Case Study
THE OPPORTUNITY
Expanding Institutional Market Penetration
A global Med-Surg manufacturer with established, high-performing brands was underpenetrated in institutional markets. Despite working with an existing agency, results were limited, with only partial GPO access and underutilization of their 11-SKU pain management portfolio.
THE SOLUTION
US Drug and Device Register executed a focused institutional market expansion strategy across data, contracting, and demand generation.
Foundation: Data & Visibility
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Corrected errors and filled gaps across databanks and compendia
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Ensured all SKUs were properly listed and maintained for ongoing accuracy
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Improved visibility across hospital, LTC, and facility procurement systems
Contract Optimization
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Reworked positioning within existing GPO contracts
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Expanded SKU representation to maximize portfolio value
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Improved contract mix to better align with facility purchasing behavior
Market Expansion
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Secured new GPO agreements
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Expanded into government channels (FSS, DAPA, DLA)
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Increased total contracts from 3 (2022) to 10 (2025)
Demand Activation
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Increased brand and SKU awareness through:
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Direct outreach to targeted facilities
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Trade show presence and industry engagement
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GPO marketing vehicles
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THE RESULT
More than 3x increase in contracts (3 → 10)
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Expanded institutional footprint across GPO and government channels
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Improved SKU utilization across hospital and facility settings
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Positioned the portfolio for sustained growth in institutional markets
By aligning data accuracy, contract strategy, and field activation, USDDR transformed underperforming institutional access into a scalable growth platform—unlocking the full value of the client’s portfolio.
From Limited Access to Scaled Institutional Growth
At a Glance
Company Type:
Global Med-Surg Manufacturer
Market:
Pain Management
Challenge:
Looking to Drive Sales in the Institutional Markets
Results:
+167% Full Year Sales Growth
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.
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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.
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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.
Channels Added
Channel | 2022 | 2023 | 2024 | 2025 |
|---|---|---|---|---|
GPOs | 3 | 6 | 9 | 10 |
0
3-Year
CAGR
0
Revenue Increase
Over 3 Years
CASE STUDIES
A global Med-Surg manufacturer with established, high-performing brands was underpenetrated in institutional markets.
