W Communication Agency

Reducing asthma symptoms

Airsonett

Challenge

Airsonett® AIR4 is an innovative medical device that can help people with allergic asthma gain better control of their condition. It works by delivering a gentle flow of filtered allergen and particle free air, pushing away particles and allergens that have gathered in the breathing zone while you are sleeping. The challenge given to W was to develop a communication strategy and sales implementation tools to position Airsonett® AIR4 as an effective treatment in asthma patients poorly controlled on traditional pharmacotherapy.

Solution

Using our extensive knowledge of the asthma market, W developed and facilitated a two-day communication workshop with internal stakeholders from manufacturing, R&D, global/affiliate sales and marketing. Building on the workshop and other data sources, W developed the Airsonett® AIR4 communication strategy, the brand positioning statement and key selling messages to communicate the benefits of prescribing the device to patients with poorly controlled asthma.

Result

airsonett_ase

To ensure consistent understanding and implementation of the Airsonett® AIR4 communication strategy, W developed an interactive sales presentation. The sales presentation is divided in a number of sections based on the product key selling messages, including improved clinical outcomes and cost-effectiveness. Using an interactive approach the sales representative can focus on the key selling messages that are most relevant to the customer. This approach also enables the sales team to implement a ‘sequential selling’ model, enabling the sales representative to move the customer up the brand adoption ladder with each subsequent visit.

Curious to know more? Contact Sunil Ramkali!