Client
National distributor of pharmaceuticals, medical and surgical supplies, health and beauty aids and is a supply logistics and management services provider.
Challenge
Amidst significant competition, McKesson’s home health program continues to grow since the 1980’s. However, the market prognosis for McKesson, the customer to be served and the service needs for the future were unclear. McKesson was applying the Six Sigma process to the home health care business segment. They wanted to comprehensively evaluate the potential in serving Rx customers with DME. They also wanted to determine the customer needs for McKesson’s overall home health care effort.
Solution
Analysis
- Summit completed a comprehensive market overview for employee briefing and market assessment.
- Examination of secondary research pinpointed market size data, available markets, growth potential and competition.
- Primary research was conducted to obtain market information on competitors and changes in the supply chain.
- Summit also developed the research brief that outlined the primary research components for customers and high potential customers (drugstores, DME providers) to investigate key needs, satisfaction levels and service requirements.
Measurement
- Summit developed the first comprehensive overview of the home health care market to examine the market structure encompassing retail products, DME/HME, nursing, and disposables.
- Study was used as a training tool for employees on the market dynamics, supply chain, target customers, size of product segments, competitors, regulatory issues, key growth areas and potential areas of opportunity for McKesson.
- The report also provided projection data that employees could model growth and category scenarios.
- The research brief was used in the RFP for the national customer survey.
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