doctors classification

1. Know your
Healthcare Professional

2. HCP Classification
Why classification is important?
• setting sales objectives.
• Planning sales call strategies and tactics
• Planning specific activities & approaches

3. How to Classify

4. Single Classification
Potential Use by HCP
(PU system)

5. Grade Explanation (PU)
A
•Greater than 10 patients/day
•Key person
•Leader HCP
B
•3-10 patients/day
•Company loyal
C
•Less than 2 patients/day
•Unsolved issues with company

6. Pros
• Good indicator for HCP Job and patient volume

7. Cons
• Blind about HCP cooperation with company
• Useless in Follow up with HCP
• Not informative about HCP style, needs, or
attitude

8. Double Classification
Potential Use by HCP
(PU system)
Current Use of the product
(CU system)

9. Grade Explanation (CU)
A •Advocacy
B •Usage / repeated usage
C •Evaluate / trial

10. Grade Explanation (CU) Explanation (PU)
A •Advocacy
•Greater than 10
patients/day
•Key person
•Leader HCP
B •Usage /
repeated usage
•3-10 patients/day
•Company loyal
C •Evaluate / trial
•Less than 2 patients/day
•Unsolved issues with
company

11. CA BA AA
CB BB AB
CC BC AC
CU
PU
A
B
C
C B A

12. Activity Classification
Target AC AB BA BC
Maintain AA BB
Service when
available
CA CB
Stop CC

13. Pros
• Informative about HCP Rx and Patient Volume.
• Informative about level of cooperation.
• Useful in follow up.

14. Cons
• Not informative about HCPs’ styles, attitude, and
needs.