Mead Johnson was founded by Edward Johnson in 1905. With over 100 years’ history, Mead Johnson is one of the largest nourishment manufacturers in the world and has become the industry leader. Mead Johnson today has totally 6,500 employees all over the world.
For more than a century, Mead Johnson has led the way in developing safe, high-quality, innovative products to help meet the nutritional needs of infants and children. With more than 70 products in over 50 countries, Mead Johnson products are trusted by millions of parents and healthcare professionals around the world.
Challenges and Problems Faced
·The way how Mead Johnson’s subsidiaries in Asia’s different countries operate was different. Some branch offices were using CRM system while others were not. The different sales branch offices have their own different sales processes and most of the processes are not standard.
·The CRM systems used in different branch offices were isolated, which did not allow quick information sharing.
·Salespeople were scattered in different countries. It’s hard for the management to know about salespeople’s daily activities. There are loopholes in sales management.
·Salespeople had to go back to their offices to do certain work, such as changing customer information, placing orders, etc. Using hardcopy questionnaires for customer survey was time and energy consuming, which was not efficient.
·By implementing iCare CRM together with its mobile application which is a Salesforce’s cloud computing platform based solution dedicated for the pharmaceutical industry, we helped Mead Johnson standardize their sales processes, increase the system’s usability. And the system can be configured flexibly according to fast business requirements changes.
·Now the following systems are seamlessly integrated: iCare CRM (both the PC and mobile applications) + the Master system +the ERP system.
·Enabled the management to view all the sales activities clearly through iPad mobile applications. The management is now clear about every sales representative’s daily activities from GPS location tracking. Salespeople can accept orders, plan marketing activities, collect marketing information and do market analysis through iPad even without access to the Internet.