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Aventis Pharmaceuticals Windows CE Handheld Devices Increase Field Rep Efficiency for Pharmaceutical Manufacturer Posted: January 24, 2001 Solution Overview Customer Profile Aventis Pharma with North American headquarters in Kansas City, Missouri, is a global pharmaceutical company involved in discovering, developing, manufacturing, and selling prescription products. Formerly Hoechst Marion Roussel, and before that, Marion Merrell Dow, the company was purchased by Hoechst AG, a German chemical company, and combined with Roussel Uclaf, a French pharmaceutical company already owned by Hoechst AG. The company also operates a manufacturing facility in Cincinnati, Ohio. Business Situation Aventis Pharma's sales force of about 1,500 calls on physicians to take orders and to distribute samples. Because physicians have such busy schedules, sales calls last only 45 seconds to 10 minutes. In that time the representative must provide the physician with usable information on the products and get the physician's signature for samples left behind. The size, boot time, and battery life of the laptop computers the reps had been using prevented them from accomplishing these tasks quickly. Solution Description Aventis Pharma ported its laptop-based Technology Information Management (TIM) application to the Microsoft® Windows® CE operating system on a Handheld PC, providing representatives with the abilities to capture electronic signatures and to transfer data to and from Aventis Pharma headquarters. Benefits Moving this application to the Handheld PCs is projected to save more than US$5 million annually. Software and Services Microsoft Windows CE Vertical Industries Healthcare Pharmaceutical Country/Region United States Solutions CRM Audiences Business Decision Makers Since first equipping its sales force with automated signature-capture devices in 1988, international pharmaceutical manufacturer Aventis Pharma has provided its sales representatives with the most efficient tools available so they can make the most of every minute of their sales calls. The company's most recent breakthrough is to equip its representatives with Microsoft® Windows® CE-based Handheld PCs to enable them to quickly and easily capture sample distribution details—including physicians' signatures—and exchange customer background and sales information with headquarters. This increased efficiency is projected to save approximately US$5 million annually for the company. Everyone knows physicians are busy. Probably no one knows that better than representatives of pharmaceutical and medical equipment companies trying to get a few minutes of a physician's time to discuss their products. Sales representatives for Aventis Pharma, an international pharmaceutical manufacturer with North American headquarters in Kansas City, Missouri, estimate that they have anywhere from 45 seconds to 10 minutes with a physician to present their products, so they have to have their ducks in a row.
Approximate Word count = 1559
Approximate Pages = 6.2
(250 words per page double spaced)
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