Spire conducted interviews with licensed psychiatrists in the public and private sectors, who were currently treating patients with mental disorders. Analysis of secondary data were also obtained from health department websites of the respective countries, published reports and statistics.

With Spire’s report, the client was able to better market and position their new drug in the respective countries.

Project deliverables included:

• Country specific reports addressing:
• Current market size of pharmaceuticals
• Typical consumption and prescription patterns of drugs for patients with mental disorders
• Key competing drugs which exist in the market
• Regional report addressing:
• Comparison of prescription and treatment patterns across 5 countries
• Comparison of market size of pharmaceuticals across 5 countries
• Assessing country with the highest demand and receptivity towards new drugs

Spire undertook secondary research using Bahasa Indonesia sources to identify close competitors of our client in four major cities: Jakarta, Surabaya, Semarang and Medan. Our consultants then conducted in-depth interviews with distributors, key wholesalers and semi-wholesalers of competing brands, as well as quantitative face-to-face surveys with over 900 provision-shop outlets in these cities.

Spire’s findings enabled our client to introduce channel management programs that proved to be competitive against major contending brands.

Project deliverables included a detailed analysis of the full spectrum of channels for OTC medicine in Indonesia, addressing:

• Product purchase and stocking behaviour
• Sales and profit performance
• Sphere of influence
• Perception of and feedback on principals

Spire undertook secondary research to grasp local certification requirements as well as to identify interview targets.

This was followed by:

• On-site interviews with dealers, distributors and manufacturers of diagnostic reagents
• Face-to-face and telephone interviews with nursing homes, hospitals and clinical labs that purchased these reagents
• Interviews with industry regulators and drug control agencies

Based on Spire’s analysis and recommendations at a face-to-face presentation, our client took a decision on the level and type of investments to be made in order to penetrate the India market.

Project deliverables included:

• Market sizing in terms of number of tests and value
• Breakdown by product categories (types of reagents)
• An analysis of competitors’ pricing and bundling strategies

Spire undertook secondary research on the medical garment/drapes markets in India, Australia and New Zealand.

Our consultants then conducted three types of interviews:

• In-depth interviews with prominent public and private hospitals, targeting surgeons and purchasing managers in each market
• Face-to-face and telephone interviews with nursing homes and smaller health delivery centers where surgeries were also done
• Interviews with industry regulators and experts as well prominent dealers of these products

Our client used Spire’s findings and recommendations to develop a comprehensive business plan for entry into the India, Australia and New Zealand markets.

Project deliverables included:

• Market sizing in units and value for gowns and drapes
• Breakdown by product categories (types of drapes and gowns)
• Customer decision making dynamics analysis
• Overview of local certification requirements
• Profiling of five major hospitals as potential customers in each country

Spire conducted telephone interviews with potential medical equipment distributors, as well as face-to-face interviews with distributors who met the criteria and were interested in the products.

Spire’s findings and recommendations enabled our client to choose the most beneficial channels and suitable partners for their entry into the various ASEAN countries.

Project deliverables included a report detailing:

• Profiles of suitable distribution partner candidates
• Strength and span of distribution network
• Clientele base
• Prior experience
• Service model
• Current product lines
• Spire’s assessment of level of suitability of these candidates
• Regulatory environment and application processes with regards to medical equipment certification in various ASEAN countries
• Landscape of healthcare providers segment in Singapore

Spire undertook secondary research through published articles, scientific journals, as well as data on government rules and regulations.

Our consultants commenced on-site interviews with dealers, distributors and manufacturers of medical diagnostic devices across China, so as to develop hypotheses about the market. Utilizing these insights, face-to-face interviews were then conducted with purchasing decision makers (clinical and financial) in hospitals across eight cities in China – primarily heads of department for cardiology, O&G and neurology as well as hospital administration/finance managers.

We also interviewed provincial health bureaus to extract more information on the specifics of the purchase process.

Our findings were presented to our client’s Vice-President for Greater China and were used to establish sales quotas and budget for color ultrasound market development in mainland China.

Project deliverables included:

• Market sizing in volume and value
• Forecasted growth
• Breakdown by price bracket, geographic region and application
• Competitor shares
• Segmentation by grade of hospital
• Forecasted growth trajectory and profiles of five major competitors