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 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.
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.