QUATTRO IN ACTION
What is the objective growth outlook for the company, and what can be done to improve it?
CEO OF WOMEN’S HEALTH DEVICE MAKER
The volume for this US medical product company was growing but more slowly than had been expected by investors and the Board.
The company’s new CEO asked Quattro to develop an independent, realistic assessment of the current growth forecast for the business. Additionally, given where things stood with current physician customers, the CEO wanted to know what opportunities might exist to improve the growth prospects.
Quattro conducted in-depth research with hundreds of physicians around the country regarding their current and expected use of the company’s products as well as those from competitors.
Quattro built a detailed market model to identify the primary physician segments from which growth was coming as well as what groups were slowing growth. Extensive physician discussions in each group helped reveal the most important underlying growth drivers and barriers.
In addition to the base case growth diagnostic, Quattro also developed a going-forward growth strategy.
It was focused on a small set of key growth levers that could increase share and volume for the company. The analysis evaluated marketing programs associated with the growth levers, and Quattro identified the highest priority physician segments for sales targeting.
Growth began to accelerate, and the company was soon acquired by a multinational pharmaceutical and life sciences company.