The Market
Hospital Products / Pharmaceuticals / Clinical Nutrition / Anesthesia / Infusion Pumps & Sets / IV Solutions
Our Services
Branding
Market Postioning
Market Research
Integrated Value Proposition
Customer Presentations
The Challenge
A large, diverse healthacer interest - comprised of multiple product lines - had come to be perceived as disjointed by customers. As a result, there was price pressure on individual products with no synergies or collective value being realized or credited. The business found themselves in price-to-price comparisons and they had begun to penny pinch (even for some non-commodity type products).
The Solution
We elevated how the business goes to market by developing an integrated value proposition that spanned the portfolio and tied together customer solutions (not just individual products).
We collaborated with the various businesses, stakeholders and customers in the purchasing process to secure input and validate the concepts. Additionally, the campaign positioned the company’s ability to impact hospital metrics and outcomes with clear connections to return on investments.
We developed a fresh new look and feel for the campaign which was consistent across the business units. The campaign was designed to have customer pricing, sales rep compensation, and performance results tied to its success - a true integrated approach.
Our Impact
Secured $1B+ Competitive Business and Resigned Existing Customer Agreements
Improved Market Share position
Elevated Customer Perception
VALUE PROPOSITION CREATION
Building a Better Brand
