Product managers and marketers of medical devices have always faced the challenge of determining the right features to include in a device while identifying the perceived value of those features. More and more, medical device manufacturers are allowing customers to customize their devices or purchase additional add-on solutions.
Because of this, product managers often need to know how willing customers are to pay for specific features and what kind of price barriers they may face in the market. In the past, techniques like Choice-Based Conjoint (CBC) and Adaptive CBC were used to answer these questions, but there were many drawbacks to these approaches.
Our presenters explore here Menu-Based Conjoint (MBC) analysis as an optimal methodology to determine feature pricing and strategy for the medical device industry. While our spring 2013 webinar on MBC focused on finding the optimal product or menu configurations, this webinar will explore how to find the right price for product features and identify your “killer” features that will truly drive the product’s value.
For more information about SKIM's webinars, visit www.skimgroup.com/webinars
Webinar: Menu-Based Conjoint: A new approach for designing and pricing medical devices
1. Share your thoughts online:
#SKIMwebinar
Menu-Based Conjoint: A new approach for designing
and pricing medical devices
Paolo Cordella
Research Consultant
RSS
Jemma Lampkin
Senior Research Consultant
RSS
Marieke Op het Veld
Today’s webinar host
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
2. Focus of the webinar
Choice
modeling
2
Medical
devices
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
3. •
•
Medical Device Market Dynamics
•
Introduction to Menu-Based Conjoint (MBC)
•
Wrap up
•
3
Introductions
Questions?
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
4. The Market
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
5. Medical devices
Three key areas:
• Marketing & communication
• Feature prioritization &
product development
Small devices:
Medium devices:
Large devices (capital equipment):
• Pricing & portfolio optimization
5
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
6. Increasing challenges
Market changes
6
Fierce competition
Increased pressure
to innovate and
offer “new” and
“exciting” solutions
Pressure to prove
the value or benefit
of products to endusers and buyers
Providing more
value at lower price
points
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
7. Where do you stand in the industry?
Pricing
strategy
7
Positioning
strategy
Proving
product
and feature
value
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
8. A shift towards customization
Fully configured
devices
8
Customerconfigured devices
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
9. More involvement from the customer
Example 1
The customer can
customize their medical
device at the purchase –
selecting which features
they need in order to end
up with the desired
package
9
Example 2
The customer can “add
on” extra solutions or
features to a basic
solution – e.g., an
additional warranty or
service package
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
10. Knowing the value of your features
Feature = $
10
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
11. Two important trends
1. Increased involvement of the customer in what
features are in or out of the product
2. A focus on understanding the price premium
associated with innovative or “killer” features
11
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
13. Testing an automatic external defibrillator
What if we offered additional
solutions to the customer?
•
•
•
•
•
•
13
Video display
Ergonomic pads
24/7 customer support
Extended warranty
CPR coaching
Etc.
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
14. The Evolution of Conjoint
CBC
MBC
Choice Based
Conjoint
14
ACBC
Adaptive Choice
Based Conjoint
Menu Based
Conjoint
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
15. The Evolution of Conjoint
CBC
MBC
Choice Based
Conjoint
15
ACBC
Adaptive Choice
Based Conjoint
Menu Based
Conjoint
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
16. CBC: A Discrete Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
16
$350
$425
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
17. CBC: A Discrete Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
17
$350
$425
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
18. CBC: A Discrete Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
18
$490
$355
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
19. CBC: A Discrete Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
19
$490
$355
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
20. CBC: A Discrete Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
20
$490
$355
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
21. CBC: A Discrete Choice
Video display
Ergonomic pads
24/7 support
We observe preferences for the
overall product and its total price
Extended warranty
Total Price
21
$490
$355
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
22. CBC: A Discrete Choice
Video display
Ergonomic pads
24/7 support
What if a respondent does
not like a feature?
Extended warranty
Total Price
22
$490
$355
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
23. The Evolution of Conjoint
CBC
MBC
Choice Based
Conjoint
23
ACBC
Adaptive Choice
Based Conjoint
Menu Based
Conjoint
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
24. ACBC: An Adaptive Choice
Base Product
Video display
Ergonomic pads
24/7 support
Extended warranty
24
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
25. ACBC: An Adaptive Choice
Base Product
Video display
Ergonomic pads
24/7 support
Extended warranty
25
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
26. ACBC: An Adaptive Choice
Base Product
Video display
Ergonomic pads
24/7 support
Extended warranty
26
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
27. ACBC: An Adaptive Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
27
$490
$355
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
28. ACBC: An Adaptive Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
28
$490
$355
$280
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
29. ACBC: An Adaptive Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
29
$290
$435
$350
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
30. ACBC: An Adaptive Choice
Base Product
Product 1
Product 2
Product 3
Video display
Ergonomic pads
24/7 support
Extended warranty
Total Price
30
$290
$435
$350
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
31. ACBC: An Adaptive Choice
Base Product
Video display
Ergonomic pads
24/7 support
More granularity at the
feature level
Extended warranty
Total Price
31
$290
$435
$350
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
32. ACBC: An Adaptive Choice
Base Product
Video display
Ergonomic pads
24/7 support
But we still observe preferences for the
overall product and its total price
Extended warranty
Total Price
32
$290
$435
$350
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
33. The Evolution of Conjoint
CBC
MBC
Choice Based
Conjoint
33
ACBC
Adaptive Choice
Based Conjoint
Menu Based
Conjoint
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
34. MBC: Your Choice
Base Product
Video display
$ 65
Ergonomic pads
$ 30
24/7 support
$ 25
Extended warranty
$ 65
Total Price
34
$ 420
$0
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
35. MBC: Your Choice
Base Product
Video display
$ 65
Ergonomic pads
$ 30
24/7 support
$ 25
Extended warranty
$ 65
Total Price
35
$ 420
$0
While CBC addresses
"or" questions, MBC
addresses "and"
questions.
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
36. MBC: Your Choice
Base Product
Video display
$ 65
Ergonomic pads
$ 30
24/7 support
$ 25
Extended warranty
$ 65
Total Price
36
$ 420
$0
Build-Your-Own
product in a given
price scenario
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
37. MBC: Your Choice
Base Product
Video display
$ 65
Ergonomic pads
$ 30
24/7 support
$ 25
Extended warranty
$ 65
Total Price
37
$ 420
$ 540
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
38. MBC: Your Choice
Base Product
Video display
$ 65
Ergonomic pads
$ 30
24/7 support
$ 25
Extended warranty
$ 65
Total Price
38
$ 420
$0
Test different price
scenarios, as well as
product offering
scenarios
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
39. MBC: Your Choice
Base Product
Video display
$ 50
Ergonomic pads
$ 45
Extended warranty
$ 55
Total Price
39
$ 420
$0
Test different price
scenarios, as well as
product offering
scenarios
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
40. MBC Output
Base Product
Video display
Ergonomic pads
24/7 support
Extended warranty
Observe preferences
for each feature and
its price
Total Price
40
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
41. MBC Output
Base Product
Video display
$ 50
25%
Ergonomic pads
$ 45
26%
24/7 support
$7
9%
Extended warranty
41
$ 420
$ 55
12%
Predict the take up
rates for each
feature given a
specified price
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
42. MBC Output
Base Product
Feature A
$ 50
20%
Feature B
$ 45
Feature C
Feature D
42
$ 420
$ 420
$
$ 40
28% +8%
26%
$ 45
19% -7%
$7
9%
$7
9%
$ 55
12%
$ 55
12%
Identify crosseffects between
the features
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
43. MBC Output
Base Product
Video display
$ 50
25%
Ergonomic pads
$ 45
26%
24/7 support
$7
9%
Extended warranty
$ 55
12%
CPR Coaching
43
$ 420
$ 56
10%
Simulate what
happens if you
launch a new
feature in the market
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
44. MBC Output
Base Product
$ 420
Video display
$ 50
25%
Ergonomic pads
$ 45
26%
$ 55
12%
24/7 support
Extended warranty
44
Identify killer
features
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
45. MBC Output
Base Product
$ 420
Video display
$ 50
25%
Ergonomic pads
$ 45
26%
24/7 support
9%
Extended warranty
$ 55
12%
CPR Coaching
45
$7
$ 56
Optimize your
product offering
10%
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
46. MBC Output
Base Product
$ 420
Video display
$ 50
25%
Ergonomic pads
$ 45
26%
24/7 support
9%
Extended warranty
$ 55
12%
CPR Coaching
46
$7
$ 56
Optimize your
product pricing
10%
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
47. MBC Output
Base Product
Video display
$ 50
25%
Ergonomic pads
$ 45
26%
24/7 support
$7
9%
Extended warranty
$ 55
12%
CPR Coaching
47
$ 420
$ 56
10%
Revenue Index
125
Profit Index
115
Revenue
Optimization
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
48. MBC Takeaways
Price Elasticity and Revenue Optimization
Product Optimization and Bundling
Segmentation
48
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
49. Wrap Up
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
50. So what?
With MBC, we can:
Pressure for
innovative
features
An
evolving
market
Need to
understand
the price
premium at
the feature
level
50
More
customization
from the
customer
• Determine whether innovative features have
enough value to customers to demand a
premium
• Obtain a realistic measure of the purchase
intent for specific features, even if they are
optional
• Understand how that purchase intent will
change if we change prices
• Identify the optimal price points by
optimizing revenue and profit
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
51. 51
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”
52. Share your thoughts online:
#SKIMwebinar
Go to www.skimgroup.com/webinars
for today’s presentation slides and more!
Paolo Cordella
p.cordella@skimgroup.com
+31 10 282 3568
Jemma Lampkin
Marieke Op het Veld
j.lampkin@skimgroup.com
M.ophetVeld@skimgroup.com
+31 10 282 3558
@jemmalampkin
+31 10 282 3521
@SKIMgroup
SKIM Webinar “Menu Based Conjoint: A new approach for designing and pricing medical devices”