Salesforce Automation posts

High-Impact Ways to Increase Ecommerce Sales

When shop-owners are looking at popular ecommerce shops like Amazon, they have an idea for the one reason why such businesses have became so successful. Small businesses already tried some of the best and remarkable conversion rate optimization ideas that help to increase sales, adding security seals, and so on.

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Improve your newsletter sign-up incentives: You must be thinking that who will sign up for newsletter at ecommerce site? There are some people looking for a good reason to subscribe for a newsletter. Unfortunately, there are many sites that don’t realize the importance of capturing emails to do follow-up marketing. It is advisable to gather more emails from your visitors and also optimize newsletter sign-up by offering great free incentive.

Use bullet points for product page description: Ensure to use simple language to write product page description. Your description should be engaging and compelling to your visitors to increase conversion rates and sales. Put your description besides product’s image so that visitors can view it properly. Add some bullet points to highlight the key features and advantages of the products. This helps visitors to know more about products and thus, they can make quick decision to purchase.

Add a side bar in your checkout to mention Advantages: Different types of eCommerce checkouts are available such as longer single page checkout, traditional multi-page checkout, and the latest accordion-style single page checkout. It would be great to add a right hand side bar to increase sales and conversions. It also emphasizes biggest benefits and risk reducers of using eStore.

Highlight Biggest Risk Reducers Near Add-To-Cart Button: Another high impact place where you have to mention your risk reducers is on your product page. It also ensures to show your biggest risk reducer next to ‘add to cart’ button on the page. Here, Product guarantees or a low price promise can work with ease by displaying an icon like a guarantee seal. Importantly, you can mention here free shipping facility.

Add ‘Story’ to your About Page: There are eCommerce websites suffering from generic ‘about us’ page that most of visitors are finding boring. Using this page in a better ways helps to convert your visitors. Moreover, you can also add some personality and interesting storytelling related to your business.

Develop Product-Specific Landing Pages For Paid Search: You should try a new approach to enhance conversion rates and sales instead of directing all paid search to your homepage or relevant product pages. It would be great to create longer more information-rich product landing pages with relevant product keywords.

Veltrod is specialized in providing e-commerce solutions and mobile applications. Write to sales@veltrod.in for free consultation and quotes for business needs.

The Practical Use of Mobile MR Reporting Software for Pharma

Mobile-Phone-Evolution

The dream of all sales persons has been mobile computing and real-time communication for years now. Before, mobile phones had small screens, slow download time and pre 3G telecom services. This resulted in inconsistent and unsatisfactory experiences for almost all sales representatives.

One major obstacle in Mobile sales force automation is end user adoption doubled with low market demand and other complex technical issues.

TIME FOR A REALITY CHECK – HOW PRACTICAL IS MR REPORTING IN INDIA?

future-smartphones

Not too long ago, medical reps had only two things they could possibly forget when leaving their houses in the morning – purse/wallets and their leather tote bag.

And what is the trend today? A mobile phone AND a handheld tablet are a must for essential “mobile communication”. With the emergence of mobile devices, additional capabilities have occurred which are not found in computers. Smartphones these days can capture photographs, videos, recordings and provide GPS facility too. All of this can be uploaded onto Pharma CRM software in a flash.

Wireless bandwidth is expanding drastically and fast. It supports the demands of business applications like e-mails with large attachments, multimedia contents and other real-time channels of communication. An industry like the Pharmaceutical industries has sales reps coming in and out at all times. To make things easier and simpler for them, mobile field force is THE solution.

Choosing of the right mobile device:

what-is-the-future-of-mobile-design-and-social--3f5e71c340

The debate for every customer these days is whether to buy a mobile phone or a tablet.

In the year 2013, the term “Phablet” was introduced. What it means, you may wonder. Phone call facilities + Tablet facilities. A tablet that gives you the option to make phone calls is known as a Phablet. The ideal choice for every mobile sales force would be the phablet.

“Dead Time” – Can it be overcome?

waiting-room-best-practices

What is dead time?

Dead time refers to the time during the working day that medical reps think that they are wasting because it is spent doing nothing productive or constructive.

Without the lack of appropriate technological support, medical reps will find it impossible to perform any activity during dead time. A laptop or a computer is not useful here because it takes up time in boosting up the OS. Sometimes it is slow because of the Dongle.

Because of this one reason, smartphones, handheld tabs or netbooks are seen to be much more useful during dead time. It is also easier to carry than a laptop or computer.

Risks of Mobile MR Reporting:

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It is a loss sometimes because salespeople fail to understand the benefits offered by mobile technology.

This is why is a must to include salespeople onto the team during the decision-making process.

Is it possible to increase work efficiency of an MR?

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Medical reps are always outside in the real world more than on their desk. They are busy convincing physicians and hospitals to bring in new orders for their company. When there is a sales trip, the reps get plenty of time to carry out their daily work like administrative work. But reps cannot do this all the time because of a laptop. They cannot work productively all the time.

To overcome this barrier, medicals reps extend their working time from home. They do all this at the expense of losing family and personal time. The underlying barrier here is the inability to work whenever they have the free time.

Mobile MR Reporting system to fully shut down web based CRM??

First of all, we must understand the merits and demerits of Mobile MR and Web-based CRM.

Web-based CRM and SFA Systems – designed to generate powerful reports and business intelligence. This is not useful on a 3.5-inch smartphone screen. They provide solutions to a greater degree of interaction and performance for managers who are less likely to travel like medical reps.

Mobile Reporting Systems – interactive and capable of information into easily understandable terms and language. Mobile Apps can complement, rather than replace.

Mobile CRM is the answer to Field Force Challenges:

Amanda Ciccatelli screenshot app

The topmost goals of all CRM are to make sure communication is continuous, consistent and based on individual preferences.

All the information received from CRM needs to be centralized. Now that Cloud has come into the picture, it has become easier to maintain relationships with Physicians, Hospitals, and Stockists. This means, certain key information are intelligently assimilated by the cloud, which helps maintain relationships better. All customer contacts from sales, support, and services, are centralized. This is accessible from mobile phones. This means sales reps are better equipped and can perform better with customers. With the use of handheld tablets, it becomes easier for sales reps to communicate with doctors. It makes them more confident in their work.

Top 10 benefits of Pharma Mobile MR Reporting:

  1. Exponentially increase Rep productivity, allowing work to be accomplished on the fly.
  2. Make use of dead time (he wasted waiting time & traveling time).
  3. Access relevant CRM data wherever & when it is needed most.
  4. Aids in transparent communication, live task updates & status reports anytime, anywhere.
  5. Accessing the company database for information before meetings with physicians.
  6. Efficient Pre-call and Post-call planning.
  7. Provide physicians with straightforward answers to their questions.
  8. Checking important official notifications during sales trips.
  9. Making use of free time by visiting nearby unplanned doctors.
  10. Handheld Tablets helps Medical Reps provide context-specific information to Doctors.

There is useful information that can help sales reps in performing effectively on the database. Also, additional information is not shared with the sales managers. This information is stored in the heads of sales reps for future use. Since mobiles are always on, it becomes easier to access information than using a laptop, because laptops take a time to open.

In today’s competitive market, pharma sales force needs information at the tip of their fingers and the best way to achieve this is by using mobile phones and handheld tabs.

It is easier to manage relationships on the go. Everything is available in the handheld device – key accounts, contacts, and stockists. Information is readily available when needed.

lybrate_manage_practice                 lybrate_android_app_doctors_website_1

 

 

 

 

About Veltrod:
Veltrod offers on-demand, affordable mobile SFA solution to manage end to end activities and performance of medical representatives, efficiently with ease. For a demo,  please drop an email to sales@veltrod.in.

Hidden Features that are Tucked Away in iOS 9

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On 8th of June,2015 the brand new iOS 9 has been introduced at the Worldwide Developers Conference at San Francisco. As we have heard earlier that Apple will drop its support for its older version with the launch of each newer version of iOS. But this time the users were made to upgrade from iOS8 to iOS9 at zero cost. The public beta version of the iOS was launched on July. Lets have a look at some of the lesser known features of iOS9.

Search
Apple-iOS-9-and-Android-search

With the earlier version of iOS , the user friendly feature was the main lagging factor. There is no search on the setting tab. This adds inconvenience for the users who are unfamiliar with the features. The problem has been completely solved by the new iOS 9 as it has default search menu on the settings tab. If you want to change/modify any settings it can be directly accessed from the search bar.

Hearing and listening feature of  Siri

dcqehohll3cy5ytjkdvqCommunication with the devices has become popular with the introduction of siri. Siri allowed users to communicate with their devices in several dialects and multiple accents. Earlier, with the older version of iOS8 , choosing to listen to British Siri also meant that phone was tuned to understand only British voice commands. Whereas in iOS9 language input and voice will be two separate functionalities. You may even talk in an Indian accent and receive the response in Brit tone.

Siri doesn’t work with silent ringer

You can shut down siri, when you have silenced your device, iOS9 adds an option. Especially in a crowded area, Siri can now communicate using text messages.

Low power mode

One of the major drawback with the smartphone is power consumption. Whereas in iOS9 this there is a feature Low power mode where the device will turn off background effects, animated wallpapers, disable app refresh to give you extra hours of usage.

No shift keys

No more “Is my shift key on”. This has been bothering the iphone users for a very long time. However, in iOS9 with the introduction of optional lower case keys, there is no necessity of the shift keys.

Keyboard shortcuts

The usability of the ipod gets increased by connecting it to an external keyboard. Whereas in iOS9 several new shortcuts have been introduced.For example, in order to switch between active apps command+tab is used.

iCloud Drive

iCloud Drive a much awaited feature is now available as a physical app. In order to set the option go to icloud settings and enable the option.

Easy switch over

Nowadays the rate of people using iphones has increased rapidly. In order to increase the convenience of the users apple has introduced a new feature called ‘Move to iOS’ where users can easily switch from android to iphone. The entire data transfer is done quite faster and it also provided cleanup.

Six digit passcode

Whereas, with iOS8 there was only four digit passcode that can be used. But in iOS9 this facility has been extended to 6 digit alternative to enhance the security of the device.

Devices can be organized for different functionalities

Many users of the apple products have complained that they are receiving calls on their ipad rather than their iphone and text messages on mac. However, iOS9 introduces granular control that helps you to manage your devices and their multiple functionalities.

We at Veltrod, offers customized mobile application development and end to end customer support,for further queries drop us an email on sales@veltrod.in.

Why choose Hybris for online shopping portals

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Over the last few years we are taking a bend, by jumping into lot of eCommerce websites that allow shopping by following a Business to Consumer(B2C) or Business to Business(B2B).

B2C is suitable for people who sell apparels,electronics, furniture, etc..to individuals for personal use.

Whereas , B2B portals sell infrastructure materials like cement, bricks, automotive parts to other companies or portals.

Do you own as eCommerce store and want to shift into a more customized platform then hybris is the best choice to move on.

Why Hybris?

Of all the platforms available why do you specifically want to choose Hybris?

Hybris is an eCommerce platform that offers functionalities for both B2B as well as B2C online shopping stores. Hybris is the most preferable platform among the European market. Around 2500 customers are using Hybris for their online business.

Hybris requires all the login credentials and license to be accessed. It is an ideal solution for companies who need long term solutions for their online store. Based on the services preferred the cost of standard licenses could cost around $50,000 per year.

Listed below are some of the features of Hybris which make it the best platform for online business.

Features of Hybris
High performance

Because of the provision of high merchandising options, products are displayed without being over looked. This eases the customers effort in searching and increases the need for buying.

Ability to search

Advanced alternative search options are provided. This enables the users to look out their choices based on region, category, price and more..

Customization

Hybris is a highly customizable eCommerce store across numerous channels that provide multiple functionalities. Additionally certain components like Hybrisn eCommerce accelerator help  penetrate the market within a fraction of seconds.

High scalability

Whenever needed huge voluminous data can be added to the store at any point of time. This helps the sellers to add the products that best suits the current trend in the market whenever needed.

Integration

Multiple storefronts can sell their products on a single server/platform. Also ,integrated payment sections are also available.

User interface

Effective navigation is offered in Hybris. This reduces the probability of users entering a labyrinth and gets confused over thousands of featured products.

Hybris development team at Veltrod

Having gained experience of developing eStores , we will become the best partner for you. To reach out to expert hybris developers who develop astounding products that best suits your requirements send a mail to us on sales@veltrod.in.</span

The Typical Day of a Medical Sales rep in India

  • The Indian Pharmaceutical industry of India is fast growing and ranks among the top 15 drug manufacturing countries in the world. Most of the credit goes to the medical representatives who are the sole reason for the promotion of products among various physicians, hospitals and pharmacies. They are accountable for all the sales results. They are the face of the company by contributing to better quality of life for customers, building goodwill and increasing the company’s market share.
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  • Below is an interview with Mr. N Vinoj, a 3-year experienced medical rep who works at top Vaccine marketing company in India. This will give all of us an insight into the life of a medical representative.
  • 1. What are the qualities needed to become a successful Medical rep?
  • Adaptability, presence of mind and wit is what clicks in the field. Product knowledge, eloquence, psychological sensitivity and individual approach to each doctor also play an equally important role.
  • 2. What are the qualifications required to build a career in Pharma sales?
  • A degree in Pharmacy or Science, with biology as a major, is mostly preferred. But I have seen other degree holders who have a flair for selling become just as successful. In fact, my colleague has a B.Tech Electric Engg degree and is the best performer for 2 consecutive quarters. It doesn’t really matter till you love what you do and do what you love. Some join this field by choice and some by chance.
  • 3. What is the possible career growth in this field?
  • The potential for growth is immense if you perform exceptionally well. It’s a performance oriented job. As you grow, the company grows. When you meet your sales target, the company makes a profit and you get a big bonus. I have observed the “specialist” roles within sales function like:
  1. Specialist Representative – Hospital Sales, Cardio
  2. MSL (Medical Science Liason)
  3. PR (Public Relations)
  4. Training Manager – Regional or National Level
  5. Sales Management – ASM, RSM, ZSM, NSM
  6. Product Manager – Specialist marketing
  7. How does a typical day in the life of a medical rep work?
  • 4. How does a typical day in the life of a medical rep start off?
  • A typical day starts at 9 am either by reviewing my diary or by spending some time on my laptop. By 10 am, I start my journey with my two-wheeler and visit pre-scheduled doctors. I also carry samples with me to give my doctors. I also communicate with nurses, hospital purchase officers and other administrative people. This is what gives me an edge over competitors and help me get a fresh order. Almost 30-40% of my time is spent in waiting rooms and busy roads. If I get the time, I also make it a point to visit the nearby chemists and distributors. I most definitely use my smartphone to save my day’s report. This way, I can send them out without any delay. This daily reports helps my manager track and monitor the sales performance in my region. This helps me fulfil my targets.
  • 5. Do you like what you do?
  • Yes. It is personally and professionally very satisfying. Agreed that there is a lot of stress and travel, but at the end of the day when you know a product you have been marketing has helped in curing a life-threatening disease, it is very rewarding. The other thing I like about my job is that I can plan my own day and meet my targets my way. I love the independence and room that is given to me by my company.
  • 6. Have you ever manipulated doctors to prescribe a product that is inappropriate?
  • I have personally experienced and heard from my friends that some companies lure doctors into the trap by offering them Air tickets, holiday trips, and expensive gifts. But I have never indulged in any such acts. The doctors whom I meet in my speciality are very respectable and the only bribe you can give them is – KNOWLEDGE! The only way I can grab their attention is in writing my product is by helping them make prudent decisions backed by recent clinical trials and case studies. It is my job to know about my product thoroughly. Only then can I answer and share my product with the doctors. By following this rule of mine, I now have 230 doctors writing my products today.
  • 7. What are your manager’s expectations from you?
  • I am responsible for the promotion of products among medical professionals and pharmacies. I am accountable for the sales results of my territory. My main goals include contributing to a better life for my customers, building goodwill, and increasing the company’s market share.
  • 8. Are there any tips and trick you have for selling?
  • The main trick lies in analysing the pharmaceutical market that I have been assigned to. Every market has some pros and cons. Once I have analyzed that, I educate myself about the product I have to sell. I research on it and get information that is useful. For example, advantages, whether it is therapeutic (composition, properties, etc.), marketing (name, dosage, form, etc.), and its disadvantages (side/adverse effects). I also look at the product’s competitors. This helps in the short and long run in order for me to pitch my product.
  • 9. Once you are inside the doctor’s chamber, what is your goal?
  • I give them all the updated information about the product – dosage, indications, symptoms and side effects (if any). All aspiring Medical reps should keep one thing in mind – do not preach to the doctor. It will buy you nothing. They have studied medicine for more than 5-7 years. All you have to do is point out the right and credible medical journal or clinical trial paper. This requires a lot of work. You need to be in touch with other departments and managements, follow the media, public statements, latest researches and developments.
  • 10. According to you, what is the most important factor that makes a good Medical rep?
  • The reason I could build and maintain relationships with prescribing specialists and general practitioners is because of the rigorous training and education provided to me over time. e-Learning has a big role to play because it doesn’t hamper my daily work at all. I can learn and test my skills anywhere, anytime. According to me, technology is a key enhancer in this field.
  • About Veltrod:
    Veltrod offers on-demand, affordable mobile SFA solution to manage end to end activities and performance of medical representatives, efficiently with ease. For a demo,  please drop an email to sales@veltrod.in

How Did the Medical Representative Marketing Kit Evolve?

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The most important link in any pharmaceutical industry is the medical representatives. When it comes to Pharmaceutical selling, medical reps meet a physician in a specific location based on an appointment or sometimes even impromptu. But to interest the doctor, medical reps need some supporting tools and resources, called a marketing kit.

A marketing kit assumes great significance in marketing a product to doctors and hospitals. Using visual aids, LBLs, clinical paper and/or free samples to promote products is all a part of the medical representative’s medical kit.

What goes into a medical kit?

  1. Visiting cards
  2. Day planners
  3. Promotional and free samples

As a medical rep (MR), spends almost all his time commuting from one place to another, he/she needs gadgets like mobile phones and laptops to communicate. These gadgets play an important role to be in direct touch with the head Office and nearby stockists.

Traditional kits: 51wDqKn-hoL

The omnipresent leather tote bags are the closest thing to any medical sales rep. By using such bags that have the company’s logo, it becomes an inexpensive way for a brand recall. In most cases, the bag itself becomes the marketing kit.

What goes inside the bag?

  1. Visiting cards
  2. Daily call planner
  3. Daily report format
  4. Customer record card
  5. Route plan
  6. Free promotional samples
  7. Gifts for the doctors (if any)
  8. Promotional stationery/ product catalogues/ Leave behind Literature (LBL)
  9. CD/DVD giveaway
  10. Any other items of personal nature

Any marketing kit serves an in-building image of the Pharma Company and medical rep as well. Traditional marketing kits are heavy because they are stuffed with bundles of glossy paper LBLs which may be outdated or even irrelevant in some contexts. Since there is no real-time communication, decision making becomes slow.

Electronic Marketing Kit: s-dixon-law

In order to make sales successful, pharma companies need to speed up their business cycles. Hence, it is important to quickly give information quickly to health care professionals. e-Marketing or electronic marketing kits consist of tools and apps that improve the productivity of MRs. Consistency and branding go hand in hand. Hence, it is very important to present latest details and updates to the physicians. Since updating information on tablets is easy, everyone can see the current details. e-Marketing kits have a handheld tablet, a smartphone and less baggage.

Giving MRs handheld tabs like iPads or Android tabs have made their work simpler and more efficient. This also helps in better communication. With the use of handheld tabs, MRs can show videos to health care professionals to make them understand better. This interests them and also convinces them. Use of 3D images to explain the product also helps. Presentations made on tabs make it look professional because of high-quality images and pictures. MRs can also use these tabs to get information on clinical cases and tests. They can also video-chat with an MSL (Medical Science Liason) sitting right in their office.

Advantages of e-Marketing kit:

  1. Immediate feedback.
  2. Time-sensitive.
  3. Easy communication even when outside office or town.
  4. Better decision making.
  5. Baggage is lesser.

A Medical Rep plays a major role in the medical industry. Without them and their knowledge, it would be impossible to bring in any kind of change or advancements in medical care and diagnosis. Their jobs are strenuous, time consuming and frustrating. They give up personal time and travel long hours just to get one deal signed. Empowering and helping them by giving them the latest tools can make their life easier and improve field work. The dedication each Medical Representative puts in makes them the BEST marketing gurus in the universe. With e-Marketing, they can perform better at minimal cost.

 

 

About Veltrod:
Veltrod offers on-demand, affordable mobile SFA solution to manage end to end activities and performance of medical representatives, efficiently with ease. For a demo,  please drop an email to sales@veltrod.in.

e-Detailing – Boon or Bane for the Doctors?

 

  • The traditional way of selling used by pharmaceutical sales reps is face-to-face means of communication. This is also the most expensive means of selling. But historically speaking, detailing has been the most important way for all pharmaceutical companies to brief their physicians about the drug. But unfortunately, in today’s day and age, the methods of detailing that were once used are no longer as effective as they used to be.
  • Switching from detailing to e-detailing:
  • Technology has changed everything. With technology being available to almost everybody, it has become an alternative means of communication with physicians and other prescribing influencers. Now, pharma companies have started experimenting with supplementing the sales rep’s detailing activities. They are not just supplementing, but are replacing some too. They are rather sending invitations to access websites and call centers for FAQ’s concerning the drug.
  • A lot of pharmaceutical companies have started their e-detailing invites. It is also seen to have a growing interest in physicians. e-Detailing helps build a strong relationship with physicians. Hence this should be implemented into the pharmaceutical company’s strategy and execution. They should be able to share physician’s information that is integrated across corporate channels.
  • A lot of companies are using technology such as mobile computing. Using this made it easier to create a better way to streamline clinical and commercial processes. It has also become easier to speed time-to-market, to empower sales forces, and to aid compliance procedures. Using this has proven mobile computing to be a necessary exercise. Mobile learning for sales reps has given remote access to training, collaboration and meetings without travelling. This reduces cost and often improves results.
  • Physician Segmentation
  • Understanding the different physician segments is very critical no matter what detailing you choose.
  •                                                            belgiu

 

  • e-Detailing and the various techniques:
  • e-Detailing is comparatively a new thing and is under construction as well as consideration by many pharmaceutical companies to maximize sales force time and cut costs and increase physician prescribing.
  • e-Detailing uses internet-based communications. It provides a value-added marketing channel. This services prescribers and complements a pharmaceutical company’s sales force activities. A company’s product information such as efficacy, side-effects, dosage, drug-to-drug interaction and indication can all be communicated to the physician over a number of e-Detailing platforms. For example, telephone detailing enables the physician to participate in an interaction through voice recognition. If one prefers real-time interaction, video conferencing is the best option for physicians and sales reps.
  • There are a lot of data-based websites that provide electronic details of drugs. While data-based websites provide details of the drugs, physician portals offer doctors a full complement of professional and personal services. They do this by offering an online facility of ordering drugs for product sampling. It also provides emails and medical education. This is also a platform for physicians to exchange clinical ideas and information with peers.
  • Different forms of e-Detailing:
  • 1. Virtual live e-Detailing:
  • This is that type of detailing where the PCs are preloaded with the necessary software, webcam and incentives for the physicians. To make sure all this works out well, models make sure physicians are obliged to contact sales reps of a pharma company a particular number of times in a month. The timing and duration is controlled by the Doctors.
  • While an e-Detailing session is in progress, the physician would be able to interact with the sales reps and with a Medical Science Liaison (MSL) via video and audio in real-time. This model of interaction provides a longer relationship with the physician and is much more cost-efficient. This is a much better option when compared to traditional methods of detailing.
  • 2. Using a portal for doctors:
  • These portals have ready-made communities of doctors and are used to deliver messages and product-specific messages. This is more similar to traditional detailing. These portals provide access to hard-to-reach physicians (specialists). The number of physicians who actively use portals is lesser than the official membership list. The reason there are physician portals is to show statistics that give insight into where physicians spend their time. This in-turn gives others insight into their web habits and interests.
  • 3. Scripted e-Detailing:
  • There are a series of screens usually through an internet or intranet site. Unlike the previous forms, here, live interaction is not possible. But, doctors can contact the sales reps by calling them or emailing them with their queries. This method ensures precise delivery and well-structured messages to physicians. This method is 5-10 times longer than the normal face-to-face call by medical sales reps but at a reduced cost. Since this facility is available 24/7, many physicians prefer this.
  • Top benefits of e-Detailing.
  • There are 3 main benefits of e-Detailing.
  1. Detailing done via sales reps make up most of the share of sales and marketing. This is around 45% in total. By using e-Detailing, pharmaceutical companies can cut down on costs. Since e-Detailing is an online sales session, things can be performed easily and at a lesser cost when compared to physical sales reps visit.
  2. There is an increase in contact time, per virtual which saves marketing expenses. Companies can start using e-Detailing to have a better control over detailing content. The same content developed for the use of the web can be used to train new sales reps.
  3. Pharma companies can capture a lot of information from practicing physicians using e-Detailing. Firms can use this information to target potential prescribers for field reps.
  • e-Detailing adds value to physicians:
  •                                                  smartphones_for_professional_purposes_w640

 

  • By providing a network of doctors, e-Detailing gives access to information at any time convenient to physicians. They can browse through products between appointments or at their own leisure. By doing so, a pharma company can actually increase time spent on each product at a fraction of the cost.
  • e-Detailing gives doctors the flexibility on control when it comes to time, privacy and objectivity. The best thing about it is it doesn’t disrupt the daily routine of the doctor and physicians.
  • Often it is seen that busy doctors take out time from their busy schedules to meet sales reps from a company they trust and have a good relationship with.
  • Moving from paper detailing to digital tablet PC-based multimedia dealers is a huge leap for most pharma companies.
  • According to a recent survey done, doctors spend about 7.5 minutes browsing one product compared to the 2 minutes spent with sales reps. The information e-Detailing provides is vast. From health service guidelines, product benchmarks to prescribing comparisons, it has everything listed out. This not only makes it easier to gather information but also paves the way for reps to take a full selling visit. Full selling visit means, time spent addressing possible competitors, product or prescribing issues, and other things too.
  • From the physician’s perspectives, the benefits are:
  1. Timely and updated information about products that concerns them is easily available.
  2. The ordering of samples is much easier than before.
  3. They can participate in group discussions that interest them.
  4. It is more time efficient interacting with representatives.
  5. Flexibility and ease to view products at their own time.
  • Conclusion:
  • e-Detailing is much more cost efficient and is growing in today’s day and age. But for e-Detailing to succeed, organizations must start integrating sales activities and the information they gather- both electronically and on the field – into the company’s marketing systems in order to help the physicians. A deep integrated e-detailing module in Pharmaceutical CRM is best equipped to help increase face time with doctors.
  • About Veltrod:
    Veltrod offers on-demand, affordable mobile SFA solution to manage end to end activities and performance of medical representatives, efficiently with ease. For a demo, please drop an email to sales@veltrod.in

A CTOs model in Pharmaceutical CRM/SFA Vendor selection

  •                                              corporate-employee-race
  • The pharmaceutical industry is rapidly changing. Expensive promotions and research & development (R&D) campaigns have become a crucial examiner of business towards customers and their needs. This is to simplify and streamline operations in order to get business.
  • Representatives today, need to be consultative in order to be effective with customers. When reps are consultative, it means they have all the answers to your questions. They know how to get answers too. Reps need to be energetic and confident in order to seal the deal.
  • In situations like this, Sales Force Effectiveness is what drives a company to success
  • What does Sales Force Effectiveness (SFE) begin with?
  1. An effective sales strategy.
  2. Structuring and sizing of the sales force.
  3. Designing incentive compensation plans.
  4. The setting of goals.
  5. Manage sales performances.
  6. Recruiting salespeople.
  7. Motivation sales force.
  8. Building a sales force culture.
  9. Coordination of sales and marketing.
  • How can technology help top sales executives with achieving all their business objectives?
  • The pharmaceutical industry has leaders that can execute a vision into reality. They use their vision as the guide to make the product. They provide services and demonstrations too. They have the ability to get the best results in the form of revenue and earnings.
  • When it comes to smaller, product-driven transactional sales organizations, they find the best opportunities in reducing sales cycle and improving sales management visibility.
  • On the other hand, larger and more complex sales organizations which support multi-tier, matrixed sales teams require a role- specific functionality. This is needed to have a strategic account. It is also needed for scalability and performance attributes which manage large amounts of data.
  • One of the biggest problem pharma companies face is the pricing pressure that was brought in by the Government. The next biggest problem is to justify why a specific drug is better than the industry standard.
  • What are the ways to select an SFA tool for your Pharma Company?
  • The SFA application enables Pharma organizations to automate sales activities processes and administrative responsibilities for sales professionals. Not all SFA systems are same and equal.
  • SFA has unique implications for each company. This is because of,
  1. Different selling styles
  2. Different organizational size
  3. Variety of sales processes
  4. Integrated demands
  5. Various number of users
  6. Diversity of roles
  7. Every organizational structure is unique
  •                                            sfe
  • What are the ways to select a CRM/SFA Vendor for Pharmaceuticals?
  •                                            crm2

 

  • Customer relationship management (CRM) is a term that refers to practices, strategies, and technologies that companies use to manage and analyze customer interactions.
  • Having a successful vendor selection strategy will help assess providers that support data requirements, access modes and functionality for each sales role. The sales processes dictate the functional components that best justify and satisfy organizational and individual sales requirements.
  1. It is critical to discover the ability of the CRM/SFA vendor who can handle more than 500 users across many geographical locations.
  2. A lot of pharma SFA vendors offer exaggerated sales reporting systems. They do not have complex sales effectiveness.
  3. There might be inconsistent in tracking records.
  4. Some offer different delivery models. And some differ at levels of functionality.
  5. “Will this vendor help my organization with sales?” – The one question you need to ask.
  6. Sales organizations mustn’t just evaluate a vendor’s suite of product offerings. They need to explore the market more. Only if this is done can one qualify a vendor to address all kinds of problems of your business. Depending on this, you will shortlist your vendors,
  7. Another question that you need to ask is, “Can the vendor offer the best solutions to meet the sales organization or not?”
  • Generic CRM Vendors VS. Specialty Pharma CRM Vendors:
  • Before implementing generic CRM tools like salesforce.com & Microsoft Dynamics CRM, it is important to decide everything that is needed beforehand to avoid confusion and doubt. You need to decide if the solution and platform are best for your Pharmaceuticals & Lifesciences Industry. If you have explored generic CRM solutions before, then you also understand that the solutions do not always support you. When you come across a solution that works for a “professional services company”, you must definitely know that it will not work for you without expensive customization.
  • How to choose between Pharmaceutical SFA and CRM?
  1. CRM – More focused on customer services, both for existing and new customers.
  2. SFA – Focuses on sales cycle.
  3. CRM – Driver for SFE in Pharmaceuticals.
  4. Information and analysis of trends improve SFE in the pharmaceutical industry.
  • Changing goals of Medical sales reps
  • The only way to add real value is educating oneself well about the product. Every detail needs to be studied well before execution of the plan. The therapeutic category and prescribing information need to be looked after. When you look into all this, you are an important part of the office.
  • Specialist sales roles
  1. A major focus is on medical science liaisons (MSLs) and specialists going forward with the need for samples in the office. The lowest tier is the UPS/FedEx delivery model. Middle tier – product-feature-benefit discussions. Highest tier – MSL.
  2. More the touches, the better it is for pharma. This can be through sales force or remote personal detailing.
  3. Messages delivered by campaigns and channels, for example, e-mail, direct mail, and sampling use nationally known physicians.
  4. Data and management of the process are facilitated by a campaign management database of the Pharma CRM.
  • About Veltrod:
  • Veltrod offers on-demand, affordable mobile SFA solution to manage end to end activities and performance of medical representatives, efficiently with ease. For a demo, please drop an email to sales@veltrod.in.

12 Easy Steps to Developing a Mobile App

 

  •                                     mobile_phone_with_bar_graph_and_green_arrow_for_growth_stock_photo_Slide01
  • What makes a person create a mobile app? Pressure? Tension? Money? No. A bright idea is what makes and inspires the creation of a mobile app. Once you have a beta, you use start off by refining your product. Today, there are so many mobile app analytics providers. Thanks to this, there’s no reason to guess what’s making your business succeed.
  • There are various tools that can be used to test out your idea. But most importantly, you need a roadmap and sketch of how you will be going about your product. A strategy needs to be set. Take your time and research all the best and effective ways to go about which app usage data you want to target. Intelligently scan the numbers and interpret them.
  • Building your product on analytics isn’t enough. You need to start thinking, planning and acting differently to achieve what you want. So whether you are developing a roadmap to a new app, or working on reinforcing an already existing app, below are 12 steps you can use to make your data more efficient in making smart decisions.
  • Collect Smart Data:
  1. Every data collected should aim at answering questions today, tomorrow and in the future.  Now, just because you can measure anything and everything, doesn’t mean it will be helpful in making a smart decision.
  2. Ask questions like “What is the percentage of users that will come back to us?” and “How many transactions did we have in November last year?” These questions will have hard-hitting numbers that can be used to base your decisions on.
  • Have a benchmark and measure your success based on that:
  1. There is something called Key Performance Indicators (KPIs) and these are company-wide. Focus on that and keep asking yourself, “How have I contributed to this?”
  2. There is no way to see if your product is doing well unless you have a scale against which you can measure your results. Each KPI you select should be based away from the individual needs of the company. But analytics like product page view, conversation rate, click through rate and time spent in the app are very helpful to start off.
  • Always start with questions:
  1. Work backwards. Make a list of all the things that need to be tracked and how to track the data to give accountable insights when needed.
  2. This practice of asking questions will make sure you start off right with minimal chance for mistakes. Making a list of FAQs always helps. Sit down with your team and make a list. This gives a set of different perspectives that can be taken into account.
  • Provide data to all:
  1. Be clear to all about everything. Hiding “sensitive “data from the team may raise doubts in their mind. Instead, put it all out in the open. For all you know, there might be someone who would come up with a brighter idea.
  2. Easy and flexible flow of information will keep it fresh and open to change.
  • Don’t manually pull reports:
  1. Set up reports once. So if any changes, additions or subtractions need to be made, it can be done easily.
  2. This saves time rather than wasting time on pulling out files. Time saved can be used for something better elsewhere. This is why selecting key analytics in the beginning itself is crucial and important.
  • Leave room for a “Happy Accident”:
  1. Give your analyst 20% of his personal time to explore the data without expecting anything. Let him/her choose a day of the week he/she is comfortable with. The results will be shocking and refreshing.
  2. This keeps your analyst free of pressure and monotonous work. Otherwise, work will become mechanical and boring. This will hamper the results of the data.
  • Be proactive VS reactive:
  1. The usual tendency of organizations is to look for potholes in the road and fix those instead of fixing the road itself.
  2. Since there is going to be a flood of data coming in, staying organized is the only way to keep yourself from drowning.
  • Mark your milestones:
  1. You touch a milestone, and it is time to celebrate. Spread the joy and happiness of your success all over your company. Decide what needs to be shared on social media. Be very careful as to what you share. Don’t forget to thank everyone who helped you reach your goal.
  2. This makes everyone feel important – your team, staff, customers, and you too. It marks your growth and success. This also makes your competitors nervous.
  • Quantify Customer Sentiment:
  1. Since you have users, you will have a bunch of reviews, comments and incoming emails. This will give you valuable clues to analyse data for improvements.
  2. Numbers are great but are highly misunderstood. If you have a doubt regarding something, using words helps. This will help you make things clear.
  • Learn from your mistakes:
  1. Have a common room where all your team members can see the test results and findings.
  2. Having a visible log of the work happening will help the team members in the group not commit the same mistake twice.
  • Consider the long-term vision:
  1. Set long-term goals and try working towards achieving those.
  2. Have a regular follow-up as to see where you stand and how you’re doing. Monthly meetings are one way to keep track of the work happening. This helps in motivating workers and keeping them on their toes to achieving that long-term goal.
  • Measure a relevant sample group:
  1. While looking for the perfect sample group, look for a statistically significant data. The time length and the number need to be accurate. The sample group will vary according to the app and feature test. But bigger the group, better the result because all the different cohorts are considered.
  2. Creating an app from scratch is a tough job. So when the launching stage nears, you want your product to be the best and the most effective. The gathering and analysing of the correct/right data is very important as this will ensure success. Once this is done, tracking and evaluating your app’s performance is very important and crucial. This is critical as you will use this information to continually recapitulate your product until it reaches maximum optimization.

What is the most effective way to conduct Pharmaceutical Market Research?

  •                              PicMonkey Collage 1
  • What does Market Research mean?
  • Don’t confuse it with Marketing Research.  That’s the most common mistake one does. There is a difference between the both.
  • Market Research – Market research is a systematic, objective collection and analysis of data about a particular target market, competition and/or environment. In short and simple terms, it is the assessment and determination of quantitative and qualitative dimensions of the market.
  • Marketing Research – Scientific discovery methods applied to marketing decision making. In simple terms, it is the analysis of the effect of marketing activities of a company and/or its competitors.
  • So how does market research help in pharma sales and marketing?
  • Environmental Scanning –
  1. Hospitals
  2. Pharmacies
  3. Pharmacists
  4. Physicians
  5. It helps in gathering data and analysing it.
  6. There is an influence of various unique aspects of the pharmaceutical market in market research:
  7. Have a known list of all entities
  8. Make knowledge-based decisions
  9. Have similarities between education and thinking – Credentialism
  10. Has an availability of all the records for transactional purpose
  11. Right use of outside vendor for market research:
  12. Syndicated Research Services: Is a research funded by market research companies. These results are made available to those who want to purchase it.
  13. Custom Services: Is a government organization that oversees the collection of duty applicable to imported and exported goods.
  • What type of questions does market research answer?
  • At a strategic level:
  1. Should it be short term or long term?
  2. If long-term, what are the diseases and product areas that need to be considered for long-term investment?
  3. What would be the potential or market size?
  4. What are the availability and utilization of therapies?
  5. What would be the next logical steps in therapy?
  6. What are the potential market segments that need to be exploited?
  7. What are the disease conditions? For example Sinusitis sufferers, Spondylitis sufferers, migraine sufferers, etc.
  8. What type of dosage is preferred? For example injections vs. inhalants vs. patches.
  9. What is the prevalence of the disorder?
  10. What are the shared conditions?
  11. What would be the potential development partners?
  12. What are the potential acquisitions?
  13. Clinical Trail Planning:
  14. Regionality
  15. Speciality
  16. Seasonality
  17. Premarketing planning:
  18. In a given therapy and diagnosis, what are the important specialties needed by a physician?
  19. What are the important patient characteristics?
  20. Who are our competitors in the market, and how many are there?
  21. What are the methods of promotion our competitors use?
  22. In the market, are there any unsatisfied portions?
  23. When a product is proposed to physicians, how to they react and perceive it?
  • Post-Marketing Monitoring:
  1. Adverse Events: Are unwanted and unusual outcomes.
  2. Product Sales
  3. The patient’s medical history and personal information
  •                                        pharmaceutical-marketing-management-23-638
  • Retail Pharmacy Purchases:
  1. They measure the “inflow” of products from the manufacturer to the pharmacy.
  2. Over-The-Counter: OTC describes a security or trade that does not occur on an exchange.
  3. Prescription drugs.
  4. Indirect purchases from wholesalers.
  5. Direct purchases from manufacturers.
  • Hospital Purchases:
  • Hospitals have been making pharmaceutical purchases from pharmacies on a proportional basis. In certain communities hospitals have become very important in routine care.
  • It is very similar to retail pharmacy purchases.
  1. They measure the “inflow” of products from the manufacturer to the hospital.
  2. OTC.
  3. Prescription drugs.
  4. Indirect purchases from wholesalers.
  5. Direct purchases from manufacturers.
  • Warehouse Withdrawals:
  • These are very important when dealing with questions about an individual performance and if there are any different and potential selling techniques.
  1. They measure the “outflow” products from warehouses to all purchasers.
  2. OTC.
  3. Prescribed drugs.
  4. They do not show the direct purchases from the manufacturers.
  5. They provide an ability to analyse certain segments of the marketplace such as postal address, zip code, etc.
  • Retail Pharmacy Prescriptions:
  1. It measures the “outflow” prescription drugs from the pharmacy to each customer.
  2. It is factual in nature and is the most sensitive indicator of the prescription products and its performance.
  3. It is a reflection of what the mindset of prescribers and consumers
  4. This is the most reliable indicator of marketing and promotional effectiveness.
  5. This data is accessible at national and sub-national levels.
  • Physicians Panel:
  1. Provides specialized research services to identify what the patient uses along with specific variables.
  2. Location of the visit.
  3. Drugs used.
  4. Diagnosis.
  5. Patient characteristics.
  6. Action wanted from the drugs.
  • Promotional Media:
  1. Monitors detailed visits of physicians by the sales reps.
  2. Monitors journal advertisements.
  3. Monitors direct mail advertisements.
  4. Samples used by physicians.

Stages Of Market Research:

  •      2-research-with-commercial-potential-14-638          6a011570727594970b0167609e869e970b-320wi
  • About Veltrod:
  • Veltrod offers on-demand, affordable mobile SFA solution to manage end to end activities and performance of medical representatives, efficiently with ease. For a demo,  please drop an email to sales@veltrod.in

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