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Digg It - How to Set Up & Organize Your Customer Mailing List For Optimum Results
Your list of customers who have previously bought from you is your most important asset. These are the customers who will provide you with return business, which is more profitable than the first sale. But, are you getting the most from your customer list? There are some secrets you should know, so you can squeeze the most benefits out of your ma
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
iling list.
Most business' customer lists consist of this information: Name, Address, City, State, Zip. That's it. Unfortunately, this mailing list is almost worthless. You need to have more information in your files than just that. One mail order operator has a customer database with 32 information fields! You should be able to set these up
Most business' customer lists consist of this information: Name, Address, City, State, Zip. That's it. Unfortunately, this mailing list is almost worthless. You need to have more information in your files than just that. One mail order operator has a customer database with 32 information fields! You should be able to set these up
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
n your computer's database, or, if you don't use a computer(you REALLY should), all this information should fit on a large size index card in a card file. Here are some more useful fields to include in your customer database:
LastName; FirstName; Title; Position; CompanyName; Address1; Address2; City
LastName; FirstName; Title; Position; CompanyName; Address1; Address2; City
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
State; Zip; PerPhone; BusPhone; FaxPhone; InqDate; ReferSource; FollowUp1; FollowUp2; SubDate; SubAmount; RenewDate;Purch1; Purch1Date; Purch1Amount; Purch2; Purch2Date; Purch2Amount; Purch3; Purch3Date; Purc
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
h3Amount; TotAmount; Comments; Cust#
The first 10 fields (reading across) should be self-explanatory. Almost any address possible can be put into my database without having to leave out information or abbreviate. The next three are for phone numbers. You MUST have your customer's phone numbers, when possible, to be able to follo
The first 10 fields (reading across) should be self-explanatory. Almost any address possible can be put into my database without having to leave out information or abbreviate. The next three are for phone numbers. You MUST have your customer's phone numbers, when possible, to be able to follo
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
up quickly and efficiently. Making one phone call can be the difference between a big sale and NO sale.
The InqDate field is where you record the date the customer first inquired about your products and services, and the date you sent the information, since it's always the same day (there's no excuse not to follow up your inquiries on the same da
The InqDate field is where you record the date the customer first inquired about your products and services, and the date you sent the information, since it's always the same day (there's no excuse not to follow up your inquiries on the same da
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
you receive them). This information, coupled with the ReferSource field, tells you when your ads are hitting, and how quickly people are responding to them. If you see that inquiries are coming in slowly, or long after the ad is out, you know that you need more action incentives in my next ad. The ReferSource field is where you enter the "key" f
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
rom my ad. You should use a letter code after my street address to indicate which publication and issue the inquiry comes from. You should also code your mailings, for the same reason.
You enter a date into the two FollowUp fields to indicate when you want to send follow up literature to customers who don't order on the first try. You should put
You enter a date into the two FollowUp fields to indicate when you want to send follow up literature to customers who don't order on the first try. You should put
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
a date two weeks from the InqDate in FollowUp1, and one two weeks later than that in FollowUp2. Then, every day, you should run a search on these two fields to pull up any records that have today's date as a follow up date. You canteen print labels and put them on the envelopes and literature you have ready for follow ups.
You should use the next
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
hree fields (SubDate, SubAmount, RenewDate) forth newsletter you publish (if you decide to publish one). These would have the
date you receive their subscription, the amount they paid (You should sometimes run special prices), and the date you want to send subscription renewal information (usually 10 1/2 months from the SubDate). You can then pr
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
nt labels in the same manner as you do for the FollowUp fields.
Next come the Purchase fields. You should have three sets of purchase fields, one for each purchase the customer makes. In the Purch1field, enter a code for the product they have purchased. The other two fields get the date and amount of the purchase. The second and third sets of f
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ields get the same information for the customer’s second and third purchases. The best customers to mail offers to are the ones that have purchased within the last90 days, so you don't have to worry about many customers making more than three purchases during that time period (though I hope they will!). If someone does make a fourth purchase, move
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
the second and third sets of data up to the first and second lines, and enter the new purchase information in the third data set.
These fields are extremely important. You can instantly pull up a list of customers that have purchased within the past 90 days, or60 days, or 30 days, or even 15 days. When you rent out your house mailing list, this i
These fields are extremely important. You can instantly pull up a list of customers that have purchased within the past 90 days, or60 days, or 30 days, or even 15 days. When you rent out your house mailing list, this i
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
formation is vital. The rental amount you can charge increases as the amount of time since the customer's purchase decreases.
The next field in my database is TotAmount, which contains a formula to calculate the total dollar amount that the customer has purchased from me to date.
The Comments field is used to store any miscellaneous information a
The Comments field is used to store any miscellaneous information a
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
bout the customer that you think is important to know.
Use the final field, Cust#, for a specially coded customer number that you assign each customer. Use this code to identify the recipient of any commissions you may pay to customers who have brought business my way.
That's a lot of information, and you may be wondering why I would need all of
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
hat. Well, I've already told you how to use the purchase data fields for identifying the "age" of the customers. You can also use the TotAmount field to compile a list of customers who have bought more than a certain amount from you. Together, these field searches can be used to produce a customized mailing list of, for example, customers who have
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
bought more than $50 in the past 30 days. These would be the most responsive people to mail to, and would render the highest rental rate of my customer list.
You can also use certain mailing list fields to identify people who should be dropped from my list. For example, you can search for customers with FollowUp2 dates that are four weeks past to
You can also use certain mailing list fields to identify people who should be dropped from my list. For example, you can search for customers with FollowUp2 dates that are four weeks past to
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
day’s date, and TotAmounts of zero. These customers could be erased from the list. Or, you could leave them on file, and put a word or two in the Comments field reminding you not to mail anything else to them, in case they inquire again. This saves me the cost of mailing something to someone who probably won't respond. They might, but chances ar
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
they won't.
Finally, if you get a customer who has returned too many orders, or has defrauded you in some way, you can put that information in the Comments field. Then, if they order again, when their file comes up, you will see their history, and can use extra caution with them.
As you can see, if you use foresight when initially setting up you
As you can see, if you use foresight when initially setting up you
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
customer list, you will have a valuable tool that you cause to increase your order potential, increase your income through specialized list rental, and decrease your mailing costs by eliminating "deadwood" from your list. This is one of the most important methods you can use to increase your chances of success.
Copyright 2004 by DeAnna Spencer
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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