Sales forecasting.
The clinic chain sells policies for outpatient care. Tasks for forecasting: Task Skills after service Skills and knowledge Terms Tools Understanding outpatient care market features 1 month 1C, Excel, PowerPoint Sales forecast models for different sales policy options 2 weeks Excel, 1C, Anaplan, BI Forming forecast baseline based on current contracts – BI Clinic offer […]
The clinic chain sells policies for outpatient care. Tasks for forecasting:
- Formation of an annual plan and forecasting the sales of services by company teams.
- Formation of a motivation and forecasting the sales of services by company teams.
Task
- Price evaluation system that takes into account the population of various categories, sales effectiveness with dependent of client segments and location of medical centers.
- Creating the forecast baseline for sales policy options which medical services/clients are insured. The main parameter is the tariff itself.
Skills after service
| Skills and knowledge | Terms | Tools |
|---|---|---|
| Understanding outpatient care market features | 1 month | 1C, Excel, PowerPoint |
| Sales forecast models for different sales policy options | 2 weeks | Excel, 1C, Anaplan, BI |
| Forming forecast baseline based on current contracts | – | BI |
Clinic offer matrix
| Clinic | Doctor | VIP | Business | Standart | Econom |
|---|---|---|---|---|---|
| Clinic №1 | 14 000 | 36 000 | 30 000 | 27 000 | – |
| Clinic | 54 000 | 54 000 | 54 000 | 27 000 | – |
An example of including clinics in the cost of the policy
- Accounting for clinic affiliation: within and outside the network.
- Accounting for client categories: insurance categories and gender.
- An analogue of the formation of shares in sales by products.
- An analogue of the formation of shares in sales by clinics.
- Analogue of shares of sales directions and services in sales channels.
Sales forecasting model
- Priority is the prolongation of current contracts Approximately 70%
- Dividing the target by clients and tariffs
- Calculating a base from the current contracts with possibilities for prolongation for year
- Dividing the remainder by tariffs and client groups
- Forming of tariff priorities
- Forming the medical center’s revenue share
- Detailing the forecasting to monthly intervals
- Interaction with employees
