The pharmacy targeting helps you identify pharmacies with particularly high potential for your specific market. With the help of our analysis, you can tap into latent potential and unlock new growth opportunities. At the same time, you can identify low-potential pharmacies for less resource-intensive measures. It is also possible to identify products that are suitable for cross-selling. 

Our pharmacy targeting supports you in determining the ideal number of sales representatives and serves as a basis for sales force structure development and optimisation (territory alignment).

The determination of potential at pharmacy level is based on wholesale distribution data from public pharmacies (in an almost complete survey) with individual market definition. We then use a panel of around 7,000 pharmacies to determine the potential in up to eight clusters defined by turnover or sales for approximately 99 per cent of all retail pharmacies in the relevant market. It is possible to integrate additional internal data (e.g. direct business) or external data (e.g. purchasing power).

Sell-out pharmacy targeting is based on two pillars:

• On the one hand, on the characteristics of our Pharmacy Cube, in which each pharmacy is assigned a variety of characteristics. In addition to pharmacy-specific characteristics, these also include information about the pharmacy location, socio-demographics and the results of previous analyses.
• Secondly, together with sell-out indicators from approximately 7,000 panel pharmacies, regionalised statutory health insurance billing data and sell-in data, extremely reliable statistical estimates of the specific supply potential of each pharmacy can be developed.

On this basis, each pharmacy's defined sales volume in the target segment is characterised in the form of eight customer-specific potential clusters.