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    Automating-Sales-Force-Efficiency-in-Pharma

    Clobz Sales / Automating-Sales-Force-Efficiency-in-Pharma

    Automating Sales Force Efficiency in Pharma: Inside Animax’s Clobz.com Deployment

    Animax Pharma is a fast growing pharmaceutical company dedicated to advancing animal health through practical, affordable solutions. Its product line spans antibiotics, anti-inflammatory drugs, vitamin supplements and digestive health formulations, designed for livestock, poultry, pets and aquaculture.
    The company is known for a strong regional presence in North India, backed by science-led manufacturing and a solid distribution network.

    Before Clobz.com: Challenges in the Field

    Despite strong regional growth, Animax Pharma faced difficulties in its field sales process:

    1. Delayed Reporting:

    Daily Call Reports (DCRs) were filled manually and submitted with a delay of 2-3 days, hampering real-time performance analysis and slowing management response.

    2. Lack of Transparency:

    Area managers lacked live insights into rep activities including whether planned visits were being completed, and what outcomes were achieved.

    3. Manual Expense Reimbursements

    Sales reps carried physical receipts, which they submitted at the end of the month. This paper based process delayed payments, increased processing errors and required back and forth clarifications. Finance teams were overwhelmed and reps often felt discouraged due to payment delays.

    4. Route Suboptimality:

    Without digital route planning, reps often visited clients inefficiently, leading to poor time management and fewer daily interactions.

    5. Inventory Blindspots:

    Inventory Blindspots: Sales teams placed orders without live depot stock visibility, increasing the chances of order rejections, customer dissatisfaction and missed revenue.

    6. Compliance Gaps:

    With no geo-tagging, visit validation or structured approval flows, it was difficult to implement promotional regulation and SOP compliance.

    7. Scattered Customer Data:

    Doctor and chemist records were fragmented across personal ledgers or spreadsheets, limiting continuity in follow-ups or consistent brand messaging.

    Together, these gaps created inefficiencies, reduced field force productivity and increased operational blindspots for management.

    The Clobz.com Advantage

    To address these shortcomings, Animax partnered with LogixGRID to deploy the Clobz.com Sales Force Automation(SFA) Platform, a mobile-first, pharma-tailored solution designed for field teams.

    Core features included:

    1. Mobile App for Field Force

    • Geo-tagged visits to doctors, clinics and retailers
    • Digital brochures and e-detailing during client interactions
    • Instant DCR submission via in-app call logging

    2. Smart Visit Planning & Route Optimization

    • Dynamic day planning by territory and priority
    • Navigation based scheduling
    • Visit frequency tracking to avoid over/under-servicing

    3. Live Dashboards & KPIs

    • Real-time dashboards customized for reps, managers and zonal heads
    • Visual reports on target achievement, call averages, coverage % and order values
    • Faster flagging of underperforming territories or inactive reps

    4. Integrated Order Management

    • Order booking linked directly with ERP for stock validation
    • Auto-alerts for depot shortages and live status tracking

    5. Expense & Leave Management Module

    • In-app request submissions for travel, leave and allowance
    • Structured approval flows and audit-ready logs

    6. Customer Master Database & Engagement History

    • Region-wise performance insights
    • Doctor visit heatmaps
    • Data-driven territory allocation

    Key Features & Strategic Benefits

    Strategic shifts enabled by CLOBZ

    1. Foundation: Onboarding & Roll out

    Initial months focused on territory mapping, app deployment and manager training:

    • Mapped existing territories to integrate with route and coverage modules.
    • Field reps were trained during the onboarding phase across multiple North Indian zones.
    • Integration with Animaxs ERP enabled live stock checks at depots and distributors.

    2. Pilot & Validation

    A controlled pilot with 40 reps across two zones tested modules such as call logging, dashboards and order management.

    • Field reps showed quick adaptation to the mobile UI during early stages.
    • App usage steadily increased during the pilot.
    • Pilot feedback indicated improved efficiency, with field visits rising noticeably. Internal observations suggested a 20 25% increase during the initial phase.

    3. Full Scale Launch

    Following pilot validation, rollout continued across all 250+ reps in Q4 2024. Regular review sessions between Clobz.com and Animax management verified early issues were resolved and adoption was monitored via real-time metrics.
    A dedicated Clobz.com support team ensured early bugs and data sync issues were resolved without interrupting daily operations.

    Field Operations: Pre vs Post Clobz.com

    Before Clobz.com:

    Field representatives followed a manual workflow, planning daily targets on paper, referring to handwritten notes or outdated spreadsheets for client details and submitting DCRs via email or messaging apps at the end of the day. Route planning was inconsistent, often leading to missed visits and low daily coverage. Orders were frequently placed without stock validation, resulting in fulfillment issues and delays

    After Clobz.com:

    The sales day became fully app-driven. Reps now begin with auto-generated visit plans integrated with navigation tools, access digital brochures for immediate e-detailing, and submit DCRs promptly after each visit. Orders are placed based on real-time inventory visibility, reducing fulfillment errors and improving client satisfaction.

    Managerial Visibility and Oversight Improvements

    The implementation of Clobz.com provided managers with real-time visibility into field activities, replacing the earlier dependence on delayed monthly reports. Performance data could now be viewed by territory, allowing quicker identification of low coverage zones and monitoring planned visit schedules. Additionally, the dashboards allowed managers to track engagement with high-priority doctors and clients, assuring alignment with strategic sales goals.

    Quantifying the Results

    KPI Before Clobz After Clobz Improvement
    DCR Submission Time 2-3 Days Real Time 100% Faster
    Daily Calls per Rep 6 9 +50%
    Doctor/Retailer Coverage 60% 90% +30%
    Order Accuracy 70% 98% +28%
    Managerial Visibility Monthly Reports Live Dashboards Real Time
    Expense Approval Time 15 Days 3 Days 80% Faster

    Faster Reporting & Decision Making

    Real-time data visibility enabled quicker managerial interventions reducing the DCR process from days to instant submissions. This shift in turn enabled proactive coaching, dynamic retargeting and faster escalation handling.

    Productivity Gains

    Route optimization tools helped reps visit 50% more customers daily from approximately 6 visits to 9 without extra effort.

    Stock Backed Orders

    Orders could only be placed against in- stock SKUs. ERP connectivity reduced fulfillment errors, raising order accuracy from 70% to 98%.

    Insight rich Dashboards

    Tiered dashboards enabled managers to monitor achievements instantly and identify underperforming zones or territories.

    Optimized Compliance & Processes

    Automated workflows for attendance, expense claims and approvals guaranteed adherence to SOPs and promotional guidelines.

    Unified Customer Data

    A centralized CRM enabled smarter follow- ups, consistent messaging and stronger long-term engagement.

    Success Highlights

    Improved Territory Visibility

    Geo-tagged insights from the Clobz.com platform allowed better tracking of under-serviced areas, helping resource planning.

    Field Compliance Improvements

    Route validation features and real-time dashboards supported better compliance to planned visit schedules.

    Faster Fulfillment Cycle

    Real-time order validation with ERP stock helped reduce errors and delayed deliveries.

    What Animax Says

    “Clobz.com has revolutionized our field ops. We ve gained instant visibility, improved reporting, and empowered our reps to work smarter. We can now scale confidently with discipline and precision.” Sunil Kumar, Admin Head, Animax Pharma

    Onboarding Experience and Platform Adoption

    To ensure smooth adoption, Clobz.com was deployed directly to the field reps Android devices, eliminating the need for additional hardware. The platforms simple user interface and focused feature set helped reduce onboarding time and made it easier for teams to transition from manual processes.

    Training during rollout phases was conducted across Animaxs key operational zones, contributing to high app usage and minimal resistance to the new system.

    Built for Growth and Control

    Animax’s forward path includes:

  • Continued refinement of dashboards, workflows and performance insights
  • Potential expansion to additional sales verticals
  • Using historical data for better forecasting and rep performance coaching
  • With Clobz.com, Animax not only optimized and future-proofed their field operations but also laid the foundation for digital scalability and smarter decision-making.

    About LogixGRID’s Clobz.com

    LogixGRIDs Clobz.com is a comprehensive Sales Force Automation Platform, purpose-built for field-intensive industries such as pharma, FMCG, logistics and distribution. Its flagship mobile app supports geo-fencing, route optimization, e-detailing, ERP-integrated order booking, expense management and custom analytics. Clobz.com transforms disconnected field teams into smart, compliant and high-performing sales engines. Explore more at Clobz.com