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HEALTHCARE GO-TO-MARKET STRATEGY

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HEALTHCARE GO-TO-MARKET STRATEGY Tim Healy ISM | 02.07.2008 HEALTHCARE G-T-M STRATEGY The selling strategy is very simple SALES REP CONTROL HEALTHCARE G-T-M STRATEGY ... – PowerPoint PPT presentation

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Title: HEALTHCARE GO-TO-MARKET STRATEGY


1
HEALTHCARE GO-TO-MARKET STRATEGY
  • Tim Healy
  • ISM 02.07.2008

2
HEALTHCARE G-T-M STRATEGY
  • The selling strategy is very simple
  • SALES REP CONTROL

3
HEALTHCARE G-T-M STRATEGY
  • We as sales reps control our destiny
  • We manage the sales processand the customer
    relationships
  • Our destiny our success isdependent on our
    actions

4
HEALTHCARE G-T-M STRATEGY
  • The health care market has proven itself to be
    resilient to economic trends
  • The market continues to grow and be vibrant
  • The market is profitable and we can realize a
    strong financial return( per face time hour)

5
HEALTHCARE G-T-M STRATEGY
  • The health care market is
  • a great investment in our time!

6
HEALTHCARE G-T-M STRATEGY
  • Most health care facilities are 24-hours/day
    -7days/week
  • There is a continuous demand for the products we
    sell!
  • Its nice to have a target client that needs us!

7
HEALTHCARE G-T-M STRATEGY
  • ACCOUNT PENETRATION
  • Our success is directly related tohow many
    relationships wecan establish in a health care
    organization

8
HEALTHCARE G-T-M STRATEGY
  • WHO?
  • Purchasing
  • Facilities
  • Real Estate Management
  • Housekeeping
  • Director of Training
  • Nurse Managers
  • Administration Services
  • Physical Plant
  • Ergonomist
  • Health and Safety Manager
  • Facility Architect

9
HEALTHCARE G-T-M STRATEGY
  • WHERE?
  • Patient care
  • Hospitality and dining
  • Training rooms
  • Auditoriums
  • Administration
  • Security
  • Lobbies
  • A-B-C waiting areas

10
HEALTHCARE G-T-M STRATEGY
  • DIVERSIFY YOUR CALL SCHEDULES

11
HEALTHCARE G-T-M STRATEGY
ARCHITECTS INTERIOR DESIGNERS
  • Have you identified the firms that specialize in
    health care?
  • Have you built relationships with the interiors
    person that is the staff expert?
  • Suggestion when you do your product education
    events, separate the health care designers from
    the other disciplines. We have lots to sell and
    its a different language that you must employ

12
HEALTHCARE G-T-M STRATEGY
DEVELOP RELATIONSHIPS WITH LARGE HOSPITAL
ORGANIZATIONS Lots of beds, lots of
facilities,lots of money lots of opportunities!
  • Minnesota - Allina Hospitals Clinics
  • 11 hospitals ? 60 clinics
  • Pharmacies ? Exercise facilities
  • Same day surgery facilities ? Patient education
    facilities

13
HEALTHCARE G-T-M STRATEGY
STAY FOCUSED ON KI GPO RELATIONSHIPS
  • The pre-selling has been done for you.
  • Member hospitals want to do business with KI!
  • An example of a GPO is Novation

Links to GPOs on kihealthcare.com
14
HEALTHCARE G-T-M STRATEGY
DIVIDE AND CONQUER!
  • Heavy call patterns on hospitals with bed counts
    greater than 100
  • Be more strategic with your time, and the selling
    process, on hospitals with bed counts less than
    100

15
HEALTHCARE G-T-M STRATEGY
  • You cant sell health care furnishings without
    getting the product in front of the customer
  • Its old fashioned grunt work

16
HEALTHCARE G-T-M STRATEGY
INVEST IN YOURSELF Customers want to do
businesswith people who know what they are doing!
  • Educate yourself on how a hospital works
  • Recognize the health care trends
  • Learn the language
  • Speak the language

17
SUMMARY
  • Invest in the face time commit to meeting your
    face time goals
  • Control your destiny. Take control of the selling
    process.
  • Be strategic KI GTM Strategy
  • Acknowledge that we can make a lot of money in
    the health care market
  • We can realize a strong ROI on our face time
    hours
  • Get deeper and deeper inside the organizations
    account penetration
  • Focus on AD, large health care organizations,
    and GPOs
  • Be strategic about how you sell to varying
    hospital sizes
  • Grunt Work get the product in front of the
    customer
  • Use MD and ISS is find and convert opportunities
  • Invest in yourself. Become the expert. Become the
    go-to person!

18
THANK YOU!
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