Case Studies

Click on any of the following examples of real world problem solving provided by Librx and our affiliates:

Alps Electric USA
Alps Electric designed a unique “Dry Ink” printer for both the Mac and PC computer market. The problem was two fold. One, HP and Epson were selling into the same market sector, with a combined advertising budget of $155 million a year, while Alps were committed to $800,000+ annual budget. Two, Alps had a more technically complicated device.

Librx’s Ray Chancellor showed them that by going after vertical markets – utilizing trade journals and trade shows that reach three or four key market sectors – they could own those markets within their budget allocation. They did just that and sold product. The ROI was now positive.

America’s Choice Credit Union (My Credit Union)
Librx helped America’s Choice, small credit union, conduct a turnaround after several years of declining membership. Working with the board and CEO, we established a new brand (My Credit Union), web site design, and marketing plan. The new name and logo went into effect mid-2004.

We also demonstrated the lack of unity on the board, and between the board and the CEO, and showed them how to dispel these divisions. Further, we showed management how to reduce operating costs and improve efficiency.

Community Medical Centers –
Strategic Financial and Capital Planning
Librx’s Michael McGinnis spearheaded the installation of a formal strategic financial and capital planning process at Community Medical Centers (CMC), the largest healthcare system in central California. This disciplined process, which involved the directors, medical staff, senior management, operational management and staff met three targets. It clearly determined the strategic and routine capital needs of the organizations, defined the earnings and outside capital necessary to achieve the organizations capital needs, and established budgets to measure progress in achieving the organization’s strategic goals.

Community Medical Centers –
Merger with Valley Medical Center
While CFO of Community Medical Centers (CMC) in Fresno, California, Librx’s Michael McGinnis headed the negotiations that resulted in an historic 30-year agreement between CMC and Fresno County, owner of Valley Medical Center. The completed transaction provided for the operation of Valley Medical Center (now University Medical Center) by CMC including the provision of indigent care and the continuation of the UCSF/ Fresno medical residency program and trauma and burn centers.

Sacramento Regional Wastewater Treatment Plant
Sacramento Regional Wastewater Treatment Plant is the 11th largest such facility in the United States. As part of a multi-million dollar upgrade, installation of a new computer control system created some unique risks for the owner. Librx’s Bruce Codding and Brian Gagan worked with plant management to assess the operational risks during installation and devised a strategy for combating potential disruptions. They also helped the plant owner successfully negotiate reduction of its contractual liability risks with the contractor.

San Joaquin County
San Joaquin County, with an employee population of nearly 8,000, had to make a strategic funding decision about its self-insured workers’ compensation program. Librx worked with the County Administrator’s Finance Division and Human Resources Risk Management Division to analyze loss data and actuarial projections, draft a request for proposals, and review two market proposals. Based on our analysis the County entered a pool program, which took over the County’s existing claims for a set premium, saving the County approximately $7.0 million. Over the five years the County was in the program, it saved about $1.4 million compared to actuarial projections for standalone self-insurance. When the pool’s premiums began to rise recently, Librx again analyzed the program and recommended the County return to standalone self-insurance, and assisted in that transition.

Rosella Foods (Campbell Soup Co.)
Rosella, an old, established Australian company, was purchased by Campbell. The product had been losing market share and a new approach was required to stop the slide. Research showed the market wanted something ‘close’ to homemade, but the canned product was not delivering.

Rosella came up with a thick soup loaded with goods. Librx’s Ray Chancellor looked at the market and the product and made two recommendations: 1) increase the price, and 2) create a marketing campaign with the line, “Soup so thick you can eat it with a fork”! Rosella ran full-page color ads in the major newspapers and food magazines, and within three months, owned the market. The campaign was so successful that Campbell brought the concept to the US for another successful run.

ZF Linux Devices
ZF Linux Devices needed an innovative marketing strategy for its next generation computer chip. Librx’s Ray Chancellor invented and trademarked the term ‘FailSafe’ for the product named ‘MachZ.’ The strategy was to build brand awareness around this concept, and create a presence that made Failsafe a part of the lexicon—similar to many other industry terms. This new term was heavily targeted to both the engineering and general business communities. Within nine months, ZF Linux Devices enjoyed great awareness, measured by results and response—and 149 preliminary manufacturers had developed successful prototypes.

Return to the top of page...