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Products & Services Marketing Management Marketing Strategy

Growing Your Medical Device Business in Asia-Pacific & Latin America: Investment & Operations

ID: 5503


Features:

8 Info Graphics

16 Data Graphics

120+ Metrics

4 Narratives


Pages/Slides: 29


Published: 2018


Delivery Format: Online PDF Document


 

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Corporate: Authorizes use for the entire company for a year and copies can be printed. No limitations for usage inside the company.




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  • STUDY OVERVIEW
  • BENCHMARK CLASS
  • SPECIAL OFFER
Non-members: Click here to review a complimentary excerpt from “Growing Your Medical Device Business in Asia-Pacific & Latin America: Investment & Operations”

STUDY OVERVIEW


As medical device companies seek to expand business in vast and diverse emerging markets, it is critical to adapt their business model and strategies to specifically cater to these markets. Optimizing budget and headcount allocations play an important role in driving emerging market success.

This Best Practices, LLC benchmarking study is designed to aid marketing and commercial functions in making competitive investment, headcount, and operational decisions in high-potential markets in Asia-Pacific (APAC) and Latin America (LATAM). In particular, this study provides benchmarks around the spend distribution and headcount allocation to specific APAC and LATAM markets. It also delivers insights on the sales model employed in these regions.

KEY TOPICS


1. APAC Investment:

  • Corporate-region-country level spend distribution
  • Spend allocations to specific markets
  • Headcount allocations to specific markets
  • Direct vs. distributor model

2. LATAM Investment:
  • Corporate-region-country level spend distribution
  • Spend allocations to specific markets
  • Headcount allocations to specific markets
  • Direct vs. distributor model

KEY METRICS

  • Approximately what percentage of total APAC global marketing spend was allocated to each level of the organization?
  • Approximately what percentage of total spending for the entire Asia-Pacific region was allocated to marketing activities only in each of the listed countries in the past year?
  • Which sales model does your organization plan on using three years from now in each of the listed Asia-Pacific countries?
  • Approximately what percentage of total headcount for all commercial operations for the Asia-Pacific region across the entire organization (including corporate, regional, and country-level offices) were allocated to each of the listed countries in the past year?
  • Approximately what percentage of total spending for the entire Latin America region was allocated to each of the listed countries in the past year?
  • Do you sell products directly or via a distributor in each of the listed countries in the Latin America region?
  • What is your current approximate total headcount for all commercial operations in the Latin America region (including corporate, regional and country-level FTEs)?
  • Approximately what percentage of total headcount for all commercial operations in the Latin America region were allocated to marketing activities only in each of the listed countries in the past year?

SAMPLE KEY FINDINGS

  • Brazil (34%) and Mexico (29%) receive the bulk of LATAM investment: On average, companies spend close to two-thirds of all LATAM commercial budget on Brazil and Mexico alone. Argentina garners 10% of all LATAM investment. Marketing-specific allocations reflect this same distribution pattern.

METHODOLOGY

Best Practices, LLC engaged 23 commercial, marketing and sales leaders from 20 leading medical device companies in this research. While 19 leaders participated in the benchmarking survey, five of them also participated in deep-dive interviews. Four other leaders contributed their insights solely through deep-dive interviews.


Industries Profiled:
Medical Device; Distribution; Pharmaceutical; Health Care; Technology; Diagnostic


Companies Profiled:
B.Braun; Boston Scientific; Cochlear; Fine Science Tools; Getinge; Hospira; Innovo Medical; Johnson & Johnson; Medtronic; MMJ Labs; Nonin; Ortho-Clinical Diagnostics; Philips Healthcare; Polymed; Precision Tool Technologies; Procursum Medical; Promaxo; Rossmax; Stable Orthopaedics; Terumo BCT

If you purchase Best Practice Database document(s), you will have 30 days from the date of purchase to apply some or all of the cost of the document(s) toward the cost of a Full Access Individual, Pharma, Group or University Membership. Write us at DatabaseTeam@bestpracticesllc.com or call David Guinn at 919-767-9179 if you have any questions.