From the Gregor Desk

Incentives have always played a central role in shaping sales behaviour in the pharmaceutical industry. When designed well, they motivate performance, reward consistency, and reinforce strategic priorities. When they fall short, they often create confusion, delays, and unintended outcomes that weaken trust between field teams and leadership. As commercial models become more complex and data driven, incentive management has quietly turned into one of the most operationally cha

To the Commercial Excellence Leader, You live by data. You design incentive plans to precisely drive field force behavior. But ask yourself this: Is your incentive plan rewarding market results, or just movement into a distributor's warehouse? For too long, the pharmaceutical industry has relied on Primary Sales  (the sale from the company to the stockist/distributor) as the main trigger for compensation. It’s the path of least resistance, but it creates a fundamental disconn

The pharmaceutical industry operates on razor-thin margins and tight regulatory requirements, yet one silent, persistent cost continues to erode profitability: product expiry . This is more than just a supply chain headache; it's a critical commercial failure that speaks to a profound disconnect between market demand and operational planning. In a data-rich era, high expiry rates are no longer an acceptable cost of doing business—they are a direct indicator that your commerci

For the Commercial Excellence  team, the field force is your most valuable asset and your largest variable cost. Historically, sales force deployment has been an exercise in estimation, relying heavily on legacy hierarchies and historical sales rather than true future potential. In today’s hyper-competitive and data-rich healthcare environment—where Organized Trade dictates fulfillment and micro-market dynamics change monthly—this approach is no longer sustainable. It is a fu

The landscape of healthcare commerce has fundamentally shifted. For years, the core mission of Commercial Excellence  was centered on Demand Generation —driving the prescription through effective engagement with Healthcare Professionals (HCPs). Today, the rapid ascent of Organized Trade (OT) , including major pharmacy chains and e-commerce platforms like MedPlus, has introduced a far more complex challenge: the imperative of precise Demand Fulfillment . Success is no longer g

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What Gregor Analytics Offers: A Clearer Path to Healthcare Decision-Making

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In today’s healthcare and pharmaceutical landscape, data is everywhere. Every click, every visit, every transaction leaves a trail. But...