Executive Insights

Volume XVI, Issue 14 | April 9, 2014 | By: Jon Weber, Dan McKone Benefit-based promotional strategy: What drives consumer response Don’t fight the calendar The payoff of a benefit-based promotional strategy

In this Executive Insights, L.E.K. Consulting discusses how retailers can avoid promotional traps by using the benefit-based promotional strategy to garner higher same-store sales and more profitable and incremental sales. According to L.E.K. analysis, the use of new analytics to drive personalization and targeted promotions is the best pursuit for retailers to optimize promotional dollars, but it requires a large investment in technology and people. The alternative benefit-based promotional strategy can help retailers garner success in the interim.

Volume XVI, Issue 13 | April 7, 2014 | By: Robert Rourke

Drawing from his experience advising companies in the building products industry and a recent L.E.K. Consulting Contractor Behavior Study, L.E.K.'s Rob Rourke discusses how e-commerce sites, mobile technology and social media are changing the building and construction industry in the United States.

Volume XVI, Issue 12 | April 3, 2014 | By: Peter McKelvey Relative Attractiveness Continuum

In this Executive Insights, President of L.E.K.’s Americas Practice Peter McKelvey lays into a five-step process for effective scenario planning.

Volume XVI, Issue 11 | April 1, 2014 | By: Jonas Funk, Bob Lavoie, Lucas Pain Increasing Importance of "Customer Excellence" GE Healthcare Scoring on Services Versus Other Large MedTechs Example Service Offerings from GE Healthcare Framework for Hospital Services

This Executive Insights discusses the need for innovation in a shifting healthcare landscape. Like hospital systems, consolidation among MedTechs will almost certainly happen, and survivorship in this area will be determined by innovative services and solutions.

Volume XVI, Issue 10 | March 28, 2014 | By: Jonathan Kfoury Top 10 biologics by 2013 worldwide sales. Billions of U.S. dollars Key engagement strategies and timing by stakeholder group A range of other payer-engagement models Key strategies to manage the risk from biosimilar competition and win in the biologics market of tomorrow

In this Executive Insights, L.E.K. Consulting argues that the future success of blockbuster branded biologics hinges on the response of three key stakeholder groups  who will play a role in biosimilar adoption—prescribers, patients and payers. Examining these stakeholders in detail, the authors explore a subset of strategies for engagement which underpin an enhanced ability to compete and win in this new and challenging market landscape.

Volume XVI, Issue 9 | March 14, 2014 | By: Ian Tzeng Estimated U.S. annual price for select orphan drugs Overview of orphans’ attractive attributes and challenges Clinical investment criteria for orphan diseases

So-called “orphan diseases” are rare conditions that affect fewer than 200,000 people per year in the U.S. At a time when pharmaceutical firms are contending with an increasingly challenging industry environment, the orphan sector offers the alluring prospect of strong growth and attractive profit margins—along with the opportunity to improve the lives of patients with often debilitating conditions. However, there are several trends that make being a player in orphan drugs a more challenging proposition than in the past.

Volume XVI, Issue 8 | March 3, 2014 | By: Bill Frack Finding the root causes of disenrollment Prioritizing disenrollment initiatives

In healthcare, higher retention rates are critical to successful care management since a plan can only influence its members’ health over the long term. Improved retention rates also may result in members who are more satisfied with their existing insurance and therefore more likely to recommend the plan to others, reducing the costs of bringing in new customers.

Volume XVI, Issue 7 | February 28, 2014 | By: Alex Evans, Robert Haslehurst Mobile shopping solutions, mobile retailing Mobile Customer Journey

Innovative retailers understand that many people regard their smart phones as indispensable assistants for shopping, as with other aspects of their lives. A majority of smart phone owners now use their devices to assist in purchases every month.

Volume XVI, Issue 6 | February 27, 2014 | By: Michel Brekelmans Sales Performance Metrics - Current and Future State Example Sales Force Effectiveness: The L.E.K. Framework

After years of being stalled, the industrial sector is moving forward and growing. Many manufacturing companies that have been in a defensive posture to protect share during the economic slowdown now have an opportunity to expand their sales and other core operations that were slashed to reduce expenses. But the impact of the last few years has reshaped the manufacturing and industrial industry, with some important changes particular to the Chinese market, creating a new landscape that may be deceptively different than the environment of just a few years ago.

Volume XVI, Issue 5 | February 24, 2014 | By: Jonas Funk, Lucas Pain Planned Response to Address Impact of ACA (Affordable Care Act) Key Activities Aimed at Addressing Hospital Needs Hospital Interest in Specific Potential MedTech Services

U.S. hospital systems are navigating a challenging terrain; already tight margins are getting tighter as reimbursement levels fall and patient mix shifts toward more Medicare and Medicaid patients. In its fifth annual hospital priorities study, L.E.K. Consulting surveyed 150 hospital CEOs and other senior decision makers to find out what they believe are the major challenges to the industry and their institutions. In addition, respondents described their spending plans and the kinds of services they desire from MedTechs.