Merck

In 1989, Merck Sharp & Dohme turned to Fried-Cassorla Communications to help reduce the anticipated reduction in attrition of sales among leading drugs that would soon come off patent. Attractive offer letters were mailed to clients. Mailers such as the 9" x 12" one for Clinoril used creative personalization, based on prior purchases, in order to generate new appealing terms.

Specific contracts were generated for each customer -- using intense personalization. These efforts produced millions of dollars in sales for MSD, and helped reduce the change-over to generic drugs by wholesalers, hospitals, physicians, and independent pharmacies.