UCLA MCA Casebook 2009-1

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1、CaseBook2009RecruitingSeasonUCLAAndersonMCACaseBook2009TableofContentsTitleCompanyJobRound1.DialysisCentersBain&Co.Internship1st2.HawaiianTourismBain&Co.Internship1st3.LiquidHaulBain&Co.Internship1st4.ProcessedFoodManufacturerBain&Co.Internship1st5.GasStationsBain&Co.FullTime1st6

2、.HomeBuildersBCGInternship1st7.SportingGoodsStoreBCGInternship1st8.VaccinesDeloitteConsultingFullTime1st9.StateMedicaidOfficeDeloitteHumanCapitalInternship2nd10.LargeMediaDistributorIBMFullTime1st11.AlphaCapitalMcKinsey&Co.Internship1st12.SaniaHealthcareMcKinsey&Co.Internship1st1

3、3.ClientTroublesMonitorInternship2ndUCLAAndersonMCACaseBook2009Page2of42CaseTitle:DialysisCenterCompany:Bain&CompanyInterviewRound:1stRound–SummerAssociateCaseTags:Healthcare,growthstrategyLength:25minutesQuestion:Yourclientownsandoperatesachainofkidneydialysiscenters.Dialysisisa

4、processwherepatientsareconnectedtoamachine;theirbloodiscleanedandthenputbackintotheirbody.Patientswhoneedthisprocedurehaveserioushealthproblemsandoncetheyrequiredialysis,theyneedit3timesaweekfortherestoftheirlife.Yourclienthas1/3ofthemarketandthereisonemajorcompetitorthathas1/3of

5、themarketshare.Theremainingmarketismadeupofindependentdoctorsthatown/operatetheirownsmalldialysiscenter.Yourclienthasgrownthroughacquisitionofsmalleroperationsandthemarketisatequilibrium(i.e.therearenootheracquisitionoptions).They’veaskedyoutohelpthemgrowtheirprofits.ThingsInterv

6、ieweeShouldConsider/“Framework”:Companystrategy/differentiationfromcompetitorsRevenuestreamsCostsGrowthoptionsoMajorcostsoExpandservicesoCostreductionopportunitiesoIncreasepricesoBenchmarkversuscompetitorsoCapturemoremarketshareFactstoShare(ifprompted):Treatmentcenters-Becaus

7、emanyhospitalsdon’thavedialysisfacilities,hospitaldoctorsandspecialistsmustreferpatientstoanoutsidetreatmentfacility(i.e.ourclient,ourcompetitororoneoftheindependenttreatmentcenters).Doctors-Whengraduatingmedschool,kidneydoctorscangoworkforahospital,becomeaspecialist,ortheycanope

8、ntheirownindependentdialysisandtreatment