Knowing what and how to present the company can make the difference between a prospective distributor choosing to work with us or not. With the process and materials provided, our sales specialists can effectively convince prospective distributors that we are the best partner they could possibly have.
IMPORTANT:
The presentation must be adapted to each audience. This is why there is a preparation stage in the process during which the sales specialist researches the prospective distributor - to know their product scope, how they work, and their market. This is also why, according to the meeting itinerary, we first have the prospective distributor present their company, so that we can make some last minute adjustments to our presentation, with the goal being able to tell the distributor what we want them to hear. The goal of this presentation is to address their challenges and concerns by means of playing to our strengths and their weaknesses.
Pre-Pitch Introduction
Narrative
“We don’t want to bore you with another company presentation, but you will see that our presentation is different and will have a complete understanding of exactly what we do by the end of this presentation.”
Key Points
This is automatically inputted from the Campaign.
Most competitors will tell a new customer “we have the best quality and low prices”, but do not explain what value they can bring to a medical distributor. We want a new customer to know why we are different and what we can do for them that others cannot
Our business model is based on having a deep understanding of every single distributor and market - both the challenges and advantages. Therefore, we have a structure that prioritizes transparency and mutually beneficial outcomes in which we are tied to each other’s success.
The relationship between us and our distributor is not transaction-based, but rather outcome-based to align our objectives and create value.
The purpose of mentioning the above at the beginning of the presentation is to plant the seed of our “vested supplier-distributor relationship” which is explained at the end of the presentation. But by mentioning this in the beginning, we want it to be in their head throughout the presentation, and then be recalled when we get to this part of the presentation at the end.
Who We Are
Narrative
“Every company has a Mission and Vision, but these statements are often mundane and meaningless. However, we truly live our Mission and strive toward our Vision, and our entire organization is structured around achieving both to their fullest potential.”
Key Points
Our Mission is focused on our distributors and the unique relationship we have structured that not only our policies were built on, but also our company culture.
Our Mission focuses on building a high level of mutual trust not only in our products, but also our distributors having faith in our decisions and recommendations, as well as us having the same faith in the distributor’s understanding of their market and customers.
Our Mission focuses on our distributors being able to rely on our long-term commitment to every distributor to build the market together.
Our Mission focuses on transparency as a cornerstone of the business relationship, for which we have ethical policies to ensure an open relationship in which not just honesty is crucial, but also an open line of communication to share each other’s challenges and find solutions.
Our Vision is not focused on revenue or profit, but rather how do we most effectively get our products into as many markets as possible - a focus on expanding the distribution network. This creates a different dynamic in which our priorities are aligned towards this goal.
Watch Video : Company Introduction
See what makes us a different kind of pharmaceutical company.
Quick introduction of Dr. Carrillo on our Medical Advisory Board who will explain a bit about what we do.
Keywords
faith in our distributors + distributors trust in us = building the market together
open communication and transparency
our focus on expanding distribution instead of revenue and profits
Our Origins
Narrative
“What sets us apart in terms of our journey as a company is that our growth has been 100% organic, which reflects the fact that we have consistently created value across the entire supply chain. People across the world want our products because we deliver quality and value.”
Key Points
As an American company, we have implemented our highly-specialized management model across our branches around the world, bringing a higher level of product quality and more effective distribution channels to the industry.
Unlike other pharmaceutical companies, we leverage access to raw materials to reduce production costs while also retaining higher quality standards - reflected by our production bases in both China and India.
Our consistent year-over-year growth, in a relatively short period of time, is proof of the effectiveness of our business model and the long-term relationships we have fostered with our distributors.
Our product innovation and expansion is evident in our consistent growth into new regions and markets, reflecting our ability to meet the demand of new markets.
Keywords
our unique management model implemented across our branches globally
lower production costs + higher quality standards = added value
consistent growth proves our business model
Why AdvaCare Pharma?
Narrative
“Our competitive advantages in the medical products industry have given our distributors an edge in their market, allowing more than 70% to develop market-leading hero products.”
Key Points
We have implemented lean production processes that allow us to provide competitive pricing while remaining flexible and able to pivot according to the needs of our distributors and their market.
Market-leading brands give our distributors an edge with more credible products that help our distributors out-perform their competitors.
Our product range is one of the widest in the industry, allowing us to meet almost every need of our distributors and their customers.
Our advantage in navigating the unique regulatory landscape of every market results in a faster, more efficient product registration process.
Exceptional marketing support, both promotional materials and strategic planning, and logistical services are free of charge.
While not every product can be customized, product adaptability is one of our strengths that results in products better suited to the demands of every market.
Keywords
flexible production methods + competitive prices = meet distributor needs
our brand credibility gives distributors an edge
industry’s widest range = future growth for distributor
efficient registration process = faster product launches
extensive marketing support
products adapted to market preferences
Production Excellence
Narrative
“Given that all of our products are branded, product quality is our top priority to ensure brand reputation. And this is reflected in our production processes and complete control of the supply chain.”
Key Points
Our production facilities and production lines all comply with international certifications and standards. In addition to mandatory inspections, we conduct numerous scheduled and unscheduled inspections both by our QA Department and third-party inspectors.
Our strength in production not only has created one of the widest product ranges in the industry, but also gives us the capability to keep our production more flexible than other manufacturers. We are able to adapt product specifications to market requirements, resulting in better market penetration and adoption.
Our complete control of the supply chain is unique in the medical products industry. Our customized management systems track and control every step from raw material acquisition to distribution.
our product range = better market penetration and adoption
complete control of the supply chain
Global Presence
Narrative
“Being in so many different regions and countries allows us to leverage our knowledge and skills across all markets. What works well in one market might not work in another market, so our focus is on figuring out what does work in a market that competitors are not doing.”
Key Points
The market dynamics of every country differs, and we understand this very well. While many products are standardized, the methods of distribution may not be. This is why we conduct independent market research before starting with a new distributor, and at the same time work closely with every distributor to understand the market and their position in it.
The failure of most vendors in any market or industry, but especially the medical products industry, is understanding the needs and challenges of the distributor and their market. The advantage we have, serving so many different markets, is visibility on the dynamics of distribution and product positioning in different markets, seeing which successful strategies should be replicated and which should be avoided.
We work closely with our distributors, creating a collaborative environment, in which we share our valuable insights while also learning from them. The result is mutually decided strategies and a shared commitment in which both parties are tied to each other’s success.
Keywords
extensive market research and planning before market entry
we leverage our success in other markets
creating shared strategies and goals = mutually-assured success
Distribution Channels
Narrative
“As supply chain experts, we make it our business to understand not only how distribution channels work, but also how they don’t work. Our understanding of our customer’s customers is what sets us apart, and gives us a distinct advantage in better product positioning, marketing support and overall success in a given market.”
Key Points
We have defined Standard Operating Procedures (SOPs) and a proprietary data-driven system that is specifically structured for understanding every stakeholder in each distribution channel. The end goal is to optimize the positioning of our products.
We work with the distributor to create strategies and customized marketing materials that cater to the specific target audience, specialized for each distribution channel. It is important that we show stakeholders in each distribution channel the information that they need to see.
Keywords
complete understanding of distribution channels = better product positioning
strategies and marketing customized for each distribution channel
Registration Expertise
Narrative
“Completing product registration is a core activity of our global business, crucial for the distribution of our products and expansion into new markets. We place the highest priority on accuracy and efficiency, which is why health regulatory agencies around the world know that when an AdvaCare Pharma product is submitted for registration, product efficacy and reliability is assured.”
Key Points
As most distributors know well, manufacturers in China and India lack knowledge of regulatory compliance and struggle with documentation. We possess the skills necessary to fill those capability gaps.
The entire registration process, from the first point of contact to the completion of registration, is managed according to our SOPs to ensure timelines are met and distribution is not delayed.
Product registration is a long process that is both time and resource intensive. However, we are committed to seeing the entire registration process through to the end.
Watch Video
(click to video #2 if watching on the website) See how our regulatory expertise sets a new standard in registration efficiency.
Quick introduction that Dr. Carrillo will explain a bit about product registration and how it works with our distributors.
Keywords
our regulatory compliance and documentation capabilities exceed those of other manufacturers
regulatory compliance is highly controlled by our internal systems
we remain committed to completing every product registration
Globally Trusted Quality
Narrative
“Ensuring the quality and efficacy of products that bear the AdvaCare Pharma name is the cornerstone of our business. Our distributors can confidently market our products knowing that quality is assured, eliminating the risk of QC problems that consume enormous amounts of time and resources. One less headache for distributors so that they can focus on their core business.”
Key Points
Our products are not only subjected to extensive testing protocols prior to release, but are also subject to testing in many countries by health regulatory authorities.
The strictest manufacturing protocols are enforced as part of our capability to control the entire supply chain. From raw materials to production, packaging to warehousing, and shipping to warehousing - every stage is precisely controlled.
Our proprietary quality management system proactively tracks and analyzes every activity, automatically flagging potential deficiencies.
Keywords
our products undergo extensive internal and third-party testing
product quality depends not only on manufacturing, but also controlling the entire supply chain
we possess a specialized quality management system based on machine learning
Total Distributor Support
Narrative
“We provide the very highest standards of support for our distributors, which is reflected in our ‘vested supplier-distributor relationship’ business model - something we will cover later in this presentation. Our priority is to provide every tool needed for our distributor to succeed in their market - because their success is our success.”
Key Points
Regulatory compliance we already covered, but we would like to add that we have extensive experience with document authentication through multiple domestic and international agencies, which is required for compliance in most countries. We also ensure accuracy for logistics documentation to avoid problems and delays during importation.
We provide operational support in the form of comprehensive account management. All of our account specialists are foreign nationals with vast experience in the medical products industry. Even if a new account manager takes over a distributor account, information does not fall through the cracks due to our customized ERP system that tracks and records a thorough profile of every distributor.
We excel at the art of developing our distributors into market leaders. From market entry to expansion, we provide the tools needed to effectively distribute our products. Extensive marketing support helps to build brand awareness and credibility, customized to present the distributor as a trusted partner of AdvaCare Pharma.
Keywords
document and logistics support is extensive and free of charge
comprehensive account management coordinates multiple departments for every distributor
we are experts at developing distributors into market leaders
Our People
Narrative
“An organization is only as good as its people. We have built a global business that relies not only on extreme organization and structure, but even more importantly, people that are passionately committed to our mission and vision.”
Key Points
Kaizen, which are methodologies for continuous improvement, have been fully implemented into everything we do. We consistently improve processes and policies to strive for perfection.
Most medical products companies lack comprehensive processes, perhaps implemented only for departments working in compliance. But in our organization, every department has comprehensive SOPs that define every step of every process, which serves to prevent inaccuracies and drive efficiency.
We have implemented the Agile project management framework, an iterative approach to controlling projects based on transparency and increased efficiency. What happens behind the scenes at AdvaCare Pharma has a significant positive impact on our distributors by avoiding confusion and ensuring smooth communication in our joint activities.
Keywords
kaizen methodologies for continuous improvement
agile project management framework for internal transparency
every department is structured and highly organized = accuracy and efficiency
Product Portfolio
Narrative
“As mentioned, we have one of the widest ranges in the industry, making us one of the only global organizations capable of providing complete product solutions for every distribution channel.”
Key Points
Such a wide range of products gives us special insight into how to leverage what works well with one product range, and apply it to another. For example, we have been able to leverage our pharmaceutical formulation expertise to create more effective supplement products. On the marketing side, we have adapted some of our strategies for the supplement brand to the marketing of our pharmaceuticals.
Our product ranges complement each other, allowing our distributors to expand their product offerings in the same distribution channels.
Keywords
we leverage our experiences and strengths across product segments
our product ranges complement each other throughout different distribution channels = distributor growth and expansion
Pharmaceuticals
Narrative
“Completing product registration is a core activity of our global business, crucial for the distribution of our products and expansion into new markets. We place the highest priority on accuracy and efficiency, which is why health regulatory agencies around the world know that when an AdvaCare Pharma product is submitted for registration, product efficacy and reliability is assured.”
Key Points
A range of 13 dosage forms fulfills the procurement needs of hospitals, clinics, pharmacies, other retail segments, sub-distributors, and institutions such as government procurement agencies, IGOs and NGOs.
Access to multiple distribution channels for our pharmaceuticals also opens the door for our distributors to introduce our medical device and supplement products, providing future options for expansion into new product segments.
Packaging can be adapted to the requirements and preferences of each market for increased product localization.
Given our production in China and India, we can provide competitive pricing while ensuring quality backed by an American brand.
Watch Video
(only play if product range is within scope of the distributor) See why we are a leading manufacturer of pharmaceuticals.
Quick introduction of Dr. Miller on our Medical Advisory Board who will explain a bit about our pharmaceutical product range.
Keywords
13 dosage forms meets the needs of every distribution channel
wide range + multiple distribution channels = expansion into medical devices and supplements
packaging can be adapted for better product localization
production bases in China and India allows more competitive pricing while still leveraging our American brand
Medical Devices
Narrative
“Trusted by doctors, nurses and consumers worldwide, our 500+ Class I & II medical devices have built brand trust that our distributors rely on for consistent procurement cycles. Reliable quality defines our brands, which have become mainstay products in the sectors in which they are distributed.”
Key Points
5 brand divisions covers the needs of hospitals, clinics, pharmacies, other retail segments, labs, sub-distributors, and institutions such as government procurement agencies, IGOs and NGOs.
Significant production capability enables us to adapt product specifications to the preferences of each market. Many countries have specific requirements for materials, product configurations, and other options that most manufacturers cannot provide.
Given the price sensitive nature of medical devices, we aim to provide affordable product solutions and brand credibility that allow our distributors to scale their distribution networks.
Watch Video
(only play if product range is within scope of the distributor) See why we are one of the fastest growing manufacturers of medical devices and supplies.
Quick introduction of Ms. Russo, a registered clinical nurse on our Medical Advisory Board, who will explain a bit about our medical device brand divisions.
Keywords
5 brand divisions covers every distribution channel
product specifications can be adapted to market preferences
competitive pricing + brand credibility = distributor can scale distribution network
Supplements
Narrative
“Our AdvaLife brand is truly unique. We have leveraged our pharmaceutical origins to create a competitive advantage and product positioning that has helped our distributors become market leaders. What if a supplement brand could be both high-quality and affordable? Well, we are.”
Key Points
Our strength in formulation has created unique hero products that are scientifically-formulated and doctor recommended. We are also capable of creating customized formulas for specific indicated uses.
We possess the capability to formulate highly effective, niche supplement products, while at the same time offering a very wide range of more than 150 supplements available in 9 dosage forms to meet market preferences.
Our production in China and India allows us to provide competitive pricing, our products often being half the cost of comparable products from the US or Europe.
Watch Video
(only play if product range is within scope of the distributor) See why we are an innovative manufacturer of supplements with our AdvaLife Nutraceuticals product range.
Quick introduction of Ms. Garcia, a dietician on our Medical Advisory Board, who will explain a bit about our innovative AdvaLife supplement product range.
Keywords
our strength in formulation creates highly effective products
niche hero products + wide range = market expansion
we can create customized formulation for specific indicated uses and markets
products comparable to major US or European brands, but lower price points = distinctive advantage for distributors in their market
Veterinary
Narrative
“Our fastest growing product segment has carved out a special place in markets that are saturated with two extremes - high-priced veterinary medicines from Europe and the US or low-quality from China and India. We provide quality-assured, internationally recognized brands at competitive prices.”
Key Points
A range of more than 250 veterinary medicines, for both livestock and pets, available in 13 dosage forms provides every treatment option for vet clinics and veterinarians, vet supply and feed retailers, sub-distributors and most importantly the livestock farmers.
As animal disease and treatment preferences can vary from country to country, we have the capability to produce customized formulations for some products.
As veterinary products are price sensitive, our goal is to create a niche in each market with reliable quality treatments that are priced comparatively to lower quality products from China and India.
Our brand recognition gives our distributors an edge in their markets.
Watch Video
(only play if product range is within scope of the distributor) See why we are a trusted manufacturer of veterinary medications and pet supplements.
Quick introduction of Dr. Wagner on our Medical Advisory Board who will explain a bit about our veterinary product range.
Keywords
250 products in 13 dosage forms = treatment options for every distribution channel
customized formulations possible for increased market adaptation
reliable quality + competitive prices = niche in the market
our brand recognition gives distributors an edge
Pet Supplements
Narrative
“Our newest brand, AdvaMate, is positioned for rapid growth in the booming pet healthcare segment. Our formulation expertise has again been leveraged to create unique, effective pet products that are vet recommended.”
Key Points
A complete range of pet supplements and hygiene products, formulated by veterinarians to address the targeted health needs for dogs and cats, provide expansion possibilities for veterinary distributors.
Each product in the AdvaMate range is a proprietary formulation with natural ingredients, positioning the brand to be a market leader in the growing preventive pet healthcare sector.
Our strategy is not only to enter a high-growth product segment, but also to carve out a niche with products comparable to US brands, but at a lower price point.
See on Website
AdvaMate Pet Supplements Landing Page
Keywords
all products formulated for targeted pet health needs = veterinary distributors can expand into new product segment
product positioning perfect for high growth pet healthcare sector
US brand + competitive pricing = niche in the market
What Makes Us Different?
Narrative
“Besides the many aspects of our business model that make us unique in the expansive medical products industry, our ‘vested supplier-distributor relationship’ model is truly revolutionary. We have created a structure under which both us and our distributor are tied to each other’s success, resulting in the creation of value that would otherwise not be possible.”
Key Points
The vested model has been adopted by McDonalds, FedEx, Dell, Intel and other multinationals, but we are the first to implement it in the medical products industry.
Our model facilitates a closer, outcome-based relationship with our distributor, opposed to the traditional transaction-based relationship.
We have a very high distributor retention rate of 70-80%, which means that the majority of our distributors have been with us for at least 5 years.
Watch Video
Distributorship See why medical distributors worldwide choose AdvaCare Pharma.
Quick introduction that Dr. Carrillo will explain a bit about our business model and how it changes the dynamic between AdvaCare and our distributor.
Keywords
we created a new business model in the medical products industry
traditional transaction-based relationship misaligns common goals and is counterproductive
outcome-based relationship creates value and a shared commitment to each other’s success
very high distributor retention rate of 70-80% means majority of our distributors are with us for more than 5 years
Our Workflow in Action
Narrative
“As you can see and already know, the traditional roles of the supplier and distributor are well-established. But vendors in the medical products industry fail their distributors by not providing the tools necessary for the distributor to succeed, or at least grow in a more rapid yet sustainable way. We provide these tools.”
Key Points
We conduct Quarterly Business Reviews to coordinate upcoming plans, share valuable information and analyze what is working and what is not.
Marketing is a key joint activity that often only falls on the distributor, but we see marketing as a strategy that has to be implemented in unison.
Understanding the challenges of the distributor is a core element of our relationship.
Keywords
QBRs and other measures ensure coordination of information and objectives
marketing strategies implemented together for improved outcomes
our distributor’s challenges are our challenges
Our Collaborative Ecosystem
Narrative
Explanation of the flowchart.
Key Points
The feedback loop is a crucial component of our vested business model.
Mutually beneficial outcomes can only be achieved when all aspects of distribution are openly shared and trust is built.