Expanding to New Markets

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Philips' Value Added Services business had grown from a grassroots regional U.S. market offering. Its operations, supply chain and even the name were geared toward American audiences and no longer reflected the business' broad offering and potential globally.

Veralur was brought in to revitalize the business and expand it to international markets both to increase revenue but also to support other Philips' businesses in the patient monitoring segment and beyond. Working with stakeholders in target markets, Veralur renamed the business Technology Solutions to reflect its diverse offering of over 1,000 SKUs including labor-based services, software and hardware. We crafted brand-new positioning to communicate the value of the total solution to customers and internal audiences alike. 

Simultaneously, Veralur established a regulatory framework, adjusted labeling and built out a cost-effective, right-size international supply chain to 12 countries across Europe & Asia in 18 months, training local teams on selling and installing the solutions prior to rollout. When Brexit threatened to cut off the UK warehousing operations, Veralur worked with suppliers to put backups into place in other geographies able to serve the market with the same speedy service required for the critical patient monitoring segment.  

Adoption of the portfolio was broad across all 12 countries. Market leaders appreciated the high levels of reliability for reverse logistics and service. Sales management loved the tools provided and ease of quoting given their channels cover multiple business units and sometimes thousands of SKUs.

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