Global Healthcare Exchange Canada is a business-to-business exchange that connects hospitals and their key suppliers through an electronic procurement process. Established as a subsidiary of the global parent company, has become the exchange of the leading health exchange in the country, but it is still far behind the break-even point. The acceptance among hospitals and suppliers to drive the target values, Global Healthcare need to develop a compelling value proposition. This requires overcome considerable inertia … Read more »

Global Healthcare Exchange Canada is a business-to-business exchange that connects hospitals and their key suppliers through an electronic procurement process. Established as a subsidiary of the global parent company, has become the exchange of the leading health exchange in the country, but it is still far behind the break-even point. The acceptance among hospitals and suppliers to drive the target values, Global Healthcare need to develop a compelling value proposition. This requires overcoming considerable inertia among the hospitals which are often reluctant to change their often inefficient procurement processes. Be realized in spite of the great benefits of automating supply chain in the industry, the adoption decision process among hospitals is very complex and idiosyncratic. In confronting these challenges, the exchange must also be re-own business model, in particular its pricing strategy for suppliers and hospitals.
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from
Terry H. German,
Dana Gruber
Source: Ivey Publishing
17 pages.
Release Date: 09 December, 2002. Prod #: 902A23-PDF-ENG
Global Healthcare Exchange Canada: trade exchanges adoption HBR case solution

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