101 Consulting - C101RxSFA

About SFA

Pharmaceutical companies strive to find and attract new clients, retain existing clients, entice former clients back into the fold, and reduce the costs of marketing and client service. It is a well established fact that Sales and Marketing costs for most pharma companies are more than double of R & D costs. Field Sales force of any pharma company - MRs, ASM's and RSMs is the engine that drives the Sales operations. That being the case, it becomes crucial for any Pharma company to maximize the productivity of the Field Sales force. Technology can play a huge part in streamlining sales and marketing operations. It can also provide field sales force with tools to perform their work efficiently.

C101Rx SFA is a Sales Force Automation application that supports Field Sales in making Tour Program (TP), filling Daily Call Reports (DCR), preparing Expense Statements and feeding Stock & Sales Statement (SSS). It also has provision to monitor CRM activities along with approximate returns.

Tour Program (TP)

Good Planning leads to Good execution. Our TP module helps field sales personnel to plan their trips in advance and utilize the month in most productive way. Our TP format is user friendly and is interactive between Managers and MRs/ASMs. The MR/ASM proposes his TP and it can be viewed and reviewed by his Manager. Moreover, manager can view TP of all his subordinates and plan the joint working schedule for his TP, automatically. MRs TP will reflect the joint working schedule proposed by the manager.

Daily Call Reports (DCR)

The DCR design is crisp, modular and to the point. This enables MRs to fill the required details in DCR with minimal clicks. It has provisions to store Doctor / Chemist / Stockist / Expense and CRM activities. DCRs created by MRs can be viewed and approved or rejected by their managers

C101Rx Mobile SFA (Mobile Support for DCR)

MRs can fill the DCRs through C101Rx Mobile SFA. This application can be downloaded on simple GSM and CDMA phones, which are GPRS enabled. No internet connectivity is needed to feed the information into DCR.

Expense Statement

Expense statements should have provision for capturing Travel Allowance(TA), Daily allowance(DA) and Miscellaneous expense. TA is auto-calculated from the DCR by adding the distances between the stations visited(using Standard Distance Chart between stations) and allowances for distance travelled are allocated as per grade of field sales force. Daily allowances are also allotted for HQ / EX HQ / OUT HQ working as per company's policy. Miscellaneous expenses are fed manually by field sales force to complete the Expense Statement for any month. The statement can be viewed and approved/disapproved by managers This module ensures all field sales related expenses are in time and in a standard format. This important information can further be used for analysis against secondary sales to judge the efficiency of any sales territory.

Stock & Sales Statement (SSS)

Monthly Secondary sales information for each SKU at all stockists is critical for the growth of the Pharma business. Moreover, this information should come well in time. SSS module addresses these points through its user friendly and easily navigable interface. For clients who use C101Rx BI, even primary purchase entries are auto populated thus increasing accuracy and saving precious time.

SFA Activities

SFA Activities module has provision to record all sales activities performed by MR. It also has provision to allot secondary sales of any stockiest to doctors as per MR's version with auto audit validation. This helps managers to closely monitor sales expenses against results and make pro-active sales and marketing decisions.

SFA Reports

Transactional Reports related to SFA are available in this module. Beside reports, C101Rx's preconfigured ALERTS are delivered by email and SMS to field sales force per schedule. These ALERTS inform field sales force about the gaps in activities and helps them to recalibrate and fine tune their activities in true Sales Force Automation fashion.