Client Situation & Objectives
Gain an understanding of the market opportunities and barriers associated with opening and maintaining a direct-to-consumer channel in the home healthcare market.
- Determine market size and growth rates
- Identify which competitors have tried or have a retail distribution channel
- Assess delivery logistics, financing, and technical services offered by competitors
- Identify key success factors and lessons learned
- Deliver tactical recommendations to guide the client’s creation of a direct-to-consumer channel
The approach
nxtMOVE determined that an online web channel offered the greatest opportunity at the lowest cost
The results
Although the existing retail market is relatively small, only a very small number of competitors sold directly to the end-customer
The client’s existing infrastructure allowed it to easily service the end-customer with almost no additional capital investment
Establishing an online “retail store” allowed field sales personnel to passively react to end-customer questions and purchase requests
Offering service contracts and home delivery are key components to success
The Client established its online retail channel, through which Individuals could purchase a select group of hospital products
