eMarketing Case Study: MedRX
One of the concerns of a corporation with a small sales force that covers the entire country is that each representative has a very large territory. Despite great reviews of their product, the Video Vetscope™, MedRx was finding that sales representative's days were lost due to leads being less qualified.
An interactive CD-ROM, which could run in an auto-presentation mode, could provide complete sales information including odoscopic video, a return on investment calculator, and set-up and use information. The CD-ROM is mailed to prospective buyers and followed up with an "appointment" over the phone.The program was designed to facilitate a sales representative directing the customer through the program, and contains enough information that the sales representative can highly pre-qualify the customer.
Using this system, the sales force eliminates fruitless sales appointments and covers more territory in less time.
Notes: A new technology, called RemoteControl™, has been developed by PTi International that enables the sales representative to "control" the client's presentation via the internet providing a high bandwidth distance presentation.
