4 questions manufacturers should ask to 'win' ASCs

Manufacturers and service providers are finding themselves in unfamiliar territory as procedures increasingly take place in ASCs, according to Prateek Harsh, a ZS Associates business consultant.

Unlike hospital customers, ASCs are generally small businesses, their ownership may include a mix of multiple entities, specialties vary across centers and they range in complexity, Mr. Harsh said.

Mr. Harsh shared four questions manufacturers should ask to succeed in "winning" ASC customers:

1. Are ASC customers relevant to our business?
2. What's our value proposition to ASCs?
3. Does our current portfolio of offerings meet ASCs' unique needs?
4. How should we segment ASCs into meaningful subgroups to provide a tailored approach?

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