The Challenge
An animal health product manufacturer offers hundreds of products to over 10 000 customers through distributors. The company employs around 100 sales reps to manage over 1000 contracts annually. Our client has been basing rebate calculation and policy on sales data: upwards of 10k customers, over 2 million EUR payments monthly and growing importance of buying groups of customers. The company was facing challenges in this field due to a lack of control over the rebate calculation process, difficulties with delivering monthly rebate and payment calculation.
Problems to solve
- Lack of control over the rebate calculation process.
- Difficulties with delivering monthly rebate and payment calculation by mid-month.
- Executing and maintaining frequent changes of commercial and pricing policies.
- No access to sales and rebate contracts and pricing information for the sales reps.
The solution
Delivery of PriceWise, the Rebate Management and Contract Lifecycle Management Solution, equipped with the following features:
- Easy adaptation to most commercial policy models (such as VetPharma markets)
- Quick integration between the rebate application and any ERP system (SAP, Oracle)
- Desktop and mobile-access SaaS based solution with field force contract management tools and dynamic management of workflow approval
- Configurable simulations of expected ROI for customers
Results
Reduced Payment Delays
Improved Rebate Calculation Accuracy
Shortened Implementation Time of New Commercial Policies
The proper rebate management process is a key for success in customer satisfaction and stimulating sales. The company was facing challenges in this field due to a lack of control over the rebate calculation process.
Jarosław Paradowski | Project Manager, C&F