Sales data surveys
Having more than 25 years of experience on the local market, Cegedim Romania has focused on supporting manufacturing, distribution and retail pharma and dermo-cosmetics companies, through an increasingly diversified portfolio of solutions and services, currently having over 90 clients in these segments.
Pharma & Hospital Report SolutionTM
Based on a panel extrapolation methodology and locally certified and validated experience in the last 25 years, PHARMA & HOSPITAL REPORTTM (PHR) provides the real image of medicines dispensed to patients through retail and hospital pharmacies, unaffected by stock level or by other trade phenomena in the supply chain.
PHARMA & HOSPITAL REPORTTM provides various datasets dedicated to marketing and sales executives, to be used for:
Performance management
- Analysis of the pharmaceutical market in terms of drugs consumption (sell-out), to assess the performance of a company against its competitors
Business development
- Strategic support in investment and resource allocation decisions by identifying market opportunities
Marketing
- Preparation of marketing plans in terms of market and competition analysis
Marketing and Sales
- Marketing and sales strategies and tactical approaches effectiveness assessment through sales results and medicines life cycle monitoring
Territory Monitor SolutionTM
Salespeople in the pharma industry are facing increased pressure to assess company promotional efforts by sales results, using a granular approach provided by sell-out data at the territory level.
On the other hand, complex supply chain phenomena such as parallel trade or fluctuating levels of stocks in retail pharmacies made it difficult to estimate market real demand at the territory level, without considering a combination of sell-in and sell-out data.
The combination of sell-in and sell-out data sets allows pharma sales managers a sound planning and deployment of sales force activities, which is fundamental to executing brand and portfolio strategy. In detail, Territory MonitorTM facilitates its customers:
Sales management
- Setting sales targets at the local level based on objective information on the sales potential (sell-out) of each district or territory
Sales monitoring
- Monitoring monthly volumes of medicines dispensed to patients using specific KPIs to continuously assess the performance of the company’s own products compared to its competitors
Competition analysis
- Specific insights regarding competition’s sales strategy at the county level comparing sell-in vs sell-out sales patterns
Marketing
- Measuring the effectiveness of marketing campaigns and patient communication programs in retail pharmacies, by demand fluctuation
National/District Sell-In Report Solution
In 2012, Cegedim Romania launched the NATIONAL/DISTRICT SELL-IN REPORT, a sell-in data set aggregated at the national or regional level. Pharmaceutical industry professionals have now access to the full set of tools for analyzing the medicines market at various levels (sell-in vs sell-out or regional vs national), corresponding to the business needs of each company.
NATIONAL/DISTRICT SELL-IN REPORT contributes to:
Supply chain business strategy
- A powerful overview of the pharma wholesale market (size and dynamics) and benchmarking against the sell-out market
Market monitoring
- Monitoring specific phenomena in the supply chain such as stock levels or parallel trade
Logistics
- Strategic planning of different levels of the supply chain
Marketing and sales
- Evaluating the effectiveness of different marketing and sales actions, based on their sales results
infoSantéTM Solution
The increasingly sophisticated pharmaceutical selling environment demands a granular approach for pharma sales executives who need in-depth information about the sales potential of each territory (region, county, UGATM).
Since 2003, Cegedim Romania entered into a successful partnership with major drug wholesalers for INFOSANTE – a project aiming to offer the possibility to transform territory data into information that creates value and competitive advantage. This service allows manufacturers and distributors to track sales-in data through the retail and hospital channel, in specific territories. InfoSante is based on the actual aggregated sell-in data provided by drug wholesalers, without extrapolation.
INFOSANTETM customers’ benefits:
Sales planning
- Quantify the market potential at UGATM/county level and set sales objectives based on market potential and target customers
Sales monitoring
- Effectively monitor and assess sales force performance objectively evaluated by a relevant set of KPIs
Sales management
- Fast and adequate reaction to competition’s actions, in a fast-changing market environment
GeoCubeTM Solution
GeoCubeTM is a special solution developed by Cegedim for drug wholesalers, as part of the InfoSante partnership, that began in 2003.
With GeoCube drugs wholesalers have established effective sales force management. GeoCube demonstrated how the cumulated, standardized, and processed information can generate added value.
GEOCUBETM customers’ benefits:
Sales planning
- Quantify the market potential at the UGA™/county level, allowing a highly customizable territory alignment for commercial teams and particular distribution channels
Sales monitoring
- Effectively monitor and assess sales force performance objectively evaluated by a relevant set of KPIs
Sales management
- Fast and adequate reaction to competition’s actions, in a fast-changing market environment
Pharmacy Index Solution
Pharmacy Index has been launched in 2008, as a service derived from sell-in data.
The specificities of the pharmaceutical market require rational allocation of marketing and sales resources by pharmacies segmentation and targeting, prerequisites for efficiency indicators fulfillment. By correct targeting, the unprofitable activities and low-potential segments are being eliminated, redirecting significant resources to high-potential pharmacies.
Sales planning
- It provides essential information to optimize pharmacy-based sales force activities by setting specific sales objectives for each client segment. This tool offers great flexibility in customizing segmentation criteria: Rx drugs vs OTC, Generics vs Originals, therapeutic areas (ATC), specific INNs or groupings.
Marketing and sales
- By using PHARMACY INDEX, pharma sales managers will identify key markets and key customers for their portfolios and will be able to build differentiated marketing and sales strategies, in line with the goals set for each of these segments.
Sales management
- It allows tracking of sales results for the various communication and sales promotion campaigns on each segment or target. Customers can also track the dynamics of pharmacies over time and their movement from one category to another.
Rx Dispenser Solution
Our dispensing data represents a complementary suite of national sell-out datasets, in the retail channel, providing unique insights into prescription data. Rx Dispenser provides both qualitative and quantitative aggregated data of monthly dispensed prescriptions, fully anonymized, from 45% of retail pharmacies (privately owned and pharmacy chains). Depending on customers’ needs, it contains specific topics for analysis, resulting from e-prescription data.
Combined with RWE, the dispensing data can provide a unique opportunity to compare physicians’ prescription patterns per pathology, with pharmacy data regarding the dispensed drugs for the same pathology.
Our dispensing data is the best tool to improve pharmacos’ effectiveness both in pre-launch and throughout the product life cycle:
Marketing
- Rx Dispenser provides essential pre-launching market research data such as: patients profile (age, gender, co-morbidities), current treatment patterns, reimbursement level and cost of treatment, categories of insured persons, dosage regimen etc.
Marketing and sales
- It monitors the dynamics of current prescribing behavior as a result of pharma companies’ promotional efforts, among other factors and substantiate key marketing claims regarding prescription behavior
Market Access
- It can be used to provide evidence-based arguments in health economics or in health technology assessment (HTA) procedures as real world data source
Finance
- It provides comparison data for claw-back tax assessment
Dermo-Cosmetics Survey
CHD launched this new line of business in 2017, after identifying the need for market data coming from major players in the dermo-cosmetics industry and taking advantage of over 25 years of experience in data processing for the pharmaceutical industry.
The DERMO-COSMETICS REPORT is the right tool to enable the achievement of marketing, sales and business development goals:
Marketing management
- It provides comprehensive information about the whole dermo-cosmetics market as well as for segments and categories relevant to customers, at the consumer/patient level
Market analysis
- It allows the analysis of a company’s products against their competitors, to assess the effectiveness of marketing and sales strategies and tactics, as well as the products life cycle monitoring, on the local market
Marketing and Sales
- Reporting needs on the Romanian market, company performance, and competition analysis
Business Development
- Strategic support for development plans by identifying market opportunities
Software Advertising Solution
Thanks to a significant coverage of retail pharmacies and medical offices equipped with Cegedim proprietary software (Pharmec Farmacie and Pharmec Cabinet) marketing executives from pharma companies can promote their brands to healthcare professionals (20% of pharmacists and pharmacy assistants, as well as 25% of the GPs)
The SOFTWARE ADVERTISING solution offered by CHD contributes to :
Marketing and communication
- The opportunity to access alternative and complementary advertising channels with wide exposure to pharmacists and doctors – more than 8 million product impressions per month
Sales promotion
- Driving demand and increasing brand awareness for existing products; increasing adoption of newly launched medicines, OTC or food supplements
Evaluation of results
- Evaluating the results of promotional campaigns by monitoring product displays and related sales during the campaign, at the county level
Want to find out more?
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If you’ve got a question, or would like more information about our products and services then get in touch.
