Credit Management in the Pharmaceutical Sector: a Success Story

Gestione esposizione finanziaria clienti

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Credit and financial exposure management in the pharmaceutical sector is a crucial challenge for maintaining stable financial balance. Today, thanks to innovative Business Intelligence (BI) solutions, it is possible to predict real-time scenarios, plan budgets and forecasts for sales to pharmacies, and monitor each individual pharmacy or purchasing group in a detailed and automated way.

How did we achieve this?

Blue BI developed an advanced analytical and predictive system for its clients to address a fundamental need: ensuring accurate customer portfolio management, monitoring credit risk, and optimizing decision-making processes.

Customer Needs

The client lacked the appropriate tools to accurately predict customers’ future credit exposure, making it difficult to assess credit risk and create proper financial planning with informed decisions on portfolio management. The client, therefore, needed a solution to monitor the credit risk of its customers more simply and efficiently.

Optimizing Credit Management in the Pharmaceutical Sector

he primary goal was to improve the reliability of credit forecasts by considering the importance of each individual customer based on generated revenue. This ambitious goal was achieved through a careful analysis of data from both internal and external sources, allowing for informed decision-making and minimizing financial risks.

Data Automation in the Pharmaceutical Sector

The client relied on manualCustomer Sheets,” where data from various heterogeneous platforms was integrated with manual comments. This information, often fragmented and manually updated, limited the company’s overall visibility of its customers.

Integrated Platform for Credit Management

Blue BI transformed this process by developing an automated platform that centralizes all data into a single analytical environment. This system integrates with ERP, CRM, and other business data sources, allowing users to add personalized comments and evaluations. The data is displayed through advanced dashboards with detailed charts showing revenue, credit, orders, and providing information on disputes and the balance sheets of individual pharmacies or purchasing groups.

Sales Forecasts and Risk Management

Thanks to this platform, sales forecasts can be analyzed in detail, considering payment extensions and simulating “what ifscenarios based on expected payment dates. The result is the creation of credit exposure curves that help companies predict financial trends under various operating conditions.

Credit Management Case Study

Customer Credit Management Benefits of Automation for Pharmaceutical Companies

Process automation has led to a real revolution for clients, significantly improving the precision, reliability, and efficiency of credit management. Below are the main differences between the initial scenario and the current one:

Before the Solution:

  • Manual data management, with limited and often unreliable information.
  • Data only on a few major clients, with scattered and non-centralized files.
  • Inconsistent updates and manual, uncertain exposure calculation methods.
  • High error margin due to the manual nature of the process.

After Implementation:

  • Automated system for data loading and updating
  • Real-time data and customer sheets, with centralized and reliable management
  • Daily updates of actual data
  • Bulk forecast entries via flat file import
  • Automatic calculation of the credit exposure curve.

Our Credit Management Solution

Our Credit Management solution allowed the client to monitor the credit exposure of all customers without neglecting potential risks associated with smaller customers, enabling them to achieve:

  • Maximum future exposure of each customer.
  • Reduced risk of defaults and better credit management.
  • More accurate financial planning.

Conclusions on Automation in the Pharmaceutical Sector

This case study demonstrates how data analysis and digital transformation are essential for improving business processes, not only in the pharmaceutical sector but in any industrial context. Automation is not just a technological choice but a true necessity to optimize business performance.

Blue BI stands as a strategic partner for creating customized Business Intelligence solutions that meet the specific needs of each client and sector. If you want to take your company to the next level in terms of credit management and predictive analysis, Blue BI is ready to support you with the best technological solutions on the market.

We realize Business Intelligence & Advanced Analytics solutions to transform simple data into information of freat strategic value.

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