Client overview
In the veterinary pharmaceutical and pet food distribution world, relationships and responsiveness are everything. But when your pricing, orders, and customer data live across dozens of spreadsheets, even the most capable sales team can find itself slowed down by inefficiencies.
That was the case for one of Consultatika’s clients — a regional veterinary wholesaler with 20 sales representatives serving more than 400 clients like pet shops and veterinary clinics across Europe. While the company had strong customer loyalty and deep industry knowledge, its reliance on Excel-based workflows had become a serious obstacle to growth.
The Challenge: Manual Work, Fragmented Data, and Delayed Decisions
Each sales representative managed their own spreadsheets to track clients, prices, and inventory levels. Pricing updates were handled manually, often requiring approval or confirmation from management. This created delays in quotation turnaround times, inconsistencies in pricing, and frustration for both the sales team and their customers.
Beyond the sales process, management lacked real-time insight into performance. Generating reports required hours of manual compilation, and any small pricing change had to be communicated individually to the entire team. As the business grew, these manual practices became unsustainable.
The leadership team recognized the need for a digital foundation — a system that could unify pricing, customer data, and reporting, enabling faster decisions and better organization. That’s where Consultatika stepped in.
Our Approach: Building a Digital Core for Sales Efficiency
Consultatika began with a comprehensive business and digital assessment, working closely with the leadership and sales teams to understand their day-to-day challenges.
The assessment uncovered four key priorities:
- Centralize all product and pricing data in one place.
- Simplify quotation creation and approval.
- Improve visibility into sales activities and results.
- Reduce manual work so the sales team could focus on customers.
From there, we designed and implemented a tailored digital transformation roadmap, which included:
- A centralized pricing database that provided instant access to up-to-date product and pricing information for every sales rep.
- A cloud-based CRM system that unified customer data, quotation history, and communication.
- Mobile-enabled quoting tools that allowed sales reps to generate accurate offers on the spot, without waiting for internal approvals.
- Automated dashboards to give management real-time visibility into sales performance, pricing trends, and customer engagement.
- Change management and training programs to help the sales team confidently transition from spreadsheets to digital tools.
The Outcome: Faster Decisions, Better Organization, and Stronger Growth
Within six months of implementation, the transformation was clearly visible.
- Quotation turnaround time was reduced by 50%, with no more waiting for pricing approvals.
- Sales productivity increased by 30%, as manual reporting and admin work were largely automated.
- Pricing consistency improved across the organization, strengthening trust with customers.
- Management gained real-time visibility into performance metrics, allowing quicker and more informed decisions.
- Overall, the company became more organized, responsive, and scalable — ready for the next phase of growth.
The Bigger Picture
This project illustrates an important truth about digital transformation: it’s not just for large corporations or high-tech industries. Even companies that rely on traditional relationship-based sales can achieve significant results by digitizing the right parts of their business.
For this veterinary distributor, the transformation wasn’t about replacing people — it was about empowering them. By eliminating the manual work and uncertainty of spreadsheet-driven processes, their sales team could finally focus on what they do best: building relationships and serving customers.
👉 At Consultatika, we believe that digital transformation starts with understanding how a business truly operates — and then designing solutions that make work simpler, faster, and more effective.
Decision about starting your Digital transformation project is something you are thinking about? Book your free Initial Diagnostic call and lets discover the options together.