Matt Beckett, Managing Director, CSL
NHS Digital has recently started to publish hospital prescribing data for England, with data going back to January 2019. There is much focus going on across the land to determine whether these data will be used to measure product and sales force performance going forward. However, in this article we have suggested some new analyses that the data might make possible, which were difficult or expensive to do before this point.
Speed of adoption analysis
With information on so many therapies, it is now possible to get an understanding of the relative speed with which Trusts adopt new medicine generally, and to break that down by therapy area. By doing so, you can improve your forecasting and get early indicators as to whether a new launch is performing as well as or better than expected.
Breadth of product use analysis
The cost of purchasing lots of hospital sales data in the past caused most companies to concentrate on their specific market of interest. These new data enable you to analyse data from across a therapy area, and to profile Trusts based on the extent to which they tend to use a wider or more specific range of therapies. This can be particularly interesting to those looking to launch products into markets where a range of therapies are already in use.
Dynamic approach analysis
To what extent is the product mix at a Trust stable in each therapy area and which Trusts see more change in shorter time scales? These new data enable us to gauge a Trust’s propensity to alter the range of products used and help us to understand where we are likely to have more success in winning new business, but also where our existing business is more at risk.
So, whether or not you decide these data are suitable to measure the success of your products and sales force, it could be that this new source offers additional intelligence beyond the obvious.
If you would like to understand more about how we can support new analyses that these data make possible, contact us on 01483 528302 or email firstname.lastname@example.org.