Building a Sales Program for a Hospital. Supplies Distributor to Enter New Markets. PROJECT TITLE. CLIENT. SERVICES PROV
CASE STUDY PROJECT TITLE
CLIENT
Building a Sales Program for a Hospital
Major medical devices and
Supplies Distributor to Enter New Markets
distributor
BACKGROUND A distributor of medical devices and hospital supplies needed a
hospital supplies French
REGION France
SERVICES PROVIDED Sales Development
strong strategy and sales program to grow new revenue streams
Program Market
quickly and tap new markets.
Research Business Strategy
PROBLEM
Due to recent strategic missteps and new product failures, the company decided to enter new markets and expand their product range in a short period. The company has been unable to retain its market share and needed to identify the reasons for the recent underperformance in order to gain back its leading position.
OUR SOLUTION
Biomedic Consulting analyzed the market land identified the company strengths and the areas it was underperforming. Biomedic Consulting worked at the company’s site for several weeks and conclude that the reasons for the recent issues were the reginal distribution channels, the sales management, and the performance incentive. Biomedic Consulting conducted in-depth interviews with the company’s sales team and its customers and analyzed market data from our own network of physicians in the region. Biomedic Consulting then worked closely with the BD directors to help develop and implement a new market entry strategy that required deep structural changes in the sales management structure and marketing focus.
RESULTS
The company’s management and Biomedic Consulting new strategy and sales implementations helped increase the revenue for the consecutive quarters and highly impacted the company bottom line.
For more information about Biomedic Consulting services, contact us at
[email protected] or visit us at www.biomedicasia.com
