Download PDF

Case Studies > Aurobindo Pharma USA Enhances Forecasting with Vanguard Predictive Planning

Aurobindo Pharma USA Enhances Forecasting with Vanguard Predictive Planning

Technology Category

Analytics & Modeling - Predictive Analytics
Application Infrastructure & Middleware - Data Exchange & Integration
Functional Applications - Enterprise Resource Planning Systems (ERP)

Applicable Industries

Pharmaceuticals

Applicable Functions

Business Operation

Use Cases

Demand Planning & Forecasting
Inventory Management
Supply Chain Visibility

Services

Data Science Services
Software Design & Engineering Services
System Integration

The Challenge

Recently, Aurobindo’s U.S. market expansion began to outpace its internal planning capability. The company was using spreadsheets to forecast demand, which had become a major problem. The expanding portfolio overwhelmed their capacity to forecast demand. Sales and supply planners had to cobble together numerous, complex spreadsheets monthly to generate aggregate demand forecasts and corresponding supply plans. As the portfolio expanded, the spreadsheets became too cumbersome to manage and too error-prone to be used with confidence. The problem was exacerbated by the nature of the business, with recent consolidation among distributors and large wholesalers now controlling a big chunk of the market. This led to frequent and dramatic shifts in demand, making forecasting extremely difficult. The company’s forecasting process was essentially static, relying on a spreadsheet document that could not be updated mid-planning cycle to adjust for new sales orders, shipments, and other critical events.

About The Customer

Aurobindo Pharma is a global manufacturer and distributor of generic pharmaceuticals. Since entering the U.S. market in 2004, Aurobindo Pharma USA has been among the fastest-growing pharmaceutical providers. In just over a decade, the division has multiplied its portfolio to more than 125 product families and over 450 individual product packages across a still-widening range of therapeutic categories. The company has established itself as a significant player in the U.S. pharmaceutical market, known for its extensive range of generic drugs and active pharmaceutical ingredients (APIs). Aurobindo Pharma USA is committed to providing high-quality, affordable medications to meet the diverse needs of patients and healthcare providers.

The Solution

Aurobindo Pharma USA engaged with Vanguard Software to automate and improve its forecasting and planning process. The company chose Vanguard for its seasoned professional services team and its flagship forecasting and planning solution, Vanguard Predictive Planning. Once the system was up and running, it allowed Aurobindo to forecast each customer and wholesaler on a rolling basis. The system imports historical data directly from Aurobindo’s Oracle database and applies the most accurate forecast method to each product. This automation improved forecast results immediately without human intervention. Sales and supply planners could then focus on adjusting and overriding the improved baseline forecasts to add their expertise and insights. Vanguard Predictive Planning also provided an Exceptions Report to measure forecasts against actual sales or other data, flagging forecasts with the greatest error rate for correction. This streamlined workflow enabled planners to quickly prepare high-quality demand forecasts based on foreknowledge of buyer activity, rather than relying solely on historical trends.

Operational Impact

With Vanguard Predictive Planning, Aurobindo Pharma USA achieved rapid growth in both inventory utilization and business volume.
The system allowed for better visualization and engagement with forecasts, enabling users to export data easily to build custom reports and presentations.
Aurobindo was able to track and adjust forecasts across multiple key identifiers, such as product code, product family, customer, and national account manager.

Quantitative Benefit