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Analytical solution for pharmaceutical companies

ATK

Sectoral

Pharmaceuticals

Confirmation of ATK's expertise in pharmaceuticals: 
Platforms:

Additional Options:

ATK_BiView connector for 1C, Qlik SAP Connector, Qlik NPrinting, Qlik GeoAnalytics, Qlik Data Market, specialized QlikView interface for GfK RepScope & PromoChannelMix studies, GfK Doctors Prescription Monitors, GfK Patient Monitors

Solution Functionality:

Combined analysis of the dynamics of shipments to distributors, distributor sales and distributor stock, customer sales "from the pharmacy"; Analysis of fulfillment of the shipment plan and sales plan in "money" and number of packs; Ratings of sales distribution by market segment, distributors, regions, divisions, brands/MNN; Analysis of turnover and average sales velocity of LPs; Absolute and relative indicators of sales growth; Analysis of sales structure by brand in terms of dosage form, dosage, etc...; RFM-analysis; Analysis of secondary sales according to the "Risk-Potential" model.

Analyzing primary and secondary sales (sales-in, sales-out)

Pre-configured reports on comparison of competitive drugs, with the possibility to flexibly change the parameters of competitive environment definition (based on IMS data - Retail, Hospital, DLO; DSM); Dynamics of ratings by competitive environment (ratings of manufacturers, drugs in the region; ratings of regions by drug or ATC group, competitive environment can be flexibly customized); Market share of the drug, ATC category; Evolution Index: growth in relation to the market.

Market share analysis: retail and hospital audits

Analysis of corporate website traffic according to Google Analytics and Yandex.Metrica services; Calculation of conditional sales depending on the level of attendance of certain sections of the site with different conversion rates of Internet users.

Attendance of Internet resources

Number, frequency and frequency of visits to physicians and pharmacists by target audience; Coverage of physicians in the focus group; Coefficient of visits plan fulfillment, targeting objectives; Calculation of complex KPIs of visits coverage based on CRM data, sales dynamics, sales plan fulfillment by a division, dynamics and market shares in a particular region by drug; Analyzing the efficiency of the company's representatives in correlation with GfK Doctors Prescription Monitors, Ipsos Comcon Prescription Index™ research data Cost efficiency of visits by drug, region and pharmacological group.

CRM/SFA analysis

Plan/actual analysis of the company's financial KPIs: revenues, margins, net income, income taxes, cost of sales and expenses; Analysis of key receivables indicators: volume of receivables, average receivables, overdue and impending receivables, receivables turnover, receivables structure, ratings of customers, sub-distributors, managers, CFA by level of receivables; Detailed Profit & Loss (P&L) statement in waterfall format, with the ability to fall into any section, subsection or line item of the P&L for further analysis; Balance sheet analysis in terms of grouping assets and liabilities by balance sheet sections, by balance sheet line items with breakdown by chart of accounts; Analysis of general ledger balances and turnovers; Dynamics of expenditures on marketing activities in the context of drugs, departments, plan and fact by budget.

Analysis of finances

Analysis of own stock - analysis of drug flow, average daily sales, etc; Analysis of distributors' stocks and sales forecasting; Analysis of drug turnover in packages and amounts, turnover ratios;

Warehouse analysis

Screenshots of the solution:

Implementation results:

  •  Operational and transparent control of KPIs and increased efficiency of analysts' work;

  •  Improved quality of planning, more efficient management of financial flows and execution of plans and budgets;

  •  Unified understanding of the competitive environment by different divisions for each specific drug;

  •  Increased transparency of work and a single version of the truth for the whole company: elimination of the possibility of data manipulation with different calculation of indicators by different departments;

  •  Cost reduction due to harmonization of demand, production, supply and stock of distributors, more efficient management of receivables and payables;

  •  Significant reduction of time and labor costs for data analysis for decision making;

  •  Increased efficiency of marketing campaigns and channels through detailed analysis of promotions and their impact on sales in each specific region;

  •  Increased transparency of work of medical representatives due to analytical CRM;

  •  Increased efficiency of work with retail chains due to strict control of merchandising standards, shelf share, and competitors' merchandising.

PHARMSTANDART

  • Payback period of QlikView implementation project - 8 months

  • At the end of the project, release of analysts' time - 141 working days per year

EGIS

  • Project launch - 1 month

  • QlikView - the most popular service for working with data inside the company

CHIESI

"If the number of medical representatives does not change, the market grows by 12% per year, and our turnover grows by 30%, then part of this growth should clearly be attributed to Qlik's new analytical tools and the solutions adopted on its basis"

All ATK Pharma Analytics solutions

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ATK Consulting Group integrates Scala with MS Reporting Services for pharmaceutical company AstraZeneca

+7 (495) 134-32-92

consult@atkcg.ru
Russia, 121467, Moscow,
Istrinskaya str. 4, Office 1

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