How are call frequency and account coverage determined? What are the levels of profitability in the industry and are the competitors better positioned than the company? Changing Buying Behavior Two trends are evident in medical equipment buying behavior. We point out in great detail which segments will be most lucrative for the company to enter. Ohmeda A case study? Uncovering the current and untapped market sizes and barriers to serving the larger market. In some cases you will able to find the central problem in the beginning itself while in others it may be in the end in form of questions.

Dealers sell far more supplies i. Ohmeda A ” case study requires both qualitative and quantitative analysis to structure blue ocean strategy for Ohmeda’s Boc. It is written by Rowland T. To assist better case study solution writing we at Blue Ocean University recommend following methodology. First, he must estimate the amount of direct equipment sales necessary to offset lost dealer revenues.

The changes in Ohmeda’s products combined with the planned growth in medical equipment cause the president to reassess Ohmeda’s marketing system.

To bridge product policy changes i.

BOC Group: Ohmeda (A) – Blue Ocean Strategy

When will the new systems be implemented? For example you can recommend a low cost strategy but the company core competency is design differentiation. The crucial role of customer perceived value in acquiring and retaining profitable customers.

This time, highlighting the important point and mark the necessary information provided in the case. What is the geographic scope of its product and services? How does the dealer decision affect the sales specialization decision?

[Marketing Strategy]BOC Group: Ohmeda (A) Case Study Analysis & Solution

The four components of VRIO analysis are described below: You need to focus on key tasks that allow you to put pieces together in a meaningful pattern, which in turn will give you a better understanding of the main issue and put you in a position to make impactful recommendations.


Training programs integrating clinical and specialized sgudy training were developed and introduced.

boc group ohmeda case study

Evaluate the possible effects of eliminating dealers. To order copies or request permission to reproduce materials, callwrite Harvard Business School Publishing, Boston, MAor go to http: However, when more than one few companies uses the same resources and provide competitive parity are also known as rare resources. Avoid reading slowly and trying to memorize the content. Raise Which factors need to be improved well above the industry standards to provide enhanced value to the customers?

For instructors interested in this aspect of sales organization, Appendix 1 included as a transparency master at the end of the teaching note.

boc group ohmeda case study

While selling effort tracks fairly closely with segment size percentage of total anesthesia marketthis is a poor rationale for market selection. Cases are not intended to serve as endorsements, sources of primary data, or illustrations of effective or ineffective management.

Ohmeda Comments on Teaching the Case Because the Ohmeda case is exceptionally complex, one risk in teaching it is that the case discussion may become disjointed.

Copying or posting is an infringement of copyright. Cost – Managers at Ohmeda’s Boc can use value innovation to overcome limitations suggested bc Michael Porter management guru, strategy guru in his value cost trade-off as part of competition based strategy. Blue Ocean strategy is often called value innovation strategy as it defies the traditional value cost trade-off and strives to provide both higher value proposition to the customers and rationalize cost structure.

For example, the instructor should drive the students to discuss and specify: The scope of the recommendations will be limited to the particular unit but you have to take care of the rgoup that your recommendations are don’t lhmeda contradict the company’s overall strategy.


There may be multiple problems that can be faced by any organization. To whom does Ohmeda sell? Ohmeda A – Blue Ocean Strategy Blue Ocean University has network of world-class strategy experts and practitioners who help organizations build and sustain enterprise Blue Ocean strategy solutions capabilities.

BOC Group: Ohmeda (A) [10 Steps] Case Study Analysis & Solution

Ohmeda A What is a Case? Reduce Which factors Ohmeda’s Boc can reduce well below the industry level to structure costs? Ohmeda A HBR Case Study To write an emphatic case study analysis and provide pragmatic and actionable solutions, you must have a cwse grasps of the facts and the central problem ohmrda the HBR case study.

Be very slow with this process as rushing through it leads to missing key details. On the other hand, medical specialists still control the purchase decision for complex medical equipment.

BOC Group: Ohmeda (B) Case Solution & Analysis

It provides managers with a potent approach to. Ohmeda A products various on factors such as — Maturity of the market. This will not only help in guided reading but also better understanding of your reasoning and why you arrive at the conclusions that you did.

In doing so ohmexa evaluates the economics of three options: