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Pharmacy & Para-Medicinal

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New economic challenges to face

The changes relative to the liberalisation of self-medication have modified the pharmacy and para-medicinal product market.
The developments to come and the commercial challenges are considerable - both for laboratories and for pharmaceutical groups - not only in the conventional dispensing chemist circuit but also in that of the retailing and distribution sector, which should start selling medicinal products. Each channel will have to face new commercial and merchandising challenges.
Opportunities for growth are promising in supermarkets and must therefore be made secure. The traditional actors, for their part, must now anticipate and justify as well as possible the place they wish to occupy and the policy they wish to implement to highlight their products in their outlets (OTC).
A forerunner in this sector and meeting these challenges via the Klee Commerce solution, we cover each stage of the marketing of your products to give your sales force in-depth knowledge of its market.
The scoreboards serve to monitor daily activity and make the appropriate decisions based on relevant business indicators. Its intuitive and easy-to-access interface increases the productivity of the sales force and improves customer satisfaction.

Responses to concrete daily challenges

  • Access to all relevant functions and information necessary for management of the commercial activity in the field.
  • Management of visits, tours and diaries in context.
  • Management of customers and groups.
  • Management and highlighting of products (brands, by universe, product lines, etc.) according to seasonal fluctuation.
  • Management of orders, tariffs, commercial conditions, objectives.
  • Management of performance via scoreboards and proposed analyses, etc.
Activity: Pharmaceutical Laboratory
Circuits: Dispensing chemists.
Project: Checking and steering solution for commercial activities.
Solutions adopted: Klee Sales & Klee Analysis
Department equipped: Commercial, Sales Administration, Marketing and Finance.

Challenges:

  • Give European teams an enlightened view of their markets and target (commercial prospecting, appointment making, order management, steering tool, etc.).
  • Provide management with a financial control tool for the activity intended to optimise the strategy and ROI.

Reasons for the choice:

  • A very reliable solution, adapting to the specific environment and providing total independence in the field.
  • Provision of rich customer information shared in a flexible, modular business system interfaced with the back office.
  • Combined skills of the Klee Group teams:  technical and functional.

Advantages:

  • Fast adoption of the tool, perceived as an improvement and performance programme.
  • Checking and steering of all commercial activities.
  • Better legibility, improvement of productivity (focussed customer organisation and capitalisation of field data) and customer service (storage and sharing of information).
Activity: Pharmaceutical Laboratory
Circuits: Dispensing chemists and drugstores.
Project: Checking and steering solution for commercial activities.
Solutions adopted: Klee Sales
Department equipped: Commercial, Sales Administration.

Challenges:

  • Installation of a commercial tool structuring the sales force and the commercial activity.

Reasons for the choice:

  • Reliable solution, integrating business rules and giving total independence in the field.
  • Combined skills of the Klee Group teams: technical and functional.

Advantages:

  • Synchronisation of information collected in the field and automation of uploads to the head office.
  • Time saving and increased comfort in the field for better concentration on the sale transaction.
  • Significant improvement of productivity (control of visit frequency and cover) and customer service (response and delivery times).