Felicia

Felicia is a large, growing multi-brand pharmacy network that unites pharmacies under the Peon, Salut, and Felicia brands. The company works with a wide assortment — from prescription and over-the-counter medications to cosmetics, baby food, and related products — and operates its own distribution center. The scale of the network, the variety of pharmacy formats, and the broad assortment require a centralized yet flexible approach to managing assortment matrices, product availability, and SKU distribution at the level of each individual store.

337

pharmacies

≈15 000

active SKUs

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Background and Challenges

Assortment management was handled manually: five category managers in the commercial department maintained assortment matrices in Excel, and SKU decisions were based on expert judgment — an approach that limited the network's ability to scale.

The assortment varied by pharmacy: some products were sold only in part of the network, others were available only in specific locations, and the matrix was split into mandatory and optional categories depending on store format. As the network grew, maintaining this logic manually became increasingly difficult.

Changes to adding and removing SKUs took time, and some products appeared outside the approved matrix — the network accumulated off-matrix inventory, and products were distributed unevenly across pharmacies.

Monitoring stock levels and product availability required significant time, and assortment transparency was declining: it became harder to track SKU availability and understand the real state of the assortment at any given moment.

Decision-making slowed down: teams relied on fragmented data and manual checks, which made it difficult to respond quickly to demand changes, especially during seasonal fluctuations.

As a result, the network was losing transparency, control, and speed in assortment decision-making — affecting both sales and operational efficiency across the large pharmacy network.

Project Goals

Reduce off-matrix inventory and increase the fill rate of the SKU assortment matrix.

Improve product availability in pharmacies and increase the accuracy of assortment management.

Reduce manual operations for category managers and speed up decision-making.

Transition to systematic, analytics-based assortment management and reduce operational workload through process automation.

Why ABM Assortment

Felicia chose ABM Assortment as the single solution for centralized assortment management, after evaluating several alternatives

One of the key advantages was the ability to manage the assortment matrix comprehensively: controlling SKU fill rates, analyzing category effectiveness, and reducing the volume of off-matrix inventory.

In this logic:

The solution adapts to the specifics of pharmaceutical retail and the company’s real business processes.
An important factor in the choice was also the ABM Cloud team’s readiness to respond quickly to requests and refine functionality according to the business’s real needs — the system was implemented as a full-fledged business process management tool.

Improve assortment management

ABM Assortment is an automated solution that helps optimize processes and achieve better results.

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How the Implementation Went

Implementing ABM Assortment for Felicia was a phased transformation of the approach to assortment management. The project was structured so that the network continued operating as usual throughout the transition, with results monitored at every stage.

Process analysis and system configuration (August 2024)

Implementation began with an analysis of current business processes, requirements gathering, and system configuration to match the network’s needs.

Data preparation and cleansing (August – December 2024)

A separate stage was dedicated to data preparation and cleansing — the quality of the source data turned out to be one of the main challenges at the start.

Pilot launch (January – May 2025

A pilot launch was carried out on selected categories and stores, after which processes were adjusted based on the test results.

Scaling to the first network (June – September 2025)

The solution was scaled to one of the company’s pharmacy networks.

Scaling across all company divisions (from April 2026, ongoing)

After the first network, the solution began to be scaled across all divisions of the company. The stage started in April 2026 and is ongoing.

Team training and going live (from September 2025, ongoing)

The final stages were staff training and the transition to full operational mode.

Project team

The project involved category managers, the commercial department, the IT team, the operations division, and company leadership; collaboration was carried out through working meetings, process testing, and regular feedback exchange.

Business Results

Key Results

Implementing ABM Assortment as part of the ABM Retail Platform helped Felicia move away from manual assortment management. The network transitioned to a systematic, transparent, analytics-based model. The main effect was achieved through process standardization, stronger control over the assortment matrix, and a reduction in manual operations.

Qualitative Changes in Assortment Management

Assortment management processes became standardized and transparent: decisions are now made based on analytics and data. Control over the assortment matrix improved, assortment manageability increased, and the number of manual operations decreased.
Category managers gained clear analytics and a transparent assortment management tool — daily work became faster and more structured, and time spent on manual checks and approvals dropped significantly.
Decision-making speed increased significantly: assortment adjustments and matrix changes now require fewer manual approvals.
It became easier to make decisions about adding and removing SKUs, redistributing products between pharmacies, adjusting the matrix, and evaluating category effectiveness.
In daily work, the most commonly used reports are on SKU fill rate, off-matrix inventory, matrix effectiveness, product availability, and category analysis — these inform operational and commercial decisions.

Frequently Asked Questions

What if the data in the accounting system is incomplete or messy?

Data preparation and cleansing is treated as a separate stage. At Felicia the quality of the source data was the main challenge at the start, and this stage ran from August to December 2024 — before the pilot launch.

Is it necessary to start with a pilot?

At Felicia the pilot ran on selected categories and locations, and processes were adjusted based on the test results. Only after that was the solution scaled across the network.

Does the solution suit a group that operates several brands?

Yes. Felicia brings together pharmacies under the Peon, Salut and Felicia brands — 337 pharmacies and around 15,000 active SKUs. The solution was first scaled to one network, and since April 2026 it has been rolling out across all divisions of the company.

Which reports does the team use in daily work?

Most often — SKU fill rate and out-of-matrix stock reports. The team also analyses matrix efficiency, product availability and category performance, and bases operational and commercial decisions on that data.

Client Testimonial

"First and foremost, data visualization is extremely helpful — it makes information clear and easy to understand, which makes our daily work more structured and effective. We'd also like to highlight the daily recommendations — they're genuinely useful and help us make sound, well-informed decisions, especially given dynamic demand and seasonal fluctuations. We're very happy with the implementation team: they're open to dialogue and respond quickly to any questions or requests. This level of collaboration greatly simplifies our workflows and creates a sense of reliable partnership. Overall, the tool and the team's support significantly ease our work and deliver real, practical value."

Improve assortment management

ABM Assortment is an automated solution that helps optimize processes and achieve better results.

Order a presentation

Fill out the form to learn more about ABM Cloud products

First Name

Enter your name

Last name

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Phone

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