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Cicada Consulting


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Cicada Consulting

  1. 1. Cicada Consulting Patrick du Monceaux
  2. 2. What Cicada Consulting can do for You <ul><li>Cicada Consulting was set up to provide companies with effective distribution & market entry strategies that will maximize results </li></ul><ul><li>You receive the benefit of over 25 years of successful experience, both domestic & international, in creating & executing strategic market development plans </li></ul><ul><li>Launching products OUS working with KOL’s, Distributors & customers is unique by culture </li></ul><ul><li>Starting or revamping your distribution strategy with proven tools makes your company more successful </li></ul><ul><li>Help choose partners w/quality technical support </li></ul>
  3. 3. Who is Cicada Consulting? <ul><li>Patrick du Monceaux </li></ul><ul><ul><li>25 years experience medical device sales, marketing, business/market development, technical services & general management </li></ul></ul><ul><li>Fortune 500 experience - Eli Lilly MDD & Medtronic ERS - Critical Care, Emergency, Cardiovascular, Medical Informatics </li></ul><ul><li>Launched multiple new products </li></ul><ul><li>Developed software & hardware solutions </li></ul><ul><li>Start-up experience - pre-launch, launch of early detection of lung & colon cancer </li></ul><ul><li>Custom Strategic Plans, Development, Distribution Strategy & Implementation </li></ul>
  4. 4. What Cicada Consulting does <ul><li>Analysis of distribution requirements including all geographies selected </li></ul><ul><li>Aid in choice of distribution method </li></ul><ul><li>Strategy for field compensation (direct or indirect) </li></ul><ul><li>Strategy & toolset for field structure </li></ul><ul><li>Strategy & toolset for maximizing results with field team (direct or indirect) </li></ul><ul><li>Analysis of & recommendations for distributors by country </li></ul><ul><li>Training your managers in coaching skills </li></ul><ul><li>Plan Implementation & Execution Leadership </li></ul>
  5. 5. Why use Cicada Consulting? <ul><li>I am passionate about ensuring that the results meet your expectations </li></ul><ul><li>Cost effective to have someone who has experience in various methods vs trying out plans that do not meet expectations </li></ul><ul><li>Our relationship is a partnership to maximize results for your business </li></ul><ul><li>One chance to launch an effective plan at onset or to revamp strategy </li></ul><ul><li>I commit to listening to you & focusing only on the results you desire </li></ul>
  6. 6. Case Study #1 Situation: $100m/yr. revenue company <ul><li>Company revenue growth 13-15% yr. </li></ul><ul><li>Market Growth 20-30% in main markets </li></ul><ul><li>Corporate ‘Parent’ pushing for 20%+ </li></ul><ul><li>Field team covered all markets by specific geography </li></ul><ul><li>Customers not satisfied with level of service & support </li></ul>
  7. 7. Goals <ul><li>Maximize growth 20%+, sustained </li></ul><ul><li>Recapture share in two main markets </li></ul><ul><li>Lead share in two main markets </li></ul><ul><li>Boost Customer satisfaction </li></ul><ul><li>Enter new developing market </li></ul>
  8. 8. The Process <ul><li>Analyze customer needs </li></ul><ul><li>Analyze sales by market </li></ul><ul><li>Analyze ‘lost’ sales reports </li></ul><ul><li>Plan strategy for greater penetration </li></ul><ul><li>‘Match’ field team to customer base </li></ul><ul><li>Identify ‘potential’ new market revenue </li></ul><ul><li>Model new team structure </li></ul>
  9. 9. The Solution <ul><li>Split territories by two primary markets </li></ul><ul><li>Model ‘potential’ by historical & predicted future revenue </li></ul><ul><li>Add direct reps based upon customer type/market </li></ul><ul><li>Re-organize Districts & Regions </li></ul><ul><li>Trial 1 area for new market w/distributor </li></ul><ul><li>Trial in-house outbound calling team </li></ul>
  10. 10. The Results <ul><li>Year One: 28% revenue growth </li></ul><ul><li>Customer satisfaction increased </li></ul><ul><li>Traditional market leadership recovered </li></ul><ul><li>#1 in revenues both markets </li></ul><ul><li>In-house call group built/qualified leads </li></ul>
  11. 11. Case Study #2 Situation: Start-Up <ul><li>FDA PMA approval imminent </li></ul><ul><li>Company revenue $260k/yr.- old device </li></ul><ul><li>Loose ‘network’ distributors OUS </li></ul><ul><li>Investors clamoring for results </li></ul><ul><li>No Distribution Strategic Plan </li></ul><ul><li>KOL’s very supportive, pent up demand </li></ul>
  12. 12. Goals <ul><li>Maximize launch to US market </li></ul><ul><li>Rebuild OUS network </li></ul><ul><li>‘ Lock-in’ more KOL’s </li></ul><ul><li>Spread technology all major hospitals </li></ul><ul><li>Maximize revenues in all markets </li></ul><ul><li>Increase proposed margins US </li></ul><ul><li>Increase existing margins OUS </li></ul>
  13. 13. The Process <ul><li>Analyze customer DBM World wide </li></ul><ul><ul><li>(dominant buying motive) </li></ul></ul><ul><li>Identify criteria potential US distributor(s) </li></ul><ul><li>Analyze potential sales by WW geography </li></ul><ul><li>Analyze OUS Distributor efforts </li></ul><ul><li>Plan strategy for greater penetration OUS </li></ul><ul><li>Build Field Specialist Manager Team </li></ul><ul><li>Analyze Clinical Marketing Support Tools </li></ul>
  14. 14. The Solution <ul><li>Select & sign major US distribution partner </li></ul><ul><li>ASP raised 28% </li></ul><ul><li>Determine # Field Specialist Managers </li></ul><ul><ul><li>Attract and train all </li></ul></ul><ul><li>Identify geographies to launch in OUS </li></ul><ul><li>Terminate non-performing distributors </li></ul><ul><li>Secure committed Distributor Partners OUS </li></ul><ul><ul><li>Design & implement training, development programs </li></ul></ul><ul><ul><li>Distributor purchase of demo units </li></ul></ul><ul><li>Build new Clinical Toolset </li></ul><ul><li>Re-brand Company image to customers </li></ul>
  15. 15. The Results <ul><li>$3.3m revenues first 6 months </li></ul><ul><li>On target $10m year two </li></ul><ul><li>US distributor reps trained </li></ul><ul><li>Field Managers hired & trained </li></ul><ul><li>Distributors found & trained in OUS </li></ul><ul><ul><li>Regulatory approval secured </li></ul></ul><ul><ul><li>OUS = 45% year one revenues </li></ul></ul><ul><li>Margins increased WW by 35% </li></ul>
  16. 16. Cicada Consulting <ul><li>My work is cost effective </li></ul><ul><li>I listen to what your company goals are </li></ul><ul><li>I understand your challenges & risks </li></ul><ul><li>I deliver quickly and on time </li></ul><ul><li>I’m determined to help your plans succeed </li></ul><ul><li>I provide experience and insight into the process </li></ul><ul><li>I take a lot of the guess work out of planning </li></ul><ul><li>I provide coaching, tools and training for you to continue to improve and grow </li></ul>
  17. 17. Contact Cicada Consulting <ul><li>Patrick du Monceaux </li></ul><ul><ul><li>Email: [email_address] </li></ul></ul><ul><ul><li>Mobile: (808) 854-6913 </li></ul></ul><ul><ul><li>Website: www.cicadaconsulting.org </li></ul></ul><ul><ul><li>Fax: (888) 868-8156 </li></ul></ul>