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Driving Performance Through Effective Territroy Management

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williamcsteffes

This is the Phase II TSR training territory analysis I synthesized. It goes into a SWOT analysis and gives a strategic plan on performance.

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Driving Performance Through Effective Territory Management: How I will win VPC in 2008 Bill Steffes
I. Territory Overview ,[object Object],[object Object],[object Object],[object Object],[object Object]
Territory Overview: Map
Territory Overview: Top Groups ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Territory Overview:12 month report of Heartland in Joliet (19 doctors)
Territory Overview: Weekly NRX report of Heartland in Joliet (19 + doctors)
Territory Overview: 12 month report of Heart Care in Mokena (12 + doctors)
Territory Overview: Weekly report of Heart Care in Mokena (12 + doctors)
Territory Overview: Dr. Haryani
Territory Overview: Top Hospitals $213,231.15 $29,475.56 61801 IL URBANA 611 W PARK ST* IHOS CARLE FOUNDATION HOSPITAL $1,228,478.48 $114,070.29 61938 IL MATTOON 1000 HEALTH CENTER DR IHOS SARAH BUSH LINCOLN HLTHCR $1,337,686.63 $161,218.77 61801 IL URBANA 1400 W PARK AVE IHOS PROVENA COVENANT MED CTR $2,629,516.35 $409,332.77 60435 IL JOLIET 333 N MADISON ST IHOS PROVENA ST JOSEPH MED CTR $3,695,349.50 $686,354.54 60461 IL OLYMPIA FIELDS 20201 CRAWFORD AVE IHOS ST JAMES HOSP & HLTH CTR Total Potential Total Pfizer Sales Zip State City Address Institution Type Hospital Hospitals
Territory Overview: M2 report showing % of TRX of Lipid lowering business (district) What is the percentage? United 1.4% Medicaid 3.8% Health Alliance 3.8% Cash 5.8% Caremark 6.6% BC/BS 11% Medicare 26.1%
Territory Overview: Managed Care Players What’s the Access? Covered Covered Medicaid On $3-$5 for dual eligible On $3-$5 for dual eligible Medicare 3rd 3rd Health Alliance 2nd 2nd Caremark 2nd 3rd United 3rd 3rd BC/BS of IL Lipitor Caduet
II. Regional GAR Rank
III. Lipitor ,[object Object],[object Object],[object Object],[object Object]
Lipitor Performance 24 in Region
Lipitor 12 month trend from Sherlock vs. competition
Lipitor trend for last five weeks from Sherlock vs. competition
Lipitor Top Zips NRX as of 11/16 from Sherlock
Lipitor Strengths ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Lipitor Weaknesses ,[object Object],[object Object]
Lipitor Opportunities for implementation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Lipitor Threats ,[object Object],[object Object],[object Object]
St. James Hospital Lipitor Institution Analyzer Sales Data ,[object Object],[object Object]
St. James Olympia Fields Sept. SCDR (#2 Zip #1 Hospital) $81,765 22.4% $43,050 35.4% $13,310 24.4% RPD $39,377 13.4% $18,043 20.6% $6,193 .2% Direct $313,771 .9% $153,195 0% $47,253 .6% Hospital Outflow YTD 3 Month Month
IV Caduet ,[object Object],[object Object],[object Object],[object Object]
Caduet Performance 3 rd in Region
Caduet TRX 12 month trend from Sherlock with amlodipine
Caduet NRX trend for last five weeks from Sherlock vs. amlodipine
Caduet Top Zips NRX as of 11/16 from Sherlock
Caduet Strengths ,[object Object],[object Object],[object Object],[object Object],[object Object]
Caduet Weaknesses ,[object Object],[object Object],[object Object],[object Object]
Caduet Opportunities for implementation ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Caduet Threats ,[object Object],[object Object]
St. James Hospital Caduet Institution Analyzer Sales Data ,[object Object],[object Object]
Caduet Hospital Sales St. James Olympia Fields #1 Zip $38,432 76.6% $19,755 66% $6,591 81.7% Hospital Outflow $2,170 64.1% $972 21.2% $356 292.3% Direct $13,452 133.5% $7,019 195.9% $2,053 148.5% RPD Year to Date 3 Month Rolling Month
V 10025065 Goals ,[object Object],[object Object],[object Object]
VI Best TSR Practices to accomplish Goals ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

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Driving Performance Through Effective Territroy Management

  • 1. Driving Performance Through Effective Territory Management: How I will win VPC in 2008 Bill Steffes
  • 2.
  • 4.
  • 5. Territory Overview:12 month report of Heartland in Joliet (19 doctors)
  • 6. Territory Overview: Weekly NRX report of Heartland in Joliet (19 + doctors)
  • 7. Territory Overview: 12 month report of Heart Care in Mokena (12 + doctors)
  • 8. Territory Overview: Weekly report of Heart Care in Mokena (12 + doctors)
  • 10. Territory Overview: Top Hospitals $213,231.15 $29,475.56 61801 IL URBANA 611 W PARK ST* IHOS CARLE FOUNDATION HOSPITAL $1,228,478.48 $114,070.29 61938 IL MATTOON 1000 HEALTH CENTER DR IHOS SARAH BUSH LINCOLN HLTHCR $1,337,686.63 $161,218.77 61801 IL URBANA 1400 W PARK AVE IHOS PROVENA COVENANT MED CTR $2,629,516.35 $409,332.77 60435 IL JOLIET 333 N MADISON ST IHOS PROVENA ST JOSEPH MED CTR $3,695,349.50 $686,354.54 60461 IL OLYMPIA FIELDS 20201 CRAWFORD AVE IHOS ST JAMES HOSP & HLTH CTR Total Potential Total Pfizer Sales Zip State City Address Institution Type Hospital Hospitals
  • 11. Territory Overview: M2 report showing % of TRX of Lipid lowering business (district) What is the percentage? United 1.4% Medicaid 3.8% Health Alliance 3.8% Cash 5.8% Caremark 6.6% BC/BS 11% Medicare 26.1%
  • 12. Territory Overview: Managed Care Players What’s the Access? Covered Covered Medicaid On $3-$5 for dual eligible On $3-$5 for dual eligible Medicare 3rd 3rd Health Alliance 2nd 2nd Caremark 2nd 3rd United 3rd 3rd BC/BS of IL Lipitor Caduet
  • 13. II. Regional GAR Rank
  • 14.
  • 16. Lipitor 12 month trend from Sherlock vs. competition
  • 17. Lipitor trend for last five weeks from Sherlock vs. competition
  • 18. Lipitor Top Zips NRX as of 11/16 from Sherlock
  • 19.
  • 20.
  • 21.
  • 22.
  • 23.
  • 24. St. James Olympia Fields Sept. SCDR (#2 Zip #1 Hospital) $81,765 22.4% $43,050 35.4% $13,310 24.4% RPD $39,377 13.4% $18,043 20.6% $6,193 .2% Direct $313,771 .9% $153,195 0% $47,253 .6% Hospital Outflow YTD 3 Month Month
  • 25.
  • 26. Caduet Performance 3 rd in Region
  • 27. Caduet TRX 12 month trend from Sherlock with amlodipine
  • 28. Caduet NRX trend for last five weeks from Sherlock vs. amlodipine
  • 29. Caduet Top Zips NRX as of 11/16 from Sherlock
  • 30.
  • 31.
  • 32.
  • 33.
  • 34.
  • 35. Caduet Hospital Sales St. James Olympia Fields #1 Zip $38,432 76.6% $19,755 66% $6,591 81.7% Hospital Outflow $2,170 64.1% $972 21.2% $356 292.3% Direct $13,452 133.5% $7,019 195.9% $2,053 148.5% RPD Year to Date 3 Month Rolling Month
  • 36.
  • 37.