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Internel - Demand Planning and S&OP Services 2017

Internel
Internel

The document discusses how Internel's distributor sales and operations planning (S&OP) methodology can help pharmaceutical companies gain control over distributor demand in emerging markets, improve forecasting accuracy, and increase sales and profits. Internel provides distributor S&OP training and ongoing support services to integrate sales, production, and inventory data between companies and their distributors. This allows for more accurate demand forecasting and coordinated supply planning to avoid excess inventory levels and missed sales opportunities. Internel claims their approach can help clients exceed sales targets in distributor markets within 6 months.

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Emerging Markets and You Still rely on forecasting guesswork? Gain control to sell more. Pharmaceutical industry 2017
THE COST OF INACTION IN PHARMA Whats holding your profits back in emerging markets? Do you work with distributors representing you in emerging markets or countries without your own subsidiary? Does your production suffer from volatile demand and unexpected rush orders? Does achieving and planning your budget feel like playing roulette? Do you collect forecasts monthly and try to anticipate sales from often non-transparent and unstable markets? Are local stocks too high and expiry dates too imminent? Or are stocks too low, leading to missed sales opportunities? BUDGETSALESDEMANDFORECASTINGDISTRIBUTOR MODEL Copyright 息 2017 Internel SA. All rights reserved Time to stop collecting numbers and get more sales and profits instead. 2
CONQUERING EMERGING DISTRIBUTOR MARKETS In just 6 months, Internels proven distributor S&OP methodology allows you to: Gain full control of distributor demand in emerging markets establish total transparency, wiping out grey marketers Actively steer your production and distributor stock levels, avoiding excess inventory (obsolescence or stock outs) that lead to loss of sales to competitors Work with happy and efficient partners rather than with frustrated, reactive distributors Most of all: achieve and exceed sales targets in distributor markets Copyright 息 2017 Internel SA. All rights reserved LE and budget process are shortened due to real sales numbers at hand. 3
WORLD-CLASS SALES PLANNING AT YOUR FINGERTIPS Internels highly professional distributor S&OP team is at your disposal: Efficient and professional distributor S&OP training with measurable and competitive KPIs. We then hand over to your fully-trained team within 6 months Permanent S&OP servicing of distributor sales regions, specific countries or individual challenging territories, per SKU, part or full product range Information exchange via our innovative Daisy system, integrating every arm of your distributor business for breakthrough market performance Copyright 息 2017 Internel SA. All rights reserved Check www.internel.eu for case studies and information about happy clients. 4
ACHIEVE GREAT RESULTS* WITH DISTRIBUTOR S&OP Despite working with volatile markets, our clients are among the top performers in sales planning accuracy * Measured monthly by our customers and internally, OFD means order-to-forecast deviation AT BNL CH CZ/SK DE ES FR HU IDM IT NOR PL PT TK UK ZA MAPE Dec 25% 14% 30% 142% 19% 33% 27% 52% 34% 15% 24% 152% 41% 51% 21% 22% MAPE 2016 26% 14% 28% 53% 21% 26% 37% 56% 17% 15% 30% 50% 29% 71% 17% 30% 0% 20% 40% 60% 80% 100% 120% 140% 160% OFD Customer 1: In 42 distributor markets, 16.5% order-to-forecast deviation for 2016; ranked 3rd out of 16 regions when measured among countries in the Middle East, Africa, former CIS states and European distributor markets: 16.5% OFD Customer 2: 1st out of 14 regions with a sizeable 11% order- to-forecast deviation for 2016. 11% Copyright 息 2017 Internel SA. All rights reserved 5
PLANNING FOR TRUE DISTRIBUTOR MARKET SUCCESS When distributors are integrated into real S&OP partnership, you can achieve positive income statements in just a short period of time. Collection of local sales and stock data Creation of full local demand plan (sales/supplies) Analysis of local situation per product/SKU Update of local demand plan (sales/supplies) S&OP call invitation, demand plan distribution You will also avoid wasted meetings, calls and e-mails. Instead, there are regular S&OP telephone conferences with a small but devoted supplier-distributor audience moderated by an Internel S&OP expert. Every session is rich with data, analysis and planning for increased sales: Copyright 息 2017 Internel SA. All rights reserved 6
GETTING BACK TO THE BUSINESS OF MAKING PROFITS Discussion of local sales results, challenges and opportunities Discussion of local demand plan (sales/supplies) and local stock levels Agreement and buy-in of participants on final demand plan Submission of demand plan to supplier for S&OP sales review Internels distributor S&OP delivers greater transparency by connecting your key stakeholders: We link your sales, marketing, customer service and logistics departments and integrate their various data sets. How? Through efficient S&OP calls with your distributors counterparts using our deep supply chain knowledge. Our system helps prevent conflict around delayed orders, budget races or slow-downs. Most importantly, it allows your business to focus on what really matters: sales. Copyright 息 2017 Internel SA. All rights reserved 7
ABOUT US HISTORY For over 20 years, Internel has delivered efficient and well-developed distributor S&OP solutions. We have been rolling out professional S&OP for large- and medium-sized manufacturers of FMCG and CPG with complex supply chains in volatile business environments throughout Europe, the Middle East, Africa and Asia. SERVICE AREAS Servicing a variety of businesses: Pharmaceuticals Contact lenses and care products Intraocular lenses Surgical solutions and consumables Instruments and medical devices SUPPORT Regular monthly S&OP calls with over 200 distributors and wholesalers. 50 countries supported with best-in- class distributor S&OP around the globe. Over the last two decades, Internel has: worked with 200+ organisations across multiple industries to give their supply chains competitive advantage. helped our clients and their distributors increase sales performance in emerging markets. replaced disparate planning activities and thousands of Excel spreadsheets through mutually beneficial supplier-distributor partnerships. Copyright 息 2017 Internel SA. All rights reserved 8
9 CONTACT US TO TALK ABOUT BUSINESS rolando.casanova@internel.ch +41 79 629 66 67 Follow us on social media: Internel Internel Internel Internel SA Ankerstrasse 38 8004 Zurich Switzerland and more sales in your global emerging distributor markets: Copyright 息 2017 Internel SA. All rights reserved www.internel.eu Rolando Casanova, General Manager

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Internel - Demand Planning and S&OP Services 2017

  • 1. Emerging Markets and You Still rely on forecasting guesswork? Gain control to sell more. Pharmaceutical industry 2017
  • 2. THE COST OF INACTION IN PHARMA Whats holding your profits back in emerging markets? Do you work with distributors representing you in emerging markets or countries without your own subsidiary? Does your production suffer from volatile demand and unexpected rush orders? Does achieving and planning your budget feel like playing roulette? Do you collect forecasts monthly and try to anticipate sales from often non-transparent and unstable markets? Are local stocks too high and expiry dates too imminent? Or are stocks too low, leading to missed sales opportunities? BUDGETSALESDEMANDFORECASTINGDISTRIBUTOR MODEL Copyright 息 2017 Internel SA. All rights reserved Time to stop collecting numbers and get more sales and profits instead. 2
  • 3. CONQUERING EMERGING DISTRIBUTOR MARKETS In just 6 months, Internels proven distributor S&OP methodology allows you to: Gain full control of distributor demand in emerging markets establish total transparency, wiping out grey marketers Actively steer your production and distributor stock levels, avoiding excess inventory (obsolescence or stock outs) that lead to loss of sales to competitors Work with happy and efficient partners rather than with frustrated, reactive distributors Most of all: achieve and exceed sales targets in distributor markets Copyright 息 2017 Internel SA. All rights reserved LE and budget process are shortened due to real sales numbers at hand. 3
  • 4. WORLD-CLASS SALES PLANNING AT YOUR FINGERTIPS Internels highly professional distributor S&OP team is at your disposal: Efficient and professional distributor S&OP training with measurable and competitive KPIs. We then hand over to your fully-trained team within 6 months Permanent S&OP servicing of distributor sales regions, specific countries or individual challenging territories, per SKU, part or full product range Information exchange via our innovative Daisy system, integrating every arm of your distributor business for breakthrough market performance Copyright 息 2017 Internel SA. All rights reserved Check www.internel.eu for case studies and information about happy clients. 4
  • 5. ACHIEVE GREAT RESULTS* WITH DISTRIBUTOR S&OP Despite working with volatile markets, our clients are among the top performers in sales planning accuracy * Measured monthly by our customers and internally, OFD means order-to-forecast deviation AT BNL CH CZ/SK DE ES FR HU IDM IT NOR PL PT TK UK ZA MAPE Dec 25% 14% 30% 142% 19% 33% 27% 52% 34% 15% 24% 152% 41% 51% 21% 22% MAPE 2016 26% 14% 28% 53% 21% 26% 37% 56% 17% 15% 30% 50% 29% 71% 17% 30% 0% 20% 40% 60% 80% 100% 120% 140% 160% OFD Customer 1: In 42 distributor markets, 16.5% order-to-forecast deviation for 2016; ranked 3rd out of 16 regions when measured among countries in the Middle East, Africa, former CIS states and European distributor markets: 16.5% OFD Customer 2: 1st out of 14 regions with a sizeable 11% order- to-forecast deviation for 2016. 11% Copyright 息 2017 Internel SA. All rights reserved 5
  • 6. PLANNING FOR TRUE DISTRIBUTOR MARKET SUCCESS When distributors are integrated into real S&OP partnership, you can achieve positive income statements in just a short period of time. Collection of local sales and stock data Creation of full local demand plan (sales/supplies) Analysis of local situation per product/SKU Update of local demand plan (sales/supplies) S&OP call invitation, demand plan distribution You will also avoid wasted meetings, calls and e-mails. Instead, there are regular S&OP telephone conferences with a small but devoted supplier-distributor audience moderated by an Internel S&OP expert. Every session is rich with data, analysis and planning for increased sales: Copyright 息 2017 Internel SA. All rights reserved 6
  • 7. GETTING BACK TO THE BUSINESS OF MAKING PROFITS Discussion of local sales results, challenges and opportunities Discussion of local demand plan (sales/supplies) and local stock levels Agreement and buy-in of participants on final demand plan Submission of demand plan to supplier for S&OP sales review Internels distributor S&OP delivers greater transparency by connecting your key stakeholders: We link your sales, marketing, customer service and logistics departments and integrate their various data sets. How? Through efficient S&OP calls with your distributors counterparts using our deep supply chain knowledge. Our system helps prevent conflict around delayed orders, budget races or slow-downs. Most importantly, it allows your business to focus on what really matters: sales. Copyright 息 2017 Internel SA. All rights reserved 7
  • 8. ABOUT US HISTORY For over 20 years, Internel has delivered efficient and well-developed distributor S&OP solutions. We have been rolling out professional S&OP for large- and medium-sized manufacturers of FMCG and CPG with complex supply chains in volatile business environments throughout Europe, the Middle East, Africa and Asia. SERVICE AREAS Servicing a variety of businesses: Pharmaceuticals Contact lenses and care products Intraocular lenses Surgical solutions and consumables Instruments and medical devices SUPPORT Regular monthly S&OP calls with over 200 distributors and wholesalers. 50 countries supported with best-in- class distributor S&OP around the globe. Over the last two decades, Internel has: worked with 200+ organisations across multiple industries to give their supply chains competitive advantage. helped our clients and their distributors increase sales performance in emerging markets. replaced disparate planning activities and thousands of Excel spreadsheets through mutually beneficial supplier-distributor partnerships. Copyright 息 2017 Internel SA. All rights reserved 8
  • 9. 9 CONTACT US TO TALK ABOUT BUSINESS rolando.casanova@internel.ch +41 79 629 66 67 Follow us on social media: Internel Internel Internel Internel SA Ankerstrasse 38 8004 Zurich Switzerland and more sales in your global emerging distributor markets: Copyright 息 2017 Internel SA. All rights reserved www.internel.eu Rolando Casanova, General Manager