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CATEGORY  |  Health

Understanding pharma’s go-to-market strategy

The pharmaceutical industry profits from the value Finsbury Green delivers in point of sale, inventory management, fulfilment and creative services.

So why do so many pharma customers trust our knowledge and experience? And what makes us so successful in this vertical?

Here’s how we’ve helped them deliver hugely successful campaigns.

  • Reduced their buying costs.
  • Increased speed to market.
  • Instilled confidence with brilliant customer service.
  • Innovative point of sale ideas.

The speed of change in the pharma industry is radically changing how new treatments come to market and shortening how long they have before competitors arrive.

Supporting a challenging industry, Finsbury Green shines at understanding their reality, consistently delivering on ever increasing expectations.

Reduced buying costs

Sourceit, our sourcing software has driven greater contestability across the industry.

The key to reducing costs is that Sourceit drives greater transparency and contestability, disrupting the comfort of existing supplier relationships by delivering cost savings and value for money across Finsbury Green’s extensive supply panel.

Commercial Director Anthony Robinson says it’s also about working with the customer to make sure they are getting a good consistent product, but not paying a premium where it’s not going to give them any benefit.

Increasingly, Finsbury Green provides creative management and production solutions to the industry, leveraging our expertise and automated workflow technology. Delivering improved process simplification, quality standards and significant cost reduction by separating the actual artwork production of a campaign from the creative components.

Pharma campaigns are all about execution and reducing fulfilment costs is critical.

Our freight management application analyses all of our contracted couriers and recommends the most efficient and cost effective option for any location.

Increased speed to market

For Channel Director Scott Henshaw, success is about ensuring our fast-paced pharma customers’ deadlines are met.

Medical approvals often take longer than expected, which seriously impacts the marketing schedule. We assist with expiry date management of medical promotional materials. Any document that carries drug information must be approved by a pharma’s compliance or legal team and re-approved after a set period of time.

We do everything possible to make up the time with awesome time-saving solutions.

It also means providing insights and new ideas, knowing at the start of a project where savings can be made, and using our knowledge to guarantee their sales force can easily assemble in-store promotional materials.

We have a complete understanding of how to activate point-of-sale products to chemist chains and other outlets using Grab, our specialised virtual warehousing inventory software.

Confidence and brilliant service

Scott says Finsbury Green makes its customers look great by listening to them, instilling a high level of confidence, taking the time to learn about their business and forming relationships with their creative agencies.

Listening to what the customer’s trying to achieve is massive. Success is when you see how happy they are when you bring their ideas to life.

People are very busy, so you don’t want to waste their time. They know you have their interests front of mind so they listen to suggestions. It’s a circle of trust.

We’ve had many customers for years and they just keep growing. They put their trust in us on all their new projects. We’re there at the beginning and the end.

Innovative point of sale ideas

We do some awesome point-of-sale stuff for pharma customers. Many of the product launches need up to 20 complementary items in the marketing kit. Free standing display units, counter units, cards and mats, wobblers, cubes, hang sells, gondola ends, shelf strips, price framers and more, and they all have to come together on time. 

Finding things that really work is where innovation reveals itself.

But whether a project or campaign is simple or complex, Scott sums up Finsbury Green’s work with pharma companies.

We all enjoy what we do, and we’re great at it.

For more detail please contact us.

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