Case Study
THE OPPORTUNITY
Unlocking Institutional Growth for a Global CPG Leader
A global CPG manufacturer with leading consumer brands sought new, scalable revenue streams beyond traditional retail. While some unmanaged institutional sales existed, the organization lacked a clear strategy to penetrate higher-margin healthcare channels such as hospitals, long-term care, and military.
THE SOLUTION
US Drug and Device Register built and executed a 360° institutional commercialization platform designed to drive incremental, sustainable growth.
Foundation: Data & Visibility
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Corrected and enhanced product listings across databanks and compendia
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Ensured accuracy and completeness across all SKUs to enable institutional access
Contract Optimization
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Repositioned products within existing GPO contracts
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Expanded SKU representation to maximize portfolio value
Market Expansion
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Secured new GPO agreements across key institutional segments
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Increased contracts from 5 (2021) to 12 (2026)
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Established distribution where gaps existed
Focused Channel Strategy
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Targeted hospital systems, long-term care, and military
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Prioritized high-value accounts within each class of trade
Demand Activation
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Drove awareness through direct outreach to facility buyers
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Supported adoption via ongoing engagement and visibility efforts
TUrning OTC Brands into Healthcare Channel Leaders
At a Glance
Company Type:
Global CPG manufacturer
Market:
OTC / VMS (Vitamins, Minerals, Supplements)
Challenge:
Seeking new, scalable revenue streams beyond traditional retail
Results:
+329% growth in first full year
+156% 4-Year CAGR
Disclaimer of Warranties and Results
The consulting services, strategies, guidance, and information provided by USDDR are designed to support the improvement of your business operations, performance, and overall efficiency. However, every organization is unique, and actual results will vary based on individual circumstances.
USDDR makes no guarantees, promises, or representations regarding specific financial outcomes, revenue increases, business growth, or performance results that may arise from the use of our services. Your success depends on numerous external factors, including market conditions, industry dynamics, internal resources, and your implementation of recommended strategies.
By engaging with USDDR, you acknowledge that all business decisions remain your responsibility. USDDR is not liable for any losses, damages, or adverse outcomes resulting from the use or interpretation of our consulting services, recommendations, or materials.
THE RESULT
Delivered +329% growth in first full year
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Established scalable access across institutional healthcare channels
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Enabled brand teams to leverage success as “#1 hospital recommended”
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Created downstream revenue lift across broader commercial channels
By combining data accuracy, contracting strategy, and targeted institutional execution, USDDR transformed fragmented, unmanaged sales into a structured, scalable growth engine within high-margin healthcare channels.
Contracts Held
Channel | 2021 | 2022 | 2023 | 2024 | 2026 |
|---|---|---|---|---|---|
GPOs | 5 | 8 | 9 | 11 | 12 |
0
4-Year
CAGR
0
First Full Year
Sales Growth
CASE STUDIES
A global CPG manufacturer with leading consumer brands sought new, scalable revenue streams beyond traditional retail.
Global CPG
