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Medical Device Manufacturer

NEEDS-BASED RESULTS

 

Medical Device Manufacturer

SITUATION

Producer of medical devices with a new product needed to develop processes to support sales and operations planning, and to ensure production capacity at the outsourced manufacturer.

DRIVER GOAL

  • Deliver the ability to sell and produce 25 devices per week.

RESULT

  • Implemented new sales processto achieve the goal of 25 units per week and demonstrated that the outsource partner could produce at that level.
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Case Study

Sales Effectiveness & Production Increase

Issue

A producer of medical devices, with a newly developed and unique (no competition) product, had established a distribution network but needed to develop processes throughout the organization to support sales and operations planning. The company enlisted The Highland Group to develop a value proposition for the product, implement a sales process that would enable the achievement of $20 million in sales for the following calendar year, and ensure the production capacity of the outsourced manufacturer to support demand.

Highland Approach

The Highland Group studied the new device, its market and proposed benefits in order to develop its value proposition and a sales process to effectively deliver a consistent product message. An analysis of the outsourced manufacturer’s operation identified opportunities to increase capacity, improve quality and cycle time and decrease costs.

Actions Taken

  • Developed the product’s value proposition including a return on investment model.
  • Developed and implemented a six-phase sales process and supporting models, tools and techniques to achieve the sales goal.
  • Developed a sales and sales lead tracking system through each phase of the sales cycle by customer, distributor and internal regional managers.
  • Developed and delivered a Sales training program for distributors and client personnel.
  • Reviewed the manufacturing quality systems utilized by the outsourced manufacturing organization.
  • Implemented a supplier quality reporting system to track manufacturing defects, late production, and yield.
  • Worked with the outsourced partner to achieve the desired production rate, which was accomplished by the fifth week of the project.

Increased sales and production units per week to

25

including work with outsourced manufacturing partner

Related Information

Presenting Analyst

John is a Senior Executive and Presenting Analyst at The Highland Group with more than 30 years of leadership experience in management consulting. He has led hundreds of global consulting engagements that delivered an array of operational improvement solutions with total client benefits exceeding $1 billion dollars.

Project Leader

Manufacturing & Industrial

Joseph is a senior executive with more than 40 years of international industry management and consulting experience, primarily in the areas of process improvement, working capital optimization and operational metrics. Having served in more than 21 countries around Latin America, the Caribbean, the Pacific Rim, and North America, Joseph is skilled at implementing successful and sustainable change programs in culturally diverse environments.

Project Leader

Sales, Marketing & Consumer Products

North America

Bill is a senior project leader with more than 20 years of hands-on experience in assisting multinational companies by deploying his expertise in Lean Six Sigma and Business Process Management tools, tactics and strategies. He has deep expertise in sales and marketing improvement, supply chain optimization, fixed-cost reduction, channel management, total production management, balanced scorecards and post-merger integration.

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