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New healthcare industries

Fitness, wellness and health are taking on key importance for more and more people, and affecting their purchasing decisions. This market is attractive for all types of companies and today already worth roughly EUR 60 billion in Germany per year – and the demand is growing across all walks of life.

In brief

Knowing what the customer wants and penetrating new sales channels

Not all companies are profiting equally from market growth. Many healthcare products are hugely successful, whereas others remain niche products. This is because healthcare needs can be very different.

Our research on the healthcare market has identified the basic needs of consumers and clustered similar healthcare customer types into groups. Each group requires different products and communication approach.

The key to market success is setting up a strategy that clearly focuses on the customer

  • Exhaust the willingness of private healthcare customers to pay:

    "Traditional" players can provide offers customized to the needs of customers with private healthcare insurance
  • Optimally leverage the healthcare market:

    Providers from other industries can align their health products to penetrate new submarkets
  • Tap synergies ("rehab + travel = wellness"):

    The convergence of previously separate industries and markets is leading to more and more profitable collaborations with considerable innovation potential

Sample project

Using collaborations to enter the secondary healthcare market

In a project for a healthcare provider, we generated new competitive advantages by partnering with other providers in the secondary healthcare market. This enabled the providers to open up new sales channels to the customer. The insurance provider was able to broaden its product offering and project an innovative image. Customers are now able to find their way through a maze of products and offerings.

Our experts

Austria

Roland Falb

Managing Partner

Vienna, Austria
Phone: +43 1 53602-201
E-mail: e-mail

 

China

Matthew Chang

Partner

Shanghai, China
Phone: +86 21 5298 6677 886
E-mail: e-mail

 

France

Christophe Angoulvant

Partner

Paris, France
Phone: +33 1 53670-984
E-mail: e-mail

 

Germany

Karsten Neumann

Principal

Berlin, Germany
Phone: +49 30 39927-3528
E-mail: e-mail

 
Jochen Gleisberg

Partner

Stuttgart, Germany
Phone: +49 711 3275-7221
E-mail: e-mail

 
Thomas Kwasniok

Partner

Düsseldorf, Germany
Phone: +49 211 4389-2104
E-mail: e-mail

 
Oliver Rong

Partner

Berlin, Germany
Phone: +49 30 39927-3564
E-mail: e-mail

 

Japan

Masugi Kaminaga

Partner

Tokyo, Japan
Phone: +81 3 35876-660
E-mail: e-mail

 

Netherlands

Tijo J. G. Collot d'Escury

Partner and Member of the Executive Committee

Amsterdam, Netherlands
Phone: +31 20 7960-610
E-mail: e-mail

 
Benno van Dongen

Partner

Amsterdam, Netherlands
Phone: +31 20 7960-630
E-mail: e-mail

 

Sweden

Hans Nyctelius

Principal

Stockholm, Sweden
Phone: +46 8 410438 0
E-mail: e-mail

 

United Kingdom

David Stern

Partner

London, United Kingdom
Phone: +44 20 30751-115
E-mail: e-mail

 

Further reading

The cross-industry significance of the secondary healthcare market

Speech held at the ISPO Munich 2012, 2012

At the ISPO Munich 2012, our principal from the Healthcare Competence Center Karsten Neumann, held a speech on the cross-industry significance of the secondary healthcare market …  >>

 
Weltweite Gesundheitswirtschaft

Study (in German), 2011

The Federal Ministry of Economics and Technology commissioned Roland Berger Strategy Consultants to analyze the German and international healthcare markets …  >>

 
Een andere instelling

think: act CONTENT (in Dutch), 2010

Healthcare in the Netherlands is facing a massive change towards performance-based funding and government deregulation …  >>

 
Erfolg auf dem Gesundheitsmarkt

Study jointly with WKÖ (in German), 2010

Healthcare is a megatrend - understandig the characteristics is essential …  >>

 
Evolution of medicine

think: act CONTENT, 2010

A new think: act CONTENT says how diseases, medicine and health care are changing worldwide – and what we should do …  >>

 
Strukturen der Prävention - Die richtigen Programme für die Bürger

Study (in German), 2009

The Germans clearly have some catching up to do when it comes to prevention and living healthy. That's the result of a study by Roland Berger Strategy Consultants which surveyed 1,000 Germans …  >>

 
E-HEALTH Wachstumsperspektiven für die Telekommunikationsbranche

Study, 2009

According to our study, the market for electronic healthcare services (eHealth) offers the telecommunications industry huge potential …  >>

 
Zukunftsmarkt Gesundheit

Study jointly with WKÖ (in German), 2008

The topic of "healthcare" has become increasingly important in recent years. The reasons for this include rising health awareness, ageing populations and the increasing importance of prevention …  >>

 
Der Gesundheitsmarkt

Study (German), 2008

93% of the Germans want individualized healthcare services. Health insurance companies, doctors and hospitals are expanding their range of products and services. This is the conclusion of a study by Roland Berger Strategy Consultants on strategies of providers in the German healthcare system and their acceptance by the public …  >>

 
Trends in European health care

Study, 2007

This study presents an overview of selected European healthcare systems and explains their respective similarities and differences. The individual hospital structures differ greatly. It concludes by discussing the impact of these trends on Belgium, France, Germany, the Netherlands and Switzerland and relevant success stories of both providers and payors are pointed out. …  (PDF, 733 KB)

 

What's new

The cross-industry significance of the secondary healthcare market

Speech held at the ISPO Munich 2012, 2012

At the ISPO Munich 2012, our principal from the Healthcare Competence Center Karsten Neumann, held a speech on the cross-industry significance of the secondary healthcare market …  >>

 

Your expert contact