Industry

Animal Health

Region

United Kingdom

Company Profile

An animal health product manufacturer with net worth of millions of pounds offers hundreds of products to over 10 000 indirect customers through its distributors in a very competitive landscape. The company employs around 100 sales reps to manage over one thousand contracts annually.

Challenge

Complex rebate calculation is based on sales data: upwards of 10k customers, over 2 mln Euro payments monthly and growing importance of buying groups of customers.

The major challenges faced by the company related to rebate process include:

• Difficulty with delivering monthly rebate and payment calculation by mid of each month, due to lack of integrated system
• Hard to execute and maintain frequent changes of commercial/pricing policy
• No access to sales and rebate contract from any device (especially mobile) by sales reps
• Multi-level, complex algorithm of rebate calculation, extremely difficult to manage using Excel and paper
• Integration with dispersed sales data sources, a major cause of concern in managing the integrity and quality of data
• Lack of instant access to pricing information by Customers and Sales Reps
• Individual terms and conditions of rebates regarding buying groups
• Outsourced resources proved too expensive and difficult to manage – there was a need to manage the process using company’s own resources

Benefits