Helvetia may collect product feedback and information about competitors through communication

With his customers. The main questions are:

1. How many SKUs do your competitors offer?

2. What are the SKU combinations (what are the features)?

3. What are the top sellers (SKUs)?

4. What is the patient feedback?

5. What are the side effects of competing products?

6. What is your customer's impression of your competitors?

Clarifying these questions will help Helvetia make decisions about:

1. Product upgrade (improve selling points and avoid defects).

2.2. Optimize SKUs.

3. Improve customer relationships and increase sales.

In Course 2, Module 1, we presented the Information gathering cycle. Please explain which are the most
important internal information sources in the case. Why do these people have access to relevant
information? (max 200 words) Note: The question asks the major internal sources of information. The
assessment of your answer will be based on the completeness, and also on the explanation about why
those people have access to the information.

The most important source is sales because it helps to identify the biggest value as stated in the table of
Information sources.

Sales people are the frontline staff. They have the closest relations with the clients and are able to
acquire some or more of below valuable info from clients:

1. Purchase plan of the clients in the coming years;

2. The traits of products that the clients value;

3. Budget for procurement next year;

4. The cooperation between clients and competitors;

5. Price trend of competitors;

The info that sales people can acquire depends on depending on how close and open-minded the
clients are. With more or less info, Helvetia is able to take preemptive measures and wield the market

PROMPT In Course 2, Module 1, we presented the Information gathering cycle. With a focus on the case:
Please provide one approach of what can be applied to increase the quantity and quality of information
collection. Explain your proposition. (max 150 words) Note: The question asks one approach that
contributes. The assessment of your answer will be based on the completeness, and on the explanation
about how to improve information collection in quantity and quality.

Information gathering planning is the first and very important approach for information collection. To
have a collection with quantity and quality, I sum up the key questions as below:

1. What’s the yearly and monthly forecasts of competitors for raw materials order in Y2041 and the
coming years?

2. What are the raw materials they purchase (the more detailed, the better)?

3. Are there any new materials they purchase? How’s the quantity?

4. Are there any aggressive proposals on the purchase prices? By figuring out these questions, Helvetia
gets a handle on the next moves of its competitors and is able to counterattack.

PROMPT In Course 2, Module 1, we presented the Information gathering cycle. What can be applied to
guarantee the information is ethically and legally obtained from internal primary sources? Explain your
answer. (max 150 words)

Note: The question asks one approach that contributes. The assessment of your answer will be based on
the completeness, and on the explanation about how to improve information collection in quantity and
quality.

Consult the Compliance Officer or the Legal Department on list of information you need and how you
intend to get them.

For example, if you have employees who previously worked with your competitors, you may ask
questions on how he or she thinks about the market, the opportunities of the market or how he or she
thinks of a product, etc.

PROMPT In Course 2, Module 2, we discussed the importance of Sales in the effort of materializing
strategy, by achieving the sales goals. One of the main issues we’ve discussed was the importance of
proper client selection. Based on the information available in the case, regarding the company’s
objective, please answer: Does Helvetia have a client share in the most appropriate hospital networks,
considering the objectives of increasing market share and profitability in 2040 and 2045? (max 200
words) Note: The question demands identification of the most important hospitals to support the
growth strategy. The assessment of your answer will be based on the identification of them.

No. Y2041 is going to be a challenge for Helvetia if it’s targeting at over 30% growth. Helvetia is a
monopoly in the overall market of private hospitals. But for a few hospitals, Helvetia still has room to
grow. The sales of Hospital 02 take up 40% of the total sales, whereas Helvetia only has a share of 32%.
And for a few hospitals, it’s trailing the competitors. For example, Hospital 07, it’s behind Consortium
and has 57% of sales of its counterpart. Suppose Helvetia takes the attack strategy in Hospital 2 and
Hospital 07 and achieve a substantial growth in these two hospitals, it’s very likely to realize over 30%
growth in general

PROMPT In Course 2, Module 3, we discussed the importance of the analytical techniques to direct and
prioritize the company’s efforts. Based on the information available in the case: Which is the most
dangerous competitor, and deserves more attention in the Brazilian market? Explain why.

Amerika. In Y2040, Helvetia’s share in the private hospitals is 42.6% (No.1), whereas Amerika is 20.4%
(No.2). As per the info collected, Amerika focuses on short-term results and good services, which means
they’ll prioritize market share and sales performance. The rejection rate of their products is very low.
You can not find big fault in its products. The strategy of Amerika makes it a formidable enemy. On the
way to over 30% growth, it’s definitely a roadblock.

PROMPT In Course 2, Module 3, we discussed the importance of the analytical techniques to direct and
prioritize the company’s efforts. Based on the information available in the case: What actions should
Helvetia take to increase its market share over the next five years regarding:

a. Clients segmentation: Select the priority hospitals

b. Priority competitor to attack

a. Priority hospitals are Hospital 02 and Hospital 07 where Helvetia has a lower share. These are the
potential areas where Helvetia can bring up the sales.

b. Priority competitor is Amerika, as analyzed in the last question. If Helvetia can bring down Amerika,
it’ll have a position that can be hardly shaken.

PROMPT In Course 2, Module 2, We discussed the importance of Sales in the effort of materializing
strategy, by achieving the sales goals. In this Module, we discuss the importance of proper client
selection, and what to do which each type of client. Based on the information available in the case,
regarding the company’s objective: Which are the two least important customers for Helvetia and that
could be abandoned, based on the market share each of the hospitals has in 2040 and 2045?

Hospital 01 and Hospital 03. Sales of Hospital 01 in Y2040 account for only 3% of the total sales of
Helvetia and it has very little potential for further growth. Hospital 03 accounts for 4.7% of Helvetia in
Y2040 and its CAGR is much lower than Hospital 09, although the original share is a bit higher.