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Baxter Healthcare Limited choose 37point5 to help them expand a key business area

"It was imperative that we chose a company who had an expert knowledge of the healthcare market and our own capabilities to help expand our business. 37point5 was that company.”

Baxter is a diversified, global healthcare company that develops products and therapies to make a meaningful difference to the lives of people with haemophilia, kidney disease, immune disorders and other chronic and acute conditions.

Established in 1931, the company employs nearly 47,000 people in countries around the world

A detailed view

The Peritoneal Dialysis homecare business within Baxter Healthcare has long been held up as a model for good practice within  the industry. It has long enjoyed large market shares and high levels of customer satisfaction. Baxter however had not participated in the Home haemodialysis market and wanted to assess whether it was a market that they should participate in and what capability and resource would be needed to enter. After meetings with senior directors within Baxter, 37point5 proposed a two phase solution to this dilemma. Firstly an full analysis of the external market and secondly an analysis of Baxter’s current capability versus what was required to be successful within this business.

This involved firstly extensive market research within Home haemodialysis including interviews with opinion leaders within the industry to gauge not only competitive forces and key competencies but also the long term view and direction of the market. The project then moved onto the second phase with a detailed analysis of Baxter’s current operation its fit with the essential requirements to succeed within the market. A final detailed report was given outlining full recommendations and strategy to move forward.

A detailed solution

Glen Hodgson, Growth Director for Baxter Healthcare said, “It was essential for us to be able to bring a company in that could look analytically at our current operation and quickly get to grips with  potential investments we would need to make to enter this market. The fact that 37point5 had the expertise to do both the market analysis to a very detailed degree and make recommendations to us have allowed us to quickly make important decisions regarding our future direction in this market.”

Glen added: “The recommendations were clear and pragmatic and 37point5 delivered exactly to the timescales we set out and beyond our expectations. We are delighted with the project.”