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Wyeth Marketing and Sales
Wyeth is one of the global leaders in research-based pharmaceutical industry,
employing app. 60 000 people worldwide. Its Nordic affiliate operates marketing and sales of some of the biggest pharmaceutical products in the Nordic pharmaceutical industry, and has shown exceptional growth of its business over the last decade.
In its ongoing effort to become the “Most Trusted and Customer-oriented pharmaceutical company in the Nordic Region”, a key challenge which faced Wyeth , was to increase the coordination of its marketing and sales operations. Wyeth recognized that all interactions with its key customers – whether physicians or decision-makes – influence company image and customer perception of its products. The success of such customer interaction influences customer perception positively.
Wyeth realized also that this insight is valid for all customer interactions, independently of whether Wyeth’s representatives or the customers themselves initiate them.
The same applies to interactions with sales representative or personnel in other departments, such as Medical, Regulatory, or Logistics. To establish positive and consistent communication with all customers, Wyeth has developed a number of organizational synchronization tools.
Momentus Consultants have supported Wyeth with the implementation of these
tools in order to establish them in the daily operations.
A key question was: how fast this implementation could be realized without creating heavy operational disturbances leading to reduced revenues.
Wyeth and Momentus Management Consultants formulated a step-by-step plan for this implementation, and Momentus consultants are now supporting Wyeth with a successful execution of this plan. |
