date products.
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Secondly, we support pharmacy teams through merchandising initiatives and brand training.

As product visibility is an important issue, we discuss the layout of the laboratory's products, negotiating, for example, double or triple displays to influence visibility and sales volumes."

How do you see the PD profession evolving in the future?

"I believe that the sector will continue its current mutation and that we will see the emergence of new digital tools and players that should simplify our various missions. I'm thinking, of course, of the Faks application, which is already simplifying the day-to-day management of our business".

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