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Agile Promoter changes the culture of the most diversified player in the Pharmaceutical channel

Reaching 18,000 drugstores each week, Profarma uses Agile Promoter to manage their sales team and to overcome major challenges.

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Profarma

It is very gratifying to know that a tool that we chose, adopted and went through the whole learning process, today runs in the team’s blood

Rodrigo Andrade

Commercial Analyst - Profarma

Challenge

The main challenge faced by Profarma was related to the exchange of information between the salespeople and the backoffice. Field professionals would receive information from a variety of sources and the solutions available before Agile did not provide the data in a consolidated way.

Access to information would allow a smart routing of the salespeople. A continuous review of information related to the service provided to the points of sale would also allow the company to make improvements, so that Profarma would be able to take appropriate actions for the pharmaceutical channel, a segment in permanent transformation.

Solution

When it was integrated into the salespeople routine, Agile Promoter made possible to monitor the performance of the salespeople and of the stores served by them.

With the creation of forms, backoffice realized that the team would be better engaged with the solution provided by Involves.

“Because they can count on the tool and because all the information is available online, the salespeople accept Agile much better than the other applications we had.” Today we know when a salesperson has visited a pharmacy. “They are more often present at these stores, and this helps us with the industry”, according to Rodrigo Andrade, business analyst at Profarma.

Benefits

The significant gain in productivity has transformed Profarma's relationship with the industry. By controlling the information related to the execution, the distributor is able to answer immediately to any questions regarding the service.

“Suddenly, the industry might ask: How many points of sale do you reach? I reach that many points of sale. How can I answer to that? I have Agile Promoter to prove it. I have the reports, and with them I can show how many customers I serve and how do I serve them”, explains Milton Reis, sales supervisor at Profarma.

According to Edenilson Trevisan, the company's Business Manager, the information available on Agile Promoter is critical for the team to advertise the quality of the service performed, both internally and for the related industries.

The team's engagement becomes clear through some indicators, such as route execution.“In August last year, we achieved 80% of route execution, a number which we could only dream of before. We could never go beyond 50%, so 80% seemed too far-fetched. This was our reality six months before we deployed Agile Promoter”, says Rodrigo, while emphasizing that the results of the salespeople and of the team involved in the project was recognized by all the leadership of the company.

Adherence to the technology was confirmed in a forum which was held with the supervisors and field managers. Each new demand or orientation was followed by the question: “Where this will show up on the Agile Promoter?”.

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