【市场报告】博观约取厚积薄发—欧洲医疗器械分销市场研究及启示_市场营销策划_重点报告2023090.docx

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1、AnAttractiveOpportunityforInvestorsRn1aiv1RprgerEUROPEANMEDICA1TECHNO1OGYDISTRIBUTIONMANAGEMENTSUMMARYedica1Techno1ogy,orMedTech,isanattractivemarketbothduetoitsunder1yinggrowthdrivers,1iketheageingpopu1ationandthero1eoftechno1ogyinconstraininghea1thcarespend,aswe11asitsre1ativeresi1iencetoeconomicc

2、yc1es.However,de1iveringMedTechproductstohea1thcareprovidersischa11engingandinvo1vesservingcomp1expatients,needs-fromse1ectingtherightcombinationofproductstoinsta11ation,integration,trainingandeducation,andmaintenance.Whi1st1argemarketssuchastheUS,Germany,France,andtheUKcansupportdirectsa1esandservi

3、cingfororigina1equipmentmanufacturers(OEMs),thediverseandnationa11yregu1atedEuropeanmarketsposeagreatercha11engeforcomprehensiveproductde1ivery.ThisiswhereMedTechdistributorsp1ayacrucia1ro1e.Theycaterto1oca1regu1ations,offeringtai1oredproductsandservicesforeffectiveproductde1iveryandmix-and-matchso1

4、utionsacrossmu1tip1eOEMstobestmeethea1thcareproviders*needsandbudgets.Inrecentyears,variousMedTechdistributorshaveachievedrapidva1uecreatinggrowth.Theyhavebothexpandedtheirportfo1iosthroughtheonboardingofnewsupp1iersandenterednewcountriesandtherapeuticareastoimprovetheirabi1itytoservecustomersandOEM

5、s.Assuch,MedTechdistributorspresentanattractivemarketforinvestorsandanopportunityforfurtherconso1idationgiventhere1ative1yfragmentedPan-Europeancompetitive1andscape.FASTFACTS&CONTENTS1/WHATISMEDTECHDISTRIBUTIONANDWHATMAKESEUROPEANMEDTECHDISTRIBUTIONANATTRACTIVEMARKET?MEDTECHDISTRIBUTIONTHEEUROPEANME

6、DTECHDISTRIBUTIONINVESTMENT1ANDSCAPE4/KEYVA1UECREATIONMEASURES12CONC1USION1/1)Duetotherecent1yratifiedEU*Medica1DevicesRegu1ation*and*1nVi1roDiagnosticsReguIationeWhicharesti11intheprocessofbeingro11edoutWhatisMedTechdistributionandwhatmakesEuropeanMedTechdistributionanattractivemarket?MedTech,isagr

7、oupofproducts,services,orso1utionswhichareusedinmedica1contexts,i.e.,tosave1ives,orimprovequa1ityof1ife.Theyarepresentthroughthefu11patientjourneyfromdiagnosisthroughtotreatment,cure,and1ong-termcare.Medica1techno1ogiescanbroad1ybesegmentedintotwocategories:Medica1Devices,whichencompassa11instrument

8、s,apparatus,machines,andimp1antsusedtocarryoutmedica1activities,andInVitroDiagnostics(IVD),whicharetestsusedonbio1ogica1samp1esoutsideofthebodytoassessapatientsphysica1condition.Despitebeingmatureintermsofuptakeofhea1thcaretechno1ogy,theageingEuropeanpopu1ationisforecasttodrivecontinuedgrowthintheEu

9、ropeanMedTechmarket.Thisisbecauseoftheincreasingpreva1enceofage-re1atedconditionsandcomorbiditiesastheaverageageincreases,aswe11asthefactthatchronicdiseases,whichaccumu1ateoverthe1ifespan,requirerecurringorcontinuoustreatment.Furthermore,thenon-cyc1ica1natureoftheunder1yinghea1thcaremarketanditsre1a

10、tiveresi1iencetoeconomiccyc1esmakesMedTechevenmoreappea1ingfromaninvestorperspective.Medica1techno1ogiesarepredominant1yso1dtohea1thcareproviderssuchashospita1sandc1inics.TheMedTechofferinghastwomainroutestomarket:theyareeitherso1ddirect1ybytheOEMtothecustomerorareso1dtoadistributorwhothense11sthepr

11、oducttothecustomer.Thereisa1soararerroutetomarket一theagentmode1whereanagentidentifiesthesa1esopportunityandthen1inkstheOEMtotheinterestedcustomer,butinthismode1theagentdoesnotownstockorprovideanyadjacentservicesasthedistributordoes.TherearenumerousfeaturesoftheEuropean1andscape(andMedTech1andscapesp

12、ecifica11y)thatmakedistributorsa1esappea1ingcomparedtoOEMdirectsa1es.EuropeisanattractivemarketforMedTechdistributorsprimari1ybecauseofhowcomp1exandcost1yitistose11medica1devicesacrossthecontinent.Avarietyof1anguagesarespoken,withtheEUa1onehaving24officia11anguages,andmostoftheindividua1countriesare

13、sma11intermsofthevo1umeofmedica1techno1ogiestheyrequire.Foranon-EuropeanOEM,tightandchanging0EUregu1ationsofMedTechmaketheenvironmentcomp1extose11into,hence,partneringwithadistributorfami1iarwithcountry-specificregu1ationsmakestheprocessofmeetingcomp1iancerequirementssimp1er.Thisapp1iesespecia11yift

14、hedistributorhasContractResearchOrganisation(CRO)capabi1itiessocanaidOEMsintheentireprocessfrompatenttopost-marketsupport,inc1udingmedica1devicesregu1atoryaffairs.Therearea1sonuancesofmedica1deviceregu1ationwithinEUcountries,andmoremeaningfu1differencesforsomecountriesoutsideoftheEUsuchastheUK,Switz

15、er1and,andNorway.Fina11y,customerkeypurchasingcriteriavaryacrosscountries,assomehigh1ydeve1opedcountriesfocusonproductqua1itywith1itt1econsiderationforprice,whi1stother1essdeve1opedcountrieshavefewerfinancia1meanstoinvestinMedTechsoarea1otmorepricesensitive.Asaresu1t,OEMsaretypica11ymore1ike1ytofocu

16、stheirdirectsa1eseffortsonthethree1argestG3markets:UK,France,andGermany.Inthese1argermarkets,OEMsmarketandse11thenewerproductranges,services,andso1utionsA/OEMstypica11yfocuson1argestrategicdirectmarketswhi1stdistributorsaremorecommoninsma11erperiphera1marketsMarkettypesinEurope1argestrategicmarketsIntermediatemarketsPeriphera1marketsSource:Ro1andBergeroftendirect1y一theyfocusonthe1atesttechno1o