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Medical Device; Distribution; Pharmaceutical; Health Care; Technology; Diagnostic
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
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.
Key topics covered in this report:
Few companies use a completely centralized emerging markets commercial structure. Instead, almost half of companies use a decentralized structure, organized most often by geography or in some cases by therapeutic area. Another 26% use a “hybrid” mix of centralized and decentralized commercial functions.
On average, the China market receives the highest investment allocation (23% of all APAC commercial spending), followed by India (19%) and South Korea (17%). Australia receives an average spend allocation of 11%, with Taiwan currently seeing 5%.