Team engagement is the magic that happens when everyone in your workforce is connected effortlessly to the mission, to each other and to customers. When it works you feel it in your culture and on your balance sheet—and your customers feel it most. Barriers disappear. Productivity rises. Our team engagement solutions get you there.
Today’s customer relationships are ongoing conversations that unfold across time and channels. Phone, video, email, chat, social: It’s all one integrated omnichannel now. Done right, seamless execution pays off in increased revenue and higher lifetime value of customers. Our customer engagement solutions make it possible.
“It allows us to be more efficient, while improving our collaborative processes and accelerating decision-making.
—Jorge Navarro - Head of Business Development and Exports
LABORATORIOS ACTAFARMA DISCOVERS A VIDEO CONFERENCING SOLUTION TO CONNECT ITS SALES FORCE
Actafarma Innovaciones Terapéuticas was established in 1997 and quickly became one of the top self-care laboratories in Spain. In order to stand out in the highly competitive pharmaceutical industry, Actafarma took advice from our communications partner Infocom and chose to implement the Scopia video solution.
Since its inception, Actafarma Laboratories has always been committed to building and strengthening its sales and medical field teams, providing them with resources and information about trends in the field of health care.
According to Jorge Navarro, head of business development and exports, regular meetings between the various laboratory departments, focused on the training and networking of sales teams and medical representatives, are intended “to optimize interdepartmental support and help, and to improve the competitiveness and growth of the company. “
Aimed at broadening training in new lines of treatment, scientific discoveries and developments in R+D, and establishing targets for the next quarter, these meetings are also intended to promote a work environment in which achievements, concerns, successes and doubts are shared, while encouraging cooperation and collaboration between the different areas of the company.
The geographic diversity and constant demands of a highly competitive industry like pharmaceuticals made traditional meetings and training sessions unfeasible when immediate responses had to be given to an increasingly large multicultural and multidisciplinary team operating in the main markets of Europe and America. At the same time, Actafarma faced the challenge of constantly updating its product portfolio and its domestic and international sales force.
“Using Skype and undeveloped versions of Lync limited our ability to present and develop continuous training on Actafarma products, both for our employees and the opinion leaders with whom we work. The different bandwidths and local limitations to Internet access with non-native software hindered fluidity and prevented us from maintaining our standard of quality and service,” explains Navarro.
"In the past, training could involve many hours of travel and high costs to cover the expenses of trainers and attendees. Now everything is less expensive and easier!”
—Jorge Navarro - Head of Business Development and Exports
This is why they turned to Infocom in search of a sound technology solution that would meet the group’s needs and cope with its caseloads.
The solution was clear to them from the first demo of the Scopia Video XT5000 system. “It opened a range of previously unknown possibilities: a range of communication solutions tailored to the way we work,” says Navarro.
“On the one hand, we were able to carry out training and make presentations that were of a better quality and more participatory, with enhanced performance and productivity, compared to what we could have managed before. The sales team achieved a 25% improvement in productivity in less than three months. The direct costs of training and follow-up fell by more than 40%,” he continues.
Jorge Navarro also highlights the fact that the export team excelled in its results through improved productivity, with point-to-point meetings and invitations to attend multi-point seminars.
Closing the Gap
Scopia has allowed Actafarma to rethink its communication model to benefit from considerable advantages in terms of access, use and dissemination of health information. Gone are the traditional face-to-face meetings, replaced by real time (BYOD) meetings from any device and place, achieving simultaneous multi-point communication.
“Now Actafarma professionals can share content with all the detail and simultaneous availability of video channels, which facilitates and generates an increase in laboratory productivity,” he explains.
This system also allows sales training by video, allowing quick and direct broadcasting of marketing campaigns to all local offices.
“It allows us to be more efficient, while improving our collaborative processes and accelerating decision-making. In the past, training could involve many hours of travel and high costs to cover the expenses of trainers and attendees. Now everything is much less expensive and easier,” says Navarro.
Overall Cost Reduction
“The Scopia XT5000 system from Avaya is having a direct impact on improving the productivity of the company, as it has succeeded in reducing business travel and associated costs by 80% compared with the previous year,” according to Jorge Navarro’s estimates. At the same time, it is achieving a closer relationship with corporate affiliates, customers and business partners.
Finally, Navarro wanted to emphasize the role played by Infocom to ensure that the implementation was a success. “At all times we have been able to count on a highly professional team who have made things very easy, with a very dynamic management and the necessary support at all times. We will definitely continue to work with them,” he concludes.
- Lack of technology to support the of growth and functional reorganization of the company
- The need to keep the domestic and international sales forces updated on the constantly changing product portfolio
- Geographically dispersed employees
- Increase in business productivity
- Quick decision-making
- Saving time and money by reducing the need for employee travel
- Multi-departmental videoconferencing
Actafarma Laboratories is one of the leading Spanish laboratories in the development and marketing of self-care and prevention products in the Consumer Health and Pharma Science categories.
Its products includes nutraceuticals, food supplements, medical devices, and natural products. It operates in different treatment areas: prevention and longevity, mobility and joints, metabolic syndrome and weight control, hygiene and beauty treatments.
Actafarma aims to improve the health and wellbeing of people through prevention, based on functional nutrition and pharmaceutical innovation.
It actively collaborates with various government research centers such as the Consejo Superior de Investigaciones Científicas (CSIC), universities (Murcia and Pavia, Italy), hospitals (HU Morales Messeguer), medical associations, Sociedad Española de Arteriosclerosis [Spanish arteriosclerosis society], Fundación del Corazón [heart foundation], Asociación para el Autocuidado de la Salud (ANEFP) [health self-care association]
For more information, visit: www.actafarma.com
Actafarma Laboratories is one of the leading Spanish laboratories in the development and marketing of self-care and prevention products in the Consumer Health and Pharma Science categories. Its products includes nutraceuticals, food supplements, medical devices, and natural products. It operates in different treatment areas: prevention and longevity, mobility and joints, metabolic syndrome and weight control, hygiene and beauty treatments.