Case Tamro: Finding growth in a regulated environment

A leading pharmaceutical wholesaler in Northern Europe

Starting point

Due to the tight competition for exclusive distribution rights and pharmaceutics business regulated strictly by society, growth within the core business is challenging to achieve. Growth opportunities and commonly shared direction of business is sought by gearing strategy process, in which Vectia was a familiar partner to continue the co-operation with.

Objective of cooperation 

Tools such as Competitive Arenas and Must-Win battles were utilized in order to find new growth initiatives. Updating and validating the Competitive Arena analysis made during previous strategy rounds gave guidelines and aid to decide on which ones are worth to develop further. Furthermore core business strengths were identified and utilized to provide better services to existing customers.

Results and business impacts

Turning the focus from producing distribution services to observing and fulfilling customer needs was a significant change according to Tamro Group’s Managing Director Juha Koponen, and led to planning and implementation of a customer-based organization. Change of the focus has been well received by the whole organization: “We all have a clear direction and a strong will. We have, in fact, even surpassed our targets. All this leads to a positive escalation and multiples the organization drive”, says Juha Koponen.