About Harley’s Limited
Harley’s Limited is one of the most trusted pharmaceutical players in East Africa, delivering quality healthcare products across Kenya, Tanzania, and Uganda. With a rapidly growing sales force and a wide product portfolio, the company needed smarter tools to manage field operations and improve market performance across borders.
Since 2021, Harley’s has partnered with SANeForce to bring more order, accuracy, and efficiency into its field operations-helping doctors, chemists, and managers work on the same page.
| At a Glance | |
|---|---|
| Company | Harley’s Limited |
| Industry | Pharmaceutical |
| Primary Goal | Optimize field operations, boost MR productivity, ensure territory compliance, and enhance doctor engagement across multiple countries |
| Key Challenges | Data inconsistencies, compliance gaps, limited activity visibility, inefficient reporting, and lack of integrated tools slowing reps down |
| Solutions Deployed | SANeForce Pharma SFA: Unified Doctor & Chemist Module, Tour Planning & DCR, Automated Expense Management, Geo-fencing, Digital Detailing (SAN CLM), Secondary Sales Tracking (in progress) |
| Key Results | Cleaner data, 90%+ territory compliance, 50% faster expense approvals, measurable doctor engagement, real-time managerial dashboards, streamlined cross-country field operations |
Challenges - Data inconsistencies and compliance gaps hindered productivity.
Like many growing businesses, Harley’s faced challenges in scaling its field operations efficiently across multiple countries. Ensuring consistent data accuracy, maintaining territory compliance, and tracking field performance were key concerns.
Limited visibility into activities and the need for smarter reporting and engagement tools made it harder for managers to make timely, data-driven decisions. These hurdles collectively affected the company’s ability to optimize market performance and overall operational efficiency.
These issues impacted data accuracy, compliance, and overall field force efficiency.
“We used to have a hectic time getting unique customer data, but with the SANeForce software, we now get correct insights and analysis within minutes. This has helped me make actionable decisions, and I am grateful for the software as it delivers real results.”
Francis Musyoka Katali
Lead Helpdesk Support, Harley's Limited
Implemented Tools That Work for Medical Reps
To overcome these hurdles, SANeForce rolled out a customized Pharma SFA solution for Harley’s international operations.
1. Unified Doctor & Chemist Module
A single, clean database eliminated duplicates and ensured smooth coordination between reps.
2. Planned Visits & Structured Reporting
Tools for tour planning and daily reporting gave managers real-time visibility into field activities.
3. Smarter Expense Handling
Automated systems linked to tour plans made expense claims faster and error-free.
4. Visibility into All Activities (DCR)
Reps log visits, meetings, training, and leave, giving managers a real-time view of all field activities.
5. Location-Bound Compliance
Geo-fencing made sure reps worked within their mapped territories, boosting accountability.
6. Digital Detailing with Impact
Interactive digital content through SAN CLM allowed reps to engage doctors better and track results.
7. Secondary Sales Tracking
A module in progress to capture chemist-level stock flow, giving better visibility into market demand.
Transformation Across Countries
In just over two years of implementation, Harley’s saw big improvements across its key markets:
⭐ Cleaner data
Duplicate records dropped, making reporting more reliable.
⭐ Better compliance
Geo-fencing improved territory discipline.
⭐ Faster expenses
Approval times were cut by half.
⭐ Doctor engagement
Reps now use interactive detailing, and management can see how doctors respond.
Together, these changes helped Harley’s improve market performance, reduce inefficiencies, and get more value from its field force.
Results That Speak for Themselves
| Area | Result |
|---|---|
| Reporting & Planning | Faster, standardized updates across regions |
| Territory Compliance | 90%+ adherence achieved with geo-fencing |
| Expense Management | 50% quicker approval and reimbursement cycles |
| Doctor Engagement | More personalized, measurable interactions |
| Data Transparency | Real-time dashboards for quicker decisions |
Preparing for the Next Phase
The journey doesn’t stop here. Harley’s and SANeForce are now working on the Secondary Sales Module, which will give a clear view of stock and sales at the chemist level. This will not only strengthen supply chain forecasting but also help the company stay competitive in international markets.