Ferring predicts sales using QlikView

The ATK consulting group completed at the beginning of 2016 QlikView implementation project for the analysis of a business activity in Ferring company. According to the results of the Ferring project it was succeeded to reduce terms of creation of analytical reports on sales of medicines by 80% and to integrate data from a set of data sources in one analytical interface.

Ferring is the biopharmaceutical company which is engaged in search, development and implementation of the innovation products in such areas as protection of reproductive health, oncology, urology, gastroenterology, endocrinology and orthopedics. From opening of the Russian division of the company in 1995 more than 10 medicines in three therapeutic directions were brought to the Russian market: VRT and obstetrics, urology and gastroenterology. Divisions of the company are provided in 10 million-plus cities and further is going to expand geography of presence of the company significantly.

Due to the active development, in Ferring the large volume of sales informations and to marketing activities from diverse sources collected. "For automation of the reporting under a business activity we looked for such system of a business intelligence in which users will be able to configure analytical reports and quickly to obtain the necessary information in one interface. Proceeding from these factors, we selected the QlikView system and the partner in implementation – ATK consulting group which showed deep examination and the specialized solution for pharmaceutical business" — Darya Kurguzova, Ferring distribution specialist comments on selection process of the supplier of the solution.

The implementation project of QlikView started from the sales department. Specialists of ATK consulting group developed the analytical application on primary and secondary sales, analytics of sales on regional distributors, accomplishment of the sales plan. The flexible report on the basis of QlikView which allows analysts to configure analytical representations independently was developed for the staff of operations department.

Then the department of sales was connected to work with QlikView. In QlikView for them implemented sales forecasts and accomplishment of the plan and also to analyst of activities of medical representatives on the basis of the CRM system of the company, Salesforce. Sales managers watch dynamics of sales of types of medicines and regions and also influence of marketing activities in sales volume. Including analytical reports on a scope of target audience of doctors, amount of activities and their multiplicity and also accomplishment of the plan of activities in different temporary and regional cuts are developed.

According to the results of QlikView implementation project the Ferring company consolidated all data sources, from the CRM system to Excel files, in the single interface and increased quality of data. "Implementation of QlikView helped us to optimize time for drawing up reports. Now we receive and we create the customized sales reports 80% faster. Besides, QlikView allows the staff of our company to configure independently reports and to reveal data entry errors" — Darya Kurguzova, the specialist in distribution of Ferring company comments on project results. In further plans of the company – further development of applications of QlikView in analytics.