The Vice President of Sales of a major pharmaceutical company had a problem. His sales reps, numbering over a thousand strong, were complaining. Their job was to schedule visits with physicians to discuss and ultimately sell the company's products. The collateral sales materials that they brought along with them to these visits were important teaching tools in the sales process. Since the sales reps worked from their houses, they were unable to store large quantities of sales collateral material, depending instead on shipments that arrived on a per-request basis from a fulfillment company.

Too often, however, the material failed to arrive on time, causing the sales reps to show up to their appointments empty handed.

VIA solved the problem. Hired by the pharmaceutical company after an extensive search, VIA connected all of the sales reps to its online ordering system (viaOnline^TM), which allowed real-time access to inventory as well as instantaneous communication with VIA's fulfillment operations. Under VIA's management, all requests for collateral material are now shipped to the sales reps within 24 hours of receipt, and the sales reps arrive at their appointments fully equipped with the printed information that they need.

The bottom line prepared sales reps are generating more business.

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