Industry Overview

Managing contracts, GPO memberships, pricing, compliance, renewals, sales tracings, rebates, and commissions in a distribution-driven market is a complex and time-consuming process. Without the right technology and expertise, businesses struggle with inefficiencies, revenue leakage, and regulatory compliance challenges. The absence of standardized processes, data inconsistencies, and multiple disconnected systems further complicate operations, making it difficult to gain accurate insights and maintain strong relationships with trading partners. To stay competitive, manufacturers must adopt streamlined, data-driven solutions that ensure accuracy, efficiency, and compliance across the entire sales lifecycle.

Impacts of inadequate sales tracings on business performance

The Consequences of Poor Sales Tracing

Inaccurate sales tracing leads to financial discrepancies, inefficiencies, and missed opportunities, impacting profitability and growth.

An inability to pay accurate sales commissions
Errors in chargeback processing lead to inefficiencies, revenue loss, and manual credit management.
An inability to pay GPO fees and GPO Member rebates promptly and accurately
An inability to analyze contract profitability to make the right pricing and contracting decisions
Limited sales visibility hinders performance analysis, market insights, and strategic decision-making.
Loss of market share due to poor partner management and misaligned business strategies.

Challenges in Distribution Sales

Manufacturers selling through distribution face several challenges, including:

Lack of standard data identification and naming conventions
Multiple disconnected systems for managing sales data
GPO membership eligibility issues
Inefficient trading partner relationships due to disparate systems and minimal EDI use
Inability to provide accurate sales tracking tools to management
Manual and error-prone sales tracing and rebate reconciliation processes
Difficulty in tracking contract compliance and pricing discrepancies
Limited visibility into end-user sales and market trends
Challenges in accurately calculating and distributing sales commissions
Delays in processing distributor chargeback claims, leading to potential revenue loss
Continuous redeployment of resources due to changing technology and business models

Benefits of implementing salestracings solutions

Why Sales Tracings?

Building a robust infrastructure takes years, requiring extensive expertise and resources. Without a reliable solution, businesses encounter:

Unforeseen Expenses (Scope Creep: Design, Development, Deployment)
Unproven Architectures, Business Rules, Formularies, Methodologies
Unknown System Reliability & Security
Increased Costs & Delays w/Multiple Sources for Components & Solutions
Diversion/Diffusion of Resources away from Core Business
Continual Redevelopment Due to Technology Cycles, Changes in Business Models & Trading Partner Requirements

Seamless Collaboration with Distributors & GPOs

SalesTracings simplifies sales performance management by ensuring accurate reporting, seamless integration, and compliance with industry standards. Our expertise helps manufacturers optimize their relationships with both distributors and Group Purchasing Organizations (GPOs) for better efficiency and profitability.

Distributors

SalesTracings has established good working relationships with all of the major distributors and many of the regional wholesalers and dealers. We provide many options for reporting sales tracings and rebate claims and will work with any standardized or data oriented proprietary structure and format.

GPOs & IDNs

SalesTracings is working diligently to support our client’s efforts to work more closely with Group Purchasing Organizations and their Members. Our services can really help those manufacturers who struggle with GPO reporting requirements. If your company needs assistance in this area, please contact SalesTracings for additional information and to get started!

We Are Here to Help!

SalesTracings delivers clean, concise data, enabling accurate sales commissions, rebate claims, and GPO fee payments. We enhance integration with trading partners by standardizing data and streamlining systems.

Beyond operational efficiency, our solutions provide strategic insights, empowering businesses to leverage sales and marketing data for growth and profitability.

With deep industry expertise, SalesTracings is a trusted partner, offering reliable information, guidance, and seamless management of the distribution sales lifecycle.

Salestracings team offering support in sales performance management

What our Clients Have to Say About Us?

Our clients are the heart of everything we do at SalesTracings. Here's what they have to say:

“ Thank you for the help and support you have provided Derma Sciences and Integra. We have relied heavily on you for the collection, collation and presentation of our sales trace data and you, and your team, have consistently delivered everything we need. The accuracy of our sales reporting and compensation have been completely dependent on the services you provide and we could not have done it without you.”

Director of Sales Operations, Global LifeSciences Company

“ Of all the service providers I've worked with over the past 10 years, no one has given more outbound effort than Tom Loiselle and the folks at HCBS. The HCBS team makes a point to understand our requirements perfectly, respond quickly to any queries, find creative solutions to difficulties, and are a pleasure to work with. Working with a professional and accessible team makes our job easier! I can’t say enough about the service we receive from Tom and the folks at HCBS. They are always there and get the job done – who could ask for more!”

Sales Manager, Virginia Manufacturer

“Tom, I just wanted to send you a short note and thank you and your staff for working so diligently in getting accurate trace data to us in a very short period of time. I will tell you this will improve the performance of our selling organization as we grow, and our intention in the future is to take advantage of the other tools you offer to manage our business. Thanks again and keep those numbers coming.”

Executive VP, Sales & Marketing, New Jersey Manufacturer

“ I have seen his technology platform evolve from the beginning of HCBS. It provides three critical functions; 1) Contract Management – This will allow us to pay admin fees for the appropriate contracts saving time and eliminating overpayment of fees and rebates. 2) Sales Tracings – This technology is efficient and accurate; 3) Sales Reporting – This part of the software is most impressive.”

Director of Sales, Midwest Manufacturer

“ HCBS knows the Med/Surg industry, and they know technology. They had little-to-no learning curve when it came to understanding our business and information needs. They even anticipated our issues before they ever arose and were able to meet our needs rather painlessly.”

CIO/COO North America, Pennsylvania Based Location

“ As they say, knowledge is power in business, and our relationship with HCBS is allowing us to access accurate, usable customer data (knowledge) at all levels of our organization. Our sales team, from Territory Manager to Director of Sales, has the ability to identify trends like never before, giving them the ability to grow opportunities and stabilize challenges. We could not be happier with HCBS and look forward to additional innovations in data management that are forthcoming.”

Director of National Accounts, West Coast Manufacturer

“ Managing our business opportunities and supporting our customers is paramount to our success. With the Radius™ product, our field sales organization has the information tools they need to be successful. Their membership solution has alleviated the "pain" associated with managing customers' multiple GPO membership relationships. More importantly, with the powerful analytics tools available through Radius™, we can be proactive in the management of our GPO contracts. HCBS has and continues to be responsive to our unique business needs. We could not be more pleased.”

Director of North American Sales Administration, New York Manufacturer

“ HCBS was instrumental in assisting me and my team with managing sales to existing customers and cultivating new business opportunities. Their web based Radius™ product was easy to use, flexible and responsive. The team at HCBS was always there to assist us if we needed their help. I recommend Health Care Business Services, LLC wholeheartedly to any health care company out there.”

National Sales Manager, Connecticut Manufacturer

“ Efficiently managing customer contracts has always been a challenge. HCBS offers us an excellent solution with their TransactionWorks™ program. It supports all of our needs from contract development through rebate reconciliation. We are extremely satisfied with their service, support and expertise and would highly recommend them to others needing this type of service.”

Manager of Contracts & Sales Reporting, California Manufacturer

“ Working with Health Care Business Services, LLC was an easy decision for us to make in consideration of their expertise, track record and their Radius™ product line. Our experience with HCBS thus far has been excellent and we are looking forward to a long term business relationship and substantial sales growth through the use of their products and services.”

CEO & Director, New York based Medical Device Manafacturer

Let’s get in touch

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