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A European company sought to explore growth opportunities within the prescription – based supplements and nutritional products market in Canada. Despite possessing a portfolio of well – established and clinically robust products, the client faced several challenges in entering the Canadian market. 

Case Study - 1

Case Study - Market Entry Assessment

Situation

A European company sought to explore growth opportunities within the prescription-based supplements and nutritional products market in Canada. Despite possessing a portfolio of well-established and clinically robust products, the client faced several challenges in entering the Canadian market. These included a limited understanding of local market dynamics, absence of established distribution networks, and lack of a tailored go-to-market strategy.

Task

The company needed comprehensive insights into consumer behavior, competitive landscape, and regulatory pathways, along with a scalable launch playbook adapted to the Canadian healthcare and retail environment ​

Action

  • Conducted a comprehensive analysis of the Canadian supplements and nutritional products market, including segmentation by product type, prescriber behavior, patient demographics, and regulatory classifications (e.g., NHPs vs. prescription)
  • Analyzed leading players in the market to understand product positioning, pricing models, channel strategies, and promotional activities. This helped identify unmet needs and potential differentiators for the client
  • Evaluated the feasibility and effectiveness of various distribution channels, such as pharmacy chains, specialty clinics, and digital platforms, through interviews and primary research with HCPs and pharmacists
  • HCPs and pharmacists 4. Provided a top-level view of local regulatory requirements (e.g., product registrations, labeling rules, certification standards) to identify potential barriers
  • Mined consumer sentiment and purchase drivers from online reviews and social forums

Result

Developed a tailored go-to-market playbook, encompassing branding, messaging, physician engagement, patient education, and channel activation strategies, all customized to resonate with the Canadian healthcare and consumer landscape