Securing sales potentials by re-targeting the customer target group
For product launches with unknown target groups, professional targeting is firmly on the to-do list of almost all healthcare companies.
But even with established products, depending on market dynamics, a re-targeting should be carried out every 2 to 3 years. Retirements, practice relocations and new openings alone result in changes of between 10-20% – and that every year! In addition, there are competitor dynamics, changes in patient flows and many other factors which, over time, require a re-targeting of the target group.
It is still true that good customer targeting is one of the biggest SFE levers!
Figure: Increasing potential coverage through re-targeting
In our data-based targeting process, existing sales force information is used and supplemented with a variety of specific information on the target group (e.g. regional prescription information, work/interest focus, practice performance, sociodemographics, information on the environment and much more). Thus, a meaningful and valid evaluation basis is first of all generated.
With the help of our statistical evaluation methods, up to 500 characteristics can then be included in the customer evaluation at the same time. That is of course considerably more information than a sales representative can take into account!
The information with the highest targeting influence is then presented transparently in the sense of a plausibility check. Additionally extensive quality checks including validation rounds are carried out with the sales force.
The result is then a current assessment of the target group, which raises the view beyond the horizon and can also be used as an optimal basis for further questions in sales planning (e.g. adaptation of territory structures, changes in the size of the sales force, etc.).
Please contact us if you need more information!
A Merry Christmas and a Happy New Year from your SALETELLIGENCE team!
An eventful year is drawing to a close: We have again been able to successfully implement many exciting healthcare projects throughout the DACH region. We would like to thank all our customers for the trust they have placed in us!
In addition, some innovative new software and analysis developments were launched, which we will report on in detail next year. By the way, 2020 will be a very special year for us as we celebrate our 15th anniversary!
The BU2BU program as guest at SALETELLIGENCE
Lecture on the topic “What does a Data Scientist do in practice?”
As a new member of the BU2BU program of the University of Bielefeld (Best Undergraduates to Bielefeld University), we introduced 20 interested students to our Bielefeld location, what exactly a Data Scientist does in practice. The students saw how statistical methods from science are applied in practice by means of some case studies. The many registrations as well as numerous questions from the students once again showed the current relevance of the topic (Data Science, Big data & Advanced Analytics).
For all students who want to do more than just sort files and fill out Excel tables in an internship, exciting examples of already completed internship tasks could also be shown.
For more information on joining SALETELLIGENCE, please take a look at our Career section or send us an unsolicited application. We look forward to hearing from you!
Every year again – The SALETELLIGENCE team stirred great ingredients again this year, kneaded many kilograms of dough and formed numerous cookies.
Our traditional Christmas cookie baking has given us a lot of joy again this year. If you would like to try out the delicious recipes, simply use the following link.
Have fun baking!
Christmas Bakery 2019 – THe recipes
This year, we are supporting the nationwide childhood cancer project “Fruchtalarm” with a donation of 5,000 euros.
As part of the project, 31 children’s cancer departments are regularly supplied with delicious fruit cocktails. The children can put together their own colourful and tasty creations from the various types of juice and mix them themselves. In addition to the health aspects of the calorie supply and the children’s swallowing reflex training, the main focus is on loosening up the children’s everyday hospital routine, which is usually very strenuous.
A great project from Bielefeld with many volunteers all over Germany, which we are happy to support!
SALETELLIGENCE Pharmacy Cluster in use for Medical Cannabis
For the innovative industry of healthcare companies operating in the field of medical cannabis, continuous patient care is an essential sales task. Therefore, manufacturers must provide prescribing physicians with comprehensive and regular information on the still young topic of “medical cannabis”. It is also important to find dispensing pharmacies to ensure patient care or to win them over for the sale of medical cannabis.
Currently, only a few of the 19,500 pharmacies in Germany supply patients with medical cannabis. SALETELLIGENCE has researched these pharmacies and taken a closer look at them. In the process, we were able to identify certain peculiarities. For example, pharmacies from the SALETELLIGENCE pharmacy cluster “Topperformer” (pharmacies which are particularly commercially oriented and see and develop new business opportunities) are already active pharmacies for medical cannabis much more frequently. The proportion of pharmacies offering phyto-products in this group is also much larger than in the population as a whole.
With these analysis results and other data sources, we can support healthcare companies in the targeted care and approach of pharmacies for medical cannabis.
SALETELLIGENCE pharmacy cluster
You are welcome to get more information about the application possibilities of our pharmacy clusters or about analysis options in the field of medical cannabis from Mr. Walter personally: +49.(0)521.2997-403
(Please note that we only advise healthcare companies and cannot answer any private enquiries on the subject!)
EXPOPHARM – QUICK, EASY AND PERSONAL EXCHANGE WITH EXPERTS ON SALES AND MARKETING TOPICS
Last year, more than 50 decision-makers used our SALETELLIGENCE Lounge at EXPOPHARM to quickly and easily exchange information on current topics relating to the improvement of sales and marketing activities. The time on site was also used to find out about the current status of our service portfolio or to discuss concrete project plans.
We are looking forward to seeing you at the EXPOPHARM from 25th to 27th September in our SALETELLIGENCE Lounge in Hall 3, Booth E17 (Schlossallee). If you wish, we can also provide you with a free ticket for this day.
Meet us in a relaxed atmosphere for a cup of coffee, exchange ideas with us on new developments and learn more about our solutions in OTC sales planning and field service management.
You are welcome to make an appointment for better coordination and to have enough time for a personal conversation. Simply contact Dr. Elke Rübenkamm on 0179/5070167 or via elke.ruebenkamm@saletelligence.de.
We look forward to meeting you and stimulating discussions!
To sweeten the christmas time for needy people a little bit we donated more than 50 advent calendars to the Bielefelder Tisch e.V.!
Our SALETELLIGENCE Christmas baking was fun again. For those who are interested, the recipes of our tasty cookies are available at:
Christmas bakery 2018 – The recipes
SALETELLIGENCE at expopharm 2018
Meet us from October, 10th till October, 13th in Munich at the expopharm. You will find us in hall B5 at booth C-10. We are looking forward to vital discussions of your sales topics and our innovative solutions.
