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Major Objectives a Pharmaceutical Organization wishes to achieve…
<ul><li>Achievement  against your targeted budget in  billions  and  increasing  your  revenues. </li></ul><ul><li>Maintai...
Solutions to the Complexity of Pharmaceutical Sales Data Management
How Do You Answer These Questions? <ul><li>What is your market? </li></ul><ul><li>Do we know who your key customers are? <...
<ul><li>Do you know the exact place and party where invoices are being initiated by the distributor across country? </li><...
Getting Answers
<ul><li>Having timely, accurate answers to the previous and related questions is critical to the success of any company.  ...
From an industry standpoint, the ideal provider of data management services would have:
<ul><li>In-depth knowledge of the pharmaceutical industry. </li></ul><ul><li>State-of-the-art technical knowledge and capa...
PAGE 44: The Effective Combination
<ul><li>At PAGE 44, our exclusive focus is health care. </li></ul><ul><li>  </li></ul><ul><li>It means that we know the ph...
<ul><li>At PAGE 44, we are experts in the management of health care data and the creation of comprehensive data solutions....
<ul><li>Broadly defined, PAGE 44 specializes in two types of projects: </li></ul><ul><li>The creation of turnkey solutions...
Creating Leading Edge Solutions to Complex Data Challenges
<ul><li>We believe that accurate, targeted sales information can be a major source of competitive advantage. </li></ul><ul...
Why is data management such a challenge to the pharmaceutical industry?
<ul><li>There are many reasons: </li></ul><ul><li>The volume of sales data can strain the internal resources of even the l...
<ul><li>Most pharmaceutical sales data is made available in “raw,” unprocessed form. Extensive manipulation is often requi...
Integration and Interoperability: ‘Why Can’t We Have One Data Source?’
<ul><li>Even in the most tightly managed environments, pharmaceutical sales data is often processed and stored in multiple...
<ul><li>Given such data configurations,  integration and interoperability pose huge challenges.  </li></ul><ul><li>  </li>...
<ul><li>In December 2010, after a full year of development, PAGE 44 launched its  Credits of Marketing .  </li></ul><ul><l...
<ul><li>The key design objective of the PAGE 44 system was to provide clients with  unsurpassed accuracy, speed, and flexi...
Credits of Marketing: Unsurpassed Flexibility and Integration
<ul><li>Why is flexibility in all phases of data input and output important? </li></ul><ul><li>  </li></ul><ul><li>Data pr...
<ul><li>The architecture of applications of Credits of Marketing leverages the query power, scalability, and data manageme...
Steps for Proper DATA MANAGEMENT
<ul><li>  </li></ul><ul><li>1. Creature Configuration: </li></ul><ul><li>  </li></ul><ul><li>Field Force Current Structure...
 
 
Credits of Marketing
Mega Link Special Reduction Lineup Creature Configuration ADPRO Sys ODI Sys Call Analyzer E & I Manager Corspa
Features
<ul><li>Offering web based solution which is exclusively accessible anywhere in the world 24 / 7. </li></ul><ul><li>Manage...
<ul><li>100% accurate achievement reconciliation / reporting against targets of each member and manager at any time. </li>...
Features
<ul><li>Power to create link of an individual with predefined specific territory (based on bricks / towns). </li></ul><ul>...
Features
<ul><li>Managing of your extensive Ex-Factory sales in all dimensions along with inventory management through radio link. ...
Features
<ul><li>The convenience of planning and execution of day-to-day expense and itinerary which can be managed. </li></ul><ul>...
Features
<ul><li>Instruction placement through order to any distributor about undue special discount to any exclusive customer, the...
Features
<ul><li>Alleviating the functions of advertising and promotional activities by categories / heads where flawless core plan...
Features
<ul><li>An ultimate calling solution with tracking approach for maximizing the efforts of human resource. </li></ul><ul><l...
Features
<ul><li>Cultivating the mass internal and external communication with effortlessness functions which can enhance and recon...
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Solutions to the complexity of pharmaceutical sales data management

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Transcript of "Solutions to the complexity of pharmaceutical sales data management"

  1. 2. Major Objectives a Pharmaceutical Organization wishes to achieve…
  2. 3. <ul><li>Achievement against your targeted budget in billions and increasing your revenues. </li></ul><ul><li>Maintaining 500 to 1,500 members of field force along with monitoring the turnover within their hierarchy. </li></ul><ul><li>Reconciling and monitoring 10,000 plus invoices compilation from number of distributor after every 24 hours. </li></ul><ul><li>Sales data compilation of around 2,000 bricks / towns on daily basis. </li></ul><ul><li>Successful achievement of data of 10,000 plus highly valued customers / doctors along with more than 18,000 chemists. </li></ul><ul><li>Operating with biggest distance mileage directory across country. </li></ul><ul><li>A requirement to device a report which offers a 100% accurate sales of each sales representative and their managers against targets / budget through e-link. </li></ul>
  3. 4. Solutions to the Complexity of Pharmaceutical Sales Data Management
  4. 5. How Do You Answer These Questions? <ul><li>What is your market? </li></ul><ul><li>Do we know who your key customers are? </li></ul><ul><li>How effective is your sales force? Can we report 100% accurate sales of each sales representative and their managers against targets / budget through e-link? </li></ul><ul><li>Do you have system to compile data from all your distributors about their sales, stock positions, returns, and balance stock position after every 24 hours through e-link? </li></ul>
  5. 6. <ul><li>Do you know the exact place and party where invoices are being initiated by the distributor across country? </li></ul><ul><li>Can you handle hundred of specific special discount orders to the customers in a day through distributor without any fatigue? Can we reconcile distributor’s claims at any time against their invoicing automatically? </li></ul><ul><li>Do you reconcile, control, evaluate and check your advertising expense against allocated budget percentage at any point of time? </li></ul><ul><li>Do you know the actual and accurate physical location of your field force members all the time? </li></ul>
  6. 7. Getting Answers
  7. 8. <ul><li>Having timely, accurate answers to the previous and related questions is critical to the success of any company. </li></ul><ul><li>For many companies the absence of this information limits sales force effectiveness and hinders strategic decision-making. </li></ul><ul><li>Left unaddressed, these gaps will hinder sales growth, accelerate sales force turnover, contribute to erosion in share price, and negatively impact company valuation. </li></ul><ul><li>  </li></ul><ul><li>The heart of the issue is data – timely, accurate, compelling, and accessible information about marketplace behavior. Information strategy is fundamental to business strategy. </li></ul><ul><li>  </li></ul><ul><li>When executed correctly, information strategy provides the basis upon which winning strategies are devised and executed. </li></ul>
  8. 9. From an industry standpoint, the ideal provider of data management services would have:
  9. 10. <ul><li>In-depth knowledge of the pharmaceutical industry. </li></ul><ul><li>State-of-the-art technical knowledge and capabilities. </li></ul><ul><li>An ability to blend the two disciplines. </li></ul><ul><li>Demonstrated skill in analyzing complex business issues. </li></ul><ul><li>A clear understanding of the unique data sets that are basic to the pharmaceutical industry. </li></ul><ul><li>Proven ability to process sales data in a timely and accurate fashion. </li></ul><ul><li>We believe that PAGE 44 uniquely meets this profile. </li></ul>
  10. 11. PAGE 44: The Effective Combination
  11. 12. <ul><li>At PAGE 44, our exclusive focus is health care. </li></ul><ul><li>  </li></ul><ul><li>It means that we know the pharmaceutical and world intimately. We know what drive markets, how to sell product, and how to change marketplace behavior. We know how to extract, analyze, manage, and distribute data. We are comfortable in both domains. </li></ul>
  12. 13. <ul><li>At PAGE 44, we are experts in the management of health care data and the creation of comprehensive data solutions. </li></ul><ul><li>Our objective is to extract the full value of sales data to derive superior performance for our clients. </li></ul><ul><li>We are experts in devising winning strategies that allow our clients to dominate their markets. </li></ul><ul><li>As data managers, we are expert in information systems and technology applications. </li></ul>
  13. 14. <ul><li>Broadly defined, PAGE 44 specializes in two types of projects: </li></ul><ul><li>The creation of turnkey solutions for clients who participate in large therapeutic categories (i.e., diabetes, asthma, hypertension, etc.) where extensive sales and marketing efforts are required. In such markets, the emphasis is on quick, accurate, and targeted data to optimize sales performance. </li></ul><ul><li>The integration of disparate (often non-traditional) data sources in new, evolving, or niche markets where traditional information sources may be lacking or incomplete. </li></ul>
  14. 15. Creating Leading Edge Solutions to Complex Data Challenges
  15. 16. <ul><li>We believe that accurate, targeted sales information can be a major source of competitive advantage. </li></ul><ul><li>  </li></ul><ul><li>It provides the groundwork upon which precise and accurate decision making can and should occur. It identifies performance issues, pinpoints areas for growth, and highlights market opportunities and unmet market needs. Accurate, consistent sales reporting is a key contributor to sales force satisfaction and reduced employee turnover. </li></ul>
  16. 17. Why is data management such a challenge to the pharmaceutical industry?
  17. 18. <ul><li>There are many reasons: </li></ul><ul><li>The volume of sales data can strain the internal resources of even the largest pharmaceutical companies. For smaller companies, the cost of sales data management can be prohibitive. </li></ul><ul><li>The tabulation of sales data requires divergent, multi-disciplinary skills that are not easy to harness in a large company environment. </li></ul><ul><li>The data is complex and not always user friendly. Pharmaceutical sales data is typically reported at two levels: prescription (total, new, and refill from the prescribing physician), or outlet (i.e., hospital, retail pharmacy, etc.). The two data sets are very distinct. To be used effectively, an in-depth understanding of collection methodology, projection factors (if any), data gaps and limitations, etc. is required. </li></ul>
  18. 19. <ul><li>Most pharmaceutical sales data is made available in “raw,” unprocessed form. Extensive manipulation is often required to yield meaningful results and to create accurate, field sales reporting. </li></ul><ul><li>There are often multiple customers within the same company for the same data. Entities as dissimilar as sales operations/measurement, business analysis, finance, strategic customers, managed care/national contracting, to name but a few, often have a direct and vested need for sales information. </li></ul><ul><li>The essence of data management is to make simple reports out of complex data sets. It is critical that the needs of multiple users of the data are met – all from one seamless, accurate data source. </li></ul>
  19. 20. Integration and Interoperability: ‘Why Can’t We Have One Data Source?’
  20. 21. <ul><li>Even in the most tightly managed environments, pharmaceutical sales data is often processed and stored in multiple locations. </li></ul><ul><li>  </li></ul><ul><li>It is not unusual to find dedicated servers for data warehouse applications, departmental servers, local user PCs, and PDAs, to name but a few. </li></ul>
  21. 22. <ul><li>Given such data configurations, integration and interoperability pose huge challenges. </li></ul><ul><li>  </li></ul><ul><li>Sales data proliferation can lead to multiple, often conflicting, data sets within a single company. </li></ul><ul><li>This multiplicity erodes management confidence, impedes field sales reporting, creates inconsistency in incentive compensation, and hinders the sales forecasting process. </li></ul>
  22. 23. <ul><li>In December 2010, after a full year of development, PAGE 44 launched its Credits of Marketing . </li></ul><ul><li>The core philosophy behind Credits of Marketing is data integrity at one controlled source . </li></ul><ul><li>This means that PAGE 44 can create a seamless data process encompassing multiple data streams that is highly customizable to unique client requirements. </li></ul><ul><li>On a day-to-day basis, this means that sales applications as distinct as sales force sizing, alignment/deployment, field sales reporting, incentive compensation, and forecasting can operate off the same integrated data set . </li></ul><ul><li>Sales measurement and analytics are consistent and accurate. Sales data is available quickly and accurately the first time. Sales information can be easily archived and retrieved for retrospective analysis and sales trending. </li></ul>
  23. 24. <ul><li>The key design objective of the PAGE 44 system was to provide clients with unsurpassed accuracy, speed, and flexibility in managing large and/or complex data sets . This means not just the management of data inputs but also data assembly, tabulation, extraction, and reporting. The design philosophy behind Credits of Marketing was simple. Create a system that: </li></ul><ul><li>Can be fully integrated </li></ul><ul><li>Yields one consistent, accurate source of data </li></ul><ul><li>Is customizable to unique client needs/requirements </li></ul><ul><li>Facilitates clear and concise data reporting </li></ul><ul><li>Can evolve as client needs and requirements change </li></ul>
  24. 25. Credits of Marketing: Unsurpassed Flexibility and Integration
  25. 26. <ul><li>Why is flexibility in all phases of data input and output important? </li></ul><ul><li>  </li></ul><ul><li>Data providers such as IMS distribute data to their clients in a fixed format that is consistent with their hierarchical approach to data collection. IMS report sales at either the outlet or prescribing physician level. For many pharmaceutical companies, however, additional manipulation of the data (consistent with internal business rules) may be necessary. </li></ul>
  26. 27. <ul><li>The architecture of applications of Credits of Marketing leverages the query power, scalability, and data management features of SQL server, Data Transformation Services (DTS), and Microsoft .NET technologies. This application is a fully integrated solution. It allows for multiple methods to deliver data. </li></ul><ul><li>  </li></ul><ul><li>With the help of Credits of Marketing, it allows clients unmatched flexibility in all phases of data input and output. For example, a hospital or similar account may be of sufficient size to warrant coverage by multiple sales representatives. Existing data sources may, however, only provide a single measure of sales volume. This can be as simple as assigning a fixed percentage of monthly sales to each representative or it can be based on an extended analysis of prescription outflow and call activity. </li></ul><ul><li>In more complex circumstances, data allocations are needed to determine the sales generated by multiple sales forces selling the same product, or for sales organizations from multiple companies involved in co-promotions or co-marketing agreements. </li></ul>
  27. 28. Steps for Proper DATA MANAGEMENT
  28. 29. <ul><li>  </li></ul><ul><li>1. Creature Configuration: </li></ul><ul><li>  </li></ul><ul><li>Field Force Current Structure </li></ul><ul><li>Field Force member’s individual data as mentioned his or her employment form </li></ul><ul><li>Field Force Brick / Town allocation status to an individual field member </li></ul><ul><li>  </li></ul><ul><li>2. Mega Link: </li></ul><ul><li>  </li></ul><ul><li>Product List and Business Unit / Group Structure </li></ul><ul><li>Availability of Distributors Bricks / Town Structure </li></ul><ul><li>Budget / Target by Field Representative by Area Manger by Sales Manager </li></ul><ul><li>Corporate Incentive Policy for the current Fiscal or calendar year </li></ul><ul><li>Distributor’s invoice and inventory data retrieval on daily basis </li></ul>
  29. 32. Credits of Marketing
  30. 33. Mega Link Special Reduction Lineup Creature Configuration ADPRO Sys ODI Sys Call Analyzer E & I Manager Corspa
  31. 34. Features
  32. 35. <ul><li>Offering web based solution which is exclusively accessible anywhere in the world 24 / 7. </li></ul><ul><li>Management has power to see day-to-day sales pattern or historical data of any field force member / manager at their level, region, area or territory by product by group / business unit. </li></ul><ul><li>Managing multiple levels of authority within hierarchy to get permitted access on web. </li></ul><ul><li>Brick / town allocation to every field member and predefined allocation of specific positions in the field. </li></ul>
  33. 36. <ul><li>100% accurate achievement reconciliation / reporting against targets of each member and manager at any time. </li></ul><ul><li>Sales update after every 24 hours across field force through web and their hand sets. </li></ul><ul><li>Unlimited distributor provision and updates, availability of thousands of sales invoicing and stock positions from all the distributors. </li></ul><ul><li>Any type of Incentive calculation of field force on achievement. </li></ul>
  34. 37. Features
  35. 38. <ul><li>Power to create link of an individual with predefined specific territory (based on bricks / towns). </li></ul><ul><li>Facilitating evaluation of sales performance against assigned targets. </li></ul><ul><li>Landmark of basic ideology where every field force member will be appraised by their performance in terms of sales. </li></ul><ul><li>Designing of 500 plus territories to more than 500 field force with the 5 to 9% turnover rate in a month and posting of 2,000 plus bricks / towns to those territories along with their actual sales posting to field force against their budgets. </li></ul>
  36. 39. Features
  37. 40. <ul><li>Managing of your extensive Ex-Factory sales in all dimensions along with inventory management through radio link. </li></ul><ul><li>Providing ultimate solution for dispatch management and invoicing to enhance the productivity of your operational functions. </li></ul>
  38. 41. Features
  39. 42. <ul><li>The convenience of planning and execution of day-to-day expense and itinerary which can be managed. </li></ul><ul><li>Reconciliation and controlled reporting with defined parameters eliminating any chances of misleading information from field force. </li></ul><ul><li>E & I is big saving of unjustified expense which is humanly not possible to reconcile. </li></ul>
  40. 43. Features
  41. 44. <ul><li>Instruction placement through order to any distributor about undue special discount to any exclusive customer, their execution and monitoring. </li></ul><ul><li>Claim adjustment at the level of distributor and instructions reconciliation through distributor’s invoice. </li></ul><ul><li>Application is featured so if higher management wants to block any product for zero percent discounts or any range of discount for few products, it is easily available in the application. </li></ul><ul><li>If management finds misuse of special discount at the level of party / customer, management has control to black list that particular party / customer to avoid any special favor to the party in future. </li></ul><ul><li>Around 18,000 thousand retail outlets / chemists / pharmacies are mentioned in the database and end user can add more if needed. </li></ul>
  42. 45. Features
  43. 46. <ul><li>Alleviating the functions of advertising and promotional activities by categories / heads where flawless core planning is initiated. </li></ul><ul><li>Execution and reconciliation of operational functions as well as, inventory management of advertising and promotional material is offered. </li></ul><ul><li>Release of requisition and purchase order in systematic order. </li></ul><ul><li>Enhancing the proper utilization of support tool to maximize integration of advertising and promotion with company’s profitability. </li></ul>
  44. 47. Features
  45. 48. <ul><li>An ultimate calling solution with tracking approach for maximizing the efforts of human resource. </li></ul><ul><li>Highlighting the performance of your field force with flawless penetration in territory, correct focus on your customers, smart product priority selection, planned consumption of promotional tools. </li></ul><ul><li>Benefiting your organization with huge directory of customers and micro focus on bricks and towns performances. </li></ul><ul><li>R eshaping every minute situation, their location and call strategy by the field force at their customers in the field. </li></ul><ul><li>Each field force representative before starting of call to the customer will incorporate customer profile (Name, Specialty, Address, Contact Number, Venue, Date of Birth, Anniversary and brick / town code) and at the same time after closing call will report the detail of activity he or she performed at customer level. </li></ul>
  46. 49. Features
  47. 50. <ul><li>Cultivating the mass internal and external communication with effortlessness functions which can enhance and reconcile the day-to-day communication with ease. </li></ul><ul><li>Offers operational tool to decrease expense off courier and reconciliation and tracking of any document, packet or message. </li></ul><ul><li>Provides the details of courier companies, recipient’s addresses and locations internally and externally in administration part of application and end user just select the Courier Service, dispatch type and mention details of documents (one or more) which envelope contains. </li></ul><ul><li>Functionality of multiple dispatches externally in a day from the organization initiates smart control over communications and organization search any document in case of misplacement or delay. </li></ul>
  48. 51. Thank You
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