The First Sale is the Hardest!!, page-3

Have a look at the attached; it goes a long way to answering that question.



I have assumed that "New" physicians only order once in the Qtr and don't reorder. So 80 physicians ordered 511 units in the Dec Qtr; an average of 6.39 times (better than once every 2 weeks), up from 5.47 in the September Qtr.  The reason it goes down in the March Qtr is due to the phenomenon I referred to above; i.e. the 72 physicians who ordered in December became "Base" and added to the denominator and none of them reordered.

In broad terms the statement "the longer they use the more they reorder" is observable in the data.  What happened in the case of the 72? It is worth noting that early 2017 presentations (e.g. AGM in 2017) talked about 60 pre-selected physicians; the 72, above, are a new cohort so the wait time I refer to in my post above is not unreasonable.

So we wait......