Geoconcept’s TourSolver optimizes sales planning of Pfizer

2015-05-29

Pfizer Japan chooses Geoconcept’s TourSolver to visualize its market coverage and plan sales deployment.

According to Mr. Hasuike of the sales strategy department: “The software increases our efficiency by helping re-plan our sales territories taking into consideration all of the geographical data. However, the ever changing health care environment still keeps giving us challenges, it is difficult to respect the complicated visit requirements of the hospitals while keeping our MRs active and efficient.”

Pfizer Japan chooses Geoconcept’s TourSolver to visualize its market coverage and plan sales deployment.

Pfizer is the world’s largest pharmaceutical company. Founded in 1953, Pfizer Japan has more than 5,800 employees. Main activities of Pfizer Japan primarily involve manufacturing and sales of prescription and veterinary drugs for local and international markets.


Based on a successful deployment for Pfizer in Latin America, a Geographical Information software, together with the Geoconcept Add-on TourSolver was suggested to Pfizer Japan. This enables Pfizer’s representatives to understand, extract and use the geographical content of their customer’s data. This allows both managers and sales representatives to visualize their current market coverage and plan their sales deployment.

"The software increases our efficiency by helping re-plan our sales territories taking into consideration all of the geographical data. However, the ever changing health care environment still keeps giving us challenges, it is difficult to respect the complicated visit requirements of the hospitals while keeping our MRs active and efficient.”

Mr. Hasuike, Sales strategy department.

Thanks to Geoconcept’s TourSolver, Pfizer gets now automatically the best routing and planning for all its medical representatives in Japan to meet a large amount of doctors, nurses and pharmacists every day.

As an example, Tokyo area, which has over 1,000 medical facilities, is covered by less than 10 medical representatives while respecting very restrictive requirements. Among those requests, each medical visit should occur during a short 30 minutes time slot while also ensuring that the medical representative is knowledgeable of the product in which the medical facility is interested in.



With the adoption of TourSolver, Pfizer fulfills its medical facilities visiting quota while keeping regular working hours for its sales force.

The large amount of optimization constraints within TourSolver, including visiting time windows, possible visit days, customer priority and punctuality respect, helps Pfizer sales planners to be very flexible in allocating appointments to medical professionals while maintaining the target number of visits every day.

Thanks to TourSolver detailed cost calculation, each sales strategist can estimate the overall cost of its sales forces. Consequently, this allows higher management that gives the opportunity to upsize or downsize the medical representative teams.

Pfizer managed to respect its visits quota and to increase its overall sales but also succeed in decreasing its overall cost.


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