In today’s blog, we review how analyzing data can help the Medical Device industry take advantage of an increase in demand. 

The global medical device market is expected to reach an estimated US$343 billion by 2021, and is forecast to grow at an annual rate of 4.6%.

Major contributing factors include increasing healthcare expenditure, growing health awareness, wider chronic health problems, more treatment options, more informed customers, emerging technologies, and ageing population.

Medical device companies can look forward to opportunities for growth in the general medical devices, cardiovascular, surgical and infection control segments.

Intensifying competition has led to changes in the way companies in this sector operate. In addition to introducing new products and service, medical device companies are beginning to use insights from data analysis to help shape business decisions leading to improved efficiencies, increased profit margins and a reduction in expenditure.

Analyzing company data is one of the most cost-effective ways to save time and increase revenue. Like most industries, medical device manufacturers and distributors produce masses of data every day but many still underestimate its importance or are unclear about how to access and use it to their advantage. 
There is an assumption that because a company invests heavily in an ERP system, it should be capable of generating adequate reports based on the data it collects. 

While an ERP provides useful information across production, operations and finance, actually getting the information for others in sales, marketing and management often involves time, effort and complex spreadsheets that are prone to error, sit on peoples’ hard drives and that only time-poor IT departments and data experts can access and manipulate.

Analyzing data through complex spreadsheets or asking IT to run reports can significantly impact a business’s ability to make quick decisions based on up-to-the-minute information.

Companies in this sector are therefore turning to data analytics software that bolts onto ERP and other systems and presents the data in more visual and accessible formats. Some vendors take it a big step further and make it easy to follow your train of thought and drill into the underlying detail to find answers to your most pressing questions.

The need for business intelligence (BI)
BI relies on your company’s data to help form a clear picture of how a business is performing.

Its ease-of-use means people company-wide can explore the data to identify trends, discover opportunities and spot potential threats before they can have any real impact. BI reports are generated in a matter of minutes and give users a view of the business’s performance in real-time. 

Use BI to increase sales
Access to data and a user-friendly solution to analyze it are steps that will help suppliers and distributors of medical devices harness this growth potential.

Tracking sales data by customer can reveal trends and opportunities to grow revenue and prevent challenges before they impact your bottom line.

Armed with BI, your sales team will have a better understanding of what your customers are buying and what they are not, over time.

With this information, you can identify potential threats or opportunities and adjust your sales representatives’ approach to customers accordingly.

Improve inventory management

BI can help by easily and quickly identifying stock turns, inventory-to-purchase ratio, slow-moving stock and gross margin return on investment (GMROI) by manufacturer, product group, product or location.

A BI solution lets you quickly view how much stock you have for a particular product and sort from highest to lowest, or drill down on a specific selection to find even more in-depth information.

The medical device industry can be volatile with seasonal fluctuations and changing demand so the ability to forecast and monitor these fluctuations is vital to ensuring overstock (which reduces margins), deadstock (presents a loss to the business) and understock (impacting service levels) are minimized, or ideally, do not occur.

Appropriate stock levels underpin customers getting their 
products delivered in full on time (DIFOT). The ability to meet purchase requirements is important for customer retention.

Choosing the right BI solution

An emerging medical device industry, mounting competition and increasing pressure on pricing have made it even more important to capture, manage, access and analyze data to improve your ability to serve your customers and increase ROI. Using an ERP system to perform these functions will leave you dissatisfied and frustrated with the complexity of the data, or the time it takes to generate reports and uncover answers.

A Phocas BI solution collects and converts data locked away in your systems and gives you the flexibility to ask questions of it. You might want to see sales data for February and then drill down into specific brands and even products to find out more.

Phocas lets you do advanced analytics in the intuitive analysis grid which becomes the single source of truth for company-wide analysis. Information is available to anyone, anytime and you don’t have to be a spreadsheet expert to use it.

For more information on how your business can beat competitors through effective data analysis, download our free Medical Device industry eBook: Using data in the medical device industry to increase sales and improve inventory management. Click the image below to get your copy.


Tags: Industry - Health and Medical

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