Laboratoires Activa

"In terms of ROI, our laboratories' sales grew by 40% between 2014 and 2015." – Joël Lecurieux Lafayette, Sales Manager at Laboratoires Activa.

Laboratoires Activa uses a custom app developed using the FileMaker platform to manage all of its sales activities.

The app was designed specifically to meet Laboratoires Activa's needs, and has a variety of reporting and database tools that make analyzing and managing sales activities easy.

Overview

  • Joël Lecurieux Lafayette, Sales Manager at Laboratoires Activa since 2006, chose the custom MobiPharma Pro app, developed on FileMaker. It's a user-friendly mobile CRM app, designed specifically for pharmaceutical laboratories by the company infografix, a member of the FileMaker Business Alliance.

Industry

  • Health

Solutions

  • After over a year, the Laboratoires Activa sales teams have been managing all of their work in the field from their iPads. They've seen gains in efficiency and ease of communication as the data are synchronized in real time.

Benefits

  • The custom app developed through FileMaker gives Laboratoires Activa flexibility and mobility, while also saving time thanks to an intuitive, user-friendly interface.
Laboratoires Activa 1

Since 1999, Laboratoires Activa has been developing and using exclusive and innovative galenic formulations in order to optimize physical equilibriums. A specialist in the development and formulation of cutting-edge nutritional supplements, Laboratoires Activa is marketing its new generation of products with 100% natural active ingredients, made from plants, minerals, and sequenced amino acids, in order to restore a day-to-day balance and regulate functional disorders. The quality of the active ingredients, the faith shown in practitioners and the acknowledgment of patients have led to Laboratoires Activa developing new ranges of innovative dietary supplements, such as the ultra-fast acting "Activa Chrono" range launched in 2010 and 2014's "Activa Nutri" range, which restores normal function in cells over the long term. Laboratoires Activa's dietary supplement ranges are primarily sold in pharmacies.

FileMaker helps me to rigorously analyze turnover figures over a number of years, which gives me a preview of the current year, taking into account the inevitable ups and downs.

— Joël Lecurieux Lafayette

Challenges

Laboratoires Activa 2
Following up on visits, orders, and invoices (Germani pharmacy)

The sales teams started working with personal digital assistants, which they used for their address book, notebook and calendar functionality.
As this device became obsolete, the need to put in place a mobile CRM system became a key issue for Laboratoires Activa.

Joël Lecurieux Lafayette, Sales Manager at Laboratoires Activa since 2006, chose the custom MobiPharma Pro app, developed on FileMaker. It's a user-friendly mobile CRM app, designed specifically for pharmaceutical laboratories by the company infografix, a member of the FileMaker Business Alliance.

Following the advice of infografix manager Yann Liqueur-Salzédo, Laboratoires Activa started using FileMaker, combining the computer-based back-office module with a mobile module accessible from iPads. The app was designed specifically to meet Laboratoires Activa's needs, and has a variety of reporting and database tools that make analyzing and managing sales activities easy.

Laboratoires Activa 3
Dashboard (invoicing, products, new clients and visits)

A back-office module on computer to follow up on Laboratoires Activa's sales activities

Joël Lecurieux Lafayette, Sales Manager, uses MobiPharma Pro, developed through FileMaker, with his Windows PC to stay on top of all sales activities that his team carry out on a day-to-day basis. He can follow up on orders and visits to pharmacies, check client datasheets, and monitor sales efforts from a quantity (visits, statutes) and quality (orders made, invoices) point of view.

Better still, the app's analysis tools make it possible to draw up precise statistics, such as numbers of new clients and leads in a specific period and turnover projections. "FileMaker helps me to rigorously analyze turnover figures over a number of years, which gives me a preview of the current year, taking into account the inevitable ups and downs," explains Joël Lecurieux Lafayette.

Laboratoires Activa 4

A custom iPad app for the sales teams

Laboratoires Activa's 15 salespeople use MobiPharma Pro, deployed through FileMaker Go, on their iPad during their day-to-day sales trips to pharmacies, giving them constant access to client data (contact information, locations, schedules), which they can edit. They can also access visit histories and enter and check orders. "All the features are available offline. The sales staff have constant access to all information on their iPad, allowing them to work independently. An integrated synchronization feature means that records can be updated from the back-office server over a 3G, 4G, or Wifi connection," explains Yann Liqueur-Salzédo.

The dashboard is dedicated to sales management. It shows the number of visits, the products that have been sold and their turnover, and the progress towards targets.


Lastly, sales staff can add new opportunities in order to plan future sales.

After more than a year, the Laboratoires Activa sales teams have been managing all of their work in the field from their iPads. They've seen improved efficiency and ease of communication; orders can be taken more quickly, and deliveries are faster and more reliable.

Advantages

Laboratoires Activa 5
Typical files (sales objective, calendar, visit status, orders, and invoices).

The custom app developed through FileMaker gives Laboratoires Activa flexibility and mobility, while also saving time thanks to an intuitive, user-friendly interface.

"Since we started using FileMaker, we've removed any risk of errors when recording the data we collect. This way of working allows the sales staff to win more orders each day, which is a big deal for our company. It's also easier for them to steer client activity, draw up strategies and, if necessary, adjust their tactics based on the circumstances," explains Joël Lecurieux Lafayette.


The information is editable, and can be synchronized in real time for all users, which means that all sales activities and laboratories can be managed. "In terms of ROI, our laboratories grew by 40% between 2014 and 2015," states Joël Lecurieux Lafayette.


Laboratoires Activa has MobiPharma Pro fully integrated into its activity flows, and is already planning to work with infografix to develop new features, such as invoicing clients directly from the app.

The full functionality and efficient layout of the custom-built MobiPharma Pro app helped developer Yann Liqueur-Salzédo and Joël Lecurieux Lafayette win the international "iPad Pro" competition, organized by FileMaker in 2015 for all FileMaker Business Alliance members.
The design, ease of use and on-the-go functionality were the main selection criteria that saw Yann Liqueur-Salzédo's app win the contest.

Through this victory, infografix and Joël Lecurieux Lafayette have been offered new work opportunities with iPad Pro; both men are keen users of this new iPad, with its higher performance, better design and increased ergonomics.

FileMaker EMEA Contact

Andrea Schätzl-Naeve
EMEA Public Relations Manager
andrea_naeve@filemaker.com

For Client:

Joël Lecurieux Lafayette
Sales Manager at Laboratoires Activa

For Developer:

Yann Liqueur-Salzédo
infografix
36, rue de la Buffa
06000 Nice, France

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