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9 Practices that Lead to Successful Multi-Channel Pharma Marketing

Nicholas Brusco of EarthDigital, a solution provider at the marcus evans PharmaMarketing Summit 2014, offers tips for making multi-touch marketing more successful

NEW YORK, NY, Apr 28, 2014 - (ACN Newswire) - "In multi-channel marketing within the pharmaceutical industry, it is critical to associate the content of the communication to the disease state and the challenges the disease presents to the person; this is the real opportunity for pharmaceutical marketers," says Nicholas Brusco, President, EarthDigital, an EarthColor company. "Marketers should leverage information and variable content, whether through email or direct mail, the same way nurse practitioners and care counselors calling patients do. Care counselors do not say the same thing to every patient. They recognize who they are speaking with and change their script and tone to adapt to the recipient. Print and email need to take on the same approach," Mr. Brusco suggests.

EarthDigital is a solution provider at the marcus evans PharmaMarketing Summit 2014 in Palm Beach, Florida, May 12-14, 2014.

Mr. Brusco also mentioned that in order for marketers to truly get the most out of their marketing, they must:

Engage multiple stakeholders in advance. Get the agency, brand and market managers involved early on. Get all the different silos to collaborate, and do an analysis of what they are each doing and how they could benefit. One of the main stakeholders in a multi-channel campaign is the CRM group, so make sure the owners of the technology also participate.

Identify the recipients of your messages and identify what would appeal to them. Segment your market, whether it is physicians and their specialties or patients and their particular challenges and demographic information. Segment the population, then create content for each. Working closely with the brand agency is critical for creating and tagging this content.

Make content specific to whom you are speaking with. Your content, images and language should reflect their specific challenges, preferences, and interest. Marketing to a young, active woman about diabetes is different than to an older man, or to a diabetes caregiver.

Learn more about the recipient with each touch. It is not enough to identify whether they acted upon the message or not - gather information you can leverage for the next touch. This will allow for a more impactful and meaningful dialogue.

Have a good plan going forward. When are you going to use email? How and when are you going to use print? Are you going to engage with recipients by telephone as well as direct mail and email? Gather information on which channel is the most effective, but do not abandon any of them.

Track return on investment (ROI). Make sure to have a way to calculate ROI. Multi-channel marketing is not likely to be inexpensive. While there is great value in it, you still need to be able to show that it is producing the right outcome.

Consider change management. How will the campaign change as you start measuring responses? If you need to change content such as ISI (Important Safety Information) copy, how do you do it cost effectively and quickly? Being able to add tactics and leverage new data is critically important. The system must be flexible enough to handle changes.

Get your timing right. Traditional print campaigns most often suffer from poor timing, because marketers try to gather as many records as they can beforehand, to make the campaign more cost effective. But that may result in some recipients getting their messages delayed by weeks and perhaps the conversion opportunity may have passed by then. Email marketers know to use emails within an appropriate timeframe. Print should not be any different. The printing must be aligned to their needs: content and timing.

Integrate multi-channel marketing, micro-marketing, variable data printing and all the different touch points. Today the landscape of pharmaceutical marketing is changing as physicians and patients have become accustomed to marketing being done differently. The way consumers work with banks and insurance companies is changing the way they expect to work with their doctors and pharmaceutical companies. The sphere of influence is changing, so marketers cannot continue doing what they do and expect better results. Integrated marketing is new and exciting, and where I believe marketers will get the greatest ROI.

About the PharmaMarketing Summit 2014

This unique forum will take place at the Eau Palm Beach Resort & Spa, Palm Beach, Florida, May 12-14, 2014. Offering much more than any conference, exhibition or trade show, this exclusive meeting will bring together esteemed industry thought leaders and solution providers to a highly focused and interactive networking event.

For more information please send an email to [email protected] or visit the event website at

marcus evans group - marketing/sales sector portal -

The Marketing Network - marcus evans Summits group delivers peer-to-peer information on strategic matters, professional trends and breakthrough innovations.

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Please note that the Summit is a closed business event and the number of participants strictly limited.

About EarthColor & am4m

Automated Manufacturing for Marketing (am4m) delivers high-quality marketing material and a faster time-to-market with lower costs all while increasing your personalized communication options. am4m Pharma utilizes best practices in multi-channel marketing and technology integrations that are focused on templated product offerings for Physician Marketing, Patient Marketing, Managed Care Marketing, and Field Sales Communications.

Backed by EarthColor's production capabilities with 7 facilities in 5 states and more than 600 professionals, am4m provides national coverage, financial strength, and business continuity to its roster of Fortune 500 clients, especially those in the pharmaceutical industry. Our best practices in one-to-one marketing, web-enabled document creation, print-on-demand, and obsolescence reduction can help you attain record results. With am4m, you'll see that we understand your marketing and communication needs and can support those needs with the appropriate processes and supply chain, and know how to maximize and deliver your brand like no other partner. Please visit and

About marcus evans Summits

marcus evans Summits are high level business forums for the world's leading decision-makers to meet, learn and discuss strategies and solutions. Held at exclusive locations around the world, these events provide attendees with a unique opportunity to individually tailor their schedules of keynote presentations, think tanks, seminars and one-on-one business meetings. For more information, please visit

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Source: marcus evans Summits

Sarin Kouyoumdjian-Gurunlian
Press Manager, marcus evans, Summits Division
Tel: +357 22 849 313
Email: [email protected]

Copyright 2014 ACN Newswire. All rights reserved.

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Copyright 2008 ACN Newswire. All rights reserved. Republication or redistribution of ACN Newswire content is expressly prohibited without the prior written consent of ACN Newswire. ACN Newswire shall not be liable for any errors or delays in the content, or for any actions taken in reliance thereon.

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