Advances in medical technology and demographic trends are ensuring that the market for medical technology and health care products continues to grow. This is positive. On the other hand, however, complexity in sales is increasing and competitive pressure is also growing. The main reasons are imitator or me-too products and the increasing technological and price transparency in the digital sales channels. In this area of tension, EbelHofer Consultants supports the optimization of price positioning and sales policy:

• Development of an overall pricing strategy
• Derivation of a portfolio strategy (products for different value-for-money segments)
• Definition of the target position for individual products in the competitive structure (positioning against imitator products)
• Development/adjustment of the sales strategy as well as design of guidelines and
  target figures (KPIs)
• Development of a (multi-) sales channel strategy

The MedTech/Health Care industry is very innovative. However, the life cycles of some products are short and the expenditure for research and development is high. EbelHofer Consultants therefore gives high priority to the value-based pricing of new products. In doing so, we do not forget the less powerful products: They have to be positioned in the right relation to the innovations and remain competitive in the environment of imitation products. A major challenge in this context is the consideration of existing regulatory requirements. EbelHofer Consultants understand the issues and support the industry with data-based approaches in the formation of value-oriented prices:  

• Pricing of innovations
• Measurement regarding the customer value of own products and derivation of a value argumentation
• Estimation of customer willingness to pay
• Data-based optimization of the price structure and price positioning
• Tool-supported implementation and simulation of a new pricing system

Clients in the medical sector (e.g., clinics, practices) are increasingly joining forces to form purchasing alliances. For manufacturers, this means more price pressure and declining margins. They have to react to the changing customer structures, and EbelHofer Consultants supports them in doing so. We develop performance-oriented condition and discount systems, including components for the loyalization of major clients and the support of their introduction:

• Performance-oriented classification and systematic review of customer segments
• Revision of the existing as well as introduction of a performance-oriented discount and condition system
• Development of special net price lists
• Design of a bonus system
• Simulation of earnings effects

While new business in the medical technology sector is increasingly under pressure in terms of margins, the partly neglected spare parts and service business can make a significant contribution to profitability. With a view on the many large, unclear and complex spare parts portfolios, EbelHofer Consultants observes the annual price rounds. Often all prices are raised by a certain factor. The result: a price structure that is often not value-oriented and leaves profit potential untouched. In order to tap this potential, we offer our clients the following services:

• Development of a differentiated, value-based pricing structure for large spare parts portfolios
• Data-based optimization of spare parts prices
• Simulation of sales and profit effects due to price changes
• Configuration of and pricing for warranty and service contracts

Market conditions are constantly changing, and the pressure on margins is increasing. That's where the efficient deployment of the sales force becomes even more important. It's all about sales employees using their time effectively and visiting the right clients. In particular, younger sales staff often need more guidance to do this. Simultaneously, large international clients need to be served by globally active, well-positioned key account teams. EbelHofer Consultants is optimally equipped for this complex operation. We help sales teams to find the right answers to important questions (e.g., about the right clients, the decision makers, the future role of doctors) - and develop individual solutions to increase sales efficiency:    

• Customer value-oriented processing of segments by the sales team
• Tool-supported planning of customer visits and structured visit reporting
• Sales and negotiation training including design of customer-specific negotiation guidelines (battlecards) and structured offer management
• Tool-based sales management with dashboards for sales performance measurement
• Development/revision of profit-oriented sales remuneration systems
• Introduction of global key account management

Especially the market for medical technology and health care products is developing very dynamically. In order to remain fit for the future and continue to be competitive, access to new technologies (if necessary also through the acquisition of companies) and the constant further development of one's own business model are of crucial importance. EbelHofer Consultants is an expert for new business models. We can support companies in the industry by the following means:

• Market evaluation and identification of market potentials
• Development and assessment of new business models
• Derivation of market entry strategies
• Identification and assessment of acquisition targets as well as execution of due diligence reviews