Fienics Contracting Analysis Example

Situation:

The brand team for a significant hospital-based pharmaceutical asked Fienics to evaluate how pricing and contract discounts were influencing sales.

Analysis:

Fienics divided the population of hospitals into groups based upon past market share and the type of contract each hospital had signed. We analyzed the performance of hospitals over time according to their past market shares and the type of contract. We found that contract discounts were highly effective for low-share accounts but largely ineffective among high-share accounts.

Actions:

The client launched a new contract which offered low-share accounts significant discounts. The brand experienced a 30% market share jump among the accounts that signed the contract (approximatley 25% of the marketplace).

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