ANLY482 AY2016-17 T2 Group10 Analysis & Findings: Recommendations
Contents
Managerial Recommendations
Therapy Group
From the above findings, it can be concluded that therapy groups largely follow a certain pattern on interactions vs sales revenue, and it is best for therapy groups to be interacting at a high level to achieve the best results in sales revenue. This means that sales interactions do directly impact the revenue that the company would potentially get and that resources should be invested in this area. It is interesting that the respiratory group follows such a deviation from the rest of the therapy groups, and more can be studied to uncover why there is such an anomaly, possible reasons being a failure to record interactions, or even the nature of drugs; that respiratory drugs do not require much pushing in sales for it to be sellable. What makes it even more peculiar is that the Respiratory group’s most profitable channel is the General Practitioner channel, which is an extremely impressionable group and so by right, the number of interactions should have impacted the sales revenue. Therefore, the sponsor should carry an investigation in this area to find out the true meaning of the results – has the respiratory team been skewing their results due to some actions?
Sales Channel
It is unsurprising to see that Specialists and General practitioners are the most impressionable, given that they come from neighbourhood clinics that probably gives them the most autonomy in stocking decisions. Therefore, large emphasis should be placed on interacting with these individuals to drive revenue. It seems that there is no evidence that restructured hospitals and pharmacies are affected by increases in interactions, which means that they probably are clear on what they want and could potentially be hard to persuade, thus less attention can be spent on these areas. Private hospitals are also extremely manpower intensive, which mean that there shouldn’t be a wastage of resources by planting medium level interactions, but should instead be allocated full force of interactions to better the business revenue.
Anomalies in quarter: Therapy Group
For the Dermatology group, Q1 could have been so different from the other groups due to a possible introduction of new drug, leading to better results in Q2 onwards, or even a slack in manpower leading to an unfound improvement in mean. For the respiratory group, it is interesting to find a group where there is a conclusive change in means, which could possibly debunk the fact that respiratory drugs are “Sellable” by nature. That then begs the question as to why there is no conclusive change in means when we were analysing it by therapy group. It could possibly be that the respiratory group has not been functioning in a perfect mode, or it could simply be due to a stroke of luck in that full quarter. Once again, there needs to be further investigation done in all these areas for more insights. Lastly, the fact that most results do follow the results in a yearly view show that quarter performances mostly conform to the pattern in a yearly basis, showing high reliability in results.
Conclusion
In all, we can see that different factor groups (sales channels/therapy groups/quarters) do indeed have differentiating trends in sales interactions vs sales revenues. Neighbourhood Clinics, which include General Practitioners and Specialists are especially impressionable. Most therapy groups benefit from the increase in sales interactions, especially at a High level of interaction. Quarterly results are largely similar to the yearly view, showing high consistency of results across quarters and therefore making our results largely reliable.
Limitations
Given that sales channels and therapy groups are not mutually exclusive groups, it is hard to predict sometimes, if an inferred changed in means in a certain therapy group, could be partially due to the impact coming from the sales channels that they are working with. More work needs to be done in zooming down to specific combination impacts. Another limitation we are unable to pin point are the actual causes of some results like in the case of the respiratory group and more studies need to be done to identify the actual causes.
