Medical Devices Distribution system analysis in Canada

In Canada, acquisition of medical equipment by hospitals is done through a request for proposal (“RFP”) procurement process that was introduced in recent years. At the same time, the purchasing function is now commonly outsourced to shared services organizations (“SSO”) or buying groups. By centralizing this process, hospitals gain bargaining power and are able to reduce procurement process related costs. This paper includes: Insights into clients’ preferences. Interviews with key individuals in the procurement process will allow us to analyze the different buyer roles and how different criteria are weighted in the selection process. The aim is, based on the findings, to provide TMG with a better understanding of how to improve their current success rate in the RFP process. A go-to-market strategy. An evaluation of TMG’s go-to-market strategy and recommendations to adapt its value proposition to become more successful in the procurement process and provide more value to its clients, which will allow TMG to improve its position in the Canadian market. A market and industry outlook. An overview of the Canadian orthopedic medical equipment market, identification of current market trends and an examination of the competitive environment. An evaluation of TMG’s market position based on an industry outlook and a competitors’ benchmark.Master [120] en sciences de gestion, Université catholique de Louvain, 201