How Do I Conduct a SWOT Analysis of a Hospital?

The target hospital is the main target of the pharmaceutical sales industry service. Generally, the sales staff will select it according to the company's conditions, and the company's products can be sold in the target hospital.

Target hospital

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The target hospital is the main object of the service of the pharmaceutical sales industry. Generally, it is selected by the salesperson according to the company's conditions, and the company's products can be targeted at the target.

1. Market managers, office directors, hospital directors, and academic commissioners should attach great importance to and support hospital representatives to complete the target hospital's compliance, and effectively implement various requirements and recommendations.

2. The market manager, office director, hospital director and academic commissioner will guide all hospital representatives to conduct a hospital micro market analysis of the hospital in charge, analyze the maximum potential sales volume of the target department and target hospital, and compare it with existing sales , Find the gap, and then analyze the FDD target market strategy positioning, set sales indicators for the months after 2001.

3. Under the guidance of the director of the office, the hospital director or the product specialist, all hospital representatives are required to perform SWOT analysis on the target hospital (target department and target doctor) in charge, analyze the reasons for the current failure to meet the target, and grasp the target customers To meet the individual needs of the company, make full use of existing resources to formulate special increase plans and effectively implement them. .

Example A: Typing of target doctors

Example B: New interpretation of Maslow's law of demand

Rule of Demand Satisfaction:

When people's higher-level needs are met, people will "desert" the requirements for lower-level needs. For example, a person often wears brand-name clothing, and he is dismissive of ordinary clothing donated by others.

The lowest cost and best way to satisfy customers is to find ways to satisfy love + respect.

1. Analysis of competitors' medical representatives

A. Specialization

B. Hard work

C. Sales ability

D, character / work attitude, professionalism

E. Customer relations / contact

F. Market coverage / commercial network channels and terminals

G. Operating modes and working methods

Analysis of competitors

2. Competitive product analysis

Product name and active ingredients

Main indications and scope

Toxic effects, contraindications

main advantage

Major disadvantages

Daily dose and cost

Market penetration

Packing size

Doctor's evaluation

Evaluation of the patient

enter the market

3. Analysis of competitors

Market growth rate

Market share and size

Advertising efforts

Sales force and network

cover area

Corporate Resources

Agent Network

Relationship with customers

Marketing experience

Brand and corporate image

Management ability

Seek advantages and opportunities to maximize them and seek disadvantages

And threats, avoiding and minimizing them, making differences

Competitive advantage strategy.