Dominating Target Markets Profitably

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Dominating Target Markets Profitably Powered By Docstoc
					  Enabling Demand Driven Distribution
in a Multi-Tiered, Multi-Partner Network
      A Smart Solution for the Pharmaceuticals Industry
About Us                               TAKE Solutions is a technology enabled
•   CMMi Level 5 and PCMM               business solutions provider
    Level 3 accredited company            Supply Chain Management
•   Domain expertise in SCM               Life Sciences & Pharmaceuticals
    and Life Sciences

•   Over 390 active clients            2 Product suites
    worldwide
                                          OneSCM – 16 products
•   Global Footprint covering 12          OneClinical – 6 products
    countries

•   Listed on the NSE and the
    BSE
                                       We create and deliver solutions that leverage
                                        our customers’ IT infrastructure and
•   Revenue Rs. 300 Crores
                                        investment
•   Among the top 10 in the
    Deloitte Fast 50 List (Listed
    for the second year in a row)      Services marquee clientele across industries
•   18% of workforce comprises          around the world
    domain specialists


2
Being
                                                The Challenge
Demand Driven
•   Markets determine your
    business processes            How do pharmaceutical companies
•   Customers drive your
    product flows
                                  with complex distribution networks
•   Requires supply-networks to   move towards being demand
    be operated using real-time
    information                   driven, especially when the existing
•   Needs collaboration within    information systems provide
    the company and across
    partners in business          visibility only to the first tier?
•   Depends on ‘know-how’ for
    sensing, shaping and
    responding to changes in
    market place

                                  … and how complex can such networks get anyway?



3
The Complexity
Multipliers                        Focal Company
                                                                                      Pharma
                                                                                     Company
   Multi-tiered, multi-partner
    distribution network
                                  Logistics Services
                                      Providers
                                                                                      C…&FA
                                                                                       C& FAs
   Product traceability and
    control statutes compliance

   Collaboration for execution     Distribution                   Wholesale
    and management policy            Partners                                                               Stockists
                                                                   Distributors
    compliance

   Design and enforcement of
    appropriate demand               Influencers                                      Doctors
    stimulation initiatives

   Focused feet-on-street
                                                       Modern          Traditional
    sales personnel addressing       Customers         General          General       Pharmacies    Hospitals      Institutions
                                                       Retailers        Retailers
    different sub-segments

   Addressing forward and
    reverse product flows            Consumers                                        Individuals




4
                        Before Our Innovation
                                     Visibility & Actionability Boundary
                                                                           Business Characteristics
                                                                              Planning driven by individual
                                                                               brilliance and intuition
                                                                              Decisions based on insufficient and
                                                                               delayed information
         Enterprise
                                Distributors                                  Process that is extensively manual
                                                                               and error prone
                         Doctors
                                                                              Latency in responding to market
                                                                               demand changes

                                                                           Market Alternative
         C & F Agents
                                                                              Manual, spread-sheet based
                                                                               processes
                         Hospitals   Pharmacists      General                 Distributed point solutions
                                                      Retailers
                                                                               requiring extensive integration


Organisation is always
on a ‘push’ mode                      Consumers




5
                         Innovation Opportunity
                                                             Designing Winning Market
                                                              Interventions
                                              Simulation     Accurate Product Offtake
                                                              Forecasts for Execution
                                                Based
                                                Neural
                                             Intervention
                                             Simulation &
                                             Planning and
                                              Forecasting
                                              Forecasting


 Managing Performance                                                      Network-Wide Collaboration
  Against Channel Goals                                                     Policy Compliance
 Monitoring of Individual                                                  Statutory Compliance
  Partner Performance
                             Performance
                               Business                      Collaboration
                                                            Process Centric
                             Analytics and
                              Analytics &                   for Sensing and
                                                             Multi-Partner
                              Dashboards
                                Insight                     Responsiveness
                                                             Collaboration




 6
               Taking the Innovation to Businesses

                                                                          Building New Capabilities
                                                                             TAKE IPOINT
                                                                               Leveraging collaboration for market
                                                                                sensing and data collection
               Enterprise                                                      Ensuring statutory and policy
                                           Distributors
    Demand
    Planners
                                                                                compliance

                                     Doctors
                                                                             TAKE INSIGHT
                                                                               Converting data to actionable
                                                                                information and presenting to
                                                                                decision makers
                                                                               Monitoring business and partner
               C & F Agents                                                     performance
                                                                             TAKE CAMEO
                                                                               Shaping demand by designing market
                                    Hospitals   Pharmacists   General
                                                                                appropriate interventions
                                                              Retailers
                                                                               Generating and publishing
                                                                                market/partner specific accurate
                                                                                demand forecasts for execution


     Visibility & Actionability Boundary         Consumers



7
Innovation
‘By Design’                         Encapsulated learning and embedded domain
Creating evolutionary business       expertise
solutions for the industry             Center of Excellence for SCM
Delivering value to our                Joint work with researchers in premier institutions
customers through our                  Every-one wins approach delivering value for all
software products                       partners in business
Empowering line-of-business
personnel through intuitive
‘self-service’ solutions

Simplifying implementation          Frontier technologies for cost-effective,
and administration for IT
personnel and delivering ease
                                     accelerated adoption
of use at affordable cost                Web-based collaboration and on-demand analytics
Accelerating concept-to-
                                         Simulation using artificial neural networks (ANNs)
market cycle times for our               Business Process Management Platform – TAKE RTE
company’s solution offerings             Cost-effective yet scalable approaches to tracking
                                          products



8
                           Impact of the Innovation
                                      Pharma Company Perspective


        Parameter                             Before                                      After
Distribution Focus             Reactive – Tier 1 Consumption Driven        Proactive – Market Demand Driven

Intervention Planning                         Manual                           Intelligent – System Assisted

Order Cycle Time                            Days/weeks                                   Few hrs

Claims Processing Time                         weeks                                       days

Promotion Schemes                            Zone Level                           Market Segment Level

                                          Delayed Launch                   Swift Launch + Real Time Monitoring

Sales Force Productivity                  Hidden Potential                         Unlocked Potential

Inventory Management           Based on weekly review of information     Based on real time information on stocks
                                 on stocks & sales, sub-optimal levels           & sales, lean deployment

Forecast Accuracy                               Poor                                    Improved
(SKU & Market Segment Level)

Product Traceability &                      Internal only                    Across the distribution network
Expiry Management

9
                  Impact of the Innovation
                            TAKE Solutions’ Perspective


    Reinforces TAKE’s leadership credentials as an industry
     focused thought leader in supply-chain management
    Enables us address the lucrative pharma market for our
     solutions
      Pharma products address basic needs and hence the industry is less prone to
       impact of economic slowdown
      India is a $4.5 billion market growing at 8 to 9% annually, 55% comes from
       formulations, up to 85% consumed in domestic markets
    Helped us leverage the customer base and domain expertise
     of our life sciences and pharmaceuticals business division
    Solution is relevant to other discrete product, distribution
     intensive industries

10
                                             Thank You
     Global Headquarters                 Headquarters, North America
     Chennai, India                      Princeton, NJ                           Austin, TX
     80/81, MBC Towers                   600 College Road East, Suite 3500       6805 Capital of Texas Highway,
     6th Floor, Alwarpet,                Princeton, NJ 08540                     Suite 370 Austin, TX 78731
     Chennai-600 018                     Tel: +1-609-720-1002                    Tel: +1-512-231-8191
     Tel: +91-44-6696-4200               Fax: +1-609-720-1003                    Fax: +1-512-231-0292
     Fax: +91-44-4216-9348               E-mail: sales@takesolutions.com         E-mail: sales@takesolutions.com
     E-mail: sales@takesolutions.com

     Malaysia                            Muscat, Oman
     TAKE UNITED SDN BHD                 Towell TAKE Solutions LLC.
     910, Block F, Phileo Damansara 1,   Suite No. 51
     9,Jalan 16/11 Off Jalan Damansara   5th Floor, Musandam Building
     46350 Petaling Jaya                 Ruwi, Sultanate of Oman
     Selangor Darul Ehsan                Phone: +968-2479-4550, +968-2479-5558
     Phone: +6-03-7665-3911              Fax: +968-2479-5550
     Fax: +6-03-7665-3915                E-mail: sales@takesolutions.com
     E-mail: sales@takesolutions.com




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posted:6/20/2013
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