Know yourHealthcare Professional

HCP ClassificationWhy classification is important?

• setting sales objectives.

• Planning sales call strategies and tactics

• Planning specific activities & approaches

How to Classify

Single Classification

Potential Use by HCP

(PU system)

Grade Explanation (PU)

A• Greater than 10 patients/day

• Key person

• Leader HCP

B• 3-10 patients/day

• Company loyal

C• Less than 2 patients/day

• Unsolved issues with company

Pros

• Good indicator for HCP Job and patient volume

Cons

• Blind about HCP cooperation with company

• Useless in Follow up with HCP

• Not informative about HCP style, needs, or attitude

Double Classification

Potential Use by HCP(PU system)

Current Use of the product(CU system)

Grade Explanation (CU)

A •Advocacy

B •Usage / repeated usage

C •Evaluate / trial

Grade Explanation (CU) Explanation (PU)

A • Advocacy

• Greater than 10 patients/day

• Key person

• Leader HCP

B • Usage / repeated usage

• 3-10 patients/day

• Company loyal

C • Evaluate / trial

• Less than 2 patients/day

• Unsolved issues with company

CA BA AACB BB ABCC BC AC

CU

PU

A

B

C

C B A

Activity Classification

Target AC AB BA BC

Maintain AA BB

Service when available CA CB

Stop CC

Pros

• Informative about HCP Rx and Patient Volume.

• Informative about level of cooperation.

• Useful in follow up.

Cons

• Not informative about HCPs’ styles, attitude, and needs.