Becton Dickinson Case
Harvard Case Study about distributors and group purchasing organizations in heathcare. Topic is very relevant to the topics of contracting and negotiations. The resolution of the case entails determining the strategy, sizing the opportunity and determining how much market share it at stake.
In particular, think of the following:
What will distributors do if Becton wins the contract?
Do hospitals really about cost, quality or both?
Whats the best alternative to not bidding for the contract?
What is the competition thinking?
Can you find common themes that lead to a win-win situation with APG?
Where is the industry going?
How strong is the brand?
How much salesforce time is saved by a general contract?
Is private label an option? A good option?
Should they sell only through the APG distributors?
What else?
What will distributors do if Becton wins the contract?
Do hospitals really about cost, quality or both?
Whats the best alternative to not bidding for the contract?
What is the competition thinking?
Can you find common themes that lead to a win-win situation with APG?
Where is the industry going?
How strong is the brand?
How much salesforce time is saved by a general contract?
Is private label an option? A good option?
Should they sell only through the APG distributors?
What else?
What will distributors do if Becton wins the contract?
Do hospitals really about cost, quality or both?
Whats the best alternative to not bidding