Pharma distribution is won in ten-minute conversations at chemist counters — dozens of them a day, per rep, forever. The difference between a great field force and an expensive one is whether those conversations are planned, equipped and recorded. xMatix runs the pharma beat as a closed loop: planned calls, offline orders, collections, measured coverage.
Beats planned by contribution, verified by GPS
Chemist and stockist beats carry visit rhythms that follow value — the high-offtake counter weekly, the tail fortnightly — with day-of-week and week-of-month patterns generating each day's call list automatically. Calls are geo-verified: the rep was at the counter, at that time, with in-call work attached. Coverage against promise is arithmetic.
The order captured at the counter, priced by rule
Orders capture offline with the counter's own terms: bonus schemes (10+1, slabs) applied identically everywhere, near-expiry alternatives suggested, and the stockist's credit position visible before the conversation turns to money. Collections record against specific invoices on the same visit.
Every counter, remembered
The chemist's record accumulates: offtake by SKU, scheme uptake, payment behaviour, the competitor brands on the shelf. A rep covering for a colleague opens the counter's history, not a blank screen — and the quiet counter surfaces itself before the quarter writes it off.
Coverage the sales head can steer
Calls per day, strike rate, drop size, coverage against plan — per rep, beat and territory, daily. The beat that runs chronically long and the territory pacing behind are visible in week one, when steering still works.
Common questions
How are pharma beats different from generic sales territories?
They're rhythm-based: each chemist and stockist carries a visit frequency matched to its value, and daily call lists generate from those rhythms automatically — coverage is a promise with arithmetic behind it, not a monthly intention.
Do bonus schemes apply correctly in offline orders?
Yes — scheme definitions travel to the device, price at the counter, and the server recomputes on sync as the authority. A 10+1 is the same 10+1 at every counter in scope.
Can reps collect payments on the beat?
Yes — collections capture offline against specific invoices, with the outstanding and ageing visible before the order conversation, and post to the ledger on sync.
How is field coverage verified?
Geo-verified calls with time stamps, in-call activities attached, and planned-versus-actual comparison per beat and rep — the day as it happened, not as it was reported.