2013

Solution
Capturing and Managing Primary and
Secondary Sales

Sarjen Systems Pvt. Ltd.

6/12/2013

Solution

1.

2013

Business Case:

Manufacturers are going through a constant change and the demand to adapt in this change is
becoming a serious issue. Sales and distribution is one of the core functions of the company to achieve
success in the competitive market and to monitor, track and analyze the sales data is of top priority to
make important strategic decisions. It becomes increasingly important to have a system that is easy to
maintain in multiple facilities, locations, platforms, regions and languages. While the companies are
growing, merging and acquiring, it is very much need to have a system which adapts to the changing
environment.
There are two types of sales management necessary based on the supply chain of a company.
1) Primary Sales Management
2) Secondary Sales Management
Primary Sales is some what easy to manage and monitor rigorously with the help of different Sales and
Distribution solutions available but as far as the secondary sales is concerned there is risk that companies
have to depend on unverified assumptions on consumption patterns over time and location and
consumer spectrum as it is out of reach of the company. In addition to that Primary sales data and
secondary sales data have to be integrated accurately to provide a robust MIS system for decision making.
In either case, it is essential for the company to keep track of stock and sales at each level of distribution.
They are helpful for stock management as well as demand forecasting. Logistics partners as well as
distributors will use their own system to maintain stock and sales records. In such a scenario, it is
extremely difficult and time consuming task for MIS team for compiling such data and present it to the
management. The time delays in such compilation also delays planning and decision making process.
Addressing to this problem of the different companies coming from various sectors, Sarjen Sytems Pvt.
Ltd. has developed a robust Sales and Distribution Software called PharmaNET which gives an excellent
solution to manage primary and secondary sales effectively and efficiently giving the companies a
completive edge in the market.

Solution

2.

PharmaNET Solution:

Functional Specifications:
The Primary sales and Secondary sales data will have attributes as below:
Related to Sales Points

Manage various types of sales Depots.

Dynamic Sales orders pattern
In built Scheme discount.
Rate and tax difference management.
Template order and invoicing opening facility

Product related

Product Category and Type.

Salable and non-salable materials.
Expiry/Damage/Breakage Tracking.

Related to stock/supplier

Forecast on Field Requirement

Authorization control on stock & Adjustment
Material Supplier matrix.
Returns converts as purchase returns
Maintain stock level at every CSA/CFA

Transaction

Sales
Promotion
Sales Returns
Inventory level
Collections

Territory Structure

HQ/Area/Region/Zone
Customer & Territory
Maintain Stock
HQ base customer ageing

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MIS and Reports

Yearly, Half Yearly, Quarterly, Monthly, Weekly & As on Date
Year to Date (YTD), Month to Date (MTD), As of Date
Stock and Sales
Territory Base Stock and Sales.
HQ wise sample movement

The Secondary sales methods:

PharmaNET offers various methods to capture the secondary sales within organization. The secondary
sales then compared with primary sales to identify the stock position at various players in distribution
chain.
Real-time Sales tracking system for secondary Sales.

Secondary Sales Points uses individual/different systems

o
Flat file with fixed format. (Consolidated OR individual transaction).
o
Flat file of specific format of customers mapped to system.
o
Consolidated Data Entered using web forms.

Work Flow:
Primary Sales Top level workflow of application execution cycles:

Purchase data collected from planning management and locations requirement. The data is collected
on the basis of estimated requirement.

Maintain all purchased stock in Factory/Central ware house.

Stock Transfer to multiple sales point and CWH done direct Sales, here stocking points maintain
Quality Rating, inventory data, returns data, collection, other utilize etc..

All type of Transaction data reaches the central store; it is available for BI and all kinds of analytics.
The system should provide most common standard reports for ease of operation.

These reports can be generated on demand or delivered periodically by email.

All type of transactions data is collected and posted by the data connectors in case the company has
any other centralized ERP systems to manage.

Data connectors will take the responsibility of the data connectors to keep track of what has been
uploaded in past and the new data and make upload packets out of the new data only.

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Secondary Sales Top level workflow of application execution cycles:

Once the transaction done at the primary level a real-time Sales tracking system for secondary Sales
can also be manage to maintain the all the secondary level transactions.
Secondary Sales can be uses for individual/different systems
o System will accept the Flat file with fixed format. (Consolidated OR individual transaction).
o Flat file of specific format of customers mapped, Material Mapped to system for maintain
secondary records and file upload.
o Here Secondary sales details can be entered and manage by the Field staff on live as
consolidated Data Entered using web forms.

Solution

Technical Specifications:
Database
Server

Application
Server

Software Business Application

Web/Mobile/Tablet
Interface

Data Connectors

Create and Store data mapping with multiple sources

Data Filtration and Validation

Process Business Logic

MIS and Analytical Reports

Access
Control
and
Security

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Benefits of PharmaNET:

Accuracy:
Improved accuracy of primary and secondary data with real time visibility of sale, stock,
inventory, promotions, customer preference, etc.
Speed:
Improving reporting time from weeks to minutes, such as real-time visibility into the impact of
pricing & promotional strategies on corporate profitability or creating compliance reports quickly
in order to meet audit demands
Decision Making:
Dashboards can help the business act quicker on important information such as better
recognizing of hot selling products in order to meet growing demands & eliminating out of
stock condition or better recognizing competitive pricing issues.
Performance:
Issues in various departments like Marketing, Supply Chain, and Distribution can be addressed by
increased visibility of secondary sales data.

Solution

Contact Us:
Sarjen Systems Pvt. Ltd.
10th Floor, Akshat Tower, Opp. Rajpath Club, S. G. Highway, Ahmedabad-380054, India
Tel. : +917926870778, 66311984/85, Fax : +91-79-26870777
Email: sarjen@sarjen.com

2013