A national pharmaceutical company had to address evolving legal and technological changes in order to maintain their status as the number one sales force in the pharmaceutical industry.

The Challenge:

With competition on the rise, the company wanted to increase sales of its most popular full-spectrum, antibiotic to its best market, high-prescribing pediatricians in family care center group practices. Previously, custom materials featuring the logo of the family practice was distributed by the company’s reps and displayed in waiting rooms to educate parents and children about respiratory wellness.

The program was originally managed by a data resource that kept track of the changing reps and a fulfillment house that took the orders and sent the logos out to a pre-press service to assemble and create a 4 color proof. The proofs were circulated back to the rep for approval with the fulfillment house. Orders where then printed, packed and shipped to the fulfillment company. There they repacked the printed materials into individual orders and shipped to the field. This process typically took 3-4 weeks from time of order to receipt of delivery. The challenge was to simplify and streamline the process.

The SCI Solution:

The SCI team developed and implemented a website for use by 200 Regional Account Managers which enabled them to create, proof and order from a menu of 13 customized items during a simple, 5-minute web experience. The new solution eliminated the data resource company, the pre-press service, and the fulfillment company. Everything from database management, ordering, proofing, production, and fulfillment of individual orders are executed at one company, SCI.

The Results:

• Streamlined the ordering process into one event with SCI instead of four or five events with three suppliers, which resulted in reduced time to market.
• With quantities ordered ranging from 25 to 60,000 customized pieces, the time from order to delivery was cut from 15 to 20 working days to 5 working days.
• The double management and packing fees associated with the data base company and the fulfillment house were eliminated
• Accelerate new product launches and maximize upgrade and cross selling opportunities.