The Situation
- 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
Our Approach
Use a three-step approach to identify full potential and the road to success:
Our Recommendations
Design a new commercial model along five dimensions:
The Results
Maintain leadership position & regain market share:
* We take our clients' confidentiality seriously. While we've changed their names, the results are real.
