Fedefarma is one of the main medical distributors to pharmacies in Spain. Created in 1928, Fedefarma works with more than 3,000 partners across seven different warehouses. They also offer a wide range of services to guarantee personalized attention in health and welfare provisions.
Fedefarma’s Sales and Marketing Director, Ferran Oliver, explains how in recent years, with the economic crisis and arrival of new competitors to the market, rivalry has increased in the pharmaceutical industry, making it necessary to carry out a deeper analysis of the opportunities made after every visit and improve follow-up of sales activity.
Before implementing ForceManager, Fedefarma worked with different tools to manage all information including reporting and analyzing sales activity. The data crossover from various sources made it difficult for sales reps to offer the best service to their clients and also took up a lot of time to prepare each visit.
“We used our ERP model, which allowed us to carry out a partial integration with our management system. However, this didn’t provide us with a lot of flexibility regarding certain information and it was harder to gain a 360º vision of our pharmacies.”
That’s why Fedefarma searched for a new solution to improve their client relationships and meet their needs in a totally satisfactory way.
Before making a decision, they carried out an evaluation of all existing tools that automate their sales strategy. The majority offered a multitude of adaptation policies and promised a high level of sophistication collecting and treating information. However, when it came to reporting they were time-consuming and the benefits to users and sales directors were limited.