Tags |
|
|
Links |
|
|
Useful Advices - A Real CRM Strategy or Just Tracking Customers?
Exactly what is CRM
The idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competit
The idea itself is nothing new; its roots have been around since trading began. The principle of looking after your customers so that they come back regularly is, after all, merely the basis of good trading. In an increasingly competit
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
ive commercial world however, strong customer relationships take on an increasing importance. With the cost of selling to a new customer being five times the cost of selling to an existing one you can’t afford to lose established business.
Yes, you still
Yes, you still
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
want new markets, and yes, for various reasons customers will still disappear. The important thing is to minimise this loss and make sure the reasons behind it don’t stem from something you are doing – or more significantly something you are not doing.
Wh
Wh
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
ich is why good Customer Relationship Management is vital – and why the process has now been refined to make it more effective than ever.
What does CRM Involve?
In essence, making your customer feel special by understanding his needs and fulfilling those
What does CRM Involve?
In essence, making your customer feel special by understanding his needs and fulfilling those
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
needs in a personal manner which will keep him coming back for more.
Going that extra mile and providing service beyond that which was expected takes your customer to the next stage, where he becomes a ‘raving fan’ of your business - and you can’t have t
Going that extra mile and providing service beyond that which was expected takes your customer to the next stage, where he becomes a ‘raving fan’ of your business - and you can’t have t
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
oo many of those. Achieve this and your customer suddenly becomes part of your sales force, telling everyone he meets how good you are.
This can actually be achieved without computers and software. A good memory and a card index can keep track of customer
This can actually be achieved without computers and software. A good memory and a card index can keep track of customer
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
’s preferences and buying patterns. Newsletter campaigns, post sale follow-ups and special offer mailings can all be organised - given time; except that this is where it so often falls apart. For most companies time is the commodity in shortest supply.
Id
Id
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
entifying the Challenge
This is where you find the first steps into CRM. Contact Management or Personal Information Manager software can provide substantial benefits. A database of customers for envelope labelling, simple word processing and calendar func
This is where you find the first steps into CRM. Contact Management or Personal Information Manager software can provide substantial benefits. A database of customers for envelope labelling, simple word processing and calendar func
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
tions can save an enormous amount of time. The latest breed of contact manager software can do this quite efficiently across small groups of people, an office based sales team for example. So what’s the point of moving to a full CRM strategy? Why not stick
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
with a simple address book style contact manager?
The real secret of selling has always been to ‘Think Buying’ So consider for a moment, the things that annoy you as a customer:
• Promised return phone calls not made, and information not sent
• Not be
The real secret of selling has always been to ‘Think Buying’ So consider for a moment, the things that annoy you as a customer:
• Promised return phone calls not made, and information not sent
• Not be
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
ing informed of possible delays or problems
• That call to tell you when your order is ready – promised but not made.
• One department in the company having no idea what another department said to you in the last call or letter.
• No one bothering to ca
• That call to tell you when your order is ready – promised but not made.
• One department in the company having no idea what another department said to you in the last call or letter.
• No one bothering to ca
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ll to make sure the goods arrived, or are satisfactory. Probably no calls at all – until of course they want to sell you something else
• No one knowing what they last sold to you – or when
• No one knowing enough about you to offer you items or services
• No one knowing what they last sold to you – or when
• No one knowing enough about you to offer you items or services
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
that would enhance or compliment your purchase. Frequently only one person in the company seems to know anything about you! And if they’re not available…?
Overcoming all this takes more than just contact management software.
The Answer
What is needed i
Overcoming all this takes more than just contact management software.
The Answer
What is needed i
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
s a change in attitude that extends from shop floor to boardroom. Not easy! It takes something special to initiate such a major change, but once up and running the change will feed on its own success.
The CRM solution provides a sophisticated but (and thi
The CRM solution provides a sophisticated but (and thi
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
s is important) ‘easy to use’ computer system which monitors all activity with customers, current or potential. Phone, mail, e-mail and fax all link in. Give everyone in your company who deals with your customers access to that system. Link it to word proc
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
essors, accounts systems, stock control and manufacturing Now you’re starting down the right road to achieving your ultimate goal - customers who become Raving Fans.
Your Information Bonus
The additional benefit to a company implementing CRM, is far supe
Your Information Bonus
The additional benefit to a company implementing CRM, is far supe
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
rior tracking of sales and marketing activities. Suddenly it becomes easier to identify the most effective sources of business.
i.e.
• which Mailshots worked best
• which sector provides your best business
• how many leads turn into actual sale
• which Mailshots worked best
• which sector provides your best business
• how many leads turn into actual sale
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
s
All this information makes running your company so much easier. Your Sales Manager will also benefit considerably from being able to see sales activity and ratios more clearly. He will probably produce the most accurate sales forecast you have ever seen
All this information makes running your company so much easier. Your Sales Manager will also benefit considerably from being able to see sales activity and ratios more clearly. He will probably produce the most accurate sales forecast you have ever seen
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
!
Conclusion
So, should you try to implement CRM or just stick with contact management? That depends on what you want to achieve. If your aim is to look after your customers to the best of your ability, keep those customers, and tower head and shoulders
Conclusion
So, should you try to implement CRM or just stick with contact management? That depends on what you want to achieve. If your aim is to look after your customers to the best of your ability, keep those customers, and tower head and shoulders
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
over your competitors, it has to be CRM.
The alternative is to stay with the pack and lose, on average, 50% of your customers every 5 years. Can you afford to do that?
Roy Gough
Alloy CRM
Helping you keep your customers away from the competitio
The alternative is to stay with the pack and lose, on average, 50% of your customers every 5 years. Can you afford to do that?
Roy Gough
Alloy CRM
Helping you keep your customers away from the competitio
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.usefuladvices.org.ua/article/38831/usefuladvices-A-Real-CRM-Strategy-or-Just-Tracking-Customers.html">A Real CRM Strategy or Just Tracking Customers?</a>
BB link (for phorums):
[url=http://www.usefuladvices.org.ua/article/38831/usefuladvices-A-Real-CRM-Strategy-or-Just-Tracking-Customers.html]A Real CRM Strategy or Just Tracking Customers?[/url]
Related Articles:
Hidden Traps for Life Partners Who Work Together
Interviewing Over Lunch: Are You at Risk?
Can You Market Effectively Without Purpose and Vision?
Bookmark it:
|