P
ProHub
English 简体中文 繁體中文
Medium Profitability Pricing Strategy Revenue Maximization

Breast Cancer Surgery

#Multiple #Life Science #MedTech #Healthcare
ProHub Comment

This is a classic pricing optimization case requiring market sizing and willingness-to-pay analysis. The key insight is recognizing that revenue maximization does not always equal profit maximization—at $600/unit with 50% adoption, the device generates $30M revenue, outperforming both lower and higher price points despite lower adoption rates.

Estimated Time 15 minutes
Difficulty Medium
Source Chicago Booth
50 / 100
Our client is a large medical device corporation. They have developed a new medical device to assist surgeons in breast conservation surgeries (BCS). They’ve approached us to determine a revenue maximizing pricing strategy for the device. A breast conservation surgery is the partial removal of breast tissue found to be cancerous. This is in contrast to a mastectomy, which removes the entire breast. While hopefully this device will be adopted worldwide, at the moment, the client would like us to determine the pricing strategy for the product in the United States only.

Clarifying Information

  1. There are around 100,000 breast conservation surgeries per year.
  2. The device is applicable across a wide range of procedures: it can be used in every breast conservation surgery.
  3. The device is disposable, so every surgery needs a new device.
  4. The device is FDA approved.
  5. There are no concerns related to quality from R&D.
  6. The success rate of the device is 100%.
  7. Currently there are no competitors, and the device would be the only product of this kind available on the market.