Case Study

Vermed, Inc.

2

the

CLIENT

Vermed, Inc. is a company that manufactures medical electrodes and provides other related products and services.

Vermed enlisted the support of Amelioration Incorporated to improve sales revenue and assist with business growth

through the application of Lean Six Sigma process improvement. At the time of the engagement, Vermed consisted of 52

total employees and had roughly $13M in gross annual sales.

the

CHALLENGES

Prior to engaging Amelioration Incorporated, Vermed had experienced pricing pressure from competitors

marketing brands that were inferior in quality to the Vermed product. Additionally, some larger

competitors were creating switching costs by bundling the medical electrode with much more expensive

products and services. Vermed had responded by reducing prices, offering rebates, and restructuring their

internal sales organization. While these actions provided some limited relief, Vermed still sought ways to

grow sales revenue.

the

SOLUTION

Vermed, Inc. employed Amelioration Incorporated to lead a five-

phased engagement to evaluate their sales process and make

recommendations for improvement:

⇒ During the Define Phase, Amelioration Incorporated identified

the specific project that would have the most positive impact

on the Vermed sales process

⇒ During the Measure Phase, Amelioration Incorporated

determined Vermed’s current process capability and its

capacity for improvement

⇒ During the Analyze Phase, Amelioration Incorporated identified

the critical factors within Vermed’s sales process that

contribute to increased sales

⇒ During the Improve Phase, Amelioration Incorporated

developed an improved Vermed sales process based on

adjusting the critical factors determined in the previous phase

⇒ During the Control Phase, Amelioration Incorporated

developed a metric scorecard for the Vermed sales process to

insure that the improvements will remain in place going

forward.

the

BENEFITS

Amelioration Incorporated’s recommendations identified how Vermed,

Inc. could improve the company’s sales process and increase sales

revenue.

Conservatively, Amelioration Incorporated’s recommendations were

worth in excess of $675K per year in additional sales revenue to

Vermed, representing an annual return on total fees and expenses paid

in excess of 1,135%.

Case S

tudy

the

TOOLS

⇒ Cause and Effect Analysis

⇒ Process Mapping

⇒ Measurement System

Analysis

⇒ Voice of the Customer

Analysis

⇒ Capability Analysis

⇒ Control vs. Technology

Analysis

⇒ Chi-square Analysis

⇒ Binary Logistic Regression

Analysis

⇒ Dotplot Analysis

⇒ Scatterplot Analysis

⇒ Design of Experiments

⇒ Financial Analysis

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