The document discusses how Internel's distributor sales and operations planning (S&OP) methodology can help pharmaceutical companies gain control over distributor demand in emerging markets, improve forecasting accuracy, and increase sales and profits. Internel provides distributor S&OP training and ongoing support services to integrate sales, production, and inventory data between companies and their distributors. This allows for more accurate demand forecasting and coordinated supply planning to avoid excess inventory levels and missed sales opportunities. Internel claims their approach can help clients exceed sales targets in distributor markets within 6 months.

1. Emerging
Markets and You
Still rely on forecasting guesswork?
Gain control to sell more.
Pharmaceutical industry 2017

2. THE COST OF INACTION IN PHARMA
What’s holding your profits back in emerging markets?
Do you work with
distributors representing
you in emerging markets
or countries without
your own subsidiary?
Does your production
suffer from volatile
demand and
unexpected rush
orders?
Does achieving and
planning your budget
feel like playing
roulette?
Do you collect forecasts
monthly and try to
anticipate sales from
often non-transparent
and unstable markets?
Are local stocks too high
and expiry dates too
imminent? Or are stocks
too low, leading to missed
sales opportunities?
BUDGETSALESDEMANDFORECASTINGDISTRIBUTOR MODEL
Copyright © 2017 Internel SA. All rights reserved
Time to stop collecting numbers and get more sales and profits instead.
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3. CONQUERING EMERGING DISTRIBUTOR MARKETS
In just 6 months, Internel’s proven distributor S&OP methodology allows you to:
Gain full control of distributor demand in emerging markets – establish total transparency,
wiping out grey marketers
Actively steer your production and distributor stock levels, avoiding excess inventory
(obsolescence or stock outs) that lead to loss of sales to competitors
Work with happy and efficient partners rather than with frustrated, reactive distributors
Most of all: achieve and exceed sales targets in distributor markets
Copyright © 2017 Internel SA. All rights reserved
LE and budget process are shortened due to real sales numbers at hand.
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4. WORLD-CLASS SALES PLANNING AT YOUR FINGERTIPS
Internel’s highly professional distributor S&OP team is at your disposal:
Efficient and professional distributor S&OP training with measurable and competitive
KPIs. We then hand over to your fully-trained team within 6 months
Permanent S&OP servicing of distributor sales regions, specific countries or individual
challenging territories, per SKU, part or full product range
Information exchange via our innovative Daisy system, integrating every arm of your
distributor business for breakthrough market performance
Copyright © 2017 Internel SA. All rights reserved
Check www.internel.eu for case studies and information about happy clients.
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5. ACHIEVE GREAT RESULTS* WITH DISTRIBUTOR S&OP
Despite working with volatile markets, our clients are among the top performers in sales planning accuracy
* Measured monthly by our customers and internally, OFD means order-to-forecast deviation
AT BNL CH CZ/SK DE ES FR HU IDM IT NOR PL PT TK UK ZA
MAPE Dec 25% 14% 30% 142% 19% 33% 27% 52% 34% 15% 24% 152% 41% 51% 21% 22%
MAPE 2016 26% 14% 28% 53% 21% 26% 37% 56% 17% 15% 30% 50% 29% 71% 17% 30%
0%
20%
40%
60%
80%
100%
120%
140%
160%
OFD
Customer 1:
In 42 distributor markets,
16.5% order-to-forecast
deviation for 2016;
ranked 3rd out of 16 regions
when measured among countries
in the Middle East, Africa,
former CIS states and European
distributor markets:
16.5%
OFD
Customer 2:
1st out of 14 regions
with a sizeable 11% order-
to-forecast deviation for
2016.
11%
Copyright © 2017 Internel SA. All rights reserved 5

6. PLANNING FOR TRUE DISTRIBUTOR MARKET SUCCESS
When distributors are integrated into real S&OP partnership, you can achieve positive income statements in just a short
period of time.
Collection of local sales
and stock data
Creation of full local
demand plan
(sales/supplies)
Analysis of local
situation per
product/SKU
Update of local
demand plan
(sales/supplies)
S&OP call invitation,
demand plan
distribution
You will also avoid wasted meetings, calls and e-mails. Instead, there are regular S&OP telephone conferences with a
small but devoted supplier-distributor audience moderated by an Internel S&OP expert. Every session is rich with data,
analysis and planning for increased sales:
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7. GETTING BACK TO THE BUSINESS OF MAKING PROFITS
Discussion of local sales
results, challenges and
opportunities
Discussion of local demand
plan (sales/supplies)
and local stock levels
Agreement and buy-in
of participants on final
demand plan
Submission of demand
plan to supplier for
S&OP sales review
Internel’s distributor S&OP delivers greater transparency by connecting your key stakeholders:
We link your sales, marketing, customer service and logistics departments and integrate their various data sets.
How? Through efficient S&OP calls with your distributors’ counterparts using our deep supply chain knowledge.
Our system helps prevent conflict around delayed orders, budget races or slow-downs. Most importantly, it allows your
business to focus on what really matters: sales.
Copyright © 2017 Internel SA. All rights reserved 7

8. ABOUT US
HISTORY
For over 20 years, Internel has
delivered efficient and well-developed
distributor S&OP solutions.
We have been rolling out professional
S&OP for large- and medium-sized
manufacturers of FMCG and CPG with
complex supply chains in volatile business
environments throughout Europe, the
Middle East, Africa and Asia.
SERVICE AREAS
Servicing a variety of businesses:
▪ Pharmaceuticals
▪ Contact lenses and care products
▪ Intraocular lenses
▪ Surgical solutions and consumables
▪ Instruments and medical devices
SUPPORT
Regular monthly S&OP calls with over
200 distributors and wholesalers.
50 countries supported with best-in-
class distributor S&OP around the
globe.
Over the last two decades, Internel has:
▪ worked with 200+ organisations across multiple industries to give their supply chains
competitive advantage.
▪ helped our clients and their distributors increase sales performance in emerging markets.
▪ replaced disparate planning activities and thousands of Excel spreadsheets through
mutually beneficial supplier-distributor partnerships.
Copyright © 2017 Internel SA. All rights reserved 8

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CONTACT US TO TALK ABOUT BUSINESS
rolando.casanova@internel.ch
+41 79 629 66 67
Follow us on social media:
Internel Internel Internel
Internel SA
Ankerstrasse 38
8004 Zurich
Switzerland
and more sales in your global emerging distributor markets:
Copyright © 2017 Internel SA. All rights reserved
www.internel.eu
Rolando Casanova, General Manager