Founded in 1933, Polfa Łódź S.A. provides medicines, cosmetics, and over 50 dietary supplements. Every year, over 5 million packages of medicine reach customers. At the end of 2010, the company implemented the Emigo system, supplied by Sagra Technology. The implementation covered two divisions of the sales department: medical and pharmacy, including all representatives visiting pharmacies and doctors.
– In addition to Emigo, Ipocrates services were also used, thanks to which representatives have access to verified and up-to-date data on their clients – says Marek Rutkowski, implementation specialist at Sagra Technology.
Operating in the Software as a Service model, the Emigo system enables representatives to place orders in real-time.
– We treat Emigo as a Customer Relationship Management (CRM) system. Thanks to Sagra Technology solutions, our field employee, while collecting orders from pharmacies and hospitals, sees stock levels and products available at individual wholesalers – says Tadeusz Niedziałkowski, Sales Director at Polfa Łódź. – The implementation of Integra services is still ongoing, but IT work is progressing, and soon we will obtain an accurate overview of stock levels in all entities we cooperate with. Each salesperson also has an accurate view of the full customer history and access to data on previous orders and their fulfillment.
The Data Warehouse, which is a component of the Emigo system, allows for the analysis of information across all cross-sections, along with comprehensive registration of the salesperson’s work performed in the field.
– The ability to verify and view visits planned by representatives and the level of their actual execution is very important to us – says Tadeusz Niedziałkowski. – We are particularly concerned with controlling the level of discounting by representatives, which will allow us to maintain the necessary cost discipline.
The implementation of the Emigo system will bring concrete business results and benefits: increased work quality and efficiency of sales representatives, standardization of activities performed during representative visits, immediate and automatic work reporting (entering data on an ongoing basis during the meeting and sending it after the salesperson’s visit is completed), integration with distributors ensuring, among other things, the delivery of orders directly to distributors’ systems and their confirmation, as well as the ability to analyze stock levels at distributors.
– We have to wait a few more months for the full effects of the implementation – says Tadeusz Niedziałkowski. – We have high hopes for the Emigo system and the implementation of more standardized procedures for sales representatives, and we expect significant savings, improved work efficiency, and, as a result, higher sales.