How a biopharma leader achieved 95%+ sales-to-consumption matching with AI
Challenge: Detecting parallel imports in biopharma sales
Our client, a leading biopharmaceutical company, identified gaps between reported sales and actual patient drug consumption. These anomalies pointed toward possible parallel imports, where unauthorized pharmacies export drugs to other markets. Such practices create significant challenges: marketing investments made in one country may end up driving sales in another, leading to distorted performance metrics, compliance risks, and financial losses.
Complicating matters further, the traditional manual analysis failed to detect these discrepancies.
How we helped
We designed and implemented a data-driven solution that went beyond simple sales-versus-consumption checks. At its core was a robust matching algorithm capable of reconciling patient-level consumption with pharmacy sales records. This enabled the client to detect inconsistencies in real time and reduce the blind spots that manual reviews left behind.
To ensure the results were actionable, we introduced an interactive mapping interface. This visualization layer allowed business teams to move seamlessly between macro-level overviews, highlighting suspicious cross-country flows, and micro-level details, such as individual pharmacies or patient clusters linked to potential parallel imports.
The impact: Improving data accuracy, compliance, and financial performance
- 95%+ match rate between tracked consumption and sales data.
- More efficient localization of potential parallel imports (source countries and pharmacies) and patient tracking needs.
- New data-driven strategies to mitigate financial losses.
- Increased trust in advanced analytics tools for decision-making.
