lakeside healthcare
TRANSCRIPT
Company Assessment
STRATEGY
COUNTRIES TO TARGET
EXPECTATIONS
TIMING
1 YEAR, 2, 3 AND 5 YEARS
DESCRIBE YOUR EXISTING DISTRIBUTORS
IDEAL DITRIBUTOR
FIRST DISTRIBUTOR
FIRST ORDER
Company Assessment
PAYMENT TERMS
FOLLOW UP
BUDGET
COACHING, MARKETING, TRAVELING,
REGISTRATIONS, ETC.
REPRESENTATIVE OFFICE IN UAE, QATAR OR BAHRAIN
POINT OF CONTACT
Product Assessment
TOP 10/20 STAR PRODUCTS
TOP 10/20 BEST MARGIN PRODUCTS
SALES CYCLE
DIRECT SALES
TENDERS
eCOMMERCE?
LIFE TIME (3 to 4 YEARS)
MAINTENANCE
SPARES
DEDICATED SERVICE
SPECIAL TRAINING
Product Assessment
COMPETITORS IN THE US
HOW DO YOU SELL IN THE US
DISTRIBUTORS
DEALERS
DIRECT SALES
DELIVERY TIME
FORECAST
LEAD TIME
FREIGHT COSTS
FROM SUPPLIERS
TO END USER
Product Assessment
BENEFITS
UNIQUE SELLING POINT
WEAK POINTS
REGISTRATION
OTHER ISSUES
PRODUCT LEASING
Average Average EstimatedCountry % of relative absolute doubling Alternative
(or dependent territory) July 1, 2013 pop. annual annual time figuregrowth growth
1 Egypt 84,605,000 21.45 2.29 1,893,000 31 83,661,000 January 1, 2013 Offi cial estimate
2 Iran 76,789,000 19.47 1.29 976,000 54 77,084,000 November 27, 2013 Offi cial population clock
3 Turkey 76,081,000 19.29 1.21 907,000 58 75,627,384 December 31, 2012 Offi cial estimate
4 Iraq 35,404,000 8.98 3.06 1,051,000 23 33,330,000 2011 Offi cial estimate
5 Saudi Arabia 30,193,000 7.66 3.41 997,000 21 29,195,895 2012 Offi cial estimate
6 Yemen 25,252,000 6.4 2.96 725,000 24 24,527,000 2012 Offi cial estimate
7 Syria 22,169,000 5.62 2.45 531,000 29 21,377,000 December 31, 2011 Offi cial estimate
8 United Arab Emirates 8,659,000 2.2 1.56 133,000 45 8,264,070 2010 Offi cial estimate
9 Israel 8,047,000 2.04 1.83 145,000 38 8,034,900 May 31, 2013 Monthly offi cial estimate
10 Jordan 6,517,000 1.65 2.84 180,000 25 6,515,300 November 27, 2013 Offi cial population clock
11 Palestine[5] 4,421,000 1.12 2.91 125,000 24 4,420,549 2013 Offi cial estimate
12 Lebanon 4,127,000 1.05 1.58 64,000 44 3,759,100 2007 Offi cial estimate
13 Oman 3,942,000 1 8.8 319,000 8 3,831,553 February 28, 2013 Monthly offi cial estimate
14 Kuwait 3,852,000 0.98 2.94 110,000 24 3,582,054 December 31, 2010 Offi cial estimate
15 Qatar 1,917,000 0.49 3.85 71,000 18 1,916,426 June 30, 2013 Monthly offi cial estimate
16 Bahrain 1,546,000 0.39 7.36 106,000 10 1,234,571 April 27, 2010 Final 2010 census result
17 Cyprus 888,000 0.23 1.95 17,000 36 862,000 December 31, 2011 Offi cial estimateTotal 396,657,000 100 2.16 8,350,000 32
Rank Date Source
Average Average EstimatedCountry July 1, 2013 % of relative absolute doubling Alternative
(or dependent territory) pop. annual annual time figuregrowth growth
Russia 143,455,000 19.44 0.15 221,000 450 143,400,000 April 1, 2013 Offi cial estimate
2 Germany 80,640,000 10.93 0.24 196,000 285 80,493,000 September 30, 2012 Offi cial estimate
3 United Kingdom 64,231,000 8.71 0.73 465,000 95 63,181,775 March 27, 2011 2011 census result
4 France 63,820,000 8.65 0.49 309,000 143 65,684,000 June 1, 2013 Monthly offi cial estimate
5 Italy 59,789,000 8.1 0.35 206,000 201 59,704,082 January 31, 2013 Monthly offi cial estimate
6 Spain 46,958,000 6.36 -0.43 -205,000 - 47,059,533 January 1, 2013 Offi cial estimate
7 Ukraine 45,461,000 6.16 -0.52 -236,000 - 45,480,315 June 1, 2013 Monthly offi cial estimate
8 Poland 38,548,000 5.22 0.08 29,000 921 38,533,299 December 31, 2012 Offi cial estimate
9 Romania 19,858,000 2.69 -0.77 -155,000 - 20,121,641 October 20, 2011 Final 2011 census result
10 Netherlands 16,795,000 2.28 0.33 55,000 211 16,808,100 November 27, 2013 Offi cial population clock
11 Belgium 11,162,000 1.51 0.66 73,000 106 11,156,136 June 1, 2013 Monthly offi cial estimate
12 Greece 10,758,000 1.46 -0.13 -14,000 - 10,815,197 May 24, 2011 Final 2011 census result
13 Portugal 10,609,000 1.44 0.19 20,000 367 10,562,178 March 21, 2011 Final 2011 census result
14 Czech Republic 10,519,000 1.43 0.23 24,000 303 10,512,800 March 31, 2013 Offi cial estimate
15 Hungary 9,894,000 1.34 -0.25 -25,000 - 9,906,000 January 1, 2013 Offi cial estimate
16 Sweden 9,595,000 1.3 0.76 72,000 92 9,588,569 May 31, 2013 Monthly offi cial estimate
17 Belarus 9,460,000 1.28 -0.04 -4,000 - 9,459,800 July 1, 2013 Monthly offi cial estimate
18 Austria 8,477,000 1.15 0.61 51,000 115 8,464,554 April 1, 2013 Offi cial estimate
19 Switzerland 8,075,000 1.09 0.82 66,000 84 8,058,100 March 31, 2013 Offi cial estimate
20 Bulgaria 7,261,000 0.98 -0.59 -43,000 - 7,282,041 December 31, 2012 Offi cial estimate
Rank Date Source
Average Average EstimatedCountry July 1, 2013 % of relative absolute doubling Alternative
(or dependent territory) pop. annual annual time figuregrowth growth
21 Serbia 7,203,000 0.98 -0.35 -25,000 - 7,241,295 January 1, 2012 Offi cial estimate
22 Denmark 5,612,000 0.76 0.45 25,000 155 5,605,836 April 1, 2013 Offi cial estimate
23 Finland 5,436,000 0.74 0.44 24,000 157 5,434,357 May 31, 2013 Monthly offi cial estimate
24 Slovakia 5,413,000 0.73 0.15 8,000 469 5,410,728 March 31, 2013 Offi cial estimate
25 Norway 5,077,000 0.69 1.03 52,000 67 5,063,709 March 31, 2013 Offi cial estimate
26 Ireland 4,662,000 0.63 1.35 62,000 52 4,585,400 Apr-12 Offi cial estimate
27 Croatia 4,258,000 0.58 -0.35 -15,000 - 4,290,612 March 31, 2011 2011 census result
28 Bosnia and Herzegovina 3,847,000 0.52 0.08 3,000 888 3,839,737 June 30, 2011 Offi cial estimate
29 Moldova 3,486,000 0.47 -1.39 -49,000 - 3,559,500 January 1, 2012 Offi cial estimate
30 Lithuania 2,956,000 0.4 -1.3 -39,000 - 2,955,986 July 1, 2013 Monthly offi cial estimate
31 Albania 2,783,000 0.38 -0.78 -22,000 - 2,821,977 October 1, 2011 2011 census result
32 Macedonia 2,066,000 0.28 0.19 4,000 358 2,059,794 December 31, 2011 Offi cial estimate
33 Slovenia 2,062,000 0.28 0.24 5,000 286 2,061,461 November 27, 2013 Offi cial population clock
34 Latvia 2,011,000 0.27 -1.23 -25,000 - 2,013,400 June 1, 2013 Monthly offi cial estimate
35 Kosovo[5] 1,826,000 0.25 1.16 21,000 60 1,815,606 December 31, 2012 Offi cial estimate
36 Estonia 1,283,000 0.17 -0.62 -8,000 - 1,286,540 January 1, 2013 Offi cial estimate
37 Montenegro 620,000 0.08 0 0 - 620,029 April 1, 2011 Final 2011 census result
38 Luxembourg 542,000 0.07 1.88 10,000 37 537,000 December 31, 2012 Offi cial estimate
Rank Date Source
Average Average EstimatedCountry July 1, 2013 % of relative absolute doubling Alternative
(or dependent territory) pop. annual annual time figuregrowth growth
39 Malta 419,000 0.06 0.48 2,000 145 416,055 November 20, 2011 Preliminary 2011 census result
40 Iceland 324,000 0.04 1.25 4,000 56 323,810 July 1, 2013 Offi cial estimate
41 Jersey (UK) 100,000 0.01 1.01 1,000 69 97,857 March 27, 2011 2011 census result
42 Isle of Man (UK) 87,000 0.01 1.16 1,000 60 84,497 March 27, 2011 2011 census result
43 Andorra 75,000 0.01 -1.32 -1,000 - 76,246 2012 Offi cial estimate
44 Guernsey (UK) 63,000 0.01 0 0 - 62,431 March 31, 2010 Offi cial estimate
45 Faroe Islands (Denmark) 48,000 0.01 0 0 - 48,244 April 1, 2013 Monthly offi cial estimate
46 Liechtenstein 37,000 0.01 0 0 - 36,842 December 31, 2012 Offi cial estimate
47 Monaco 36,000 0 0 0 - 36,136 December 31, 2012 Offi cial estimate
48 San Marino 32,000 0 0 0 - 32,382 May 31, 2013 Monthly offi cial estimate
49 Gibraltar (UK)[6] 30,000 0 0 0 - 29,752 2011 Offi cial estimate
50 Åland Islands (Finland) 29,000 0 3.57 1,000 20 28,502 December 31, 2012 Offi cial estimate
51 Svalbard and Jan Mayen (Norway) 3,000 0 0 0 - 2,655 September 1, 2012 Offi cial estimate
52 Vatican City 800 0 0 0 - 800 2012 Offi cial estimateTotal 737,791,800 100 0.16 1,144,000 447
Rank Date Source
Follow up
Contract agreed
Distributor Validation
Source of infoTargets
Market Assessment
Company Product Assessment
• MOTIVATIONS• EXPECTATIONS• TIMING• BUDGET
COMPANY ASSESSMENT
• BENEFITS• LIFE/SALES CYCLE• REGISTRATION• COMPETITORS
PRODUCT ASSESSMENT
• OPPORTUNITIES• MARKET SIZE• CHANNELS• RESOURCES
IDENTIFY
• DISTRIBUTION• PARTNER PROFILE• COVERAGE• TIME FRAME
AGREE
PURCHASING CHANNELS
COMPETITORS
LEGAL & CULTURAL
ISSUES
MARKET SEGMENTS
RESOURCES
MARKET DRIVERS KOL/KDM
SERVICE
FROM EXISTING LIST
SPECULATIVE DISTRIBUTOR APPROACH
EXHIBITIONS, HEALTHCARE FAIRS
CONTACTS
GOVERNMENTAL SITES
EMBASSIES
COMPANIES ANSWERING TENDERS
TRADING ASSOCIATIONS
SIMILAR FIELDS /PRODUCTS DISTRIBUTORS
VISITING LOCAL HOSPITALS
YELLOW PAGES
WORD OF MOUTH
PARTNERSHIP WITH OTHER COMPANIES
START UP COMPANY
MARKET KNOWLEDGETERRITORY COVERAGEFINANCIAL CAPABILITYPRODUCT PORTFOLIOHUMAN RECOURSES
TECHNICAL SKILLSACCREDITATION COMPANY
MOTIVATION AND COMMITMENT WEB SITE / E-SHOP
TRACEABILITYINVENTORY MANAGEMENT
PROCUREMENTSERVICE/DELIVERY
MARKETING
PURCHASE CHANNELSWAREHOUSE / DELIVERYTECHNICAL CAPABILITY
MARKET SEGMENTATIONCOMPANY BACKGROUND
REGULATORY DEPARTMENTPAYMENT TERMS
CONNECTIONS WITH KOL / KDMTURNOVER / REVENUE
COMPANY LEGAL ISSUESPROCUREMENT
SERVICE/DELIVERYIMAGE
STAFF ATTRITION
TERRITORY PRODUCTS TO DISTRIBUTE
TARGETS HEADCOUNTS TRAINING
SUPPORT PRODUCT LAUNCH
AUTHORIZATIONS BROCHURES
DISCUSS ISSUES
TRANSFER PRICE
PAYMENT TERMS
INITIAL INVENTORY
DEMO MATERIAL KPI’S BUS/MARK
PLAN CONTRACT
REVIEW BUS/MARK
PLAN
CORRECTIVE ACTIONS
CHECK BUSINESS PROGRESS
ADDRESS NEW ISSUES
GET MARKET FEEDBACK
REPORT FUTURE OUTCOME
Thank you very much
WE TRUST OUR EXPERIENCEAND SKILLS WILL BE OF
INTEREST TO YOU
Izard Project Marketing LtdCardinal Point,Park Road, Rickmansworth,Hertfordshire,Tel: +44 (0)1923 432657Fax: +44 (0)1923 432601Email: [email protected]