Commercial intelligence for distributors and laboratories.
Knowing what gets shipped is only part of the story. Understanding how product moves through the channel leads to better questions about portfolio, coverage and commercial priorities.
Between shipment and sale lies an opportunity to learn.
Aggregated reports can hide areas, categories or points of sale where performance shifts. Distributors and laboratories each see a different stretch of the chain.
Comparing periods or territories requires consistent definitions and clarity about which part of the channel the data represents.
The information that connects the channel.
- Sell-in by customer, product and date.
- Sell-out from integrated points of sale.
- Catalog and brand and category hierarchies.
- Geographic coverage and participating points of sale.
- Returns, discounts and inventory, depending on the analysis.
- Access agreements and segmentation of information by company.
This analysis does not use identifiable patient data. The observed network is also not the whole market: market share can only be discussed with an appropriate universe and source.
One shared reading, views for each player.
Essential connects and models the sources. On that foundation, the application presents views by profile:
- For suppliers and laboratories: performance of their portfolio.
- For pharmacies: sales, availability and turnover.
- For the distributor: behavior of the network.
The analysis compares periods and areas within the available coverage. When the need includes inventory and collaborative planning, Trace complements the solution.
What can be agreed.
- Product, customer and point-of-sale model.
- Separate sell-in and sell-out indicators.
- Trend views by category and area.
- Visible data coverage and refresh dates.
- Access by company and profile.
- First business questions agreed with the commercial team.
Cobeca Pulse: commercial intelligence for the network.
Quarks built Cobeca Pulse on Essential 137 and AWS to connect distribution and point of sale. Pharmacies and suppliers use experiences tailored to their needs and permissions.
The documented outcome of the project is a common foundation and a commercial intelligence application.
Read the Cobeca Pulse caseThe commercial question becomes the starting point.
In Cobeca Pulse, Orbit lets users explore information in natural language. The experience relies on connected data and business definitions, on AWS.
Questions such as
- In which areas did sales of my portfolio decline?
- Which categories changed most versus the previous period?
This brings analysis closer to the people who know the channel and need to decide. Scope depends on the authorized, up-to-date information.
AWS infrastructure offers enterprise capabilities for identity management, granular access control and encryption, configured according to each solution's architecture.
Explore Essential 137Frequently asked questions
- Is sell-in the same as sell-out?
- No. Delivery or sale into the channel and sale from the observed point of sale are different moments, and the analysis must tell them apart.
- Do I see the whole market?
- Only the integrated, authorized universe and sources. Coverage is shown visibly so results can be interpreted correctly.
Let's talk about your channel.
Tell us what information you have on shipments and point-of-sale sales. A Quarks partner will review the first business questions with you.