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Competing For Share Of Global Medical Devices Industry Spend In 2010-2011: Supplier Marketing & Sales Strategies & Industry Outlook

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Summary “Competing For Share Of Global Medical Devices Industry Spend In 2010-2011” is a new report published by ICD Research that analyzes how industry suppliers' media spend, marketing and sales strategies & practices and business planning will be shaped in 2010 to 2011. In an uncertain economic climate this report gives you access to the media channel spending outlooks, media budgets, marketing agency selection criteria, business challenges and sales tactics of leading suppliers to the medical devices industry. The report also identifies medical device manufacturers and suppliers future growth, M&A and investment expectations. The research is based on an extensive survey of senior and C-level industry executives from our market leading panels. Scope • Opinions and forward looking statements of over 194 medical device manufacturer respondents are captured in our in-depth survey, of which 61% represent Directors, C-levels & Departmental Heads • Analysis on media channel spend, marketing and sales practices and industry developments by medical device manufacturers and contractors worldwide • Key topics include suppliers media spend activity, marketing and sales behaviors & strategies, threats & opportunities for the industry and how these have been affected by the economic uncertainty • In the report buyers identify what suppliers need to do to maintain their business and the key actions being taken by industry players to overcome the leading business threats • The research is based on primary survey research conducted by ICD Research accessing its B2B panels comprised of senior purchase decision makers • The geographical scope of the research is global – drawing on the activity and expectations of leading industry players across the Americas, Europe, Asia-Pacific and Africa & Middle East Reasons To Buy • Benchmark your sales and marketing plans with industry competitors to effectively determine strategy • Identify the specific marketing approaches yo

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									Competing For Share Of Global Medical Devices
Industry Spend In 2010-2011: Supplier Marketing
And Sales Strategies And Industry Outlook

                                                                                Reference Code: ICDR1071
                                                                                Publication Date: MARCH 2010




Competing For Share Of Global Medical Devices Industry Spend In 2010-2011:                         ICDR1071 / MARCH 2010
Supplier Marketing And Sales Strategies And Industry Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                                    Page (1)
  Table Of Contents




1           Table Of Contents

1     Table Of Contents                                                                                     2

1.1      List Of Tables                                                                                     5

1.2      List Of Figures                                                                                    8


2     Introduction                                                                                        11

2.1      What Is This Report About?                                                                        11

2.2      Methodology                                                                                       11

2.3      Profile Of Survey Respondents                                                                     12


3     Executive Summary                                                                                   16
    3.1.1       The Medical Devices Industry Is Very Optimistic About Revenue Growth in 2010               16
    3.1.2  The Medical Devices Industry Is Optimistic About Market Growth In Brazil, India, China And
    Russia                                                                                                 16
    3.1.3   Industry Players Face Key Challenges In Cost Containment, Pricing Pressures and Rising
    Competition                                                                                            16
    3.1.4       Medical Devices Companies Will Be Increasing Marketing Spend Over The Next 12 Months       17
    3.1.5  Suppliers Are Adapting Various Marketing And Sales Behaviors And Strategies To Deal With The
    Economic Uncertainty                                                                             17
    3.1.6       Suppliers Are Adapting Various Critical Success Factors For Choosing A Marketing Agency    17


4     Industry Dynamics                                                                                   18

Key findings:                                                                                              18

4.1      Revenue Growth Expectations In The Medical Devices Industry                                       18

4.2      Future Developments In Competitive Structure In The Industry                                      25

4.3      Merger And Acquisition Activity Predictions                                                       27


5     Medical Devices Market Growth Outlook                                                               31

Key findings:                                                                                              31

5.1      Regional Growth Forecasts In The Medical Devices Industry By Country                              31

5.2      Market Growth Forecasts By Industry Sector                                                        37

Competing For Share Of Global Medical Devices Industry Spend In 2010-2011:              ICDR1071 / MARCH 2010
Supplier Marketing And Sales Strategies And Industry Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                         Page (2)
  Table Of Contents




6     Threats And Opportunities For The Medical Devices Industry                                    44

Key findings:                                                                                        44

6.1      Leading Business Concerns For The Period 2010-2011                                          44

6.2      Key Actions To Overcome Business Threats: Cost Management                                   50

6.3      Key Actions To Overcome Business Threats: Driving Sales                                     53

6.4      Key Supplier Actions To Maintain And Win Buyer Business                                     56


7     Medical Devices Industry Supplier Marketing Spend Activity                                    65

Key findings:                                                                                        65

7.1      Annual Marketing Budgets: Medical Devices Industry Suppliers                                65

7.2      Planned Change In Marketing Expenditure Levels: Medical Devices Industry Suppliers          72

7.3      Future Investment By Media Channel: Medical Devices Industry Suppliers                      81

7.4      Suppliers’ Future Investment In Marketing And Sales Technology                              86


8 Marketing And Sales Behaviors And Strategies - Impact Of Global Economic
Uncertainty                                                                                         92

Key findings:                                                                                        92

8.1      Key Marketing Aims For 2010: Suppliers To The Industry                                      92

8.2      How Suppliers Are Adapting Marketing Activities During The Economic Uncertainty             96

8.3      Most Rated Uses Of New Media For Prospecting Business: Suppliers To The Industry          102

8.4      Critical Success Factors For Choosing A Marketing Agency: Suppliers To The Industry       107


9     Appendix                                                                                    117

9.1      Survey Results: Closed Questions                                                          117

9.2      Methodology                                                                               123

9.3      Contact Us                                                                                124

9.4      About ICD Research                                                                        124

Competing For Share Of Global Medical Devices Industry Spend In 2010-2011:        ICDR1071 / MARCH 2010
Supplier Marketing And Sales Strategies And Industry Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                   Page (3)
  Table Of Contents




9.5      Disclaimer                                                                              124




Competing For Share Of Global Medical Devices Industry Spend In 2010-2011:      ICDR1071 / MARCH 2010
Supplier Marketing And Sales Strategies And Industry Outlook

© ICD Research. This brief is a licensed product and is not to be photocopied                 Page (4)
  Table Of Contents




1.1           List Of Tables
Table 1:   Count Of Global Medical Devices Industry Survey Respondents By Company Type (Number Of
     Respondents), 2010 Industry Survey ...................................................................................................................................... 12
Table 2:            Buyer Respondents by Job Role (% Buyer Respondents), Global Medical Devices Industry, 2010 ...............12
Table 3:     Buyer Respondents By Organization’s Global Turnover (% Buyer Respondents), Global Medical Devices
     Industry, 2010 ............................................................................................................................................................................. 13
Table 4:    Buyer Respondents By Organization’s Total Employee Size (% Buyer Respondents), Global Medical
     Devices Industry, 2010.............................................................................................................................................................. 13
Table 5:            Buyer Respondents By Region (% Buyer Respondents), Global Medical Devices Industry, 2010 ..................13
Table 6:            Supplier Respondents By Job Role (% Supplier Respondents), Global Medical Devices Industry, 2010.......14
Table 7:    Supplier Respondents By Organization’s Global Turnover (% Supplier Respondents), Global Medical
     Devices Industry, 2010.............................................................................................................................................................. 14
Table 8:    Supplier Respondents By Organization's Total Employee Size (% Supplier Respondents), Global Medical
     Devices Industry, 2010.............................................................................................................................................................. 15
Table 9:            Supplier Respondents By Region (% Supplier Respondents), Global Medical Devices Industry, 2010 ..........15
Table 10: Company Revenue Growth Optimism Trend By Global Medical Devices Industry Company Type: Medical
     Devices Manufacturers, Medical Devices Industry Suppliers (% All Respondents), 2009-2010....................................20
Table 11: Company Revenue Growth Optimism Trend In The Global Medical Devices Industry By Region: North
     America, Europe, Asia Pacific, Rest Of The World (% All Respondents), 2009-2010.................................................... 23
Table 12: Company Revenue Growth Optimism In The Global Medical Devices Industry By Turnover (% All
     Respondents), 2010 .................................................................................................................................................................. 23
Table 13: Medical Devices Manufacturer Industry: Market Predictions Of The Fastest And Slowest Growing Regions
     (% Medical Devices Manufacturer Respondents), 2010 ...................................................................................................... 34
Table 14: Medical Devices Industry Suppliers: Market Predictions Of The Fastest And Slowest Growing Regions (%
     Medical Devices Industry Supplier Respondents), 2010...................................................................................................... 36
Table 15: Medical Devices Manufacturer Predictions Of The Fastest And Slowest Growing Industry Sectors (%
     Medical Devices Manufacturer Respondents), 2010 ............................................................................................................ 39
Table 16: Medical Devices Industry Supplier Predictions Of The Fastest And Slowest Growing Industry Sectors (%
     Medical Devices Industry Supplier Respondents), 2010...................................................................................................... 41
Table 17: Medical Devices Industry Predictions Of The Fastest And Slowest Growing Industry Sectors By Region:
     North America, Europe, Asia Pacific, Rest Of The World (%'Very Strong Growth' And 'Strong Growth' Combined,
     All Respondents), 2010............................................................................................................................................................. 43
Table 18: Medical Equipment Manufacturer: Leading Business Concerns For The Period 2010-2011 Among Global
     Medical Equipment Industry Buyers And Suppliers (% All Respondents), 2010 .............................................................. 48
Table 19: Leading Business Concerns For The Period 2010-2011 Among Global Medical Devices Industry Buyers And
     Suppliers By Region: North America, Europe, Asia Pacific, Rest Of The World (% All Respondents), 2010 .............49
Table 20: Leading Business Concerns For The Period 2010-2011 Among Global Medical Devices Industry Buyers And
     Suppliers By Company Turnover (% All Respondents), 2010............................................................................................. 49
Table 21: Most
								
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