{"id":2306,"date":"2020-01-13T10:12:09","date_gmt":"2020-01-13T09:12:09","guid":{"rendered":"http:\/\/sananet.com?page_id=2306"},"modified":"2026-02-03T12:17:19","modified_gmt":"2026-02-03T11:17:19","slug":"health-care-marketing","status":"publish","type":"page","link":"https:\/\/sananet.com\/en\/medical-device-consulting\/sales-marketing\/health-care-marketing\/","title":{"rendered":"Health Care Marketing"},"content":{"rendered":"\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k1lx1yci-a1d7f2166056346c0cbaca20a0cff57f\">\n.avia-section.av-k1lx1yci-a1d7f2166056346c0cbaca20a0cff57f{\nbackground-color:#f2f2f2;\nbackground-image:unset;\n}\n<\/style>\n<div id='av_section_1'  class='avia-section av-k1lx1yci-a1d7f2166056346c0cbaca20a0cff57f main_color avia-section-no-padding avia-no-shadow  avia-builder-el-0  el_before_av_one_third  avia-builder-el-first  head-top avia-bg-style-scroll container_wrap sidebar_right'  ><div class='container 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src=\"https:\/\/sananet.com\/wp-content\/uploads\/2019\/10\/sananet-textquadrat-1-70px.png\" alt=\"\" width=\"70\" height=\"62\" \/><br \/>\nHealth Care Marketing<\/h1>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k3zunulp-5-47bbd2156209cc7afff82cd85a6fd7ae\">\n#top .hr.hr-invisible.av-k3zunulp-5-47bbd2156209cc7afff82cd85a6fd7ae{\nmargin-top:-40px;\nheight:1px;\n}\n<\/style>\n<div  class='hr av-k3zunulp-5-47bbd2156209cc7afff82cd85a6fd7ae hr-invisible  avia-builder-el-4  el_after_av_textblock  avia-builder-el-last  av-desktop-hide av-medium-hide'><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><\/p><\/div>\n<\/div><\/div><\/main><!-- close content main element --><\/div><\/div><div id='after_section_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-2306'><div class='entry-content-wrapper clearfix'>\n<div class='flex_column_table av-e0dys-f8ea593a1a05f7e8de983227ac9c191b sc-av_one_third av-equal-height-column-flextable'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-e0dys-f8ea593a1a05f7e8de983227ac9c191b\">\n.flex_column.av-e0dys-f8ea593a1a05f7e8de983227ac9c191b{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\nbackground-color:#ffffff;\n}\n<\/style>\n<div  class='flex_column av-e0dys-f8ea593a1a05f7e8de983227ac9c191b av_one_third  avia-builder-el-5  el_after_av_section  el_before_av_two_third  avia-builder-el-first  first flex_column_table_cell av-equal-height-column av-align-top av-zero-column-padding  '     ><style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k1lxmsbe-fb0123140772d7362f073f2c23a0a241\">\n.avia-image-container.av-k1lxmsbe-fb0123140772d7362f073f2c23a0a241 img.avia_image{\nbox-shadow:none;\n}\n.avia-image-container.av-k1lxmsbe-fb0123140772d7362f073f2c23a0a241 .av-image-caption-overlay-center{\ncolor:#ffffff;\n}\n<\/style>\n<div  class='avia-image-container av-k1lxmsbe-fb0123140772d7362f073f2c23a0a241 av-styling- avia_animated_image av-animated-when-visible-95 bottom-to-top avia-align-center  avia-builder-el-6  avia-builder-el-no-sibling '   itemprop=\"image\" itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/ImageObject\" ><div class=\"avia-image-container-inner\"><div class=\"avia-image-overlay-wrap\"><img decoding=\"async\" fetchpriority=\"high\" class='wp-image-1736 avia-img-lazy-loading-not-1736 avia_image ' src=\"https:\/\/sananet.com\/wp-content\/uploads\/2019\/12\/Health-Care-Marketing-300x300.jpg\" alt='Health Care Marketing' title='Health Care Marketing'  height=\"300\" width=\"300\"  itemprop=\"thumbnailUrl\" srcset=\"https:\/\/sananet.com\/wp-content\/uploads\/2019\/12\/Health-Care-Marketing-300x300.jpg 300w, https:\/\/sananet.com\/wp-content\/uploads\/2019\/12\/Health-Care-Marketing-80x80.jpg 80w, https:\/\/sananet.com\/wp-content\/uploads\/2019\/12\/Health-Care-Marketing-36x36.jpg 36w, https:\/\/sananet.com\/wp-content\/uploads\/2019\/12\/Health-Care-Marketing-180x180.jpg 180w, https:\/\/sananet.com\/wp-content\/uploads\/2019\/12\/Health-Care-Marketing.jpg 565w\" sizes=\"(max-width: 300px) 100vw, 300px\" \/><\/div><\/div><\/div><\/div>\n<div class='av-flex-placeholder'><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-b0yok-90d40f3b73cc11a95decc5e105021a85\">\n.flex_column.av-b0yok-90d40f3b73cc11a95decc5e105021a85{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-b0yok-90d40f3b73cc11a95decc5e105021a85 av_two_third  avia-builder-el-7  el_after_av_one_third  el_before_av_postcontent  avia-builder-el-last  flex_column_table_cell av-equal-height-column av-align-top av-animated-generic bottom-to-top av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k5c8t1rt-12daa23e5b1905edec1dd11cb4f6fdb5\">\n#top .av-special-heading.av-k5c8t1rt-12daa23e5b1905edec1dd11cb4f6fdb5{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-k5c8t1rt-12daa23e5b1905edec1dd11cb4f6fdb5 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-k5c8t1rt-12daa23e5b1905edec1dd11cb4f6fdb5 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-k5c8t1rt-12daa23e5b1905edec1dd11cb4f6fdb5 av-special-heading-h3 blockquote modern-quote  avia-builder-el-8  el_before_av_textblock  avia-builder-el-first  av-linked-heading'><h3 class='av-special-heading-tag '  itemprop=\"headline\"  >Health Care Marketing<\/h3><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-k1lxo6db-7324021a4be5c9baa7a332a5827e97d6 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Since its foundation in 2000, sananet consultancy has gained a lot of experience in the health care sector and can, through a targeted marketing strategy (health care marketing), help you to make your company more successful and better establish itself in the market.<\/p>\n<\/div><\/section><br \/>\n<div  class='avia-button-wrap av-k3zvra8x-dba38f81eb8159f735d12c86f33a97c8-wrap avia-button-left  avia-builder-el-10  el_after_av_textblock  el_before_av_hr  contactbutton'>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k3zvra8x-dba38f81eb8159f735d12c86f33a97c8\">\n#top #wrap_all .avia-button.av-k3zvra8x-dba38f81eb8159f735d12c86f33a97c8{\nbackground-color:#fdc62b;\nborder-color:#fdc62b;\ncolor:#474747;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-k3zvra8x-dba38f81eb8159f735d12c86f33a97c8 .avia-svg-icon svg:first-child{\nfill:#474747;\nstroke:#474747;\n}\n<\/style>\n<a href='#contact'  class='avia-button av-k3zvra8x-dba38f81eb8159f735d12c86f33a97c8 av-link-btn avia-icon_select-yes-left-icon avia-size-medium avia-position-left'   aria-label=\"Contact us now!\"><span class='avia_button_icon avia_button_icon_left avia-iconfont avia-font-entypo-fontello' data-av_icon='\ue832' data-av_iconfont='entypo-fontello' ><\/span><span class='avia_iconbox_title' >Contact us now!<\/span><\/a><\/div><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-k3zunulp-3-843d98ead0d3d60f17ce30d04a8901d2\">\n#top .hr.hr-invisible.av-k3zunulp-3-843d98ead0d3d60f17ce30d04a8901d2{\nheight:10px;\n}\n<\/style>\n<div  class='hr av-k3zunulp-3-843d98ead0d3d60f17ce30d04a8901d2 hr-invisible  avia-builder-el-11  el_after_av_button  el_before_av_textblock '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<section  class='av_textblock_section av-k1lxo6db-1-783808351f4035ea19220a4307d6a378 '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>The sananet consultancy advises you in the following areas:<\/p>\n<ul>\n<li>Marketing Consulting<\/li>\n<li><a href=\"https:\/\/sananet.com\/en\/medical-device-consulting\/sales-marketing\/health-care-marketing\/marketing-strategy\/\">Marketing strategy<\/a><\/li>\n<li><a href=\"https:\/\/sananet.com\/en\/medical-device-consulting\/sales-marketing\/market-introduction-of-medical-devices\/\">Market introduction of medical products<\/a><\/li>\n<li><a href=\"https:\/\/sananet.com\/en\/medical-device-consulting\/sales-marketing\/health-care-marketing\/interimsmanagement-marketing-life-science\/\">Interim Management Marketing Life Science<\/a><\/li>\n<li>Branding<\/li>\n<li><a href=\"https:\/\/sananet.com\/en\/medical-device-consulting\/sales-marketing\/health-care-marketing\/trade-fair-organization-and-events-for-medical-technology\/\">Trade fair organization<\/a><\/li>\n<\/ul>\n<h5>Value Based Procurement (VBP) as a marketing strategy in medical technology<\/h5>\n<p>We would like to demonstrate sananet&#8217;s consulting services for marketing strategies in medical technology using the example of Value Based Procurement (VBP).<\/p>\n<p>The quality demand on hospitals and thus also on medical device suppliers is constantly increasing. On the other hand, the cost pressure for medical technology products is increasing. However, competition in today&#8217;s healthcare is not only based on price alone, but also on the quality of patient care and overall costs. This paradigm shift towards more quality in patient care, an improvement of treatment results and a reduction of follow-up costs is also called Value Based Procurement (VBP). sananet&#8217;s consulting services for marketing strategies in medical technology therefore aim, among other things, at presenting cost reduction as a sales strategy.<\/p>\n<p>A concrete example of Value Based Procurement (VBP) as a marketing strategy in medical technology:<\/p>\n<p>According to a <a href=\"https:\/\/www.springermedizin.de\/kosten-der-intensivmedizinischen-versorgung-in-einem-deutschen-k\/8003720\">study (German), the costs per patient day on a German intensive care<\/a> unit amount to approx. 1250 EUR per patient day on the ICU for unventilated patients and 1400 EUR for patient days on the intensive care unit with mechanical ventilation. Personnel costs represent the largest cost factor in hospitals with approx. 50%, ahead of medical material costs with approx. 18% and infrastructure costs with approx. 16%.<\/p>\n<p>Value Based Procurement (VBP) as a marketing strategy now directs the focus away from the direct purchase costs for your medical device to the total therapy costs. This reduction of the total cost of ownership for medical devices is an attractive purchase incentive for hospitals and a good differentiation of your medical devices. Efficient processes are particularly important in Value Based Procurement (VBP). Here&#8217;s a little thought experiment: if you reduce your selling price by 10%, that&#8217;s effectively 1.8% of costs for the hospital at 18% material costs. If you reduce the working time by 5%, then that is 2.5% effective costs at 50% personnel costs.<\/p>\n<h5>Business Case Lie time reduction with reimbursement in the DRG system<\/h5>\n<p>Another approach sananet takes in consulting is Value Based Procurement (VBP) based on the reduction of length of stay for reimbursement in the DRG system and how this can be presented in a business case. Please also read <a href=\"https:\/\/www.springermedizin.de\/kosten-der-intensivmedizinischen-versorgung-in-einem-deutschen-k\/8003720\">exposure time analyse (german).<\/a><\/p>\n<\/div><\/section><\/p><\/div><\/div><!--close column table wrapper. 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