Geographical Breakdown table

The page provides a detailed presentation of the Geographical Breakdown table

The Geographical Breakdown table will present values broken down at both Brick and Rep levels, as well as cumulative values at the Team and National levels.

Values at the Team level and National level may differ if the Team does not cover all the bricks in the country.

The first cell in the table header displays the SKU's name, data source, and channel for which the values are displayed. The rows in the table display as follows:

• at the Brick Level, the table will display all bricks within the system and the designated position's name and code for each brick, along with the corresponding percentage of each position within the brick. In cases where no position is assigned to a brick, "Unallocated" will be displayed.

• at the Rep Level, the table will show all the Representatives from the teams added to the plan along with the name and code of each position

• at the Manager Level, the table will display all the Managers from the teams added to the plan along with the name and code of each position

Below, we will present each column in the table at the Brick level. However, it's important to note that the same formulas are applicable for Rep considering the rep's weight in brick.

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The second header of the table is named 'Historical Data (Volumes)' and is divided into 4 sections:

• last 3 months with available data

• Average Growth % - quarterly / yearly

• Geo Share % - product / relevant market

• Archived vs Potential

Historical data on Brick level

For each brick/ rep/ manager, the system will present sales data measured in volumes for the last 3 months (regardless of the cycle length) for which data is available. If no data is available for a month, the system will display "--".

Quarterly average growth refers to the average rate of growth over three months, calculated by the ratio between the sales volumes per brick in the previous quarter and those from two prior quarters:

$$\text{Average growth}_\text{quarterly} = \left( \frac{\sum_{i=1}^{3} \text{Sales}_{i}}{\sum_{i=1}^{3} \text{Sales}_{i-3}} - 1 \right) \times 100$$

where:

• $\sum_{i=1}^{3} \text{Sales}_{i}$ represents the sum of sales in volumes in the previous quarter;

• $\sum_{i=1}^{3} \text{Sales}_{i-3}$ represents the sum of sales in volumes from two quarters ago;

• 1 represents the latest month with data

Quarterly average growth will always be calculated based on the last 3 months with data regardless of the cycle length!

Yearly average growth refers to the average rate of growth throughout the cycle length, calculated by the ratio between the sales volumes in the previous quarter with the same period of the previous year:

$$\text{Average growth}_\text{yearly} = \left( \frac{\sum_{i=1}^{n} \text{Sales}_{i}}{\sum_{i=1}^{n} \text{Sales}_{i-12}} - 1 \right) \times 100$$

where:

• $\sum_{i=1}^{n} \text{Sales}_{i}$ represents the sum of sales in volumes in the previous quarter;

• $\sum_{i=1}^{n} \text{Sales}_{i-12}$ represents the sum of sales in volumes from the same period of the last year;

• n represents the cycle length.

Yearly average growth will always be calculated based on the cycle length.

When the cycle length < 3, the yearly average growth will be calculated using data from the most recent three months.

Product Geo Share refers to the proportion of sales of a particular product within a specific brick compared to the total national sales, based on the sales number of months selected in the Configuration screen:

$$\text{Product Geo Share (\%)} = \frac{\text{SKU Sales in Brick}}{\text{Total Sales}} \times 100$$

Relevant Market Geo Share refers to the proportion of sales of a relevant market within a specific brick compared to the total national sales, based on the sales number of months selected in the Configuration screen:

$$\text{Relevant Market Geo Share (\%)} = \frac{\text{Relevant Market Sales at Local Llevel}}{\text{ Relevant Market Sales at National level}} \times 100$$

Achieved vs Potential is a metric used to compare the actual achievement of a certain target against its maximum potential. This measure evaluates a product's sales within a designated geographical region (Product Geo Share) in contrast to its anticipated performance within a relevant market segment (Relevant Market Geo Share).

$$\text{Achieved vs Potential} = \frac{\text{Product Geo Share}}{\text{Relevant Market Geo Share}} = \frac{\text{Local Market Share}}{\text{National Market Share}}$$

If the achieved vs potential ratio is greater than 1, it suggests that the product sales performance in this brick/ Rep territory is better than the national average. Conversely, if the ratio is less than 1, it indicates that this brick/Rep territory underperforms the national average.

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The third header of the table is named "Total Cycle" and is divided into 3 sections:

• Volumes

• Adjusted

• Adjusted Growth

Total Cycle columns

The "Volumes" header is also divided into 4 sections:

• Initial Volumes

• Adjusted Volumes

• Delta Volumes

• Geo Share

Initial volumes are calculated based on the sales number of months set in configuration following the formula:

Initial Volumes = National Target * [SKU GeoShare% * SKU Weight + RM GeorShare% * (1- SKU weight)]

where:

The Adjusted Volumes column is the only editable field where users can input their desired targets. This column is populated with the Initial Volumes by default.

Delta volumes represent the difference between Adjusted Volumes, manually input by users and Initial Volumes automatically calculated by the system

$$\Delta \text{Volumes} = \text{Adjusted Volumes} - \text{Initial Volumes}$$

Target Geo Share is the percentage of the National Target represented by the target of a particular brick or Rep.

$$\text{Geo Share} = \frac{\text{SKU Target per brick}}{\text{National Target}}$$

The Adjusted header is divided into 2 halves:

• Adjusted Value and Delta Value

• Adjusted DOT and Delta DOT

Adjusted Value represents the total monetary worth derived from the adjusted volumes of an SKU, multiplied by the predetermined price set in the configuration. It reflects the revenue generated or expected from the adjusted sales volumes, considering the price specified for the respective SKU.

If the price remains consistent throughout the cycle:

$$\text{Adjusted Value} = \text{Adjusted Volumes} \times \text{Price (set in configuration)}$$

If the prices are different per month:

$$\text{Adjusted Value} = \frac{\text{SKU National Value}}{\text{SKU National Volumes}} \times \text{Brick Target Volumes}$$

Delta Value quantifies the difference in monetary worth between the Adjusted Value and the Initial Value:

$$\Delta \text{Value} = \text{Adjusted Value} - \text{Initial Value}$$

Adjusted DOT is computed by multiplying the adjusted volumes by the DOT (Days of Treatment) set in the configuration. This calculation yields the updated objective for achieving a specific level of occupancy based on the number of treatment days required per patient:

$$\text{Adjusted DOT} = \text{Adjusted Volumes} \times \text{DOT (set in configuration)}$$

Delta DOT measures the variation between the Adjusted DOT and the Initial DOT:

$$\Delta \text{DOT} = \text{Adjusted DOT} - \text{Initial DOT}$$

The Adjusted growth header is divided into 2 main parts:

• Quarterly growth is calculated as a comparison between the current cycle's target per brick and the sales from the previous months based on the duration of the current cycle;

• Yearly growth is calculated as a comparison between the current cycle's target and sales from the same months of the previous year.

Quarterly and yearly growth can be calculated using volumes, value, and DOT. The same formulas are applied uniformly across all three measurements:

$$\text{Quarterly Growth} = \text{Total Volumes} - \text{Total Volumes of Previous Quarter}$$

$$\text{Yearly Growth} = \text{Total Volumes} - \text{Total Volumes of Same Period of Previous Year}$$

where:

• $\text{Total Volumes}$ represents the total volumes for each brick for the current cycle in the current year;

• $\text {Total Volumes of Previous Quarter}$ represents the total volumes for each brick for the quarter immediately preceding the current cycle;

• $\text{Total Volumes of Same Period of Previous Year}$ represents the total volumes for each brick for the equivalent months in the previous year.

Quarterly and Yearly growth are always calculated based on the cycle length.

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Market Share and Target Market Share

If the 'Market Share' options are activated in the configuration, then the Geographical Breakdown table will contain the following columns:

• average and exit market share

• average and exit target market share

Average Market Share is calculated as the proportion of SKU sales per brick and Relevant Market sales per brick for the last x months with available data, where x represents the cycle length:

$$\text{Market Share}_\text{average} = \frac{\text{SKU sales per brick in the last } x \text{ months}}{\text{Relevant Market sales per brick in the last } x \text{ months}}$$

where x = cycle lenght

Exit Market Share is calculated as the proportion of SKU sales per brick and Relevant Market sales per brick in the most recent month with available data:

$$\text{Market Share}_\text{exit} = \frac{\text{SKU sales per brick in the last} \text{ month}}{\text{Relevant Market sales per brick in the last}\text{ month}}$$

Brick Market Share

Average Target Market Share is calculated as the proportion of the SKU target per brick and the Relevant Market target per brick for the current cycle:

$$\text{Target Market Share}_\text{average} = \frac{\text{SKU target per brick in the current cycle}}{\text{Relevant Market target per brick in the current cycle}}$$

Exit Target Market Share is calculated as the proportion of the SKU target and Relevant Market target for the last month in the current cycle:

$$\text{Target Market Share}_\text{exit} = \frac{\text{SKU target in the last} \text{ month}}{\text{Relevant Market target in the last}\text{ month}}$$

Brick Target Market Share

To calculate Market Share and Target Market Share, every SKU included in the plan must have assigned a Relevant Market during the configuration step.

Relevant Market target at local level - brick or Rep - is calculated by multiplying the RM National Target (forecast) with the RM GeoShare% of that brick/Rep

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Round brick target for cycle

If the 'Round brick for cycle' option is enabled in the Configuration, then in the Geographical Breakdown table, we'll observe that the Initial Volumes are rounded for all bricks, and the remaining columns calculating values based on Initial Volumes will utilise the rounded figures.

The utilisation of the rounding option could result in a significant variation for the targets.