Asia Hospitals Purchasing Patterns Market Research
Client: A global leader in medical devices with strong focus on emerging Asian markets, especially ASEAN. Issue: In order to tap into the potential of South East Asia’s healthcare market, the client wanted to formulate a long-term investment and market development strategy that would include: (1) Identification of market needs and opportunities that can be capitalized on within business focus areas. (2) Understanding of key competitors’ activities and benchmarking of their best practices. (3) Distribution channel recommendations, customer segments, pricing and communication strategies for oncology and cardiology products.
Solution: We understood that in order to capture all elements of the project scope we had to complete a thorough top-down and bottom up analysis.
Approach: We mapped out all key hospitals in Vietnam, Thailand, Indonesia, Malaysia, Philippines and conducted interviews with all procurement departments as well as hospital ward heads and hospitals heads. Our team also completed several face to face B2B in depth interviews in each country with medical authorities, donors, NGOs, and competitors.
Engagement ROI: Our market study enabled a hospital level analysis of supply and demand by therapy and helped our client to capture market share from its strongest competitor in Asia.