Case analysis explores growth dilemmas and operational focus in a small pharmaceutical firm, indicating potential pathways for scaling.
ABcuratives India Pvt. Ltd. is a small pharmaceutical distribution firm that created a successful niche through a co-branded hospital supply model. The company enjoys high ROI and lean operations but faces stagnation due to over-dependence on a small sales team and a concentrated client base. The case presents the dilemma of whether and how the company should scale, given its founder’s reluctance to compromise operational focus and control.
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Krishnan et al. (2026) studied this question.
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