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About BackJoy

BackJoy is a global health and wellness company designing and manufacturing innovative products that enhance posture and relieve back pain

Industry: Healthcare

Headquarters: Boulder, CO

Key Events: Medtrade, WOCN

www.backjoy.com

Sales Order Management
Quotation Mark

The sales and demo process was really difficult when reps would have to dig through their image library and the file sharing app just to find the files they needed. Our goal was to allow reps to have everything in one platform, so that they could sell, do demos, and place orders from one place.

Quotation Mark

Mike MacKay

Director of Brand Marketing, BackJoy

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The Challenge:

Giving reps fast access to the brand’s high resolution images, product details, and pricing, as well as product training videos and other important brand collateral.

The Results:

  • BackJoy’s reps not only have constant access to their catalog with Handshake, they can also write and submit orders using the same interface.
  • Because reps are now able to write orders digitally within the Handshake app, those orders can then be instantly synced with back office systems, preventing errors and delays in the submission process.
  • BackJoy now has more control over how their brand and products are presented to customers.

The Story:

Prioritizing Product Education

Available in major chain stores like Walgreens, Target, and Bed Bath & Beyond, as well as independent pharmacies, footwear stores, and other independent retailers around the world, BackJoy’s products help the world sit, stand, sleep, and move better.

To spread the word about their products to the people who need them, BackJoy prioritizes product education, seeking to inform both retailers and, by extension, end consumers

According to Director of Brand Marketing Mike MacKay, however, the brand was having trouble getting reps the information they needed to sell effectively. Ultimately, BackJoy decided to invest in Handshake, a mobile order writing solution that would not only allow reps to easily access content, but also write orders digitally and streamline order processing.

A Disjointed Sales Process

Whether on the road visiting retailers or selling at industry trade shows like Medtrade, BackJoy’s sales reps required fast access to the brand’s high resolution images, product details, and pricing, as well as product training videos and other important brand collateral.

To make product demos and the overall sales process easier for reps, BackJoy decided to invest in iPads, allowing reps to add product images to their iPad photo libraries, videos to their iTunes libraries, and making product information available via a file sharing app.

BackJoy experienced several problems with this approach, however. Because reps had to pull information from disparate sources on their iPads, including their photo libraries, file sharing app, and other applications, it was almost possible to navigate quickly and easily between product images, descriptions, and other marketing materials.

BackJoy was also unable to standardize the content and information available on rep’s iPads, and they couldn’t ensure cohesive brand messaging during the sales process. Furthermore, despite the fact that they had iPads with them in sales appointments, reps still had to write orders manually on paper.

Handshake: One Cohesive Content, Sales & Ordering Platform

To give reps access to all the content they needed, take greater control over that content, and streamline the order writing process, BackJoy decided to invest in Handshake, a mobile order writing solution that includes a digital product catalog with high-resolution images, product descriptions, and inventory information, as well as access to customer order history and contact info.

“Reps have our complete catalog on hand, and they don’t have to waste time looking for things in our old asset management library or ask our marketing team for materials. It’s all there,” says MacKay. “This way, they can concentrate on demos, training, and cross-selling other products.

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