Strategic Market Research & Analytics Created $200 Million Profit Increase for AmerisourceBergen Corporation

AmerisourceBergen Corporation is an American drug wholesale company. Formed by the merger of Bergen Brunswig and Amerisource in 2001, the corporation grew to one of the top 3 drug distribution companies in the world. 

AmerisourceBergen Corporation is an American drug wholesale company. Formed by the merger of Bergen Brunswig and Amerisource in 2001, the corporation grew to one of the top 3 drug distribution companies in the world. 

While AmerisourceBergen Corporation was seeing success in the marketplace, they were not realizing their true potential in terms of sales. This was due to a lack of targeted marketing to prospective markets. The corporation was utilizing an in-house team to drive sales and marketing but was looking to gain outside perspective to generate a focused, strategic marketing plan that would allow them to capitalize on their size, offerings, and market differentiators.     

Working with a foundation of knowledge provided by the in-house team, XtraGlobex began with in-depth investigative market research. We delved into the vast competitive landscape and pertinent healthcare industry trends, conducting extensive internal interviews while utilizing data stores that, with consolidation and analysis, began to reveal opportunities for unifying and game-changing communications. Simultaneously, we conducted market opportunity analysis to determine promising markets and targets, allowing us to plot a detailed strategic action roadmap for the extensive AmerisourceBergen sales force to follow. In addition, by transforming extensive win/loss data into to-the-point, single-page reports, the sales force was able to glean meaningful insights from the vital information that allowed them to immediately take actionable steps towards company-wide goals.

By creating, populating, maintaining, and analyzing extensive databases that cross-reference not only internally gathered industry and client data but also downloads from some of the nation’s biggest and most comprehensive data warehouses, we were able to turn AmerisourceBergen’s data into in-depth knowledge to foster enhanced strategy.  In our technical team’s work with AmerisourceBergen, we regularly delivered informative, revelatory reporting, and visualizations that allowed for valuable understanding, insight, analysis, and action.

The two biggest impacts were on their nuclear medicine marketing and generic drug marketing to hospitals. XtraGlobex created both qualitative and quantitative outcomes for the company. As a result of the strategic work by XtraGlobex, AmerisourceBergen Corporation improved its market position by 3 to 5% percentage points. In addition, they increased profit contributions by over $200 million dollars in nuclear medicine and generic drug distribution.       

This case is a perfect example of how the proper analytics of internal and external data can help identify substantial market opportunities and allow companies to excel and add new revenue streams.

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