- Sales Force Managers
- ETMS Data Managers
To whom do we recommend?
Pharmaceutical companies prior to their planning and targeting period need exact information about the physicians' and pharmacy universe. The methodology can be extended to FMCG market.
Aim of the project
Selecting the physicians' panel from the whole universe and segmenting them into targeting categories is the most complex job of sales representatives. The potential based targeting helps to create a more efficient resource allocation during planning the sales force strategy.
Our potential model is 85-90% reliable regression model built-up on fact prescription data and the doctors characteristics like specialty, demographical characteristics, practice schedule, brick characteristics, etc. The result of the model is than projected to the whole physician universe. Segmentation is based on the concentration curve of prescriptions.
DOs and DON’Ts
The TOP10% of Physicians 215 units per year but the next deciles prescribes less than 150 units on average. 30% of TOP prescribers generate the 50% of sales.
Why we are different