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Strategic Studies
Overall Assessment of Competitors - Top Ten Pharmaceutical Company
Customized Study
A pharmaceutical company wanted to benchmark their own operations directly with their competition. Our team of experts went to work to provide our client data on their competitor's:
- Market share
- Pricing, revenues, and product mix
- Distribution channels
- Service policies and marketing strategies
- Alliances, organizational structure and key personnel
After the study, our client had an enhanced understanding of all of its competitors, and in particular the strengths and weaknesses of the competition. As a result, our client implemented a more aggressive marketing strategy — gaining them a much stronger position in the marketplace.
Assess Competitor's Restructuring Plans - Mid-sized Pharmaceutical Company
Customized Study
Our client required an assessment of the impact that a competitor's restructuring would have on the marketplace. Our comprehensive study provided our client with a host of beneficial information as we examined:
- Recent acquisitions
- Plant closings and divestitures
- Impact on manufacturing and distribution
Based on the data provided by our analysis, our client developed consumer and trade promotions to counterattack the competitor's initiatives. They also began to concentrate on product and geographic territories where their growth would not be hindered by competitive threats. These successful business tactics boosted our client's revenues, market share, and profitability.
Analysis of Top Ten Competitors' Organizational Structures — Top Ten Pharmaceutical Company Customized Study
A top ten pharmaceutical company required a better understanding of its competitors' operation. Our study provided the client with:
- a diagram of reporting relationships, both functionally and informal
- profiles of key personnel at each level
- the number of people in each group
Subsequent to our study, our client was better prepared to anticipate competitor reaction and industry movement, giving them the competitive advantage they needed to increase sales and further penetrate the market.
Analysis of Product Channel Distribution Management and Operations
Customized Study
This client asked that we study the top three competitors' operations to determine:
- Consumables used
- Covered supplies
- Strategic alliances
- Physical distribution
- Strategic planning
The data obtained by this investigation allowed our client to gain an understanding of their competitors' logistical, tactical and strategic operations. Our analyses also provided our client with an intelligence assessment that helped them to build a stronger and more productive operational entity and attain a better overall market position.
Evaluate Companies for Acquisition - Consumer Goods/OTC Market
Customized Study
An OTC company required outside help in evaluating acquisition targets. This client approached Fletcher/CSI Healthcare to examine the targeted companies' operations including:
- Organizational structure
- Key individuals
- Partners
- Technology platforms
- Products
- Market vision
Our investigation, and the information we obtained, allowed our client to pursue two U.S. and two European acquisition targets. Ultimately, our client entered into partnership with the candidate that best fit operationally, culturally and organizationally.
Tactical Studies
Competitor Surprise - Pharmaceutical Company
Competitor Monitoring Service - CNS Market
Surprised to find a competitor had launched a new drug formulation, a top ten pharmaceutical company quickly recognized they had neither the staff, nor the capability to monitor the marketplace. The top ten pharmaceutical company hired Fletcher/CSI Healthcare to scrutinize and study their competitor's:
- Clinical trial activity
- Marketing and sales strategies
- Life cycle continuation activities
Our monitoring services quickly identified key competitor movement before it became a major threat, and kept our client well-informed and well-armed to address an aggressive competitor marketing initiative.
Competitor's Global Clinical Trial Activities - Pharmaceutical Company
Customized Study - Oncology Market
A large pharmaceutical company required information on a competitor's clinical trial activity, plus their projected filing and launch dates throughout Europe. They asked Fletcher/CSI Healthcare to seek information regarding clinical trial protocols including:
- Inclusion/exclusion criteria
- Trial sites and investigators
- Length and size of trials
- Indications and dosing
- Scales used to measure trial success
- Trial messages
- Anticipated claims and positioning
- Possible regulatory submission
- Launch dates, as well as planned marketing strategies and sales deployment tactics
We conducted interviews with competitor employees, clinical trial leaders and others who had knowledge of the new compound. Our research not only helped our client better prepare for the competitive launch, it also enabled them to create their own offensive and defensive strategies and tactics to maintain market share.
Competitor's Perception and Offensive Strategies - Medical Device Company
Customized Study - Cardiology Market
A global medical device company was close to launching a new cardiovascular device. Knowing they needed help to collect competitor intelligence, they asked Fletcher/CSI Healthcare to look into:
- Competitive perception of the product
- Types of offensive and defensive strategies planned to counteract their launch
- How physicians viewed their new device
Through intelligence gathered directly from the competitor and physician marketplace, our research allowed our client to predict their competitor's counter-detail messaging and gain significant understanding into key factors that might cause a physician to switch to a new device. Knowing the competitor's message allowed our client to speak with physicians before the competitive launch, helping to minimize the impact of the competitor's new product launch.
Sales Force Deployment - Pharmaceutical Company
Ad-hoc Research - Pulmonary Market
Although a mid-sized pharmaceutical company had access to some general information regarding their competitor's sales force deployment and call rate, they did not feel they had enough detail to fully evaluate the extent and impact of the competitive sales force. They contacted Fletcher/CSI Healthcare to verify the information via primary sources. We conducted a sales assessment and gathered considerably more in-depth and focused information on the targeted company's sales force make-up, including providing:
- A solid understanding of the strengths and weaknesses of their competitor's sales strategies
- Details of the competitor's marketing message
- Physician focus
- Harvesting and disseminating this information allowed our client to effectively position their own sales force.
For more information, please click here or contact Cinda Steele, Fletcher/CSI Healthcare Practice Leader phone: (610) 361-1209 email: csteele@fletchercsi.com or contact Fletcher/CSI at (802) 660-9636.
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