CASE STUDY
Rationalizing China Pricing for Medical Consumable Products
The client, a global leading medical consumables manufacturer, wanted to develop the optimal pricing strategy that would allow it to keep its leading market position in two different product categories in China and to substantially grow their business according to the opportunities in the market.
Solutions
- Established a detailed value chain map for two medical consumable categories
- Verified regulations that influence funding, profiled funding capabilities of potential patients and identified policy circumventions
- Identified end-user pricing standards and behaviors across key sales channels
- Determined commercial conditions that drive distribution, procurement and pricing
Methodology
- Collected more than 1,550 client and peer SKUs selling prices across 80 hospitals and 50 community pharmacies
- Obtained 425 price caps and tender list prices across selected East China cities
- Conducted 230 in-depth interviews (IDIs) across 5 provinces
Our Process
Value Chain Analysis
Regulations and Policies
In-depth Interviews
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