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Client: Developer of an innovative software-based intensive care ventilator, headquartered in the U.S.

Project outline: Establishment of a pan-Asian distribution network by identifying and carefully evaluating potential distribution partners. Short listed and had face-to-face meetings with 24 potential distributors in 7 countries within 2 months of starting the project. Concluded agreements with distribution partners in all major markets, including one of the leading suppliers of respiratory equipment in Japan. The client subsequently achieved record sales and sales growth in the region.

Client: Publicly listed biotechnology company.

Project outline: Identified and evaluated a target biopharmaceutical company in China with promising pipeline and one drug having recently completed Phase III. The scope of work involved identifying the target acquisition candidate, facilitating the due diligence and the Term Sheet negotiations. The proposed acquisition received shareholder approval and was completed successfully at US$ 11 million.

Client: Leading U.S. manufacturer of electrosurgical units and high end disposable devices for the ObGyn market.

Project outline: Critically reviewed our client’s activities in Japan to determine the cause of stalled sales. Recommended a complete restructuring of the client’s distribution set-up. Screened 9 new potential distributors. Identified and recommended one distributor with whom our client signed an agreement. Identified an entirely separate OEM opportunity with immediate potential of more than 10x our client’s current level of sales.

Client: World leader in infection control and operating room equipment.

Project outline: More than 150 face-to-face interviews were conducted with leading Indian hospitals and industry experts in eight major cities across the country. This was followed by a broad competitor analysis. Through the interviews and through extensive secondary research we identified key market drivers as well as both short and long term product opportunities. Potential local M&A candidates were identified as an alternative entry strategy. The final report and recommendations provided detailed practical advice on how to best exploit these opportunities.

Client: Developer and manufacturer of a state-of-the-art 3D image-guided surgical navigation systems for dental applications.

Project outline: Conducted market due diligence in preparation for a listing on the Australian stock exchange (ASX). Established an Asia-Pacific regional sales head quarters and provided interim-management services. Recruited key staff. Developed market entry strategies for major Asian markets. Selected and appointed distributors. Provided on-going advice through active participation at Board level of the company’s Asian subsidiary.

Client: U.S. based developer of a potential breakthrough technology in digital electroacoustic cardiography.

Project outline: Conducted in-depth interviews and detailed market research in three locations in China. All interviews were conducted in Mandarin. Assessed the acceptance of a proposed product value proposition. Developed a market entry strategy. Completed research planning, actual interviews, analysis and final report writing within 3 weeks. A comprehensive final report allowed our client to make informed and intelligent decisions to move forward.

Client: NASDAQ-listed U.S. patient monitoring company.

Project outline: The cause of stagnant sales was determined through a detailed review of current distribution channels backed by robust market research obtained through extensive local interviews. A regulatory review was made in China to facilitate SFDA approval. Recommendations outlined how the client could ensure greater market control and organize its sales and distribution efforts optimally. Advice was given to the client on the establishment of its own direct sales subsidiaries.

Client: Large U.S. specialty pharmaceutical company.

Project outline: Leveraging our extensive network of key opinion leaders, in-depth face-to-face interviews were conducted with leading neonatologists in Singapore, Malaysia, Thailand and Hong Kong. The client was presented with comprehensive country by country analyses providing details of current market dynamics for its main pharmaceutical product and delivery device. A regulatory roadmap was developed and distribution partners were identified, evaluated and appointed in each of the four markets.

Client: European developer of spinal implants.

Project outline: Conducted extensive market research in five major Asia-Pacific markets. Provided a detailed map of the local orthopaedic industry, identified and evaluated a large number of prospective distribution partners in each market. Facilitated negotiations (in local languages) to ensure agreements were reached in each major market.