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D2 Paves the Way to GPO Success

Situation
  • A manufacturer who had limited success in the hospital business approached D2 regarding leading the focus in Group Purchasing Organizations (GPO) contracting and creating pull through programs for the hospital market.
  • The manufacturer had worked with another entity for 3 years which resulted in only 2 GPO agreements with less than $1M in hospital sales.
D2's Approach
  • D2 moved quickly to assess 2 key areas. The first area of focus was to attain additional GPO contracts.
  • The second focal point – completed concurrently – was to review the best process to create maximum reach and education of targeted physicians, pharmacists and P&T decision makers across the hospital and IDN markets.
  • As such, D2 started by aggressively moving forward with GPO contracts. At the same time D2 conducted industry research and identified industry meetings/events that would reach the right target audiences.
Solution
  • Within a 9 month period, D2 was able to secure an additional 11 GPO agreements (13 in total).
  • As a result of additional access and an accelerated sales and marketing campaign, D2 was able to increase sales by 10X within a 3-year period.
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