Fresenius Medical Care are the worlds larges dialysis provider. They saw an opportunity to use iPads to reduce the cost of sale when printing, distributing and updating sales materials for their line or pharmaceuticals and kidney dialysis machines.
Fresenius invited Pocketworks to rethink how they create, distribute and update sales materials across their UK sales team.
Using iPads to share sales materials across the organisation
Fresenius have a team of over 50 sales reps servicing NHS customers across the UK. They have 4 product divisions, each having it's own reps, product managers and marketing materials. Fresenius needed to provide a solution that would help them distribute and maintain sales materials across the UK region, and which accommodated the practices of each division.
Always available and up to date
When supplying the NHS trusts, companies such as Fresenius are under strict legal compliance to provide accurate information about how their products perform in a medical environment. Printed brochures can get out of date quickly, and re-prints are a necessary cost when working with paper.
To help facilitate legal compliance, it was important to design the iPad app in such a way to make updating and distributing information a low-friction activity. The first step was too look at how their marketing brochure product processes worked, and ensure the solution didn't require a change in well established processes involving teams in marketing, legal and sales.
The result is that the marketing team are able to update materials themselves in minutes.
By digitally transforming the distribution process, marketing could ensure that their field sales team had access to the latest information at all times. Reps receive the latest materials automatically, which reduced communication time.
Over 41,000 sales calls
The solution gives sales reps a faster way of recording sales meeting into the enterprise CRM.
84,100 page views
Fresenius track which publications are being viewed, and which parts of those publications are valuable.
Since 2012, the system has been used by a UK and global sales team.