Sales Optimization with AI

Advanced software designed to improve the daily work of pharmaceutical sales representatives, increase sales performance, and optimize everyday operations. Leveraging AI algorithms and integrations with external systems, the application automates route planning, data analysis, and product offer personalization.

Based on the analysis of over 500 parameters — including stock levels, seasonality, weather forecasts, pharmacy location and demand — the platform predicts the probability of specific pharmaceutical products being purchased. As a result, it helps maximize sales performance, save time and resources, and adapt to the individual needs of field representatives, supporting better business decisions.

Business need

Before the platform was implemented, Oleofarm faced multiple challenges in organizing the work of their pharmaceutical sales team:

Time-consuming manual preparations for visits

significantly lowered productivity.

The analysis of pharmacy needs required manual data processing

from various sources, slowing down decision-making.

A lack of consistent communication between sales reps and managers,

relying on emails and external tools, led to inefficiencies.

No AI support module

was available to forecast product demand or analyze pharmacy needs, forcing reps to rely on time-intensive and imprecise manual evaluations.

These limitations led to lower sales efficiency, suboptimal visit planning, and difficulty in tailoring offers to the specific needs of pharmacies.

Our approach

Following a series of interviews and workshops with the client — and a detailed analysis of field rep workflows — we identified key factors that contributed to extended travel time and time spent at pharmacies.
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Based on these insights, we designed and implemented a centralized platform that uses data from multiple business sources and AI algorithms to support:

• Route optimization for pharmaceutical reps

• Personalization of sales offers

• Automated reporting and performance monitoring

Implemented solution

The delivered solution is an integrated platform composed of three key components:

• a data warehouse

• artificial intelligence algorithms

• a mobile application

Each of these elements was designed to support both sales reps and management in maximizing sales results, optimizing daily tasks, and making well-informed business decisions.

1. Data Warehouse

The data warehouse forms the foundation of the platform by automatically aggregating and analyzing data from multiple sources, such as:

Weather data affecting product demand
External systems like IFS, Farmaprom, Raptek, OSOZ, or pharmaceutical wholesalers
Historical and statistical sales data and pharmacy demand patterns

Benefits: Automating these processes eliminates the need for manual data processing, accelerates access to relevant insights, and supports data-driven decision-making.

2. AI Algorithms

AI algorithms are a core part of the platform, enabling advanced data analysis and decision-making through predictive models. The applied technologies include:

Predictive algorithms estimating pharmacy demand for specific products, based on 500+ parameters such as seasonality, location, and weather
Inference rules and decision models that support personalized sales offers and optimized rep routes
Automation of analytical processes to streamline visit planning and product recommendations

Benefits: AI enables customer behavior prediction, real-time activity optimization, and improved sales effectiveness.

3. Mobile Application

The mobile app is a tool designed specifically for pharmaceutical reps, supporting their daily tasks through:

Route planning powered by AI
Automated visit scheduling
Order management and order status tracking
Financial condition verification of pharmacies
Task and promotion management through a CMS panel

Benefits: The app enhances field rep productivity, shortens visit durations, and improves planning and execution of sales visits.

Implementation results

Increased Sales Performance and Effectiveness

Smart visit planning and personalized product offers enable reps to reach the right pharmacies with the right products at the right time — significantly improving sales outcomes.

Reduced Operational Costs

Automated route and visit planning has lowered costs related to travel time and fuel. Financial verification of pharmacies helps reduce the risk of unreliable partners, improving financial stability.

Improved Team Organization and Oversight

With features for task tracking and time management, leadership has gained visibility into team activities. The CMS panel streamlines task management, user access, and promotional actions.

Flexibility and Fast Market Response

The platform allows for rapid adjustments to visit plans, product promotions, and pricing strategies — helping Oleofarm stay agile in a dynamic market.

Better Pharmacy Relationships and Higher Satisfaction

Intelligent product recommendations and order history insights allow for better-tailored offers, improving trust, loyalty, and overall customer satisfaction.

Sales optimisation with AI

Before the platform was implemented, Oleofarm faced multiple challenges in organizing the work of their pharmaceutical sales team:

These limitations led to lower sales efficiency, suboptimal visit planning, and difficulty in tailoring offers to the specific needs of pharmacies.

Oleofarm is a Polish company founded in 2002 that specializes in producing natural dietary supplements, cold-pressed oils, and juices. It combines modern technology with tradition, offering top-quality products in both domestic and international markets.

Implemented solution

The delivered solution is an integrated platform composed of three key components:

Each of these elements was designed to support both sales reps and management in maximizing sales results, optimizing daily tasks, and making well-informed business decisions.

Business ERP Suite

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