DAO Web Page of Fame

Celebrating Summer Successes Since 2006

  INDUCTEE:  Sarah Glass

YEAR:   2007

CATEGORY: Pivot Tables


Sarah Glass helped Merck Pharmaceuticals understand the future prospects for ZETIA, a cholesterol drug that works in the digestive tract to lower LDL cholesterol.  The firm anticipated the entry of a variety of new competing drugs focused on HDL and triglycerides, and they wanted to understand how the changing marketplace would affect future ZETIA sales and what they might do about it.

Sarah had plenty of data to work with.  Almost too much data!  Merck/Schering-Plough had detailed, but anonymous, information about every prescription written for ZETIA over the last 24 months.  Although way too big for Excel to handle, Sarah used her familiarity with Pivot tables to supervise the ensuing summary analyses of ZETIA use by patient groupings of various kinds.

     Sarah next used the data to calibrate a regression model designed to forecast sales of ZETIA as a function of the growth expected in various usage categories under various competitive scenarios.

Unfortunately, most of Sarah's insights and recommendations must remain confidential.  We do know that her analysis is now being incorporated into Merck/Schering Plough’s profit plan forecast and that the Merck/Schering-Plough brand team is currently in the process of conducting a more granular analysis based on the insights from Sarah’s summer report.