Tags |
|
|
Links |
|
|
Digg It - How To Use A Pareto Analysis As A Sales Management Tool
Pareto Analysis is a very simple technique that helps you to choose the most effective changes to make.
It uses the Pareto principle - the idea that by doing 20% of work you can generate 80% of t
It uses the Pareto principle - the idea that by doing 20% of work you can generate 80% of t
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
he advantage of doing the entire job*. Pareto analysis is a formal technique for finding the changes that will give the biggest benefits. It is useful where many possible courses of action are competing
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
or your attention.
How to use the tool:
To start using the tool, write out a list of the changes you could make. If you have a long list, group it into related changes.
Then score the items or
How to use the tool:
To start using the tool, write out a list of the changes you could make. If you have a long list, group it into related changes.
Then score the items or
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
roups. The scoring method you use depends on the sort of problem you are trying to solve. For example, if you are trying to improve profitability, you would score options on the basis of the profit each
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
roup might generate. If you are trying to improve customer satisfaction, you might score on the basis of the number of complaints eliminated by each change.
The first change to tackle is the one that ha
The first change to tackle is the one that ha
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
the highest score. This one will give you the biggest benefit if you solve it.
The options with the lowest scores will probably not even be worth bothering with - solving these problems may cost you mo
The options with the lowest scores will probably not even be worth bothering with - solving these problems may cost you mo
ucts have become life saving products for the pharmaceutical companies who doesnt have many innovative molecules in their product pipeline and have been inc
e than the solutions are worth.
Example:
A manager has taken over a failing service center. He commissions research to find out why customers think that service is poor.
He gets the following c
Example:
A manager has taken over a failing service center. He commissions research to find out why customers think that service is poor.
He gets the following c
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
mments back from the customers:
Phones are only answered after many rings.
Staff seem distracted and under pressure.
Engineers do not appear to be well organised. They need second visits to brin
Phones are only answered after many rings.
Staff seem distracted and under pressure.
Engineers do not appear to be well organised. They need second visits to brin
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
extra parts. This means that customers have to take another day off work to be there a second time.
They do not know what time they will arrive. This means that customers may have to be in all day fo
They do not know what time they will arrive. This means that customers may have to be in all day fo
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
an engineer to visit.
Staff members do not always seem to know what they are doing. Sometimes when staff members arrive, the customer finds that the problem could have been solved over the phone.
Staff members do not always seem to know what they are doing. Sometimes when staff members arrive, the customer finds that the problem could have been solved over the phone.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
he manager groups these problems together. He then scores each group by the number of complaints, and orders the list:
Lack of staff training: 6: 51 complaints
Too few staff: 4: 21 co
Lack of staff training: 6: 51 complaints
Too few staff: 4: 21 co
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
mplaints
Poor organization and preparation: 2 complaints
By doing the Pareto analysis above, the manager can better see that the vast majority of problems (69%) can be solved by improving staf
Poor organization and preparation: 2 complaints
By doing the Pareto analysis above, the manager can better see that the vast majority of problems (69%) can be solved by improving staf
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
skills.
Once this is done, it may be worth looking at increasing the number of staff members.
Alternatively, as staff members become more able to solve problems over the phone, maybe the need for new
Once this is done, it may be worth looking at increasing the number of staff members.
Alternatively, as staff members become more able to solve problems over the phone, maybe the need for new
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
taff members may decline.
It looks as if comments on poor organisation and preparation may be rare, and could be caused by problems beyond the manager's control.
By carrying out a Pareto Analysis, the
It looks as if comments on poor organisation and preparation may be rare, and could be caused by problems beyond the manager's control.
By carrying out a Pareto Analysis, the
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
anager is able to focus on training as an issue, rather than spreading effort over training, taking on new staff members, and possibly installing a new computer system.
Key Points:
Pareto Analys
Key Points:
Pareto Analys
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
s is a simple technique that helps you to identify the most important problem to solve.
To use it:
List the problems you face, or the options you have available
Group options where they are
To use it:
List the problems you face, or the options you have available
Group options where they are
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
facets of the same larger problem
Apply an appropriate score to each group
Work on the group with the highest score
Pareto analysis not only shows you the most important problem to solve, it also
Apply an appropriate score to each group
Work on the group with the highest score
Pareto analysis not only shows you the most important problem to solve, it also
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
ives you a score showing how severe the problem is.
*This is only one application of this important 80/20 principle. It shows the lack of symmetry that almost always appears between work put in and resu
*This is only one application of this important 80/20 principle. It shows the lack of symmetry that almost always appears between work put in and resu
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
ts achieved. This can be seen in area after area of competitive activity. The figures 80 and 20 are illustrative - for example, 13% of work could generate 92% of returns. Vilfredo Pareto was an Italian e
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
onomist who noted that approximately 80% of wealth was owned by only 20% of the population. This was true in almost all the societies he studied.
Copyright © 2007 Jonathan Farrington. All rights reserve
Copyright © 2007 Jonathan Farrington. All rights reserve
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
HTTP = HTML link (for blogs, profiles,phorums):
<a href="http://www.diggit.org.ua/article/38318/diggit-How-To-Use-A-Pareto-Analysis-As-A-Sales-Management-Tool.html">How To Use A Pareto Analysis As A Sales Management Tool</a>
BB link (for phorums):
[url=http://www.diggit.org.ua/article/38318/diggit-How-To-Use-A-Pareto-Analysis-As-A-Sales-Management-Tool.html]How To Use A Pareto Analysis As A Sales Management Tool[/url]
Related Articles:
10 Sure Fire Strategies for Career Fair Success
Marketing Miracle: Outsource Your Creative Services
Key to Sales Stay in Touch and In the Mind of Your Prospect
Bookmark it:
|