PSS PP Template Dark

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Blue Bell, PA headquarters
Aristas Remote Territory Management Covering
Vacant and Whitespace Territories
Arista Marketing Associates, Inc. www.aristamktg.c
om 800.866.8672
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Managing vacant territories requires a special
skill set.

• Critical Success Factors
• Clear communication of program objectives and
  logistics with field managers
• Rapid and accurate identification of vacancies
• Professional communication of program objectives
  to target physicians
• Appropriate sampling
• Predictable frequency
• Appropriate quantity
• Expedited shipment
• Efficient hand-off when territory is no longer
  vacant

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Aristas Remote Territory Management (RTM) allows
you to maintain continuous contact with key MDs
during vacancies.
RTM accomplishes key goals cost effectively

• Ensures rapid and accurate vacant
  territory/physician coverage
• Eliminates physician confusion
• Avoids unnecessary burdening of MD office staff
• Maintains effective sampling continuity during
  vacancy
• Gives your product additional share of voice
• Accelerates representative territory efficiency
• Allows pain-free hand-off when the territory is
  filled

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Remote Territory Management keeps the process
simple for both the district manager and field
sales operations.

• District managers are key because they are the
  first to know when a territory becomes vacant and
  when it is filled
• DMs can access Aristas RTM secured website 24/7
  to update their districts vacancy status
• Each month (or any frequency you select) all DMs
  receive an email reminding them to access the RTM
  website and update their district
• Arista instantaneously updates the database to
  reflect current coverage

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The web-based interface is clean and simple to
use.

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DMs can log a territory as vacant in less than
30 seconds.

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Client determines whether targeted MDs receive
TeleSampling only, or TeleSampling
TeleDetailing.
TeleSampling TeleDetailing
TeleSampling Only

• Same process as TeleSampling call, PLUS.
• Request permission to speak to physician
• Make 3-4 attempts to reach the physician before
  executing the sampling service call
• Send a promotional letter and PI within 48 hours
  per FDA requirement
• For programs of this nature, the completion rate
  per call cycle ranges from 20 to 30

• Advise office staff that the territory is
  temporarily vacant
• Confirm clients commitment to provide physician
  with product samples and patient literature
• Verify key office staff
• Verify all key contact information
• Offer to fax sample request form to office for
  physician signature
• Ask staff to return sample request form ASAP
• Gain permission to call next month
• Provide Aristas 800

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Arista customizes its activity with each
physician to match your product mix and goal
matrix.
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RTM even helps introduce your new rep to target
MDs.

• When a DM logs a previously-vacant territory as
  filled, Arista sends a new rep letter of
  introduction to each physician in the territory
  within days of notification.

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Aristas RTM is a fully closed-loop process. No
loose ends.
Physician signs
Arista prepares
Arista calls to
A
rista faxes
and faxes back to
Outbound Service Call
verify MDs and fax
sample form to
Pharmagistics
database
number
office
DM notes
Pharmagistics
vacancies
Responder

fulfills
Arista appends
Data back to
sample request
database
Arista
per PMDA
Pharmagistics
conducts
signature audits
Arista notified of
non compliers
New Rep
New
Notification
Representative
New fills noted
database
letters mailed
Arista calls to
Physician signs
Arista prepares
A
rista faxes
detail and verify
and fax back to
Outbound Service Call
sample form to
MDs and fax
Pharmagistics
PLUS Messaging
office
number
database
Arista sends
promotional
mailing within 48
hours of detail
Pharmagistics
Responder

fulfills
Arista appends
Data back to
sample request
database
Arista
per PMDA
Pharmagistics
conducts
signature audits
Arista notified of
non-compliers
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RTM includes comprehensive, customized dashboard
reports.
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Plus, RTM allows you to generate
district-specific and territory-specific
on-demand reports.
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View of district-specific vacant territory list.
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View of territory-specific, physician-level
Arista activity report.
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In summary, Aristas RTM reaches your target MDs,
monitors key territory metrics, and reports
results to you.

• We provide rapid and accurate vacant
  territory/physician coverage
• We verify the accuracy of our monthly call list
• We calculate sample response rates by physician
• We measure the reach rates for those physicians
  identified for messaging
• We work to minimize any share erosion during each
  territory vacancy
• We compare market share results for sampling-only
  targets vs. message sampling targets
• We provide robust, customized reporting and 24/7
  web access