---
title: Sales Force Automation Solution for a Major Pharma Company | ennVee
description: An Android-based SFA application was offered to the customer where Sales reps would carry the tab for timely entry of the sales orders..
---
[](https://www.ennvee.com)
Oracle E-Business Suite Sales Force Automation Pharmaceutical distribution Nigeria and Ghana
Case Study
# Sales Force Automation for a Leading Pharma Distributor in Nigeria
[Contact Us](https://info.ennvee.com/sales-force-automation#ev-form) [Download this case study as a PDF](https://info.ennvee.com/hubfs/Case%20Study%20PDF/Sales%20Force%20Automation%20Solution.pdf)
A leading pharmaceutical wholesale and retail distributor in Nigeria wanted field orders to reach Oracle E-Business Suite faster. ennVee built an Android-based pharma sales force automation (SFA) application that exchanges orders, stock and customer data with Oracle every five minutes. More than 800 sales reps across Nigeria and Ghana use it every day.
800+ Sales reps using the app daily
5 min Order, stock and customer data exchanged with Oracle EBS
2 countries Nigeria and Ghana
## The challenge: field orders waited on back-office entry
The client's sales reps worked their market areas and collected orders in person. Those orders then travelled back to the office, where staff reviewed them and keyed them into Oracle EBS before dispatch could begin.
Every order therefore carried a built-in delay between the customer saying yes and the warehouse seeing the booking. The client wanted to cut the lead time for entering orders into Oracle, and with it the time taken to process and fulfil them.
## The solution: an Android SFA app integrated with Oracle EBS
ennVee developed a sales force automation application for 7-inch Android tablets and issued one to each sales rep. Reps enter orders at the customer's premises, and the app exchanges data with [Oracle E-Business Suite](https://ennvee.com/oracle-ebs/) on a configurable schedule, set to every five minutes.
### What reps can see and do in the field
- View detailed customer information, including credit and payment terms
- Check warehouse stock by batch and expiry date
- Track order status: booked, shipped or invoiced
- See customer invoices and outstanding balances for collection follow-up
- Record stock held at the customer and likely sales offtake
- Capture customer feedback and run market or customer surveys
- Take photographs and send them back to Oracle
### GPS tracking against the daily journey plan
The app records each rep's location and sends it to Oracle at defined intervals and at every transaction, such as outlet check-in, order taking and surveys. A back-end web application, Location Tracker, compares each rep's actual movement with their daily journey plan.
### Primary and secondary sales in one application
- **Primary sales:** reps take orders and relay them to Oracle for processing.
- **Secondary sales:** reps carry stock in a van, sell and invoice on the spot, and collect payment.
- **Handheld van sales:** a Windows handheld-device version supports 50+ van sales reps.
### Doctor visit capture for medical representatives
For pharma distribution, medical representatives use the app to record each doctor visit:
- Patient traffic
- Prescription volume
- Medicines prescribed
- Cross-checks of prescription volume and medicines with in-clinic and neighbourhood pharmacies
## Beyond the sales rep: managers, principals and drivers
Once daily use by the sales team had grown and stabilised, the platform was extended to the people around them.
### Manager web apps
Sales managers follow their reps' movement and performance from a laptop or mobile: visits, orders, sales and stock.
### Principal Referral App
Principals' own field reps often spot demand during their visits. ennVee built a Principal Referral App that lets them recommend an order from a laptop or mobile. The referral reaches the mapped distributor rep's tablet, the rep visits the customer to take the order, and the referral is tracked through to closure.
### Driver Tab app with proof of delivery
The dispatch team uses a dedicated Driver Tab app to:
- Load all delivery information for a trip from Oracle to the driver's tablet
- Check in at the customer site and record full or partial delivery
- Photograph the proof-of-delivery document and send it, with the delivery status, back to Oracle
A separate web app lets the driver's manager track movement and performance, including visits and deliveries.
## Results
- **Shorter order-entry lead time.** Orders are entered at the customer's premises and exchanged with Oracle EBS every five minutes, so booking no longer waits for the rep to return to the office.
- **Faster order processing and fulfilment.** With bookings reaching Oracle sooner, dispatch processing can begin earlier.
- **Less manual re-keying.** Orders are captured once, at source, instead of being reviewed and typed in again at the back office.
- **Clear view of field activity.** Managers see visits, orders, sales and stock, and can compare each rep's movement with the daily journey plan.
- **800+ sales reps use the app daily** across Nigeria and Ghana.
## At a glance
Client
Leading pharma wholesale and retail distributor, Nigeria
Industry
Pharmaceutical distribution
Region
Nigeria and Ghana
ERP
Oracle E-Business Suite
Solution
Android sales force automation app, manager web apps, Principal Referral App, Driver Tab app
Scale
800+ sales reps using the app daily
## Related services
- [Oracle E-Business Suite](https://ennvee.com/oracle-ebs/)
- [Application integration](https://ennvee.com/application-integration-services/)
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[Contact Us](https://ennvee.com/contact-us/)
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