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Merqurio Group: company profile
                      Merqurio Pharma
                       Merqurio Servizi
                       Merqurio Editore
SUMMARY


MERQURIO GROUP: closer to customers, closer to market
Innovation or tradition? Is communication to explore new technologies or rely on traditional channels?
Marketing and sales operations are facing new challenges from the pharmaceutical market.
The goal is to optimize contacts and relationships and create value by reducing costs.
Merqurio provides pharma companies and national health system with new ways of interacting with
doctors and pharmacists through their own media and publishing experience in marketing pharmaceutical
products.

Merqurio Group consists of three separate companies:

• MERQURIO PHARMA
Phone Rep, CSO, service Team and marketing support to contact physicians. It will be surprising to find out
that there are new ways to communicate with medical doctors.

• MERQURIO SERVIZI
It’s easy to get in touch with pharmacies! Real relationships, not only transactions! Our remote agents contact
Italian pharmacies around 20 time every year. Over 60 projects for sales, marketing, sales support, order
transfers, management and more...

• MERQURIO EDITORE
Direct Email marketing, e-detailing, video-detailing, Web marketing, electronic publishing are the most
powerful and innovative marketing tools. Low-cost and highly effective: that is why our online marketing
approach allows to run a business successfully.
Merqurio Pharma
 Services & Products
MERQURIO PHARMA - PROFILE



In a highly concentrated market headed towards larger and larger forms of globalization, Merqurio Pharma is
a brand-new type of pharmaceutical company thanks to its innovative approach to promotional and sales
activities on behalf of third parties.

In such a competitive market, Merqurio Pharma has focused its action on a crucial need that affects all
companies: the outsourcing of services.



Merqurio Pharma is a company that provides its potential customers (mostly pharmaceutical companies) with
marketing and promotion activities for third parties as well as relationship marketing services, ranging from
face-to-face area networks (Contract Selling Organization) to phone-detailing; from online and web-
based activities to logistics and distribution.

The structure of Merqurio Pharma is, strategically, very flexible, but it also features a careful central
monitoring on quality and activities, including medical direction and offices for regulatory processes and
pharmacovigilance.
MERQURIO PHARMA – SERVICES & PRODUCTS



Merqurio Pharma is a leading company in the field of scientific information through effective and cutting–edge
communication strategies.

Merqurio Pharma, compliance to Italian legislation, provides scientific information about drugs for third
parties. Merqurio has created two innovative multimodal and remote-based detailing activities:


1. PHONE DETAILING:
               about seventy Phone Reps

               Work from Merqurio offices

               20-25 positive contacts a day for each Rep


2. CSO (CONTRACT SELLING ORGANISATION):
               about hundred Reps

               Based all over Italy

               Physicians visited are GPs, Gynecologists, Dentists, Orthopaedics
MERQURIO PHARMA – SERVICES & PRODUCTS



PHONE DETAILING

Merqurio Pharma has revolutionized medical science information addressed to doctors and healthcare
professionals thanks to its new detailing and phone-detailing services performed by a professional contact center.

The Phone detailing is a business unit featuring seventy Reps (or more, if needed) who are in touch with doctors
and healthcare professionals to support marketing operations rapidly and in a flexible way.

The main reasons to trust Merqurio phone detailing service are:

 Combination of several activities, including phone calls and e-mails

 Possibility to reach a large number of healthcare professionals at a very competitive cost.

 Possibility to act on two main drivers of any medical prescription: brand reputation and brand identity. Brand
reputation enhances the competitive features and advantages of the product, whereas brand identity refers to brand
awareness and image.


Phone Reps’ activity is organized as if they were street Reps: a specific number of phone contacts and visits are
scheduled, featuring different steps to follow during the phone interview, including product information and
conference/group invitations, sending scientific papers as well as delivering paper documents and gadgets.

This is a giant leap forward in the field of medical detailing, in which Merqurio proves to be a leading service
provider to pharma industry.
MERQURIO PHARMA – SERVICES & PRODUCTS



CSO (CONTRACT SELLING ORGANITATION):
Merqurio CSO is the first network in Europe that meets the needs of pharmaceutical companies to outsource
scientific information, in order to cut the costs of an internal structure.

Merqurio Street Reps network is made up of 100 people having remarkable sale experiences and skills and proven
knowledge of the Italian pharmaceutical market .They are distributed all over the Italian territory.

Merqurio’s CSO is coordinated by seven area managers. Merqurio Pharma’s CSO is Ipad-based network.
Companies need to outsource scientific information, lower management costs and build effective and efficient
relationships with physicians.
Merqurio CSO’s strong points are:

- Broad and wide-ranging network extended all over the country and addressed to well defined targets;

- An accurate selection and recruitment of Reps (Italian D.L. 219/06) carried out by assessing candidates’ customer
 retention abilities. Selection is not only based on experience and expertise, but, above all, on product and service
 oriented approach and relational skills targeted to GPs, gynecologists, odontologists and obstetricians;

- Integration between different communication channels, thanks to its own CMS, which allows to work with the field
 force online and by phone at the same time;

- A proper and ongoing training program, to boost professional, medical and communicative skills;

-The implementation of an iPad-based system aims to maximize the efficiency of the contact with physicians;

- Network constantly monitored through TMS system
Merqurio Servizi
 Services & Products
MERQURIO SERVIZI - PROFILE



Merqurio Servizi is the solution to the problems of pharmaceutical companies: testing new products on the
market, collecting debts, marketing and distributing therapeutically equivalent drugs, conducting surveys,
launching market researches, writing manuals and guides on the Italian healthcare facilities.



The company emploies about sixty remote agents directed by a senior manager who calls every pharmacy
many about 15 time per year and has so far trusted 3,500 pharmacies. Call centre operators are divided into
groups and coordinated by a team leader who has definite target –oriented duties, including sales and client
acquisition, sales support, transfer orders, logistics, promotion at point of sale, events in pharmacies.



The overall activity of operators is assessed through a series of performance indicators, including the number
of daily contacts, number of orders, success rate of closed contacts, average weekly sales and, above all, the
percentage of new customers.

Every day from Merqurio’s offices sixty remote agents call pharmacies to promote or sell products. Every
agent works always in the same area, so as to create a one-to-one relation with the pharmacist.
MERQURIO SERVIZI – SERVICES & PRODUCTS



The “Merqurio Remote Agent” can provide sellers’ networks targeted to pharmacies, if the Pharma company
doesn’t have one, or integrate an existing network.



Sales activities are carried out in three different ways:

• The first is the Transfer Order service, monitored by 25 operators in partnership with 15 wholesalers and
featuring over 500 generic drugs (400 of them are included in class A) proposed to pharmacies. Teamwork is
daily supervised to analyze sales trends and related earnings, while the report is drawn up every day, week and
month. The manager, one or more times a day, sends orders to the wholesaler in order to ensure quick
deliveries.

• The second is Direct Order service: pharma companies purchase a series of services ranging from direct
sale to the promotion of specific brands. The operator, becomes an agent and works as a seller on behalf of the
commissioning company. Even in this case, reports on all activities are drawn up on a daily, weekly and monthly
basis, according to company needs and targets.

• The third is Trade service, the service provided to customers by Merqurio Servizi. Twenty operators started
their activity only two years ago, but they have already conquered several market segments thanks to an
innovating sale strategy. Trade, today, is a solution which includes advantages both for pharmacies and pharma
companies. Merqurio buys products from companies directly and then manages selling and distribution
activities, thus taking all the risks related to transport, delayed income, leaflet replacement, etc.
MERQURIO SERVIZI – SERVICES & PRODUCTS



SURVEYS AND MARKET ANALYSIS

Merqurio Servizi has a great experience in recruiting, contacting and communicating via phone and web

throughout the Italian pharmaceutical market.

Merqurio surveys reach the target immediately, so as to build a complete market profile and enhance

the relationship with customers.

Merqurio monitors and checks information and data related to the Italian pharmaceutical/ healthcare market
thanks to:

 Latest and most advanced technologies (CATI and CAWI)

 Merqurio database of health professionals (150,000 members who authorized access to personal data)

 Merqurio offices, featuring more than sixty remote agents

Merqurio is also able to segment and identify targets according to company requirements and several
parameters:

 Brick and Micro-brick

 Number and typology of specialists

 Region, province, city and zip code

 Work, private office, street address

 Age, sex, date of bachelor, membership to professional orders (card number)

 Use of the Internet, online behaviour
MERQURIO SERVIZI – SERVICES & PRODUCTS



CONTACT CENTER

Contact centers are a way for pharmaceutical firm to differentiate themselves from the competition.
Fundamental customer service goals that should be delivered by today’s contact center include selling services
by understanding unique consumer needs for healthcare services, and running more cost efficient operations by
increasing agent productivity. Further, contact centers are now considered a key instrument in changing the
public’s perception of an organization, creating a great customer experience, and executing on the business
goals of the organization as a whole.

Merqurio Servizi has a great experience in contacting and communicating via phone.


Merqurio Contact center’s strong points are:

 Improved clients satisfaction

 Increased patient satisfaction

 Better communication between pharmaceutical firm and patients

 Improved managers/staff relationships

 Stronger teamwork

 Quality proven through positive audit outcomes

Successful collaboration through flexibility and responsiveness

Systems and processes to ensure delivery of a consistent and cost-effective service
Merqurio Editore
 Services & Products
MERQURIO EDITORE - PROFILE



Merqurio Editore is the leading company in the field of web-based marketing activities. Through a
sophisticated staff organization made up of a managing director, professional journalists, and experts on
social security, trade union legislation, forensic medicine, law and economics, Merqurio Editore is a
multimedia publishing house specialized in healthcare and medicine:



 PUBLISHING SERVICE

 NEWSLETTERS, WEB MARKETING AND ELECTRONIC PUBLISHING

 MEDICAL INFORMATION SERVICE

 DIRECT MARKETING, DATABASE, CRM

           PHYSICIAN DATABASE
           STAKEHOLDER DATABASE

 CONTENT & WEB MARKETING

 DOTTNET.IT

 CME AND E-CME

 SMARTPHONE HEALTHCARE APPS
MERQURIO EDITORE – SERVICES & PRODUCTS



PUBLISHING SERVICE

Traditional paper publishing is still essential to support projects on healthcare communication.

Merqurio Editore offers publishing tools to the pharmaceutical industry; these tools are consolidated and
appreciated by physicians and pharmacists.

The Italian Pharmaceutical Yearbook “ Annuario Farmaceutico Italiano” with his 2,000 pages of information on
drugs, from pharmaceutical components to pricing, represents the best product on the market if you want to know,
learn and get always updated information. It is also available on CD, online, on smart phones and iPhone.



The 700-page Pocket Pharmaceutical Yearbooks is the shorter version of the Pharmaceutical Yearbook and
contains 15,000 technical datasheets on all types of drugs. It is very useful for its small size.



The bi-monthly Pharmaceutical Handbook, instead, is a practical booklet updated every two months and sent to
doctors via email, featuring the name of the drug, its active principle, category and price.



All these products are also published in electronic format, allowing a daily update through web service, a login
device that recognizes the single user and sends him/her the publications he/she is entitled to receive.
MERQURIO EDITORE – SERVICES & PRODUCTS



NEWSLETTERS, WEB MARKETING AND ELECTRONIC PUBLISHING

Merqurio has set up its own electronic newsletter system, now including 37 titles and covering a wide range of
topics. All of them feature an editor-in-chief and a team of experts made up of journalists, four graduates in
chemistry/pharma technologies and twenty copywriters, supported by physicians, lawyers and experts in health
economics, ensuring reliable and up-to-date contents. This long-lasting success is well represented by three million
online journals sent to healthcare operators every year.


Multimedia publications are increasingly replacing traditional publications, allowing users to read easily and
quickly and producers to communicate in real time and cut publishing costs. Panorama Medico, sent daily to GPs
and specialists and reporting an average redemption rate of 44%, takes an outstanding position. Panorama Medico
covers such a wide range of issues that it is possible to tailor it to customer needs and segment the target market.
Every day, Panorama Medico is sent to 150,000 healthcare professionals who appreciate up-to-date contents
coming from the environment of science and research and dealing with issues concerning health systems and
policies, trade unions, and social security.

The same approach applies to other titles, such as Medical news, Farmacia magazine, Gyne hot news, Uro
News, Cardo mail news, Pediatria news etc. They are all well-known and distributed publications addressed to
specific targets who can find up-to-date information concerning their own professional categories.
MERQURIO EDITORE – SERVICES & PRODUCTS



MEDICAL INFORMATION SERVICE
Merqurio has a well-established Medical Information service provider for the pharmaceutical industries and
healthcare professionals.
Medical Information Merqurio provides on-call and written answers on medicines and devices from healthcare
professionals and the general public.

Medical Information Merqurio is:
 A team of experienced Medical Information professionals
 Ability to support customers from the whole of Europe
 Quality proven through positive audit outcomes
 Successful collaboration through flexibility and responsiveness
 Systems and processes to ensure delivery of a consistent and cost-effective service
 A real, demonstrable track record of success

Medical Information Merqurio offers a range of additional services which traditionally are the responsibility of the
     Medical
Information department:
 Standard Responses.
   This can include the development or updating of:
                          One-off standard response letters
                          Standard response documents in preparation for a new product launch
                          Library of standard responses for the entire product portfolio
 Sourcing, databasing and supplying clinical papers
 Identifying and reporting initial information on spontaneous adverse events (drug-surveillance)
 Consultancy support on behalf of physician, pharmacists, other healthcare providers and patients.
MERQURIO EDITORE – SERVICES & PRODUCTS



DIRECT MARKETING, DATABASE, CRM

For over 10 years Merqurio has provided its customers with database management, data acquisition and
solutions for data processing. They are crucial to healthcare organizations needing a accurate customer master
database for their Reps, direct marketing, and CRM applications.



Merqurio Database is a huge archive including all drugs marketed in Italy and their respective technical
specifications, daily reviewed by Merqurio scientific staff. Merqurio Database is arranged in cooperation with the
National Department of Health and other institutional sources and is ISO 9001/Vision 2000 certified. Sponsored by
FNOMCeO (Italian professional association of physicians and orthodontists), Merqurio Database is used by local
health authorities, doctors, pharmacies and local hospitals as well as a number of pharmaceutical companies.


DRUGS DATABASE

Merqurio Database also includes exhaustive information on scientific references related to drugs and is the only
Italian database including the original SPCs (Summaries of Product Characteristics) in PDF format. Moreover,
Merqurio Database features a section about the interaction between drugs and food intake.
MERQURIO EDITORE – SERVICES & PRODUCTS



PHYSICIAN DATABASE

Merqurio's physician database consists of over 110.000 physicians and includes such physician data as
physician specialty, mailing, addresss, phone number and etc…


Merqurio, through the experience in multichannel(email, phone, etc..) contact physician frequently and verify every
field of every record in its database to maintain accurate physician mailing lists.

This commitment to quality means your marketing success.

We understand the importance of physician databases which directly impacts organizational sales and marketing
efforts: missing and inaccurate information within a prescriber database can cost healthcare organizations time and
resources that could be allocated towards other sales and marketing expenses.

Having a robust and up-to-date provider and facility profile greatly increases sales force and marketing efficiency
and saves our clients millions of dollars each year in both personal and non-personal communication with
physicians.

The number of references in a database makes it effective for marketing campaigns, but data quality is
what makes the difference. Append valuable information such as specialty, phone number, fax number, patient
volume and affiliation with a medical group, health system or hospital. This is possible thank to merge/purge
process and qualified operators.
MERQURIO EDITORE – SERVICES & PRODUCTS



STAKEHOLDER DATABASE

The "DB Stakeholder" was produced thanks to a cooperation between FedersanitàANCI and Merqurio. They felt
the need to map and update public and private stakeholders, thus taking a census of all “stakeholders”.

The Database Stakeholder complies to privacy law through data co-ownership between FedersanitàANCI and
Merqurio, according to their respective role as Owner and outsourcing Manager of personal data.



The Database Stakeholder not only maps all Italian health structures and facilities, but it also includes all the
"stakeholders“, which means all the decision-makers at several levels (national-regional-local), thus providing
exhaustive and detailed information on healthcare professionals.



The "DB Stakeholder" is available to all Pharmaceutical Companies and bodies that need to establish a direct

contact with Regional and Local Health Authorities (for example AIFA, ASL, AO, Regional Committees, Regional
Council, Committee PTOR, Regional Health Committees Medical Schools Mental hospitals Specialized Centers
etc…)


All data:

 are arranged in compliance with current legislation

 are regularly updated

 are completed and tree-structured
MERQURIO EDITORE – SERVICES & PRODUCTS



CONTENT & WEB MARKETING


Drug database
     Every information about Italian drugs with scientific references
     Drug interactions
     Para-pharmaceutical database

Physicians’ master data
     Addresses and master data of all Italian Doctor (300.000)
     150.000 fully profiled physicians logged in Dottnet.it
     Italian Health Stakeholders
     Medical emergencies
     Addresses of public and private facilities

Pharmacies’ master data
     Pharmacies’ addresses, opening days and hours, holidays

Content database
     Laboratory tests
     Medical Diets
     Medical Emergency
     Medical Glossary
     Etc...
Merqurio is able to develop micro-websites and online visuals to support phone-detailing and direct e-mail
marketing strategies.
MERQURIO EDITORE – SERVICES & PRODUCTS



DOTTNET

DottNet.it is the unique social network of medical science in Italy. The goal of DottNet.it is creating a
professional network among physicians, pharmacists and health professionals. Thanks to DottNet.it,
members can receive, every day, specific scientific information.

Access is reserved to trade professionals in accordance with the Italian law.

The members through DottNet.it may :

 Receive professional news

 Invite colleagues/friends to access and discuss, build discussion groups, take part in debates;

 Share interests or participations in conferences;

 Enhance their knowledge by asking or answering questions;

 Write articles or include presentations and movies and see them published;

 Take part in eCME projects;

 Comment on and rate articles;

 Find colleagues from universities or specialists;

 Create new professional relationships;
MERQURIO EDITORE – SERVICES & PRODUCTS



CME

Merqurio also organizes accredited residential courses (CME), taking care of the training project, logistics and
communication of the event and all pre- and post-events.

Merqurio provides design, production and distribution of distance learning courses (eCME), directly or through
DottNet.



In the field eCME of Merqurio wants to create new solutions:

•On Demand / Blended

•Synchronous videoconferencing,

•Tele-platform to manage the distance learning
SMARTPHONE HEALTHCARE APPS

The mobile health landscape is rapidly growing: the use of smartphones and their applications in healthcare is more
and more common among physicians.

Merqurio has set up its own Smartphone healthcare Apps for iPhone and Android system. Merqurio’s healthcare
apps can help physicians formulate their diagnoses and prescribe specific therapies.
“These markets are conversations...
  A powerful global conversation has begun. Through the
Internet, people are discovering and inventing new ways to
 share relevant knowledge with blinding speed. As a direct
  result, markets are getting smarter- and getting smarter
               faster than most companies.”
                  The Cluetrain Manifesto




                                     Contact:
                                     Phone: +390815524300
                                     Fax: +390814201136
                                     www.merqurio.it
                                     E-mail: redazione@merqurio.it

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Merqurio Group: Pharma Enterprise 2.0

  • 1. Merqurio Group: company profile Merqurio Pharma Merqurio Servizi Merqurio Editore
  • 2. SUMMARY MERQURIO GROUP: closer to customers, closer to market Innovation or tradition? Is communication to explore new technologies or rely on traditional channels? Marketing and sales operations are facing new challenges from the pharmaceutical market. The goal is to optimize contacts and relationships and create value by reducing costs. Merqurio provides pharma companies and national health system with new ways of interacting with doctors and pharmacists through their own media and publishing experience in marketing pharmaceutical products. Merqurio Group consists of three separate companies: • MERQURIO PHARMA Phone Rep, CSO, service Team and marketing support to contact physicians. It will be surprising to find out that there are new ways to communicate with medical doctors. • MERQURIO SERVIZI It’s easy to get in touch with pharmacies! Real relationships, not only transactions! Our remote agents contact Italian pharmacies around 20 time every year. Over 60 projects for sales, marketing, sales support, order transfers, management and more... • MERQURIO EDITORE Direct Email marketing, e-detailing, video-detailing, Web marketing, electronic publishing are the most powerful and innovative marketing tools. Low-cost and highly effective: that is why our online marketing approach allows to run a business successfully.
  • 4. MERQURIO PHARMA - PROFILE In a highly concentrated market headed towards larger and larger forms of globalization, Merqurio Pharma is a brand-new type of pharmaceutical company thanks to its innovative approach to promotional and sales activities on behalf of third parties. In such a competitive market, Merqurio Pharma has focused its action on a crucial need that affects all companies: the outsourcing of services. Merqurio Pharma is a company that provides its potential customers (mostly pharmaceutical companies) with marketing and promotion activities for third parties as well as relationship marketing services, ranging from face-to-face area networks (Contract Selling Organization) to phone-detailing; from online and web- based activities to logistics and distribution. The structure of Merqurio Pharma is, strategically, very flexible, but it also features a careful central monitoring on quality and activities, including medical direction and offices for regulatory processes and pharmacovigilance.
  • 5. MERQURIO PHARMA – SERVICES & PRODUCTS Merqurio Pharma is a leading company in the field of scientific information through effective and cutting–edge communication strategies. Merqurio Pharma, compliance to Italian legislation, provides scientific information about drugs for third parties. Merqurio has created two innovative multimodal and remote-based detailing activities: 1. PHONE DETAILING:  about seventy Phone Reps  Work from Merqurio offices  20-25 positive contacts a day for each Rep 2. CSO (CONTRACT SELLING ORGANISATION):  about hundred Reps  Based all over Italy  Physicians visited are GPs, Gynecologists, Dentists, Orthopaedics
  • 6. MERQURIO PHARMA – SERVICES & PRODUCTS PHONE DETAILING Merqurio Pharma has revolutionized medical science information addressed to doctors and healthcare professionals thanks to its new detailing and phone-detailing services performed by a professional contact center. The Phone detailing is a business unit featuring seventy Reps (or more, if needed) who are in touch with doctors and healthcare professionals to support marketing operations rapidly and in a flexible way. The main reasons to trust Merqurio phone detailing service are:  Combination of several activities, including phone calls and e-mails  Possibility to reach a large number of healthcare professionals at a very competitive cost.  Possibility to act on two main drivers of any medical prescription: brand reputation and brand identity. Brand reputation enhances the competitive features and advantages of the product, whereas brand identity refers to brand awareness and image. Phone Reps’ activity is organized as if they were street Reps: a specific number of phone contacts and visits are scheduled, featuring different steps to follow during the phone interview, including product information and conference/group invitations, sending scientific papers as well as delivering paper documents and gadgets. This is a giant leap forward in the field of medical detailing, in which Merqurio proves to be a leading service provider to pharma industry.
  • 7. MERQURIO PHARMA – SERVICES & PRODUCTS CSO (CONTRACT SELLING ORGANITATION): Merqurio CSO is the first network in Europe that meets the needs of pharmaceutical companies to outsource scientific information, in order to cut the costs of an internal structure. Merqurio Street Reps network is made up of 100 people having remarkable sale experiences and skills and proven knowledge of the Italian pharmaceutical market .They are distributed all over the Italian territory. Merqurio’s CSO is coordinated by seven area managers. Merqurio Pharma’s CSO is Ipad-based network. Companies need to outsource scientific information, lower management costs and build effective and efficient relationships with physicians. Merqurio CSO’s strong points are: - Broad and wide-ranging network extended all over the country and addressed to well defined targets; - An accurate selection and recruitment of Reps (Italian D.L. 219/06) carried out by assessing candidates’ customer retention abilities. Selection is not only based on experience and expertise, but, above all, on product and service oriented approach and relational skills targeted to GPs, gynecologists, odontologists and obstetricians; - Integration between different communication channels, thanks to its own CMS, which allows to work with the field force online and by phone at the same time; - A proper and ongoing training program, to boost professional, medical and communicative skills; -The implementation of an iPad-based system aims to maximize the efficiency of the contact with physicians; - Network constantly monitored through TMS system
  • 9. MERQURIO SERVIZI - PROFILE Merqurio Servizi is the solution to the problems of pharmaceutical companies: testing new products on the market, collecting debts, marketing and distributing therapeutically equivalent drugs, conducting surveys, launching market researches, writing manuals and guides on the Italian healthcare facilities. The company emploies about sixty remote agents directed by a senior manager who calls every pharmacy many about 15 time per year and has so far trusted 3,500 pharmacies. Call centre operators are divided into groups and coordinated by a team leader who has definite target –oriented duties, including sales and client acquisition, sales support, transfer orders, logistics, promotion at point of sale, events in pharmacies. The overall activity of operators is assessed through a series of performance indicators, including the number of daily contacts, number of orders, success rate of closed contacts, average weekly sales and, above all, the percentage of new customers. Every day from Merqurio’s offices sixty remote agents call pharmacies to promote or sell products. Every agent works always in the same area, so as to create a one-to-one relation with the pharmacist.
  • 10. MERQURIO SERVIZI – SERVICES & PRODUCTS The “Merqurio Remote Agent” can provide sellers’ networks targeted to pharmacies, if the Pharma company doesn’t have one, or integrate an existing network. Sales activities are carried out in three different ways: • The first is the Transfer Order service, monitored by 25 operators in partnership with 15 wholesalers and featuring over 500 generic drugs (400 of them are included in class A) proposed to pharmacies. Teamwork is daily supervised to analyze sales trends and related earnings, while the report is drawn up every day, week and month. The manager, one or more times a day, sends orders to the wholesaler in order to ensure quick deliveries. • The second is Direct Order service: pharma companies purchase a series of services ranging from direct sale to the promotion of specific brands. The operator, becomes an agent and works as a seller on behalf of the commissioning company. Even in this case, reports on all activities are drawn up on a daily, weekly and monthly basis, according to company needs and targets. • The third is Trade service, the service provided to customers by Merqurio Servizi. Twenty operators started their activity only two years ago, but they have already conquered several market segments thanks to an innovating sale strategy. Trade, today, is a solution which includes advantages both for pharmacies and pharma companies. Merqurio buys products from companies directly and then manages selling and distribution activities, thus taking all the risks related to transport, delayed income, leaflet replacement, etc.
  • 11. MERQURIO SERVIZI – SERVICES & PRODUCTS SURVEYS AND MARKET ANALYSIS Merqurio Servizi has a great experience in recruiting, contacting and communicating via phone and web throughout the Italian pharmaceutical market. Merqurio surveys reach the target immediately, so as to build a complete market profile and enhance the relationship with customers. Merqurio monitors and checks information and data related to the Italian pharmaceutical/ healthcare market thanks to:  Latest and most advanced technologies (CATI and CAWI)  Merqurio database of health professionals (150,000 members who authorized access to personal data)  Merqurio offices, featuring more than sixty remote agents Merqurio is also able to segment and identify targets according to company requirements and several parameters:  Brick and Micro-brick  Number and typology of specialists  Region, province, city and zip code  Work, private office, street address  Age, sex, date of bachelor, membership to professional orders (card number)  Use of the Internet, online behaviour
  • 12. MERQURIO SERVIZI – SERVICES & PRODUCTS CONTACT CENTER Contact centers are a way for pharmaceutical firm to differentiate themselves from the competition. Fundamental customer service goals that should be delivered by today’s contact center include selling services by understanding unique consumer needs for healthcare services, and running more cost efficient operations by increasing agent productivity. Further, contact centers are now considered a key instrument in changing the public’s perception of an organization, creating a great customer experience, and executing on the business goals of the organization as a whole. Merqurio Servizi has a great experience in contacting and communicating via phone. Merqurio Contact center’s strong points are:  Improved clients satisfaction  Increased patient satisfaction  Better communication between pharmaceutical firm and patients  Improved managers/staff relationships  Stronger teamwork  Quality proven through positive audit outcomes Successful collaboration through flexibility and responsiveness Systems and processes to ensure delivery of a consistent and cost-effective service
  • 14. MERQURIO EDITORE - PROFILE Merqurio Editore is the leading company in the field of web-based marketing activities. Through a sophisticated staff organization made up of a managing director, professional journalists, and experts on social security, trade union legislation, forensic medicine, law and economics, Merqurio Editore is a multimedia publishing house specialized in healthcare and medicine:  PUBLISHING SERVICE  NEWSLETTERS, WEB MARKETING AND ELECTRONIC PUBLISHING  MEDICAL INFORMATION SERVICE  DIRECT MARKETING, DATABASE, CRM  PHYSICIAN DATABASE  STAKEHOLDER DATABASE  CONTENT & WEB MARKETING  DOTTNET.IT  CME AND E-CME  SMARTPHONE HEALTHCARE APPS
  • 15. MERQURIO EDITORE – SERVICES & PRODUCTS PUBLISHING SERVICE Traditional paper publishing is still essential to support projects on healthcare communication. Merqurio Editore offers publishing tools to the pharmaceutical industry; these tools are consolidated and appreciated by physicians and pharmacists. The Italian Pharmaceutical Yearbook “ Annuario Farmaceutico Italiano” with his 2,000 pages of information on drugs, from pharmaceutical components to pricing, represents the best product on the market if you want to know, learn and get always updated information. It is also available on CD, online, on smart phones and iPhone. The 700-page Pocket Pharmaceutical Yearbooks is the shorter version of the Pharmaceutical Yearbook and contains 15,000 technical datasheets on all types of drugs. It is very useful for its small size. The bi-monthly Pharmaceutical Handbook, instead, is a practical booklet updated every two months and sent to doctors via email, featuring the name of the drug, its active principle, category and price. All these products are also published in electronic format, allowing a daily update through web service, a login device that recognizes the single user and sends him/her the publications he/she is entitled to receive.
  • 16. MERQURIO EDITORE – SERVICES & PRODUCTS NEWSLETTERS, WEB MARKETING AND ELECTRONIC PUBLISHING Merqurio has set up its own electronic newsletter system, now including 37 titles and covering a wide range of topics. All of them feature an editor-in-chief and a team of experts made up of journalists, four graduates in chemistry/pharma technologies and twenty copywriters, supported by physicians, lawyers and experts in health economics, ensuring reliable and up-to-date contents. This long-lasting success is well represented by three million online journals sent to healthcare operators every year. Multimedia publications are increasingly replacing traditional publications, allowing users to read easily and quickly and producers to communicate in real time and cut publishing costs. Panorama Medico, sent daily to GPs and specialists and reporting an average redemption rate of 44%, takes an outstanding position. Panorama Medico covers such a wide range of issues that it is possible to tailor it to customer needs and segment the target market. Every day, Panorama Medico is sent to 150,000 healthcare professionals who appreciate up-to-date contents coming from the environment of science and research and dealing with issues concerning health systems and policies, trade unions, and social security. The same approach applies to other titles, such as Medical news, Farmacia magazine, Gyne hot news, Uro News, Cardo mail news, Pediatria news etc. They are all well-known and distributed publications addressed to specific targets who can find up-to-date information concerning their own professional categories.
  • 17. MERQURIO EDITORE – SERVICES & PRODUCTS MEDICAL INFORMATION SERVICE Merqurio has a well-established Medical Information service provider for the pharmaceutical industries and healthcare professionals. Medical Information Merqurio provides on-call and written answers on medicines and devices from healthcare professionals and the general public. Medical Information Merqurio is:  A team of experienced Medical Information professionals  Ability to support customers from the whole of Europe  Quality proven through positive audit outcomes  Successful collaboration through flexibility and responsiveness  Systems and processes to ensure delivery of a consistent and cost-effective service  A real, demonstrable track record of success Medical Information Merqurio offers a range of additional services which traditionally are the responsibility of the Medical Information department:  Standard Responses. This can include the development or updating of: One-off standard response letters Standard response documents in preparation for a new product launch Library of standard responses for the entire product portfolio  Sourcing, databasing and supplying clinical papers  Identifying and reporting initial information on spontaneous adverse events (drug-surveillance)  Consultancy support on behalf of physician, pharmacists, other healthcare providers and patients.
  • 18. MERQURIO EDITORE – SERVICES & PRODUCTS DIRECT MARKETING, DATABASE, CRM For over 10 years Merqurio has provided its customers with database management, data acquisition and solutions for data processing. They are crucial to healthcare organizations needing a accurate customer master database for their Reps, direct marketing, and CRM applications. Merqurio Database is a huge archive including all drugs marketed in Italy and their respective technical specifications, daily reviewed by Merqurio scientific staff. Merqurio Database is arranged in cooperation with the National Department of Health and other institutional sources and is ISO 9001/Vision 2000 certified. Sponsored by FNOMCeO (Italian professional association of physicians and orthodontists), Merqurio Database is used by local health authorities, doctors, pharmacies and local hospitals as well as a number of pharmaceutical companies. DRUGS DATABASE Merqurio Database also includes exhaustive information on scientific references related to drugs and is the only Italian database including the original SPCs (Summaries of Product Characteristics) in PDF format. Moreover, Merqurio Database features a section about the interaction between drugs and food intake.
  • 19. MERQURIO EDITORE – SERVICES & PRODUCTS PHYSICIAN DATABASE Merqurio's physician database consists of over 110.000 physicians and includes such physician data as physician specialty, mailing, addresss, phone number and etc… Merqurio, through the experience in multichannel(email, phone, etc..) contact physician frequently and verify every field of every record in its database to maintain accurate physician mailing lists. This commitment to quality means your marketing success. We understand the importance of physician databases which directly impacts organizational sales and marketing efforts: missing and inaccurate information within a prescriber database can cost healthcare organizations time and resources that could be allocated towards other sales and marketing expenses. Having a robust and up-to-date provider and facility profile greatly increases sales force and marketing efficiency and saves our clients millions of dollars each year in both personal and non-personal communication with physicians. The number of references in a database makes it effective for marketing campaigns, but data quality is what makes the difference. Append valuable information such as specialty, phone number, fax number, patient volume and affiliation with a medical group, health system or hospital. This is possible thank to merge/purge process and qualified operators.
  • 20. MERQURIO EDITORE – SERVICES & PRODUCTS STAKEHOLDER DATABASE The "DB Stakeholder" was produced thanks to a cooperation between FedersanitàANCI and Merqurio. They felt the need to map and update public and private stakeholders, thus taking a census of all “stakeholders”. The Database Stakeholder complies to privacy law through data co-ownership between FedersanitàANCI and Merqurio, according to their respective role as Owner and outsourcing Manager of personal data. The Database Stakeholder not only maps all Italian health structures and facilities, but it also includes all the "stakeholders“, which means all the decision-makers at several levels (national-regional-local), thus providing exhaustive and detailed information on healthcare professionals. The "DB Stakeholder" is available to all Pharmaceutical Companies and bodies that need to establish a direct contact with Regional and Local Health Authorities (for example AIFA, ASL, AO, Regional Committees, Regional Council, Committee PTOR, Regional Health Committees Medical Schools Mental hospitals Specialized Centers etc…) All data:  are arranged in compliance with current legislation  are regularly updated  are completed and tree-structured
  • 21. MERQURIO EDITORE – SERVICES & PRODUCTS CONTENT & WEB MARKETING Drug database Every information about Italian drugs with scientific references Drug interactions Para-pharmaceutical database Physicians’ master data Addresses and master data of all Italian Doctor (300.000) 150.000 fully profiled physicians logged in Dottnet.it Italian Health Stakeholders Medical emergencies Addresses of public and private facilities Pharmacies’ master data Pharmacies’ addresses, opening days and hours, holidays Content database Laboratory tests Medical Diets Medical Emergency Medical Glossary Etc... Merqurio is able to develop micro-websites and online visuals to support phone-detailing and direct e-mail marketing strategies.
  • 22. MERQURIO EDITORE – SERVICES & PRODUCTS DOTTNET DottNet.it is the unique social network of medical science in Italy. The goal of DottNet.it is creating a professional network among physicians, pharmacists and health professionals. Thanks to DottNet.it, members can receive, every day, specific scientific information. Access is reserved to trade professionals in accordance with the Italian law. The members through DottNet.it may :  Receive professional news  Invite colleagues/friends to access and discuss, build discussion groups, take part in debates;  Share interests or participations in conferences;  Enhance their knowledge by asking or answering questions;  Write articles or include presentations and movies and see them published;  Take part in eCME projects;  Comment on and rate articles;  Find colleagues from universities or specialists;  Create new professional relationships;
  • 23. MERQURIO EDITORE – SERVICES & PRODUCTS CME Merqurio also organizes accredited residential courses (CME), taking care of the training project, logistics and communication of the event and all pre- and post-events. Merqurio provides design, production and distribution of distance learning courses (eCME), directly or through DottNet. In the field eCME of Merqurio wants to create new solutions: •On Demand / Blended •Synchronous videoconferencing, •Tele-platform to manage the distance learning SMARTPHONE HEALTHCARE APPS The mobile health landscape is rapidly growing: the use of smartphones and their applications in healthcare is more and more common among physicians. Merqurio has set up its own Smartphone healthcare Apps for iPhone and Android system. Merqurio’s healthcare apps can help physicians formulate their diagnoses and prescribe specific therapies.
  • 24. “These markets are conversations... A powerful global conversation has begun. Through the Internet, people are discovering and inventing new ways to share relevant knowledge with blinding speed. As a direct result, markets are getting smarter- and getting smarter faster than most companies.” The Cluetrain Manifesto Contact: Phone: +390815524300 Fax: +390814201136 www.merqurio.it E-mail: redazione@merqurio.it