Apotex Winning in the Marketplace with StayinFront CRM 12

Apotex Pty Ltd, the Australian subsidiary of Canadian-headquartered Apotex Inc, is a sales and marketing operation whose field-based Territory Managers are responsible for relationships with retail and hospital pharmacy customers, as well as wholesalers who fulfill deliveries.

Apotex selected StayinFront’s CRM system to increase sales efficiency and provide better customer service in-field to generate a greater business outcome for all parties. The ability to integrate and interrogate management and field data and to streamline order processing is key to its operations.

Karen McTavish, Director of Sales and Marketing at Apotex Pty Ltd, said “We relied on ad hoc database and spreadsheet systems, which were just not able to connect with the field operations in a way that would support our growth aspirations. We needed a system that could grow with us.”

StayinFront implemented the CRM with integrated analytics components in just six weeks to accommodate Apotex’ aggressive schedule. The phased approach to delivering different modules assisted with the uptake and acceptance of the system by the Apotex team.

Apotex head office is able to focus on the productivity improvements provided by the fully integrated sales information to better support its field sales force. StayinFront functionality has also automated Apotex’s order entry process which allows the team to focus on value add activities rather than administrative tasks.

Karen McTavish said, “Everything is now in one place and we can cascade information across the team on mass or to specific stores such as banner groups in easy and interactive ways. By being able to optimise our view of the marketplace, we can add greater insight to support our Territory Managers.” Apotex’s field force is now better prepared and organised which results in more productive calls.

“It’s also a real advantage having fully integrated analytics, so we don’t have to go outside the system to access the data.”

Even though the system was recently implemented, Apotex is already winning the efficiency race. “We immediately benefited from two instances where we’ve been able to easily reassign accounts to accommodate territory changes. The incoming Territory Manager not only had a complete record of the relationship, but they could even easily find their cluster of pharmacies using the integrated mapping functionality,” Karen McTavish said.

StayinFront’s Vice-President of Asia Pacific and Managing Director Australia, Kerrie-Anne Turner, said “The Apotex win is further endorsement of StayinFront’s proven ability to partner with companies whose goal is to build the efficiency of field forces to help drive sales. Apotex has been enthusiastic in its uptake of StayinFront’s powerful functionality and is rapidly reaping the benefits.”

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About StayinFront StayinFront is an innovative global provider of enterprise-wide customer relationship management (CRM) software, mobile sales force effectiveness, and on-demand CRM solutions. StayinFront has been chosen as a strategic partner by many of the world’s top life sciences, consumer goods and business-to-business companies, improving efficiencies in over 65 countries and more than 25 languages. Headquartered in Fairfield, New Jersey, USA, StayinFront has offices in the United Kingdom, Ireland, India, Australia, Singapore and New Zealand. For more information, visit www.stayinfront.com or log on to our blog at blogs.stayinfront.com.

For further information please contact: Linda Mathieson StayinFront 02 9900 1111 Shuna Boyd BoydPR 02 9418 8100

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