Академический Документы
Профессиональный Документы
Культура Документы
AS L I M I T L E S S AS T H E L I V E S
YOU’LL TOUCH
20 May 2018
Project Objectives and Primary Research
▪ To improve the coverage of J&J medical devices in non-metro emerging tier 1/2 clusters
such as Chandigarh, Jamshedpur, Bhilai etc.
▪ Insights obtained post interviews with 3 physicians in tier 2 cities have been mapped in the
SWOT matrix for the J&J Medical Devices below:
Segmentation:
These accounts can then be segmented into the following 4 categories based on
product adoption, usage and engagement metrics
Engagement (between J&J and Accounts)
High Low
This model can further extrapolated to other accounts in tier 1 cities as well
For each segment, appropriate initiatives can be devised to
achieve mission objectives
Protect Build Boost Grow
Product Adoption
High High Low Low
and Usage
Engagement High Low High Low
Increase
Mission Enhance Increase Establish
Activity and
Objectives Experience Activity Quality
Brand Loyalty
“Specialized”
Treatment
Co-creational
Activities
Training and
Product Demos
Financial
Support
Enhanced
Service & Channel
optimization
Note: The details on these initiatives are provided in the upcoming slides
Several activities can be bundled under each of these
initiatives, and assigned to key account managers
Initiatives Activities
• Status of “specialized accounts” to be conferred with giftpacks/mementos
“Specialized”
• Enhanced importance in communication and service
Treatment
• Increased engagement and prioritized delivery
• Brainstorming activities with Key Opinion Leaders and various
stakeholders
Co-creational
• Designing and testing Minimal Viable Product prototypes to meet
Activities
identified needs in brainstorming sessions
• Networking sessions
Training and • Training and awareness programs – for doctors and staff
Product • Patient outreach programs and info session on diseases and cures
Demos • Integration with product development team using effective feedback loop
• Coordination with insurance companies to ease the purchase process
Financial • Transparency in costing and introduction of simpler products with low
Support costs
• Leveraging existing government programs to improve penetration
Enhanced • Un-initiated checkups of devices, proactive quality maintenance
Service & • Local point of contacts and regular touchpoints
Channel • Increased activity, 24x7 service
optimization • Local manufacturing, new distribution partners, classification of exsisting
partners based on sales targets
How will our strategy help J&J
The team has an extremely diverse 20+ years of professional experience, ranging from engineering,
consulting to banking in diverse sectors including healthcare, technology and finance. What brings us
together is an urge to create a lasting impact in the healthcare space in India by developing innovative
solutions through a collaborative approach