Revenue Management at Sparsh Nephrocare
By Sarang Deo, Nithin Nemani, Sourav Singh, N. Jain
Indian School of Business | January 2019
Citation
Deo, Sarang., Nemani, Nithin., Singh, Sourav., Jain, N.. (2016). Revenue Management at Sparsh Nephrocare Indian School of Business .
Copyright
Indian School of Business, 2016
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Abstract
This case pertains to a chain of private long-term dialysis centers in India. The students are asked to analyze challenges related to return behavior of patients. The key take-away is that increasing return visit frequency of patients is beneficial both for patients' health outcomes and revenue for the service provider.

Sarang Deo is a Professor of Operations Management at the Indian School of Business (ISB), where he also serves as the Deputy Dean for Faculty and Research and as the Executive Director of the Max Institute of Healthcare Management (MIHM).

His primary area of research is health care delivery systems. He is interested in investigating the impact of operations decisions on population-level health outcomes. Some of the healthcare contexts that he has studied include the influenza vaccine supply chain and the phenomenon of ambulance diversion in the US, HIV early infant diagnosis networks in sub-Saharan Africa, and formal and informal pathways for tuberculosis (TB) diagnosis in India. He regularly collaborates with international public health funding and implementation agencies such as Bill & Melinda Gates Foundation (BMGF), Clinton Health Access Initiative (CHAI), and PATH for his research. He currently serves as a member of the WHO Strategic and Technical Advisory Group on TB (STAG-TB).

Prior to joining ISB, Professor Deo was an Assistant Professor at the Kellogg School of Management. He holds a PhD from UCLA Anderson School of Management, an MBA from Indian Institute of Management (IIM) Ahmedabad, and a B Tech from the Indian Institute of Technology (IIT) Bombay. Before entering academia, he worked with Accenture as a management consultant.

Sarang Deo
Sarang Deo