Pharmaceutical giant Eli Lilly has implemented Universal Computer Software`s SalesTracker software, equipping the company`s representatives with an easy-to-use sales management software package to streamline call management and ultimately bolster sales.
The installation - which includes 44 sales professionals and several territory managers and office workers - ensures year 2000 compliance for the pharmaceutical company, while providing the ease of use of a Windows environment, replacing a DOS-based package.
SalesTracker enables Eli Lilly representatives to capture call information on their notebook computers, then communicate that data to the marketing and sales departments in their Johannesburg head office.
The package also provides the capability to report on almost any captured sales data throughout the month, instead of just at month-end.
Nico Bosch, Eli Lilly`s South African territory operations manager, says: "SalesTracker enables the company`s reps to manage their territories far more efficiently. Compared to the previous system, SalesTracker is far simpler to use, making it easier to manage call planning and management.
"It also facilitates planning, with reports built into the package to enable reps to assess which calls are likely to be the most productive, based on analysis of past sales.
"Better planning will result in better frequency, which will yield better sales."
According to Bosch, the package has eliminated a great deal of manual planning, enabling reps to utilise their time better and complete their workload during office hours instead of having to put in overtime work.
Bosch conducted extensive evaluations - including trips overseas to assess packages available in Europe and Australia - before opting for SalesTracker as the best solution for Eli Lilly South Africa. "Key features that stood out during evaluation were SalesTracker`s exceptional ease of use and the high level of flexibility it offers," he says.
The project uses existing hardware, with reps connecting via notebook computer to a dedicated server which functions as a consolidated database. The server resides at Universal Computer Software`s (UCS) offices and is maintained and fully administered by UCS staff. Universal Software is a UCS subsidiary.
"By making use of UCS`s facilities management and support services, Eli Lilly eliminates the need to bring extra in-house staff on board, while we have the assurance that the database is always maintained accurately and is up to date," says Bosch.
"We also have access to UCS`s extensive support resources."
In addition to maintaining a technical environment at UCS`s office for the support and administration of SalesTracker, other services Universal Software provides include ensuring that back-ups are made on a daily, weekly and monthly basis, providing software support to the Eli Lilly sales force, managing databases in the field and at the central site, managing data transfers to and from sales reps, plus running procedures required for management reporting purposes.
UCS support staff also meet regularly with Eli Lilly management to discuss issues relating to the sales force`s use of SalesTracker.
According to Bosch, customisations are being conducted as needs become apparent. "We`re still working on some things - phasing in the electronic diary, for instance - but are very happy with the package and the range of features it offers.
"Speed of rollout was excellent and we`ve been very satisfied with support levels."
Universal Software managing director Neil Emerick says that the coupling of software and services - pioneered in the Eli Lilly project - is a model that Universal plans to push, as it ensures that clients have access to specialised software development and support services and that results are tailored to requirements.
Universal Software is a subsidiary of Universal Computer Services, which is a member of the UCS Group.
Eli Lilly, one of the world`s largest pharmaceutical suppliers, is best known for its anti-depressant drug Prozac.
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