PROCESS

 Let’s talk about the commercial solutions. This strategy was prepared in the Korean healthcare market, As  you knew well, there were lots of commodity products or me-too products.  Company would be much harder to differentiate its value toward customers.  But customers  kept asking for more value or service. Nevertheless, Top management wanted to access this market and did not want corruption. 

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 So, we studied and developed new solutions. There were four pillars to lock in customers ,and prevent market spoiling.  The four pillars were product, price, service and partnership. The first pillar was a product mix. A company had a broad range of products groups. So, BNJ could add up products as product mix so that competitors could not match.  When it comes to price as the 2nd pillar, we could suggest volume DC, direct contract, special price, AR term. The 3rd pillar was service. The company could provide DRG packages and professional  training and process coordination so that we could mark it off from competitors. Last pillar was partnership. Some accounts might ask for more service. At that time, we were forced to suggest some solutions, including unrivaled product and service, consortium. Sometimes we have to provide in-hospital logistics service in accordance with customer needs.