Customers an Extension of the Sales Force? Customer Specific Marketing Material

S

SMCM94

#1
Hello all -

I apologize if I have posted in the incorrect thread and thank you all in advance for any opinions.

As a small medical device company, many of our customers have asked us to provide customer specific marketing material for them to use to promote one of our products in order to drum up business for themselves, which in turn would increase our business sales. Specifically, they have asked us to provide a brochure template which they would then edit to include their specific logo, case study pictures and information. The final "customer specific" brochure would be distributed to hospitals, clinical facilities and the general public at heath fairs.

Among other concerns, such as control of the document or file so that the customer does not change any of the approved indications and avoiding any misrepresentations, I am concerned that the customer is preceived as an extension of our sales forces since they are specifically promoting our product in order to increase business for their facility.

Am I totally off base with this? Any opinions/suggestions would be greatly appreciated. Thanks.
 
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T

The Specialist

#2
Re: Customers an Extension of the Sales Force?

Hello all -

I apologize if I have posted in the incorrect thread and thank you all in advance for any opinions.

As a small medical device company, many of our customers have asked us to provide customer specific marketing material for them to use to promote one of our products in order to drum up business for themselves, which in turn would increase our business sales. Specifically, they have asked us to provide a brochure template which they would then edit to include their specific logo, case study pictures and information. The final "customer specific" brochure would be distributed to hospitals, clinical facilities and the general public at heath fairs.

Among other concerns, such as control of the document or file so that the customer does not change any of the approved indications and avoiding any misrepresentations, I am concerned that the customer is preceived as an extension of our sales forces since they are specifically promoting our product in order to increase business for their facility.

Am I totally off base with this? Any opinions/suggestions would be greatly appreciated. Thanks.

Is it possible that you could 'agree' the final brochure or marketing materials that they wish to hand out?

E.g. a written agreement that; they will not distribute any marketing material including your product image or information without your consent (review and acceptance of said material).

At this stage you may have an opportunity to include a distinction between yourselves and the third-party company.
 
S

SMCM94

#3
Re: Customers an Extension of the Sales Force?

Developing an agreement is already in the works and we would approve the final brochure for use. The concern is that we are developing a template and a final brochure for them (using their specific logo, etc). So, both the brochure template and the final brochure would have our document control number since the customer is asking that we provide the material.

Just a thought: are you saying that we develop the template using our approval process but approve/release the final brochure using the customer's approval process? I still don't think this would work since we are being asked to provide the template and final brochure.

Thanks.
 
A

Al Dyer

#4
Re: Customers an Extension of the Sales Force?

From just your last comment, meet with the custom to discuss this. Maybe have them issue a document number and integrate that number into your document system. Also, I don't think it is against the rules to have both numbers on the product??

Al...
 
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