Hospital equipment manufacturer: Refocusing on the highest-value accounts
A major US hospital equipment manufacturer faced declining sales force productivity - sales force costs had risen 20%, reaching 12% of revenue. This client had been spending too much time on lower priority accounts and segments, and hadn't successfully increased "share of wallet" at key accounts. Oliver Wyman helped the firm identify and refocus on the highest-value segments, and redesign its account strategy around high-value customers and their needs. To date, our client has achieved incremental sales growth of 6% with a smaller, more efficient sales force.
Experience
Oliver Wyman’s recent work in the area of Value-Based Customer Management includes:
Hospital equipment manufacturer: Refocusing on the highest-value accounts >
Reinsurance service provider: Streamlining sales and channel processes >
Homecare products manufacturer: Creating tailored value propositions by account tier >
Clinical laboratory testing company: Aligning sales resources and plans >
