Blog · Industry
Which health systems buy your consumables and not your capital equipment. Which hospitals are on the group purchasing contract and not ordering against it. Which territory manager covers ninety facilities and has visited twenty. From sales tracings and the CRM, facility IDs only.
How a medical supplies company builds a contract expiry calendar from its agreement register: GPO and system agreements by end date, the revenue and facilities under each, the agreement's utilisation, contracted categories actually bought, the tier the customer earned against the tier it is on, the agreements inside the renegotiation window with no activity logged, and the identity that revenue under agreements plus off-agreement revenue equals the ledger.
16 Sept 20262 min readHow a medical device or supplies company rolls hundreds of ship-to addresses up to facilities and facilities up to health systems, the identifiers that make it repeatable, the assertion that catches a hospital under two systems, and why GPO compliance and product depth are wrong until this is done.
16 Sept 20263 min readHow a medical device, supplies or services company builds one view per hospital from distributor tracings, GPO reports and direct sales: product lines bought against the facility's profile, contracts signed but unused, territory coverage per manager, and the reconciliation to traced and invoiced sales.
16 Sept 20263 min readHow a medical supplies company checks that what it invoiced each facility matches the price on the contract that facility is entitled to, from the invoice lines and the contract price files: overbilling that becomes a credit and a relationship problem, underbilling that is margin given away, the tier assignment errors that cause both, and the identity that ties the check to the ledger.
16 Sept 20263 min readHow a medical supplies company finds the health systems and facilities buying the same clinical category from several suppliers, from its own invoice lines and the category's known competitors: brand count per category per facility, the supplier's share within the category, the systems where sister facilities have standardised and this one has not, the value of standardising at the system's own rate, and the clinical and contract conversation that follows.
16 Sept 20262 min readThe ten questions a vice president of sales at a medical device or supplies company puts to the account and contract teams, which systems are on contract and off compliance, which facilities buy three brands where their sisters buy one, which ship-tos are not mapped to a facility, which invoices are off the contracted price in either direction, which agreements expire with no review, what is product depth per facility against the norm, which reps cover their facilities, which systems' tier earned exceeds their tier on, what is the GPO mix of revenue, and what changed, each with the table from the order lines, the facility masters and the agreement register, and the answer to send back.
16 Sept 20263 min readHow healthcare suppliers should choose analytics software: start from the questions, check the data you hold, ask vendors ten questions, avoid the traps.
24 Sept 20264 min readThe ten sales KPIs a medical supplies or healthcare products company should run on, each with its formula, the export it comes from and what it tells you: contract compliance per facility, product depth per facility against the system norm, invoiced against contracted price, tier earned against tier priced, agreement expiry coverage, facility mapping completeness, standardisation opportunities, facility coverage at cadence, backorder and substitution impact, and system concentration. Also the three measures most suppliers miss, the figures to drop, the identities, and who owns what.
17 Sept 20264 min readThe complete tier gap and utilisation calculation on three health system agreements, small enough to check by hand: each agreement's tier thresholds and the tier the customer is priced on, the trailing year's volume from the invoice lines, the tier that volume earns, the price difference per unit between the two tiers times the volume, contracted categories against categories actually bought, the agreement inside its renegotiation window with no activity, and the identity that revenue under agreements plus off-agreement equals the ledger, so a reader can reproduce every figure and then run it on their own agreement register.
17 Sept 20263 min readHospital account coverage analytics for healthcare suppliers.
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