A new commercial strategy for a dental implant provider

Client Results Story

Opportunity
  • Leading premium dental implant provider with a large direct sales force visiting General Dentists, Specialists, and Dental Labs
  • Attractive industry, with 10% growth rates in last years and attractive profit pools
  • Lost commercial momentum as a result of:
    • Conflicting messages to the market
    • Disconnect between the company and key clients
    • Lack of sales force focus
    • "1 size-fits-all" value proposition
    • Perceived over-pricing
  • Increasing competitive pressure (low-cost) was eroding market share

View Approach

Approach
Use a three-step approach to identify full potential and the road to success

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View Recommendations

Recommendations
Design a new commercial model along five dimensions

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View Results

Results
Maintain leadership position & regain market share

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