My
analysis on the benefits of replacing our laptops to iPads for our
pharmaceutical sales rep concluded the following:
A
typical day for our pharma sales representative requires traveling and visiting
up to 10 physicians a day. Their most valued resource is not just the laptop but
also their time. Why not ease their mobility by replacing their laptop with an
iPad, it helps ease them from hassles, storage and the bulky inconvenience. The
usability of the iPad has added value, it’s easier, faster and convenient for
their everyday task. It enhances their ability to demonstrate organizational
ideas.
There
are many apps available for the iPad that are very effective in delivering
sales messages. Our sales rep could have a wealth of information at the touch
of a finger. They can easily open an app and provide the physician with stats,
research or side effects of a drug. If a physician has a question, a sales rep
can have an answer in seconds. Apps are easily accessed on an iPad, which again
saves the rep time.
There is quality physician interaction and
engagement. The iPad has the ability to easily demonstrate video, animations and anatomical
or product images to physicians at any place or time. Specialty detailing, in
particular, would be greatly enhanced by using the iPad with its sharp visual
display and advanced processor capabilities.
An iPad can facilitate the CRM system,
pharma sales reps can record the information that forms the direction of
business and establish plans for the next call, almost immediately, either
directly after a sales call, in the hallway or in the waiting room. Information
on products or physician orders is captured through easy drop-down menus that
limit the amount of text entry required.
The few minutes a pharma sales rep has with a physician is
important. The information exchanged is extremely valuable for both parties.
My
recommendation is to stay ahead of the curve and convert to iPads for our sales
rep team. The long-term advantage is worth the expense.
http://www.cognizant.com/InsightsWhitepapers/How-to-Properly-Deploy-the-iPad-Within-the-Pharma-Sales-Force.pdf
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