Context

OpenHealth has your sell-in data for a history of 36 consecutive months.
It is then possible to detect the significant characteristics of your customer base, which we call atypisms, in order to better measure their impact on your sales.

Definitions

We distinguish 2 kinds of atypisms:

  • The evolving atypisms , by detecting customer pharmacies that have experienced very marked positive or negative trends, significantly influencing your sales,

  • The volume atypisms , by detecting your main customers who have a weight on your largest volumes, regardless of your developments, because these pharmacies represent a significant weight of your sell-in and will have a marked influence on your sales.

Some of your customers are likely to belong to the 2 categories of atypisms, both in evolution and in volume.
Atypisms change over time depending on changes in the purchasing behavior of pharmacies in your customer base.

Example

For the representation of atypisms, we use a quadran on which we represent each of your client pharmacies according to their volume of sell-in on the last mobile annual cumulative of the current year on the x-axis and their sell-in volume on the same moving annual cumulative for the previous year on the y-axis.
This mode of representation makes it possible to visually detect your largest customers in terms of volume, as well as those who present the most significant positive or negative trends.
Below is an example of representation, on which atypical pharmacies are represented in red and blue pharmacies without atypisms:

In this example, the progressive atypisms are those framed, with 7 atypical pharmacies:

In this example, the volume atypisms are those framed, with 3 atypical pharmacies, including one also in progressive atypism:

Pre-requisites

able to dispose of your sell-in for at least 36 months according to the following specifications: http://success.openhealth.fr/fr/articles/3660043-specification-reception-sell-in

Limitation

Pharma only

Subscription

Sales & Marketing Essential subscription

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