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Ideas. Views. Observations.

Are you getting value for your trade marketing dollars?

Are you getting value for your trade marketing dollars?

Each year the Key Account and Product Marketing teams of consumer goods companies spend hours painstakingly reviewing the results of every program with every retail partner to determine whether they got value for their trade marketing dollars and how next year will be better.

Mobile Technology: Your Direct Route to Deeper Customer Engagement

Mobile Technology: Your Direct Route to Deeper Customer Engagement

Mobile – all businesses are talking about it and it’s certainly something that companies can no longer afford to ignore. But what does it mean in terms of a field force? And what are the benefits of having a mobile-powered sales team in 2014? Mobile technology for sales teams has been around for a while, but it’s been about improving the life and productivity of the rep by reducing administrative tasks, automating processes and streamlining workflow.

The $125 Million Lesson

The $125 Million Lesson

The Wall Street Journal recently reported that Avon pulled the plug on a multi-year $125 million SMT (service model transformation) implementation with SAP. According to Avon’s 8-K filing with the SEC, the project was in the works since 2009 and was scheduled to be launched worldwide by 2014. It was stopped because the pilot in Canada caused “significant business disruption in that market, and did not show a clear return on investment.”

Choosing the Right Tablet for Your Retail Field Force

Choosing the Right Tablet for Your Retail Field Force

When the iPad hit the market in 2010, it had a major impact on field activities across all industries. Three years later, we now see the consumer goods industry adopting not only the iPad, but also the new breed of mobile devices and solutions now available to conduct retail execution as well as present new selling opportunities. Without a doubt, the growing tablet market is triggering more technologies like new apps and software.

After 100 Days of Sunshine – Storm Clouds Are Brewing

After 100 Days of Sunshine – Storm Clouds Are Brewing

It’s been 100 days and counting since the Sunshine Act took effect with the stated intention of reducing federal healthcare spending. By requiring transactions of value between manufacturers and physicians to be tracked and published, the CMS sought to reduce possible conflicts of interest, which they believed were raising healthcare costs.

Count Down to Sunshine. Two Days to Go.

Count Down to Sunshine. Two Days to Go.

The Sunshine Act is just two days away and, by now, everyone in the pharmaceutical industry knows it. There have been flurries of last minute activity getting systems in place to capture the data, and tussles with counsel about what beans fall into what buckets and education campaigns for everyone.

Pitch Perfect

Pitch Perfect

The perfect pitch is different for every batter – no pitch is the perfect pitch to throw at all the batters all the time. The pitcher needs the scouting intelligence and the tools, and then he can customize his delivery so he can deliver the perfect pitch to that one specific batter standing on the mound.

Edge Sales and Marketing Selects StayinFront TouchCG to Drive Productivity and Sales

Edge Sales and Marketing Selects StayinFront TouchCG to Drive Productivity and Sales

California-based Edge Sales and Marketing has selected StayinFront TouchCG® as its mobile platform for retail execution. The company will deploy StayinFront TouchCG on iPads, delivering a more effective sales tool to the company’s field reps and driving in-store productivity.

Best Practices: The Benefits of Integrating Expense Management and Customer Relationship Management

Best Practices: The Benefits of Integrating Expense Management and Customer Relationship Management

Although various states across the U.S. have administered a form of what is known as “Sunshine Laws” for over two decades, the first national provision goes into effect for the 2012 calendar year. For physicians, this means a new level of transparency in their relationships with vendors. For pharmaceutical companies, medical device, biological and medical supply manufacturers, the Physician Payments Sunshine Act introduces a new set of expense reporting and regulations standards.

Beating the Clock: Relationship Management, Sales Planning, & Physicians

Beating the Clock: Relationship Management, Sales Planning, & Physicians

For sales reps, there is nothing sweeter than these six words, but in the healthcare world today, physicians are busier than ever and reps may only get a few minutes of the doctor’s time. This hectic pace combined with legislation impacting pharmaceutical pricing and the use of incentives means strategic physician relationship management is the driving force behind successful sales.

Seeing the Sun Shine: Health Care Goes High Tech

Seeing the Sun Shine: Health Care Goes High Tech

Many health care providers have mixed feelings about the 2010 Physician Payment Sunshine Act. Passed as part of the Patient Protection and Affordable Health Care Act, the Sunshine Act is the first piece of federal legislation requiring pharmaceutical companies to report online all physicians who accepted “payment of other transfer of value” over $10.