Marketing & Sales
Ever-increasing competitive pressure and high operating expenses create the crying need for a sound marketing and sales strategy in healthcare. Right pricing strategy coupled with effective communication can not only help bridge the price-value perception gap, but also act as a lever for higher returns. To deliver high-impact communication strategy, we focus on the right messaging, hard-working creatives and effective media choices. It helps us ensure that investment in advertising for our clients yields desired increase in revenue and profitability. With our in-depth knowledge of emerging media options and ‘what makes the millennials tick’, we have created trend-setting social media campaigns. We have observed how the absence of product-focused sales, and of training and selling tools tends to compromise sales force effectiveness. We have helped achieve dramatic impact in sales channel results through a well-executed multi-pronged strategy.
Our services include:
– Market Segmentation & Positioning
– Pricing Strategy
– Sales Force Effectiveness
– Digital and Social Media
– PR, Events & Promotions
Customers who trust us
Pharma companies are under relentless pressure to stay relevant in an increasingly crowded and competitive domestic market place. Traditional growth areas such as anti-invectives are slowing, and chronic therapies are emerging as the new growth areas. Newer physician and patient outreach programs, are disrupting the traditional channels of sales-representative based selling. New product launches in the domestic market are at all-time lows, and it is becoming increasingly important for pharma companies to make the best out of each new launch.
In this challenging market, we at Medium Healthcare Consulting have helped Indian and global Pharmaceutical companies develop winning commercialization strategies. We use a combination of qualitative and quantitative methods and proprietary frameworks, depending on the type and complexity of offering, the market being evaluated, and the stage in the assessment process.
Some of our latest assignments included developing a Go-to-Market Strategy for an artificial dermal substitute, for a domestic pharma major.
In this context, we have created successful sales and marketing strategies for a wide range of clinics, ranging from primary care to chronic care and clinic offering niche services. Our marketing and sales interventions have on an average resulted in a revenue increase of more than 60% post implementation of select interventions.
We firmly believe that a well thought out and meticulously executed marketing and sales strategy, should lead to a significant increase in the overall revenue of the hospital. Our hospital clients on an average have witnessed more than 60% sustained increase in revenue. A careful examination of the existing product strategy and pricing strategy is a precursor to creating the right marketing plan. This is followed by arriving at segmentation plan and communication strategy for each of these unique segments and sub-segments. In addition, we carefully examine existing sales force and their overall sales approach including sales story. We create suitable communication collaterals and a well-designed incentive plan. This is followed by implementation of interventions with a keen focus on delivering results.
In this context, Medium has a successful track record of creating successful go to market strategies for both existing and new equipment and devices in different specialties, ranging from Cardiology to Laparoscopy and Robotic Surgeries, to name a few. The strategy starts right from arriving at high level value propositions to customizing the same for unique target segments and defining the sales story. During the course of our research, we invariably end up identifying unique prospects who could be potential early adopters of the concept.
- Mr. ]alan is a pioneer in the healthcare marketing and is considered a ‘Guru’ by many in branding and marketing, who was behind the creation of some very well known health care brands. Interacting with him, I found him to have a very fertile mind with out-of-box ideas but always rooted to the ground with a practical approach. He helped us create the strategic marketing plan and also the brand identity for Aster Medcity, our 570 bed world-class flagship hospital at Kochi. I have found him getting very deeply involved with personal time commitment rather than delegating.
– Dr. Azad Moopen, Chairman, DM Healthcare
- After one year of starting our clinic, we needed end to end support on strategy and execution for our existing clinics and scaling up strategy for the brand. Medium helped us increase our revenue by more than 60% in a timeframe of six months and also improved our operational efficiencies. For them Advanced Diabetes has been their own business model rather than a mere consulting assignment.
– Hetul Mehta, Founder, Advanced Diabetes Centre