Blog · Wallet share and penetration · Healthcare and med-tech
The 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.
A medical supplies VP of sales asks whether the systems are compliant and hears percentages computed on whichever facilities the mapping holds. The order lines, the facility masters and the agreement register hold the hierarchy, the prices and the contracts as tables. This guide is the ten questions, the tables, and the answer to send back.
| # | The question | The table | Identity | Send back |
|---|---|---|---|---|
| 1 | Which ship-tos are not mapped to a facility? | Mapping check; register against shipments | Every ship-to to one facility, dated | A compliance figure on the mapped subset |
| 2 | Which systems are on contract and off compliance? | System compliance; facility depth beneath | Σ systems = Σ facilities = Σ ship-tos | System-level only |
| 3 | Which facilities buy three brands where sisters buy one? | Standardisation outliers against system norm; value | Category revenue sums per system | External benchmark |
| 4 | Which invoices are off the contracted price? | Price variance per line; over and under; suggested cause | At contract + over + under = lines | Compliance on contract, not price |
| 5 | Which agreements expire with no review? | Expiry calendar; utilisation; tier gap; activity | Revenue under agreements + off = ledger | A list of dates |
| 6 | What is depth per facility against the norm? | Products per facility vs norm for its size | Products sum to orders | Product totals |
| 7 | Which reps cover their facilities? | Coverage at cadence per rep; untouched revenue | Assigned facilities sum | Call counts |
| 8 | Whose tier earned exceeds their tier on? | Tier earned from volume vs tier on, per agreement | Same as 5 | The agreement's stated tier |
| 9 | What is the GPO mix? | Revenue by GPO, system-direct and off-agreement | Sums to ledger | Revenue total |
| 10 | What changed? | The movements page | Every line cites | Narrative |
VP: Are the systems compliant? Response: Before the mapping check, S-01 was at 91 percent on eleven facilities. After it, 74 percent on fourteen; three acquired hospitals were on the contract and not in the mapping. Tables 1 and 2. VP: And the price? Response: Facility F-4471 billed at tier three for a quarter with tier one eligibility: $48,000 over. Facility F-1187 the reverse: $22,000 a quarter under. Table 4. VP: What expires? Response: AG-2207, $4.1m, fourteen hospitals, buying four of twelve categories, on tier two with tier one's volume, nine months out, no activity logged. Table 5.
Three tables, one system, one quarter to act.
Compliance on the mapped subset. Right on paper.
Facility level skipped. The department buying three brands invisible.
Price checked on contract, not on line. Over and under both unseen.
Expiry as a date. The contents unknown until the renegotiation.
Covirage produces the ten tables from the order lines, the ship-to and facility masters, the price files and the agreement register, with the mapping check first. The healthcare page describes the setup, and the facility identifiers guide covers the first table.
Unmapped ship-tos, because every other table is computed on the hierarchy, and a system missing a quarter of its facilities is compliant on paper and not in fact. The mapping check is the first table because the rest are only as right as it is.
Because agreements are signed and measured at the system, and buying happens at the facility. Compliance is a system figure; depth and standardisation are facility figures. A VP who reads only one level misses either the contract or the department.
Revenue sums identically at system, facility and ship-to, dated; lines at contract plus over plus under equal lines; every facility maps to one system on any date. A system compliance figure on an incomplete mapping is sent back.