Pharmaceutical, Animal Health
Our Client, one of the leading international Animal Health companies, is a member of CEESA (non profit international organization) and a participant of CEESA International Sales Survey. There are dedicated resources in Client’s headquarters and colleagues all around the world who support the quarterly data submission process as well as produce insights from CEESA published market share data.
Central reporting on CEESA Market share is very limited. Most of Client’s top countries have dedicated resources to provide meaningful insights from this data. To enable multidimensional analysis some countries make simple attempts of estimating competitor’s turnover, but all attempts fail to meet all available criteria leading to inconsistencies in estimates and then to unreliable insights. An effort to prepare these insights globally, estimated to the level of 72 man-weeks, was producing unreliable results with contradictions, which undermined trust to the insights and their adoption.
Data submission process is very distributed, manual and erratic. Client’s colleagues around the world are involved in collecting sales reports, applying species splits, mapping products to CEESA product categories. Manual and geographically distributed process is lengthy and prone to errors, making the quarterly deadline for CISS (CEESA International Sales Survey) data submission very tough to meet.
Thanks to the linear regression model being the heart of the process, we were able to analyze our clients product rankings against its competitors and estimate their actual turnover. Later on, once our customer acquired one of its competitors, we have found out that the results we produce are almost 100% accurate.
Collect data from CEESA: export Sales Rankings files with all related information (therapeutic classes, species definitions, products definitions, etc.) provided by CEESA and import acquired data to an internal data storage
Merge new and historical data: transform data to appropriate format allowing for sales estimation process, merge previously loaded information with recently loaded data
Estimate competitor sales values using CEESA data as the inputs, such as: list of products, own sales values, sales rankings, product allocations to controlled groups, etc.
Sales Data Reports: visualize estimated Sales Data in predefined set of reports and dashboards, provide ad-hoc reporting capability allowing for own analysis
Consolidate sales data: from multiple different corporate units or systems, provided in different formats (databases, files, interfaces, etc.)
Transform sales data: into submission file supporting CEESA format
Products matching: support with matching CEESA codes and internal SKUs, manage products mapping dictionary
Data validation: support in CEESA submission file validation and approval
Deliver Sales Data to CEESA system in required format, quarterly