Merck – “Change for the better”

Pros

The sales model changed and is driven by customer service and their agenda versus pushing the reach and frequency model of the past. The territories are manageable and business managers have relaxed.

Cons

Promotion freeze/new merger with Shering Plough/advancement and transferring territories is difficult especially with the recent downsizing. Blockbuster drugs going off patent.

Advice to Senior Management

Keep encouraging the New Model. Customers are noticing.