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Data sources for UK Pharma Sales Analysts - Overview

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An overview o

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  • Really nice slide set, a good simple starting point for understanding the complexities of pharma sales and usage data. Many Thanks
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Data sources for UK Pharma Sales Analysts - Overview

  1. 1. Data sources for the Sales Analyst<br />What’s out there and how to use it.<br />Andrew Finnegan<br />BHBIA Sales Analyst Foundation Training <br />Sept 2011<br />
  2. 2. This session<br />28/09/2011<br />Some background<br />Which data sources are available to analysts<br />Which sources are most commonly used - detail<br />The rational use of these sources<br />Reactive number cruncher <br />v<br />Valuable contributor to the business <br />?<br />?<br />
  3. 3. The good old days<br />28/09/2011<br />RSA<br />Ex-factory<br />
  4. 4. UK supply chain…is complex<br />28/09/2011<br />And this is a simplified version<br />
  5. 5. The tension<br />28/09/2011<br />Analysts must add value<br />
  6. 6. Data sources<br />28/09/2011<br />Sales/Usage<br />BPI/RSA/RxI<br />HPA<br />SCM<br />Ex-factory<br />DTP<br />Homecare reports<br />Etc…<br />Patient/Rx<br />Xponent<br />CSD<br />Longitudinal databases<br />GPRD<br />Etc…<br />NHS/Gov’t<br />QoF<br />HES/SUS<br />PROMS<br />Census<br />NHS IC<br />FoI<br />Etc…<br />Not an exhaustive list!<br />
  7. 7. Retail sales – Sourced from wholesalers<br />28/09/2011<br />BPI<br />British Pharmaceutical Index<br />National, monthly, all products and packs<br />Projection to account for missing data<br />Volume cashed up to NHS price<br />Watch out for inclusion/exclusions<br />Brand teams’ national monitoring of market<br />Comparison of growth of different packs<br />
  8. 8. Retail sales – Sourced from wholesalers<br />28/09/2011<br />RSA/RxI<br />Same source as BPI, though different inclusion rules<br />Regional, granular, monthly<br />Projection/redistribution/chain estimation<br />Volume cashed up to NHS price<br />Watch out for inclusion/exclusions<br />Sales team measurement (eg bonus schemes)<br />Can vary geographical presentation level (down to surgery)<br />
  9. 9. Retail sales – Sourced from wholesalers or internal<br />28/09/2011<br />SCM<br />Same source as BPI, though different inclusion rules<br />Outlet level, including hospitals<br />No projection – ‘reality’<br />Volume cashed up to NHS price<br />Commercial teams – eg chemist quotas<br />Investigations of buying patterns<br />DTP<br />Only if you have a ‘direct to pharmacy scheme’<br />Outlet level, including hospitals, homecare etc<br />No projection – ‘reality’<br />Volume and real prices<br />Commercial teams – eg chemist quotas<br />Investigations of buying patterns<br />
  10. 10. Hospital Usage – Sourced from individual hospitals<br />28/09/2011<br />HPA<br />From pharmacy stock control – usage by ward<br />All products/packs monthly<br />National – projected Regional – unprojected<br />90+% coverage in UK<br />Own product at hospital level<br />Competitor at ‘hospital brick’<br />Reputation as a ‘tricky’ dataset….<br />Hospital specialist team measurement<br />Brand teams’ national monitoring of market<br />
  11. 11. NHS sources<br />28/09/2011<br />HES/SUS<br />Mandatory for English hospitals (PbR)<br />Clinical coding of I/P, O/P and A&E<br />Diagnosis, Procedures, Demographics<br />High-cost drugs<br />HES on-line<br />Understanding incidence/opportunity<br />Targeting of hospital resources<br />Referral mapping<br />
  12. 12. When to use which data source?<br />28/09/2011<br />Pay/Reward/Incentive<br />Targeting<br />Ops planning<br />Local Business planning<br />Corporate reporting<br />Your thoughts<br />Which sources to avoid<br />
  13. 13. Sales Analyst as expert<br />28/09/2011<br />Understand the data sources – don’t just rely on vendors<br />Get involved in the vendor management<br />Understand and engage with your internal customers<br />Never just deliver numbers – give your view<br />Present your own work where you can<br />
  14. 14. Data sources and the supply chain<br />28/09/2011<br />The following slides identify the main data sources available in pharma and their place within the product and data supply chain. Note these slides are about the source of the data, not its use (e.g. even though RSA is used as a analogue for GP prescribing demand, it is sourced from wholesale to chemists)<br />As the pharma supply chain is complex and varies between products, each slide covers only that part of the chain that is relevant to the data product. We have widened out only where necessary for comparison.<br />
  15. 15. Data sources and the supply chain BPI, RSA (RxI) and SCM<br />28/09/2011<br />Product<br />Ex-factory<br />Data source<br />RSABPI<br />RSABPI<br />SCM<br />SCM<br />SCM<br />
  16. 16. Data sources and the supply chain DTP (Direct To Pharmacy)<br />28/09/2011<br />Product<br />Data source<br />DTP<br />DTP<br />DTP<br />
  17. 17. Data sources and the supply chain HPA<br />28/09/2011<br />Product<br />SCM<br />DTP<br />Data source<br />HPA<br />HPA<br />HPA<br />HPA<br />
  18. 18. Data sources and the supply chainPrimary care patient and Rx <br />28/09/2011<br />Xponent<br />QoF<br />GPRD, CSD…<br />Patient<br />+ <br />FP10<br />Patient<br />+ <br />Product<br />Patient<br />
  19. 19. Data sources and the supply chainSecondary care<br />28/09/2011<br />SUS/HES<br />Clinical Coding<br />

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