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Table of Contents

 

Chapter 1

THE MARKET

THE MANUFACTURER

THE WHOLESALER

THE POINT-OF-CARE (POC) OUTLETS

The Hospital

The Clinic

The Pharmacy

The Healthcare Plan

Long-Term Care (LTC)

Other Miscellaneous Outlets

THE PATIENT

Chapter 2

THE CUSTOMER

WHO IS THE CUSTOMER?

THE PHYSICIAN

PHYSICIAN MEDICAL GROUP

THE PHYSICIAN ASSISTANT (PA) & NURSE PRACTITIONER (NP)

THE NURSE

THE PHARMACIST

PHYSICIAN PRACTICE MANAGEMENT (PPM)

GROUP PURCHASING ORGANIZATION (GPO)

MANAGED CARE ORGANIZATION (MCO)

Types of MCOs

MEDICARE AND MEDICAID

VA / DoD..

INTEGRATED HEALTH SYSTEM (IHS)

OTHER

MANAGING THE CUSTOMER

Segmenting the Customer

Reaching the Customer

Sales Force Structure

Sales Force Size

Territory Alignment

Territory Design

Chapter 3

THE PRODUCT

ETHICAL DRUGS

DRUG CLASSIFICATION

FORM

STRENGTH AND VOLUME

PACK

DOSE

PRODUCT DEFINITION

PRODUCT PRICE

UNITS OF MEASURE

Pack Unit

Volume Unit

Strength Unit

SALES UNIT CONVERSIONS

Equivalent-Unit Conversions

Equivalent Therapy-Unit Conversions

Chapter 4

SALES DATA

WHAT IS SALES DATA?

SELL-IN vs. SELL-OUT

DEMAND AND TRUE DEMAND

CENSUS vs. PROJECTED DATA

COLLECTED vs. REPORTED DATA

DATA = COMPETITIVE ADVANTAGE?

DATA INTEGRITY, COMPLETENESS & VALUE

WHAT IS PERFECT SALES DATA?

Chapter 5

DDD™ SALES DATA

What is the Source of DDD Data?

The Invoice

What is the Importance of DDD?

DDD COMPLETENESS – ENHANCING DDD

Non-Reporters

Unreported Direct Sales

Blocked Accounts

Late Reporting & Off-System Warehouses

Unmatched Data

Product Mismatches

Monthly Warehouses

Pharmacy & Physician Office Sales

HOW COMPLETE IS DDD?

Principles of Adjusting Sales

DEFINITIONS

Market Channel

Market Segment

Sub-Segment

Account

What Does Data Look Like in DDD?

Abbreviated Time Periods

The DDD Calendar

BUILDING DDD

Data Supplier Recruitment

Reporting Frequency

DATA CLEANSING

Implications

DDD ACCURACY

Product Mismatches

Outlet Mismatches

Smooth and Replacement Data

Data Reports

Mail Service and Re-packer Units

Data Suppliers

DEALING WITH DATA ACCURACY

WHY DOES DDD SALES HISTORY CHANGE?

DDD IN QUOTA & COMPENSATION

Commission Plans

Year-Over-Year Growth Plans

Market Share Plans

Dealing with Compensation Plans

Chapter 6

XPONENT® DATA

What is the Source of Xponent Data?

The Prescription

What is the Importance of Xponent Data?

XPONENT vs. DDD

Measuring Rxs

The Look of Script Data in Xponent

XPONENT PROJECTION

Retail Pharmacy Projection

XPONENT DATA COMPLETENESS

Retail Pharmacy Data Completeness

Mail Service Data Completeness

Long Term Care Data Completeness

Dealing with Unreported Mail Service Data

Dealing with LTC Data

Dealing with Specialty Pharmacies

XPONENT DATA ACCURACY

Prescriber Level Data Accuracy

Territory Level Data Accuracy

Prescriber Demographics

Call Files

XPONENT DATA APPLICATIONS

Prescriber Segmentation and Targeting

Deployment and Alignment

Quota and Compensation

Calculating Total Account Performance

Effort and Result Analysis

Chapter 7

XPONENT® PLANTRAKTM DATA

What is the Source of Xponent PlanTrak?

What is the Importance of Xponent PlanTrak?

XPONENT PLANTRAK PROJECTION

XPONENT vs. XPONENT PLANTRAK

The Look of Xponent PlanTrak Data

XPONENT PLANTRAK DATA COMPLETENESS

XPONENT PLANTRAK DATA ACCURACY

XPONENT PLANTRAK APPLICATIONS

Targeting

Compensation

Chapter 8

WHAT’S IMPORTANT?

Focus on Performance Metrics

Know Your Territory

Know Your Market

How Much Data, How Fast?

PERFORMANCE METRICS

Your Territory Sales

Your Territory Scripts

Your Sales and Script Growth

Your Sales and Script Sales Trend

Your Territory Competitor Sales and Scripts

Your Market Trends

Your Channel Sales

Your Segment Sales

Your Account Sales & Scripts

Your Managed Care Plan Data

Your Call Data

Your Benchmark Data

Tying It Together

Glossary

INdex

 

 

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