Key Supplier Actions to Maintain and Win Buyer Business in the Medical Devices Industry - 2012–2013 : Survey Snapshot

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					                                Medical Devices
                                        Survey Snapshot




Key Supplier Actions to Maintain and Win
Buyer Business in the Medical Devices
Industry - 2012–2013: Survey Snapshot

Reference code: SR470SS
Published: June 2012



ICD Research

John Carpenter House
7 Carmelite Street
London EC4Y 0BS
United Kingdom
Tel: +44 (0)20 7936 6400
Fax: +44 (0)20 7336 6813
Website: www.icd-research.com




                                     www.icd-research.com
 TABLE OF CONTENTS



TABLE OF CONTENTS

1      Introduction ........................................................................................................................... 5
    1.1 What is This Report About? ............................................................................................................. 5
    1.2 Definitions ........................................................................................................................................ 5
    1.3 Methodology .................................................................................................................................... 6
    1.4 Profile of Survey Respondents: Global Medical Devices Industry ..................................................... 8
        1.4.1     Profile of buyer respondents ....................................................................................................................... 8
        1.4.2     Profile of supplier respondents ................................................................................................................... 9
2      Global Medical Devices Industry : Key Supplier Actions to Secure Buyer Business ... 11
    2.1 Actions to maintain and secure buyer business – buyers ................................................................11
    2.2 Actions to maintain and secure buyer business by region ...............................................................14
    2.3 Actions to maintain and secure buyer business by company turnover .............................................15
    2.4 Actions to maintain and secure buyer business by procurement budget .........................................17
    2.5 Actions to maintain and secure buyer business by purchasing decision authority ...........................18
3      Appendix .............................................................................................................................. 19
    3.1 Global Medical Devices Industry Full Survey Results ......................................................................19
    3.2 Methodology ...................................................................................................................................35
    3.3 Contact us .......................................................................................................................................35
    3.4 About ICD Research .......................................................................................................................35
    3.5 Disclaimer .......................................................................................................................................35




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© ICD Research. This product is licensed and is not to be photocopied                                                                         Published: June 2012
 TABLE OF CONTENTS



LIST OF FIGURES

Figure 1: Global Medical Devices Industry: Securing Buyer Business, Buyer Responses (%), 2012 ................................................................... 12
Figure 2: Global Medical Devices Industry: Securing Buyer Business, Buyer vs. Supplier Responses (%), 2012 ............................................... 13
Figure 3: Global Medical Devices Industry: Securing Buyer Business by Turnover (%), 2012 ............................................................................. 16
Figure 4: Global Medical Devices Industry: Securing Buyer Business by Purchasing Authority (%), 2012 .......................................................... 18




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© ICD Research. This product is licensed and is not to be photocopied                                                                            Published: June 2012
  TABLE OF CONTENTS



LIST OF TABLES

Table 1: Total Global Medical Devices Industry Survey Respondents by Company Type, 2012 ........................................................................... 8
Table 2: Global Medical Devices Industry Buyer Respondents by Job Role (%), 2012 ......................................................................................... 8
Table 3: Global Medical Devices Industry Buyer Respondents by Global Company Turnover (%), 2012 .............................................................. 9
Table 4: Global Medical Devices Industry Buyer Respondents by Region (%), 2012 ............................................................................................ 9
Table 5: Global Medical Devices Industry Supplier Respondents by Job Role (%), 2012 .................................................................................... 10
Table 6: Global Medical Devices Industry Supplier Respondents by Global Turnover (%), 2012 ........................................................................ 10
Table 7: Global Medical Devices Industry Supplier Respondents by Region (%), 2012 ...................................................................................... 10
Table 8: Global Medical Devices Industry: Securing Buyer Business, Buyer Responses (%), 2012 .................................................................... 12
Table 9: Global Medical Devices Industry: Securing Buyer Business, Buyer vs. Supplier Responses (%), 2012 ................................................. 13
Table 10: Global Medical Devices Industry: Securing Buyer Business by Region (%), 2012 ............................................................................... 14
Table 11: Global Medical Devices Industry: Securing Buyer Business by Turnover (%), 2012 ............................................................................ 15
Table 12: Global Medical Devices Industry: Securing Buyer Business by Procurement Budget (%), 2012 .......................................................... 17
Table 13: Survey Results - Closed Questions ..................................................................................................................................................... 19




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© ICD Research. This product is licensed and is not to be photocopied                                                                                                    Published: June 2012
 INTRODUCTION



1 Introduction

1.1 What is This Report About?

        This report is the result of an extensive survey drawn from ICD Research’s exclusive panel of leading
        companies from the medical devices industry. As slow growth in the US market, lower commodity prices in
        Latin America and the devaluation of the Euro in Central and Eastern Europe constrict global economic
        growth, this report provides the reader with a definitive analysis of the industry outlook and explores how
        opportunities and demand are expected to change in 2012–2013. Furthermore, this report not only grants
        access to the opinions and strategies of business decision makers and competitors, but also examines their
        actions concerning business priorities.


        The report also examines:
          Revenue growth expectations: projects revenue growth expectations of key industry stakeholders
          Market-specific growth opportunities: identifies top growth regions in order that companies can allocate
          their marketing activities and budgets effectively
          Mergers and acquisitions: expectations surrounding merger and acquisition activity and core influencing
          factors
          Capital expenditure: identifies the change in capital expenditure of a medical devices industry buyer or a
          supplier company to provide a balanced future growth with capital returns
          Leading business concerns: identifies leading business concerns and subsequent efforts to negate them
          Procurement expenditure trends: tracks the procurement budgets of buyer companies and forecasts the
          possible change in spend.
          Factors for supplier selection: understands critical factors influencing supplier selection

1.2 Definitions

          Medical devices manufacturers: buyers to the medical device industry, including companies involved in
          the development and manufacture of medical devices such as instruments, machines, apparatus,
          accessories, fittings and spare parts which are used for diagnosing, curing, alleviating and directly preventing
          human diseases, or which may affect the structure and function of the human body.

          Medical devices industry suppliers: suppliers to the medical device industry, including contractors to the
          medical device industry, various suppliers to the medical device manufacturers, IT and other service
          providers and industry observers. Supplier companies also include a small number of non-supplier industry
          observers, such as trade bodies and government organizations.

          Baby boomers: a person born during the post-World War II baby boom. An estimated 77.3 million
          Americans were born during this demographic boom. Baby Boomers are now late middle-aged and entering
          their senior years.

          Group purchasing organization (GPO): an entity created to increase the purchasing power of a group of
          businesses to obtain discounts from vendors, based on the collective buying power of the GPO members.



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© ICD Research. This product is licensed and is not to be photocopied                                   Published: June 2012
 INTRODUCTION


          Reverse auction: an auction process where the buyer creates a listing of specific project requirements and
          invites bids from potential supplier companies, rather than being approached directly by suppliers.

          Company turnover: Companies with turnover of less than US$100 million are identified in the report as
          small companies. Companies with turnover between US$100 million–US$1 billion are referred to as medium
          sized companies and those with turnover of more than US$1 billion as large companies.

          E-procurement (electronic procurement): business-to-business (B2B) buying and selling of services
          through the internet and other IT solutions, such as electronic data interchange (EDI) and enterprise
          resource planning (ERP).

1.3 Methodology

        1) Online Survey
        The research source in this report is based on the surveyed opinions and expectations of highly engaged and
        senior industry professionals. ICD Research conducted an extensive online survey during December 2011,
        taken by 174 senior global industry buyers and suppliers. These respondents cover C-level executives,
        directors, managers, and technical and professional staff.

        These respondents are dr
				
DOCUMENT INFO
Description: Synopsis • Analysis of opinions drawn from leading medical devices industry executives. • Analysis of the changing business dynamics in the medical devices industry. • Analysis on key supplier actions to maintain and win buyer business in the medical devices industry. Summary This report is the result of an extensive survey drawn from ICD Research’s exclusive panel of leading medical devices industry executives. The report provides access to information on key supplier activities to maintain buyer business categorized by company type, company turnover, buyer and region. Scope • The opinions and forward looking statements of 174 industry executives have been captured in our in-depth survey, of which 54% represent Director and C-level respondents. • The research is based on primary survey research conducted by ICD Research accessing its B2B panels comprised of senior purchase decision makers and leading supplier organizations. • The geographical scope of the research is global – drawing on the activity and expectations of leading industry players across the Americas, Europe, Asia-Pacific, Africa and Middle East. • This report covers data and analysis on key supplier actions to maintain and win buyer business in the medical devices industry. Reasons To Buy • This report will help you to understand key supplier actions to maintain and win buyer business in the medical devices industry. • This report will help you to better promote your business by aligning your capabilities and business practices with your customer’s changing needs.
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PARTNER ICD Research
With emphasis on Insight, Consultancy and Delivery, iCD Research is a full-service, online market research agency. iCD Research is able to take advantage of all of the efficiencies and benefits that the Internet brings to offer proven research methodologies with fast turnaround and accurate results. iCD Research specialises in qualitative research for large finance, media, retail and entertainment clients. Market leaders in online focus groups, iCD Research has unleashed the full scale of the Internet to run focus groups across the globe for its major institutional clients. Utilising its sister organisation, The iD Factor, iCD Research also delivers strong quantitative research, ranging from ongoing consumer confidence studies through to consumer surveys throughout Europe and Asia. With its roots firmly in research, iCD Research doesn’t limit itself to only utilising online methods as the philosophy at the company is to match the methodology to the respondent. Yet the scale and speed of online research give iCD Research a cutting edge that has lead to tremendous, triple-figure percentage growth over the past two years. iCD Research is headquartered in London, with operational offices in the US and Australia to ensure that it is offering an unparalleled 24 hour service to its clients.