Business Modeling

Category: MEDICAL DEVICES & INSTRUMENTS

Company: PROVIDER OF PRODUCTS & SERVICES TO HOSPITALS

 

Our client, under pressure to reduce prices and improve customer satisfaction with equipment service, asked us to explore a new model of doing business: sales vs. leasing. Project expectations:

  • Conducted cost-benefit analysis of switching to a full or partial leasing model

  • Developed case studies of other leased products and equipment within hospitals, including associated service contracts

  • Researched changing margins over the preceding three years; analyzed historical trends to inform projections around a new model

  • Benchmarked prices specific to the healthcare industry

  • Explored customer financing options for sales vs. leases

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