Andre Glardon, who is the regional sales director of a major health care products provider for the Balearic Islands areas and the Levante, returns from an unpleasant customer visit. The head of government to the Hospital de Gandia, one of his significant clientele, just postponed the order of two MRIs, making it approximately impossible for Andre to accomplish his private yearly sales targets. External variables like the health care reforms, the exploding expenditure of the health care system, a change in the buying behavior of hospitals and enlarged economic pressures on hospitals, might be because a fundamental shift in the business.
Although this might raise severe questions concerning the current business models of well-known industry players i.e. the leading producers of medical equipment, radiology centres and hospitals, it might also offer likeminded sales managers, the opportunity to benefit from these developments. How? Through the execution of new business models that address these problems. Two pals and Andre developed a business idea and were wondering whether they leave their company and establish the business on their own or ought to push this idea within their company.
PUBLICATION DATE: December 20, 2012 PRODUCT #: ES1331-HCB-ENG
This is just an excerpt. This case is about INNOVATION & ENTREPRENEURSHIP
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