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Enabling Demand Driven Distribution in a Multi- Tiered, Multi-Partner Network A Smart Solution for the Pharmaceuticals Industry
Enabling Demand Driven Distribution in a Multi-Tiered, Multi-Partner Network
A Smart Solution for the Pharmaceuticals Industry
About Us TAKE Solutions is a technology enabled business solutions provider Supply Chain Management Life Sciences & Pharmaceuticals
2 Product suites OneSCM – 16 products OneClinical – 6 products
We create and deliver solutions that leverage our customers’ IT infrastructure and investment
Services marquee clientele across industries around the world
• CMMi Level 5 and PCMM Level 3 accredited company
• Domain expertise in SCM and Life Sciences
• Over 390 active clients worldwide
• Global Footprint covering 12 countries
• Listed on the NSE and the BSE
• Revenue Rs. 300 Crores
• Among the top 10 in the Deloitte Fast 50 List (Listed for the second year in a row)
• 18% of workforce comprises domain specialists
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Being Demand Driven
The Challenge
How do pharmaceutical companies with complex distribution networks move towards being demand driven, especially when the existing information systems provide visibility only to the first tier?
… and how complex can such networks get anyway?
• Markets determine your business processes
• Customers drive your product flows
• Requires supply-networks to be operated using real-time information
• Needs collaboration within the company and across partners in business
• Depends on ‘know-how’ for sensing, shaping and responding to changes in market place
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The Complexity Multipliers Multi-tiered, multi-partner
distribution network
Product traceability and control statutes compliance
Collaboration for execution and management policy compliance
Design and enforcement of appropriate demand stimulation initiatives
Focused feet-on-street sales personnel addressing different sub-segments
Addressing forward and reverse product flows
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Consumers
Customers
Influencers
Distribution Partners
Logistics Services Providers
Focal Company Pharma Company
…C & FAC & FAs
Wholesale Distributors Stockists
Doctors
Modern General Retailers
Traditional General Retailers
Pharmacies Hospitals Institutions
Individuals
Consumers
Before Our Innovation
Business Characteristics Planning driven by individual
brilliance and intuition Decisions based on insufficient and
delayed information Process that is extensively manual
and error prone Latency in responding to market
demand changes
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Market Alternative Manual, spread-sheet based
processes Distributed point solutions
requiring extensive integration
Distributors
Doctors
Enterprise
Pharmacists
Visibility & Actionability Boundary
Hospitals GeneralRetailers
C & F Agents
Organisation is always on a ‘push’ mode
Innovation Opportunity
Simulation Based
Intervention Planning and Forecasting
Collaboration for Sensing and Responsivenes
s
Performance Analytics and Dashboards
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Designing Winning Market Interventions
Accurate Product Offtake Forecasts for Execution
Network-Wide Collaboration Policy Compliance Statutory Compliance
Managing Performance Against Channel Goals
Monitoring of Individual Partner Performance
Neural Simulation & Forecasting
Process Centric Multi-Partner Collaboration
Business Analytics &
Insight
Consumers
Taking the Innovation to Businesses
Building New Capabilities
TAKE IPOINT Leveraging collaboration for market
sensing and data collection Ensuring statutory and policy
compliance TAKE INSIGHT
Converting data to actionable information and presenting to decision makers
Monitoring business and partner performance
TAKE CAMEO Shaping demand by designing market
appropriate interventions Generating and publishing
market/partner specific accurate demand forecasts for execution
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Distributors
Doctors
Enterprise
PharmacistsHospitals GeneralRetailers
DemandPlanners
C & F Agents
Visibility & Actionability Boundary
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Innovation ‘By Design’ Encapsulated learning and embedded domain
expertise Center of Excellence for SCM Joint work with researchers in premier institutions Every-one wins approach delivering value for all
partners in business
Frontier technologies for cost-effective, accelerated adoption Web-based collaboration and on-demand analytics Simulation using artificial neural networks (ANNs) Business Process Management Platform – TAKE RTE Cost-effective yet scalable approaches to tracking
products
Creating evolutionary business solutions for the industry
Delivering value to our customers through our software products
Empowering line-of-business personnel through intuitive ‘self-service’ solutions
Simplifying implementation and administration for IT personnel and delivering ease of use at affordable cost
Accelerating concept-to-market cycle times for our company’s solution offerings
Parameter Before After
Distribution Focus Reactive – Tier 1 Consumption Driven Proactive – Market Demand Driven
Intervention Planning Manual Intelligent – System Assisted
Order Cycle Time Days/weeks Few hrs
Claims Processing Time weeks days
Promotion Schemes Zone Level Market Segment Level
Delayed Launch Swift Launch + Real Time Monitoring
Sales Force Productivity Hidden Potential Unlocked Potential
Inventory Management Based on weekly review of information on stocks & sales, sub-optimal levels
Based on real time information on stocks & sales, lean deployment
Forecast Accuracy (SKU & Market Segment Level)
Poor Improved
Product Traceability & Expiry Management
Internal only Across the distribution network
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Impact of the InnovationPharma Company Perspective
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Impact of the InnovationTAKE Solutions’ Perspective
Reinforces TAKE’s leadership credentials as an industry focused thought leader in supply-chain management
Enables us address the lucrative pharma market for our solutions Pharma products address basic needs and hence the industry is less prone to
impact of economic slowdown India is a $4.5 billion market growing at 8 to 9% annually, 55% comes from
formulations, up to 85% consumed in domestic markets Helped us leverage the customer base and domain expertise
of our life sciences and pharmaceuticals business division Solution is relevant to other discrete product, distribution
intensive industries
Thank You
Global Headquarters
Chennai, India80/81, MBC Towers6th Floor, Alwarpet,Chennai-600 018Tel: +91-44-6696-4200Fax: +91-44-4216-9348E-mail: [email protected]
Headquarters, North America
Princeton, NJ600 College Road East, Suite 3500 Princeton, NJ 08540Tel: +1-609-720-1002Fax: +1-609-720-1003E-mail: [email protected]
Austin, TX 6805 Capital of Texas Highway, Suite 370 Austin, TX 78731 Tel: +1-512-231-8191 Fax: +1-512-231-0292 E-mail: [email protected]
MalaysiaTAKE UNITED SDN BHD910, Block F, Phileo Damansara 1,9,Jalan 16/11 Off Jalan Damansara46350 Petaling JayaSelangor Darul Ehsan Phone: +6-03-7665-3911Fax: +6-03-7665-3915 E-mail: [email protected]
Muscat, OmanTowell TAKE Solutions LLC. Suite No. 51 5th Floor, Musandam BuildingRuwi, Sultanate of OmanPhone: +968-2479-4550, +968-2479-5558Fax: +968-2479-5550E-mail: [email protected]
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