Services

What a partnership delivers, after the diagnosis.

I am Dieter Herbst. Nothing on this page is sold first. Every engagement begins with DiaDoc™, the paid examination, and the services below follow only where the findings call for them.

Ongoing partnerships. Not weeks. Not quarters. We embed, we execute, and we stay.

7 Named methods

88th EcoVadis percentile, worldwide

See what DiaDoc™ covers

Trusted by leaders in pharmaceutical commercial operations

Multinational innovators and specialist distributors in pharmaceutical commercial operations

The Problem

What examine-first means in practice

Starting point

a paid examination that owes nothing to any treatment.

Evidence

your own transactions, territories and stakeholders, not industry averages.

Deliverable

a written diagnosis, ranked findings and a roadmap you keep either way.

Money

named in the first conversation, and the partnership minimum published on this page.

Next step

treatment only where the findings call for it, sometimes none.

Start the diagnostic conversation

Confidential. No commitment. The first conversation is free; the diagnosis is paid.

Deep Dive

The five services

Each one is prescribed from a written finding, never from a catalogue.

Field Force Training

Building capability, not just competence

Comprehensive training that transforms reps into data-literate, commercially astute field professionals.

Learn more

Sales Analytics

Transform transactional data into prescriptive intelligence. We tell you what to do next, not just what happened.

Learn more

Territory Optimisation

Redesign territories that balance workload, maximise coverage, and unlock revenue trapped in structural inefficiency.

Learn more

Target Setting & Incentive Design

Built as one system, run live weekly

Fair targets built bottom-up from each territory, a payment curve that pays for the right behaviour, and the scheme operated live every week.

Learn more

Commercial Data Management

One governed source of truth

A managed customer list and one relational, governed data foundation, so every target, route and incentive is calculated off numbers everyone trusts.

Learn more

Our Process

How a service is delivered once the diagnosis calls for it

Five capabilities, sequenced by the roadmap the examination produced.

Step 1

Territory Design & Optimisation

Your territory structure is either driving revenue or strangling it. We use SNIPER™ analytics and Her-Zone™ geographic intelligence to reveal exactly where coverage gaps exist.

Sharper coverage efficiency as territory realigns to customer potential

Customer-level territory mapping

Coverage gap analysis

Rep assignment optimised

Call frequency frameworks

Step 2

Customer Segmentation & Classification

Not all customers deserve equal attention. Most sales forces treat them equally anyway. We build classification systems backed by transaction data, not gut feel.

Fewer wasted calls as reps focus on higher-potential customers

Customer Classification List (CCL)

Call frequency matrix

Declining account early warning

New business identification

Step 3

Sales Force Effectiveness

When productivity variance between your best and worst rep exceeds 10x, the problem isn't people. It's systems. SKII™ diagnostics expose exactly where effectiveness is breaking down.

Field force diagnostic

Incentive scheme design

Weekly execution frameworks

Performance dashboards

Step 4

Executive Dashboards & Revenue Intelligence

You shouldn't have to wait until month-end to know what's happening in your business. FARM™ delivers real-time visibility into revenue trends, customer health, and rep productivity.

Real-time decision-making capability

Revenue and margin visibility

Customer performance tracking

Product line analysis

Automated reporting

Step 5

Rep Enablement & Weekly Intelligence

Your reps start every week making decisions about who to see and what to say. Most of them guess. Auto-Snipe™ delivers the right customers, products, and priorities every Monday morning.

Zero planning time, higher conversion

Personalised weekly recommendations

Product focus priorities

Performance feedback integrated

Mobile-accessible intelligence

Investment

I price on the value we create together, never on hours or days. A partnership generally starts at R86,250 a month, and the minimum annualised partnership value is R1,955,000. Both figures include VAT at 15%. Excluding VAT they are R75,000 a month, VAT R11,250, and R1,700,000 a year, VAT R255,000. ZAR, reviewed annually. A year usually holds a standing engagement plus the projects the diagnosis calls for. We do not take once-off jobs, and below this level another firm will serve you better. What the diagnosis itself costs, I tell you in the first serious conversation.

Start the diagnostic conversation

Confidential. No commitment. The first conversation is free; the diagnosis is paid.

R86,250

a month, including VAT at 15%

R75,000

a month excluding VAT, VAT R11,250

R1,955,000

minimum annualised partnership value, including VAT

R1,700,000

a year excluding VAT, VAT R255,000

Bring what is happening

Start the diagnostic conversation

Tell me in your own words what is happening. If we are a fit, the next step is DiaDoc™, the paid examination: the fee is stated in the first serious conversation, and the report and roadmap are yours whatever follows.

1,054

Governed analysis zones

223,935

H3 cell mappings

5,200+

Pharmacies scored

Figures live-verified against the Her-Zone v2 database. Full coverage benchmark

Start the diagnostic conversation

Confidential. No commitment. The first conversation is free; the diagnosis is paid.

Questions

Frequently Asked Questions

Common questions about how we work and what to expect.

How does a Herbst Group partnership start?

Every partnership starts with DiaDoc(TM), a paid, fixed-scope diagnosis. I examine your own commercial data and hear your senior people one-to-one, then put the finding in writing before anyone proposes what to do about it. The work on this page follows the diagnosis, never precedes it.

Why is the diagnosis paid?

Because diagnosis is the work. A paid examination owes nothing to any treatment, and it can conclude that you need nothing from us. The fee is stated in the first serious conversation.

How do you price a partnership?

On the value a partnership creates, never on hours or days. Partnerships generally start at R86,250 a month including VAT at 15% (R75,000 excluding VAT, VAT R11,250), and the minimum annualised partnership value is R1,955,000 including VAT (R1,700,000 excluding VAT, VAT R255,000). ZAR, reviewed annually. We do not take once-off jobs.

What makes a Herbst Group partnership different?

Senior people run both the examination and the work that follows, embedded with your team, in ongoing partnerships. We execute alongside clients, not above them, and we stay.

What is pharmaceutical territory design?

Territory design is the data-driven process of structuring sales territories to balance workload and cover customer potential. Herbst Group uses SNIPER(TM) analytics and Her-Zone(TM) geographic intelligence.

What is sales force effectiveness (SFE)?

Sales force effectiveness measures how efficiently a field team converts activities into revenue. Herbst Group's SKII diagnostics expose productivity variance and implement systems that improve how reps convert activity into results.

Where does Herbst Group operate?

Our primary market is South Africa. We work with pharmaceutical, healthcare and consumer health companies in South Africa and on pan-African programmes run from here.

Fit

Who I work with

Pharmaceutical Manufacturers

Who need commercial excellence in South Africa.

Consumer Health Distributors

Transitioning from order-taking to strategic selling.

Specialty Pharma Companies

Building or rebuilding their commercial operations.

International Pharma

Entering the African market without local infrastructure.

Bring what is happening

If you run a pharmaceutical, healthcare or consumer health commercial operation and your own numbers have stopped being trusted, a first conversation will tell us both whether there is a partnership here.

The first conversation costs nothing. The diagnosis is paid.

Start the diagnostic conversation

Strict NDAs signed prior to engagement.