Cause Marketing with Impact
Increased Awareness with the Hospital C-suite.
Media Relations & Public Relations
Recent drug shortages have created a healthcare delivery crisis in the US Care Health System. The problem has become so bad that shortages have reached mainstream awareness. As a result, Hospital Administrators were searching for partners who could provide a reliable supply.
Our research demonstrated that B. Braun lacked awareness with healthcare decision makers which was negatively impacting their Net Promoter Score. MERGE’s proprietary Healthcare Trust Research demonstrated that both Clinicians and Hospital Administrators’ trust and intent to purchase were directly correlated with a perception of a company’s benevolence, which is a belief that the company acts in the best interest of its customers and patients. Further, the research demonstrated that awareness was also directly correlated with the intent to purchase and NPS.
We created a strategy which attaches a brand marketing campaign to the high awareness of the IV drug-shortage crisis. We took a cause marketing approach, positioning B. Braun as an industry leader collaborating with government and healthcare leadership to solve real problems that impact the effective delivery of care. As a privately held, family owned company B Braun has made a $1 billion commitment to solving the US drug-shortage crisis. In Summer 2019, we launched a paid, earned, and owned media campaign with a kickoff event in Washington, D.C. Media channels included industry and PR events, video and social media content along with print and digital messages designed to reach and raise awareness of B. Braun Medical with clinicians and senior and C-Level decision makers at U.S. hospitals, outpatient settings and other care institutions. The event featured remarks by U.S. Senators Rick Scott and Pat Toomey, B. Braun Medical CEO and Chairman Caroll H. Neubauer, and a panel discussion with major leadership stakeholders from across the healthcare industry.
- 160M total media impressions
- 675,000 video views
- 130% increase in unaided awareness
- 29 pieces of key coverage
- 3 pieces of top-tier publication coverage
- 6 pieces of local market coverage
- 6 interviews with B. Braun spokespeople and/or panelists
- 25k LinkedIn impressions with over 300 engagements
- +50% of coverage featured B. Braun as stand-alone feature story
All earned media coverage was positive and included Solutions for Life key messages. Coverage was diversified across local, trade and national news publications and outlets. More than half of the coverage was a B. Braun stand-alone feature story. MERGE's strategy of offering to pre-brief key media targets was successful in securing day-of news coverage that helped drive additional interest in the story. The significance of the news as well as outreach and interaction with top-tier media helped lay the groundwork for future relationship-building activities on behalf of B. Braun.
“This is more than a campaign or corporate investment. It’s simply the right thing to do.”
Rob Albert, Chief Marketing Officer at B. Braun Medical