Optimize field distributor agent territories for pharmaceutical manufacturer

Client

A leading multinational pharmaceutical manufacturer with headquarters in India.

Opportunity

The client wanted to optimize their field distributor agent’s territory and salesforce planning for stocking and selling prescription drugs to retail pharmacies.

Solution

SG Analytics helped gather and consolidate information from different sources, including the client's distributor relationship management system and salesforce automation system to gain a detailed understanding of the distribution team allocations along with their respective sales metrics.

Next, SG Analytics' team helped design an efficient data aggregation process. Then, the team leveraged Alteryx together with Tableau to visualize the present distribution efficiencies across different geographies and pinpoint the main areas of concern.

SG Analytics' team helped the client apply sophisticated machine learning and predictive analytics optimization techniques to model various scenarios of the territory distribution in relation to their respective field agents. SG Analytics ensured to consider multiple factors such as inventory demand, no of retail outlets, previous sale trends, stock-outs etc for the different products.

The client could then take strategic business decisions looking at the present scenarios in the Tableau dashboards together with the model's optimization results.

Tools used:

Salesforce
Alteryx
Tableau

Value Delivered

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1
SG Analytics streamlined the process of tracking the present distribution network of the client's field agents.
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2
SG Analytics' solution also enabled easier recognition of the over/underperformers.
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3
The predictive models helped identify and apply the aptest geographical and territory distribution for each field agent.
 

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