The Customer
A mid-sized Pharmaceutical Company

The Challenge:
How to increase the effectiveness and efficiency of this company’s sales force. Particularly when the number of Sales Reps had increased dramatically over the past 4 years, while the number of doctors to be called on remained almost the same.

The Solution:
The Marketing Advantage® created a version of its PROFILER Advantage™ System, which helped sales managers pinpoint where new opportunities existed for their Sales Reps. The System’s advanced analytics supplied pertinent information and insights to better target prescribers — far surpassing the simple spreadsheet mathematics previously used.

The Result:
A substantial increase in ROI. Not only from recommendations made by the PROFILER but from cost savings increased by the greater efficiency and superior targeting by its sales force. This client estimates a profit seven times above the cost of the System.

The Customer
A top 10 Pharmaceutical Company

The Challenge:
This major Pharmaceutical Company was facing this challenge. As many blockbuster drugs begin to lose their patent, a number of these products can be offered Over-the-Counter without a prescription. Should they offer an Over-The-Counter version of a leading Prescription Product? If yes, when should they make the switch?

The Solution:
The Marketing Advantage® constructed a Strategic “What-If?” Decision Support System. This System permitted the user to view the projected outcome of various strategies under different environmental conditions. The user could adjust various factors to evaluate the robustness of alternative strategies. The system can examine what the long and short term profit impact would be for Rx Sales and OTC sales alike, depending on which set of actions would be taken.

The Result:
By taking the actions that the system suggested, the company has been able to realize an estimated $30 million in profit.

The Customer
A top 10 Pharmaceutical Company’s Consumer Health Division

The Challenge:
OTC drugs and Healthcare Products are sold increasingly by Trade Promotions (end-isle displays, special in-store promotions), determining cost, ROI, evaluating customers’ needs and assisting Field Sales on decisions. etc. Our client wanted to create a state-of-the-art system that would help set up an effective Trade Promotion Calendar for each Grocery, Drug and Mass Merchant customer.

The Solution:
The Marketing Advantage’s® Trade Planning and Control System was one of the systems evaluated and ultimately judged “best practices” overall and subsequently selected. Our system, in addition to creating a trade calendar, features claims payment, fund transfer capabilities, and advanced analytics. All of which permit the system to project the impact of reallocating funds as well as to evaluate the impact of changing an element of a trade event.

The Result:
We customized the Trade Planning and Control System to include special, desired features for the client. The resulting System gave the client more power than it previously ever had. The Trade Planning Control System, integrated with their financial system, was projected to save $15 million dollars in trade promotion spending.