Pharmaceutical & medical market research

In-depth interviews in Poland: Automated Endoscopic Reprocessors

Completion: 2017 - 12
Target markets: PL
Objective: EasyLink was commissioned to conduct 5 in-depth interviews with heads of reprocessing departments including endoscopy with a minimum of five years experience in managing an endoscopic reprocessing department from centers performing a minimum of 1,500 endoscopic reprocessing cycles per year. Our task was also to translate the guide and script for interviews.
Results: EasyLink interviewed 6 respondents (doctors and nurses) from endoscopy labs of large (400-800 beds) hospitals in Poland and delivered a detailed Q/A script specifying all the required aspects of the interview (frequency/volume of endoscope reprocessing, changes in the department in the past years - e.g. Budget, staff, technology, regulatory etc.), type of technology used, process, preferences and trends for future technology purchases, etc.). The outcome of the interviews helped the client to assess its opportunities and focus business strategies in Poland.
   

Market study in Russia for an Italian producer of hip replacements

Completion: 2017 - 09
Target markets: RU
Objective: The client is an Italian Company fully dedicated to the research, development, production and sales of medical devices for orthopedics application, particularly for the hip and knee replacement. The company has successfully established its presence in many countries worldwide (USA, Australia, New Zealand, UK etc.). To support further export development, the client requested assistance in the Russian market, starting with a market study.
Results: Resources utilized for this initial market research included data provided by the Russian Orthopedists and Traumatologists Association, media articles, internet search, business directories and databases, as well as interviews with market experts. The study included an overview of the Russian medical equipment and devices market (including investment in modernization of equipment and infrastructure), market structure (local production/import/export), structure of the Russian market of joint implants, major competitors in the market, price levels, hip and knee replacement practices, import and registration policies and recommendations concerning market entry. In the second stage of the project EasyLink dentified 30 prospective partners corresponding to the ideal partner profile described by the client. We received positive responses from 3 distributors/ importers, arranged meetings with the president of the Russia association of traumatologists and orthopedists and two leading doctors at the Eurasian, arranged a visit to Moscow and St. Petersburg to meet with 4 leading doctors and 3 distributors / importers. EasyLink also provided business advice on a series of skype conference calls and assistance during the meetings in Moscow and St. Petersburg.
   

Analyzing regulatory requirements and certifications needed for imports of non-prescription pharmaceuticals into Poland

Completion: 2017 - 06
Target markets: PL
Objective: Our client, a U.S. supplier of probiotics, prebiotics & digestive enzymes, wished to screen opportunities in Poland.
Results: The total value of the Polish pharmaceutical market reaches approximately USD 8.8 billion annually. The segment of prescription medicines constitutes about 65% and those not requiring prescription (OTC) about 35% of the value of the market. We delivered information on the type of registration procedures available as well as short profiles of companies assisting with registration of pharmaceuticals. With regard to the distribution of OTC drugs, 96% are sold in pharmacies, while GSL sales (non-pharmacy) constitute only 4%. When it comes to dietary supplements alone, about 85% are sold in pharmacies, nearly 10% over the Internet, and the rest in general store chains. Customers generally prefer buying these products at the pharmacy, because they know that this distribution channel ensures the quality of the products and pharmacists can always provide information and advice.
   

Distributor search for an Irish producer of minimally invasive gynecological products

Completion: 2017 - 05
Target markets: CZ
Objective: The client manufactures equipment for treatment of excessive menstrual bleeding or menorrhagia. EasyLink was commissioned to search for potential distributors in the Czech Republic.
Results: EasyLink conducted market research into companies involved in sale and distribution of medical devices, instruments or other products for gynaecology ambulances and clinics. Based on desk research and phone interviews with several gynaecologists in the Czech Republic we understand that outpatient endometrial ablation (with the use of second generation methods) is not currently carried in the Czech Republic. EasyLink also included additional findings from interviews with experts for the client's reference. EasyLink identified and approached 30 potential partners. 5 companies have confirmed interest in meeting the company's representative to discuss possible cooperation. Company profiles and contact details of the positive companies have been provided to the client for direct communication.
   

U.S. manufacturer of cyanoacrylate-based adhesive and infection prevention products visits the Czech Republic

Completion: 2017 - 03
Target markets: CZ
Objective: EasyLink was requested to identify and approach prospective distribution partners in the Czech Republic and arrange one-to-one meetings with qualified and interested prospects for an in-market visit in March 2017.
Results: Six face-to-face meetings were arranged. EasyLink approached companies offering products for human as well as veterinary medicine. We also arranged taxi and train transportation for the client and delivered information on health care in the Czech Republic as well as on public tenders to prepare the client for the visit. Two months after the visit the client announced appointment of their local partners.
   

U.S. supplier of mobility products and accessories analyzes opportunities in the Czech Republic

Completion: 2016 - 12
Target markets: CZ
Objective: EasyLink was requested to carry research into market potential of their glides for walkers.
Results: There is no major local manufacturer of walkers in the Czech Republic. Locally, only one company has been producing some basic walkers in small series. Walkers are imported from several countries in Western Europe (e.g. Germany) and Asia (especially China). We identified the leading brands of walkers sold in the Czech Republic. We conducted interviews with several market experts to assess marketability of walker glides in the Czech Republic. We identified and profiled potential distribution partners. We recommended contacting local importers and distributors of walkers and other medical products for the disabled and elderly as the sole route-to-market option locally.
   

Leading global specialty retailer of health and wellness products requests EasyLink to map the Czech market

Completion: 2016 - 12
Target markets: CZ
Objective: Our client portfolio includes vitamins, minerals, and herbal supplement products, sports nutrition products and diet products.
Results: We delivered an insight into the Czech market with dietary supplements covering information on its size, key competitors as well as various retail channels. Czechs annually spend around USD 640 million on dietary supplements, about 35% of this amount is spent in pharmacies alone. The highest demand is for preparations for joint and bone health, probiotics, and supplements with vitamins and minerals. There has also been an increase in the demand for cosmetic products for skin and hair care. The Czech nutritional supplements market is supplied by many local as well as foreign brands. Nutrend and Walmark are the largest players in the country. In the Czech Republic dietary supplements are sold in pharmacies, drug stores, supermarkets and hypermarkets, special nutrition and health stores, and over the Internet.
   

U.S. manufacturer and distributor of ophthalmic products seeks partners in the Czech Republic

Completion: 2016 - 12
Target markets: CZ
Objective: EasyLink was asked to identify prospective distribution partners.
Results: We identified and profiled 20 companies. We asked the client to review the selected companies and determine which companies they see as the best prospects to be approached. We also informed the client on the next steps to be taken should they choose to engage EasyLink in contacting the companies.
   

Assessing market entry options

Completion: 2016 - 11
Target markets: CZ
Objective: Developer of the first diagnostic test of its kind that predicts the risk of developing esophageal cancer in patients with Barrett’s Esophagus evaluated market entry options to Central Europe.
Results: We carried several phone interviews with market experts such as the head laboratory specialist at the Institute of Pathology of the First Faculty of Medicine and General Teaching Hospital in Prague or head doctor at the Internal gastroenterology clinic of the University Hospital in Brno. Since the test was not yet known to medical audience we recommended key gastroenterology congresses in Europe as the key venue for introducing the test to Czech gastroenterologists. Based on our findings we concluded that it was perhaps too early to start contacting potential distribution partners or labs in Central and Eastern Europe until local doctors know this new tool is available.
   

Assessing potential for a US supplier of instruments for Instrument-Assisted Soft Tissue Mobilization

Completion: 2016 - 11
Target markets: CZ
Objective: Our client's products are currently used by teams in the NFL, MLB, NBA, NHL, NCAA, members of the PGA, Navy SEALs Delta Force, and U.S. Olympic Teams. EasyLink was asked to research the field of Instrument Assisted Soft Tissue Mobilization in the Czech Republic. Ultimately the company would like to work with a local partner that would import and distribute the products as well as run courses on the use of their instruments.
Results: We carried phone interviews with five physical therapists from various well-known physical therapy centers that also work with athletes (based in Prague as well as Brno), secretary of UNIFY (professional organization of physical therapists), two massage therapists as well as the president of the Czech Association of Massage Therapists. We inquired about the use of Instrument-Assisted Soft Tissue Mobilization method (IASTM) in the Czech Republic. For soft tissue mobilization procedures in the Czech Republic widely used equipment/treatments include therapist hands, common tools such as small balls, cones, flasks, various hard surface items – selection of these tools is up to the creativity of a physical therapist what he/she finds useful, ultrasound, extracorporeal shock wave therapy, and the method of post-isometric relaxation. Recently some novelties such as foam rolling tubes have been introduced. We provided the client recommendations on next steps to be taken as part of their market entry strategy.
   

Arranging meetings with companies in the Czech Republic to take place at the Medica Fair in Germany

Completion: 2016 - 11
Target markets: CZ
Objective: Our client manufactures and distributes high-end laboratory consumables to the life science, research, and academic markets. EasyLink was asked to set up appointments with qualified and interested potential distribution partners at Medica International Trade Fair in Düsseldorf in November 2016.
Results: We identified and profiled 29 prospective distribution partners. After the client’s review and prioritization 11 companies were approached. We first called each of the companies to establish contact. Following the initial call company managers were provided detailed information via email. The mailing included an introductory email, profile prepared by EasyLink in the Czech language, and company materials provided by the client. Three companies confirmed their readiness to engage in direct communication with the client. Two meetings were scheduled for Medica; additional companies planned to stop by our client´s booth to see their products.
   

U.S. supplier of blood products, tissues and organs, reagents, and custom antibody production service seeks partners

Completion: 2016 - 11
Target markets: CZ
Objective: EasyLink was asked to identify and approach prospective customers in the Czech Republic to set up appointments at Medica International Trade Fair in Düsseldorf in November 2016.
Results: In step one EasyLink identified and profiled 30 organizations for the client’s review and prioritization. In step two 21 pre-selected entities (commercial entities as well as leading biotech research organizations) were approached by EasyLink. We first called each of the entities to establish contact. Following the initial call managers/researchers were provided detailed information via email. The mailing included an introductory email, profile prepared by EasyLink in the Czech language, and company materials provided by the client. The managers/researchers were given a deadline by which to deliver their final statement as to their interest in meeting at Medica or discussing the proposed collaboration opportunity directly with the client via email and/or phone.
   

Interviewing surgeons on the use of a competing medical device product

Completion: 2016 - 08
Target markets: CZ
Objective: EasyLink was requested to carry research on a competitive product to help the client understand its market penetration internationally.
Results: Resources included phone interviews with multiple surgeons in the Czech Republic as well as research of public tender entries, websites of local distribution partners, and key word search. Through secondary research the ATR was able to compile information not only on the Czech market, but also for Slovakia.
   

Recurring project: customer satisfaction survey

Completion: 2016 - 07
Target markets: CZ
Objective: EasyLink was approached by a company carrying out customer satisfaction interviews for a leading producer of blood/plasma collecting machines and disposables. We were asked to conduct interviews in respect to satisfaction with technical service provided (repairs and check-ups of machines) and with customer service related to disposables.
Results: As part of a regular yearly survey conducted on behalf of the client (first in 2013), EasyLin kperforms structured interviews with client’s customers to assess their satisfaction with the quality of technical and customer services provided by the client. Findings from the interviews help the client identify weak points in their technical/customer services and set measures to be taken to remedy the situation.
   

British pharmaceutical supplier entrusts EasyLink with research in Latin America and Europe - medicine procurement

Completion: 2016 - 06
Target markets: 4x LatAm, 8x Europe
Objective: The client has reached out to EasyLink Business Services with an inquiry for market research into procurement of unregistered medicines by major hospitals in selected countries of Europe and Latin America. The project task has been to identify and connect with key individuals at each of 5 major hospitals and summarize how they procure unlicensed medicines today, and find out which company/companies currently provide this service to the hospital(s) / supply them with unlicensed medicines.
Results: EasyLink consultants in 4 Latin American countries (Brazil, Peru, Argentina and Colombia) and 8 EU countries (Czech Republic, Poland, Hungary, Romania, Bulgaria, Italy, Austria and Greece) profiled 5 top hospitals in their respective countries to approach them with the inquiry concerning unregistered medicines procurement. The consultants detailed the procurement process, identified the person in charge of procurement of unregistered drugs (if applicable) and listed major suppliers to hospitals. EasyLink provided comprehensive 8-14 page reports for each country with an overview describing the procedure in general and additional information on hospitals and pharmaceutical suppliers.
   

Doctor recruitment in CZ and SK for a CKD study

Completion: 2016 - 05
Target markets: CZ&SK
Objective: EasyLink was commissioned to recruit general practitioners and nephrologists for participation in a study aimed at the treatment of anaemia in CKD (chronic kidney disease) patients.
Results: EasyLink was tasked with compilation of a database of 500 doctors in each country (general practitioners and nephrologists) in specific districts with close vicinity to defined trial sites. We then sent three email blasts with information about the study and instructions for participation/patient referral to all 1.000 contacts in both countries. Following the first and second blasts of emails we conducted 300 phone calls with selected physicians in each country to ensure they received the information and assess their readiness and/or willingness to participate in the study. We referred them to a dedicated website and assisted them with registration or patient referral. The database followed a specific matrix and colour-coding for the client's easy reference regarding the progress of recruitment in each country.
   

U.S. laboratory specializing in DNA genetic testing for paternity and other familial testing targets Romania

Completion: 2016 - 04
Target markets: RO
Objective: Our client wished to locate suitable laboratory partners (distributors/resellers) in additional CEE markets. EasyLink was asked to recommend which market to consider first and assess market potential of the selected market.
Results: Before starting the project EasyLink team knew the key issue would be the lack of pertinent secondary data on the DNA testing sector. The only way to really assess the market potential in this particular case was to interview companies within the sector. In step one, we identified prospective partners amongst the leading labs in Romania. In step two, we approached them via phone to introduce the client and their services and inquired about whether they carry own testing and diagnostics in-house and/or are dependent on an accredited laboratory partner to provide the analysis and reporting, whether they work with labs in their own country or elsewhere in Europe or even overseas, and whether they would be open to consider a U.S. lab as a prospective partner. We then asked for the name and email address/mailing address of a contact person to be approached and confirmed that communication in English via email was possible. Our efforts generated 7 potential sales leads for the client! The deliverable was a spreadsheet file with answers to the questions asked and contact details of managers that the client should approach. We further prioritized the order in which the companies should be approached - companies marked in green were those with the highest potential and their managers were to be contacted immediately; companies in yellow also offered potential, their managers were to be approached within two weeks.
   

Quick market research into use of CTG fetal monitoring in Poland

Completion: 2016 - 04
Target markets: PL
Objective: The objective of this project was to map the use of CTG fetal monitoring in Poland in hospitals in ante- and peri-natal applications.
Results: The research answered key questions regarding market situation and potential, including - how frequent is the use of CTG fetal monitoring, what percent of all cases use CTG, is CTG done also in practices/clinics, what are the major brands of CTG fetal monitors present in the market? The research was delivered in one week.
   

Arranging meetings with managers handling procurement and maintenance of medical devices in the leading hospitals

Completion: 2015 - 12
Target markets: CZ
Objective: Global provider of information used in the process of procurement and management of medical devices requested EasyLink to arrange meetings with managers of the largest hospitals in the Czech Republic for the visit planned for December 2015.
Results: EasyLink contacted 24 entities including the Ministry of Health, leading hospitals, the largest private provider of healthcare, and a company operating a number of regional hospitals. During the two-day visit the client met with medical device procurement and maintenance managers of six hospitals (four of them belong to ten largest hospitals in the country!). EasyLink consultant arranged for transportation to hospitals located outside of Prague and also accompanied the client to the meetings to interpret where necessary as well as to provide in-market assistance.
   

Irish manufacurer of unique air disinfection for healthcare industry wishes to penetrate Czech market

Completion: 2015 - 11
Target markets: CZ
Objective: The client is an innovative manufacturer of airborne infection control systems based on Air Plasma Technology. Currently, there is no competing product in the world with the same capability. This was confirmed by independent bodies like NASA, Fresenius Institute and the National Centre for Plasma Science & Technology in Ireland. After past successful years of creating new distributor agreements in USA and many European countries, the client decided to find a suitable one with good connections within the healthcare industry also in the Czech Republic.
Results: The business mission to the Czech Republic turned out to be very successful for the client, as the our business matching effort created interest to meet the client among 8 key distributors within the healthcare sector, resulting into 7 meetings during the clients business trip to the Czech Republic. At top of the things, a new partnership between the client and his preferred distributor he met with was made within few months after.
   

Full-service provider of advanced DNA testing seeks partners in Poland

Completion: 2015 - 07
Target markets: PL
Objective: EasyLink was commissioned to identify, approach, and evaluate prospective business partners in Poland.
Results: Altogether, 12 companies pre-selected by the client from the initial list of 21 targets were approached. Over the last few years the DNA testing sector in Poland has developed dynamically increasing not only the demand, but also the number of laboratory units that launched DNA testing in-house.
   

Irish producer of medical adhesives targets Czech Republic

Completion: 2015 - 07
Target markets: CZ
Objective: A relatively new company involved in development and production of medical tissue adhesives tasked EasyLink with researching the Czech market and identifying distribution partners that could have interest in representing their product.
Results: EasyLink conducted market research into companies involved in sale and distribution of sutures and other medical consumables and devices and identified 33 potential partners, which were submitted for review by the client. Top 20 prospects were contacted and 7 companies expressed interest in meeting the client. The client was also provided with detailed competitor landscape including prices of competing products.
   

UK producer of filing stationery solutions wishes to enter the Czech market

Completion: 2015 - 06
Target markets: CZ
Objective: The client manufactures customised printed document filing stationery for healthcare, civil service departments, schools, and professional services firms. The company management asked EasyLink to research the market for potential distributors among general suppliers of office supplies, suppliers of file cabinets for the medical sector, distributors of products and equipment for the medical sector, distributors/producers of blank forms for the medical sector.
Results: EasyLink prepared a report detailing the profiles of 30 prospective partners for the client’s review. In the next stage the EasyLink consultant approached 28 companies shortlisted by the client and provided them with the client’s company and product literature. EasyLink arranged meetings with 5 interested prospects and collected their detailed feedbacks which helped the client to prepare for the meeting. EasyLink accompanied the client to most meetings and provided all the necessary in-market support. “… EasyLink’s support during the market visit was brilliant…”
   

Market overview: health care system and procurement of medical equipment by hospitals in the Czech Republic

Completion: 2015 - 05
Target markets: CZ
Objective: Leading global organization dedicated to bringing the discipline of applied scientific research to healthcare to discover which medical procedures, devices, drugs, and processes are best to enable improved patient care wished to evaluate the potential of the Czech market and requested EasyLink to provide an insight into how the Czech health care system is organized and how medical equipment is procured by local hospitals.
Results: In the Czech Republic, approximately 95% of primary care services are provided by physicians working in private practice, usually as sole practitioners. There are almost 190 hospitals (offering also out-patient care) with 56,807 beds. Medium size hospitals with 100 to 499 beds prevail in the country. The largest hospitals with over 1,000 beds are state-run. Public tenders in the Czech Republic must always be organized if the contracting authority is the state itself, organizations subsidized by the state or self-governing units (regions, municipalities) and their subsidized organizations (e.g. regional or municipal hospitals). In addition to the market overview, EasyLink delivered short profiles of the leading hospitals in the Czech Republic.
   

U.S. leader in the manufacture of dental diamond burs and LED curing lights attempts for another market entry

Completion: 2015 - 05
Target markets: CZ
Objective: In early 2011, the client made the first steps for entering the Czech market; EasyLink was then requested to schedule meetings with the leading distributors of dental equipment; the meetings were held at the IDS show in Cologne. Unfortunately, no business sales resulted. In April 2015, EasyLink was asked to guide the client through another market entry attempt. EasyLink first assisted by fine-tuning the route to market strategy, suggesting the client to target smaller players with a narrower range of products, also putting an emphasis on their curing lights rather than dental burs.
Results: Our latest findings confirmed that the Czech diamond burs segment was quite saturated with too many players already in the market. EasyLink advised emphasizing the fact that the client already exported to a number of European countries plus operated a repair center in Germany; previously the client heavily promoted the fact their products were US made. EasyLink prepared short profiles of prospective partners and the client selected the candidates to be approached. Five companies expressed interest in discussing partnership opportunities with the client this time. EasyLink then traveled to the InDent Trade Fair (major dental fair) held in Brno in May 2015 to meet the top candidates to reinforce establishing the connection. Afterwards the client initiated direct communication with the leads identified by EasyLink.
   

EasyLink meets prospective distribution partner candidates at a dental fair in the Czech Republic

Completion: 2015 - 05
Target markets: CZ
Objective: The client, a leading U.S. supplier of dental products, wished to strengthen its presence in the Czech Republic and commissioned EasyLink to identify prospective distribution partners.
Results: EasyLink approached 28 companies to introduce the client and their products and to evaluate their qualification and interest in representing the client in the Czech Republic. Five companies expressed interest in discussing partnership opportunities with the client. To reinforce the connection with the top candidates EasyLink was asked to travel to the InDent Trade Fair held in Brno in May 2015 to meet their top managers in one-to-one appointments. The final report delivered to the client included detailed profiles of prospective distribution partners together with their in-depth evaluation of the market potential for all the products offered by the client as gathered during the meetings with EasyLink at the Indent fair as well as tips on how to initiate direct communication with all the five companies; last but not least, the client was provided responses of other companies contacted during the course of the project.
   

Mapping the current situation in the Polish medical simulation market

Completion: 2015 - 05
Target markets: PL
Objective: Our client, a world leader in integrated simulation management and skills evaluation software, wished to assess the Polish market potential.
Results: Our findings suggested that the Polish market was at an early stage of development - the first center was established in 2009, by 2015 there were 13 medical simulation centers in Poland; they were established by medical schools to also support complementary training of already practicing doctors and nurses. In Poland there are 18 medical universities that educate approximately 75,000 students.
   

U.S. supplier of medical equipment evaluates potential of the Czech market

Completion: 2015 - 04
Target markets: CZ
Objective: The client, an engineering and manufacturing company offering diverse product lines that include lines for hyperbaric chambers, sterilizers, aircrew training systems, and various other testing and training simulators, wished EasyLink to map the demand for their sterilizers and hyperbaric chambers in the Czech Republic.
Results: The final report delivered by EasyLink included an overview of the health care system in the Czech Republic and also provided an insight into the use of hyperbaric chambers. EasyLink also identified and prepared short profiles of 34 prospective distribution partners. Interviews with market experts and our own analysis of secondary resources suggested that hyperbaric oxygen therapy is rather underrated in the Czech Republic. There currently are 13 hyperbaric chambers in the Czech Republic, but their location throughout the country is uneven. We also provided technical details on all the chambers currently in use in the country.
   

Irish manufacturer of blister feeding and tablet punching systems seeking a partner in the Czech Republic

Completion: 2014 - 12
Target markets: CZ
Objective: The client asked EasyLink to identify prospective distributors/agents for their range of pharmaceutical blister packaging solutions in the Czech Republic. A suitable distributor/agent would be a local company selling complementary products to drug manufacturers, e.g. vision system suppliers, tablet punch suppliers, thermoforming material suppliers, API suppliers, pharma automation equipment suppliers.
Results: EasyLink identified and approached 25 companies from all of the suggested sectors. The consultant always spoke with the senior manager and provided information about the company, its products and the offer of partnership (by email). In follow-up calls the consultant assessed the companies’ interest in becoming a distributor for the client. 2 companies expressed interest in meeting the client to discuss potential partnership.
   

Meeting prospective partners from the Czech Republic and Poland at Medica 2014

Completion: 2014 - 11
Target markets: CZ&PL
Objective: U.S. manufacturer of light sources, digital CCD camera systems, insufflators and instruments used in endoscopic surgery was seeking distribution partners in the Czech Republic and Poland.
Results: Initially, EasyLink identified and prepared short profiles of 28 Czech and 26 Polish partners for review and comments by the client. 11 Czech and 10 Polish companies selected by the client were approached by phone and provided with detailed information via email to evaluate the proposed partnership opportunity. The client met four prospective partners at the Medica fair held in Düsseldorf, Germany in November 2014.
   

Meeting prospective partners from the Czech Republic and Poland at Medica 2014

Completion: 2014 - 11
Target markets: CZ&PL
Objective: U.S. manufacturer of respiratory products including oxygen concentrators, oxygen & air flowmeters, oxygen regulators, vacuum regulators, oxygen/air blenders, Heliox blenders, oxygen monitors, battery operated & AC suction units and medical air compressors requested a distributor search project in the Czech Republic and Poland.
Results: The client wished to target a very narrow pool of candidates; indeed, only four Czech and five Polish companies were approached to introduce the client and present the partnership opportunity. Three meetings were arranged; they were held by the Executive Vice President and Global Sales and Marketing Manager at the Medica Fair in Düsseldorf, Germany in November 2014.
   

Global leader in medical joint implants makes an approach of Russian market

Completion: 2014 - 10
Target markets: RU
Objective: EasyLink was contracted to identify potential and distribution routes in Russia for a key international producer of knee and hip implants, to approach and open negotiations with prospective customers (partners) and to support the client in concluding contracts with the best distributor(s).
Results: EasyLink Moscow consultant conducted in-depth research into the sector, contacted potential partners, and eventually shortlisted about 10 best prospects. Our analysis included insights into business practice in the Russian medical sector and recommendations regarding the quality of and best approach to key market players. The client conducted several market visits in December 2013 and in early 2014, always availing of EasyLink's support in organization of and accompaniment to all business meetings. With our ongoing support, the client finally concluded a distribution contract with a chosen partner in the fall of 2014.
   

Partner search for a U.S. pharmaceutical manufacturer in the Czech Republic

Completion: 2014 - 06
Target markets: CZ
Objective: The client produces a wide range of over-the-counter and prescription medications. The company offers an extensive liquid, suspension, and suppository dosage portfolio. The company wishes EasyLink to schedule meetings with qualified partners to be held during an in-market visit in June/July 2014.
Results: EasyLink identified and approached 19 prospective partners – companies involved in registration, marketing, and distribution of pharmaceuticals. At this time no local manufacturers or pure distributors were approached. The first contact with company managers was over phone. During the call the consultant provided brief information about the client and the type of partner the company seeks in the Czech Republic. The company managers were subsequently provided detailed information via email and were given a due date by which to respond with regard to their readiness/interest in meeting with the client to discuss details of the proposed collaboration opportunity. 10 companies expressed interest in discussing partnership opportunities and meetings were scheduled with them. The consultant also provided logistic assistance and recommended the most convenient means of transportation during the in-market visit.
   

Analysing digital imaging market in four CEE countries

Completion: 2014 - 05
Target markets: CZ,HU,BG,CR
Objective: A major multinational provider of digital imaging services wished to acquire a chain of digital imaging service provider facilities. Our task was to analyse diagnostic imaging, cancer detection and cancer treatment markets in the Czech Republic, Hungary, Bosnia & Herzegovina and Croatia.
Results: Through highly focused desk research and interviews with industry respondents EasyLink’s teams in all researched countries gathered data on healthcare system financing (private vs. public), healthcare system regulation (health insurance system, reimbursement system, cancer screening programmes), healthcare system structure, diagnostic imaging market and cancer care market. The deliverable was a structured PPT report containing data on the number of general healthcare facilities, specialized facilities, DI/radiotherapy facilities (in hospitals and out-patient), number of physicians by specialization, system of referrals for specialized care services, number of DI procedures (X-ray, MRI, PET, CT) and radiotherapy procedures (brachytherapy, radioisotope irradiator procedures – LINAC), data on installed DI/radiotherapy equipment, waiting times and pricing of procedures, operator structure (general hospitals/GPs/specialized practitioners/radiology/radiotherapy centres), largest private sector DI/radiotherapy providers and outlook for treatment volume, installed equipment, treatment price and operator model. The resulting 4 reports helped the client assess their potential in each of the four markets and structure their further acquisition strategy.
   

Market analysis: Medical Devices and Equipment forthe Handicapped and Disabled (CZ)

Completion: 2014 - 03
Target markets: CZ
Objective: The Canadian Embassy in Prague commissioned EasyLink to review and update a report on Medical Devices and Equipment for Disabled, Elderly and Injured Persons (2011).
Results: The result of the project was an updated 40-page report containing an analysis of the medical devices market (domestic production and import), overview of the Czech healthcare system, future development and business opportunities (sub-sector best prospects), utilization rate of selected medical equioment and market saturation, information on public procurement in the healthcare sector (legal regulations, EU directives), overview of the health aids market (domestic production and import), user analysis (demographics, healthcare infrastructure, health status of the Czech population), R&D and innovation (government R&D strategies and incentives, scientific equipment and EU-funded projects, biomedical education), market and sector challenges (SWOT, technical requirements for import of medical devices) and recommendations for Canadian exporters (route to market).
   

A UK biotech company assessing market potential in Poland

Completion: 2014 - 03
Target markets: PL
Objective: A pharmaceutical company that specialises in the manufacture and commercialisation of larval debridement therapy products was planning to expand into additional European countries as well as the US. One of the considered markets was Poland, where Easylink was asked to conduct market research in order to deliver an in-depth understanding of the market and potential for business to support the decision for market entry.
Results: EasyLink prepared a 30-page report containing information on the Polish healthcare and medical market, with an emphasis put on hospital and medical staff, wound care, used and preferred wound debridement methods, LDT (larval debridement therapy) in Poland, payment mechanisms, reimbursement of medical services, drug reimbursement, wound care reimbursement, etc. To gather first-hand information EasyLink interviewed 5 key opinion leaders and provided a summary of their insights concerning LDT potential in Poland. The report provided extensive business intelligence and helped the client evaluate market potential for their highly specialized product.
   

Analysis of named patient programmes in Germany, France, Sweden, Finland and Spain

Completion: 2014 - 02
Target markets: DE,FR,ES,FI,SE
Objective: Our client imports pharmaceuticals on a "named patient" basis. The task was to provide an overview of named patient programmes in five European countries, specifying what rules and regulations apply, what is the government policy towards importing pharmaceuticals on "named patient" basis, which government department regulates the process, what is the mechanism to import drugs on named patient basis, who pays for the medications.
Results: For each country we delivered a 6-8 page report containing a general overview of the named patient programme (applicable legislation, programme description), information about who actually prescribes the drug under NPP, import procedures, pricing & reimbursement processes.
   

Partner search in the Czech Republic: PTA balloon catheters

Completion: 2014 - 02
Target markets: CZ
Objective: This project aimed to support an innovative Irish developer and manufacturer of custom-made Balloon Catheters in evaluating the potential of the Czech market and identifying qualified distributors.
Results: EasyLink identified and approached 34 potential partners and 8 were interested in discussion about potential partnership. EasyLink delivered a report with detailed profiles of interested companies and a brief summary of negative responses. Feedback obtained during phone interviews with managers of the approached companies revealed major challenges related to putting the client’s products in the market; our findings help the company understand the regulatory process and requirements that need to be addressed jointly with the future distributor.
   

Seeking pharmaceutical suppliers in Canada

Completion: 2013 - 12
Target markets: Canada
Objective: Our client is seeking pharmaceutical suppliers that can supply drugs within Canada as well as possibly for export. The client is seeking partners that are primarily distributors or wholesalers that carry different pharmaceutical brands. The companies should have hospitals as well as pharmacies as clients, as these types of companies would be more likely to have the comparator drugs required for a clinical test. Areas of interest would include oncology products, vaccines and antibiotics. The goal in Canada was to identify five major wholesalers/distributors of pharmaceuticals (not producers). These independents or generalists were to be identified by a combination of hard and soft criteria. There was also a logistics component to the request that would involve certain criteria regarding refrigerated storage and distribution.
Results: EasyLink consultant identified 8 qualified prospects for review by the client.
   

U.S. leader in eye care identifying qualified service providers for lens registration in Ukraine

Completion: 2013 - 11
Target markets: UA
Objective: A manufacturer of contact lenses has requested assistance from EasyLink in identifying potential partners (service suppliers) to register its medical product (contact lense) in Ukraine.
Results: EasyLink consultant in Ukraine conducted search on Luxoptica Holding LLC in public sources: business databases, company profiles, and in-depth internet search. Additional information was purchased from a specialized credit bureau. In relation to the objective of identifying qualified service providers for lens registration in Ukraine, the consultant compiled an initial list of 15 companies involved in medicine and medical device registration. Upon further study, some were found not to be engaged in registering of medical devices (they focus on drugs only). On a short list of 6 companies, 2 (two) have experience in registration of class 3 medical devices, and optical lenses in particular. However, also the other four see no issues with registration of a lens and are ready to assist in the process.
   

Innovative CT technology provider seeking partners in the Czech Republic

Completion: 2013 - 11
Target markets: CZ
Objective: The company was formed in 2009 with the goal of providing cutting edge Cone Beam CT capabilities to orthopaedic and podiatric specialists. The company wishes EasyLink to carry a distributor search project in the Czech Republic in order to identify partners qualified and keen to carry the client’s product. The company would exhibit at Medica in November 2013 and would like to meet prospective partners there.
Results: EasyLink initially identified and prepared short profiles of 27 prospective partners for review and comments by the client. Prospective partners included distributors experienced in dealing with X-ray/MR/CT systems, CBCT imaging systems in particular. Altogether 17 companies were approached by phone and provided detailed information via email to evaluate the proposed partnership opportunity. 3 companies expressed interest in further talks with the client and 2 wished to meet at Medica trade fair in Prague in November 2013.
   

Background check of a potential partner in Bulgaria

Completion: 2013 - 08
Target markets: BG
Objective: Our client is a leading U.S. supplier of bulk diagnostic reagents, immunoglobulins, antibodies, buffers, diluents and stabilizers. The company has been approached by a Bulgarian distributor of complementary products that wishes to become the client’s distributor. We were commissioned to check the company’s background.
Results: Resources employed to perform the task included the trade register, key word search of local media and information collected from various scientific and academic circles.
   

Analysing clinical trials, product registration and market entry in 15 CEE countries

Completion: 2013 - 06
Target markets: 15xCEE
Objective: The analysis prepared by EasyLink maps the regulatory and market environment that biotech and pharmaceutical companies face when conducting clinical trials as well as registering and marketing new products in Central and Eastern Europe.
Results: In the first stage of the project (carried in March 2013) 15 Central and Eastern European markets were evaluated and country overviews were prepared by in-market consultants of EasyLink Business Services. After detailed analysis of the initial findings five largest markets in terms of clinical trials annually started (Russia, Poland, the Czech Republic, Hungary, and Ukraine) were selected for in-depth analysis of their regulatory and market environment. The second stage was conducted in May and June 2013. Resources for both parts of the project included desk research of secondary resources and phone interviews with market experts such as regulatory authorities, trade associations, contract research organizations, and medical facilities etc.
   

Opportunities for an Israeli OEM medical manufacturer in Russia

Completion: 2013 - 06
Target markets: RU
Objective: An Israeli company specializing in developing and manufacturing of disposable components and devices for medical OEM companies assigned EasyLink with evaluating the market potential for its products in Russia. The key questions included: Is there a market for the listed OEM products? Are there prospective customers among local medical set manufacturers? How big is the demand?
Results: Despite the state of the medical industry market is still underdeveloped and information is really scarce and facts are hard to come by, we managed to collect a significant amount of information and deliver a report containing data on the size of the market (derived from the number of surgeries, as no data was available on import and/or production of the relevant medical equipment), competition, potential partners and route to market. EasyLink identified 3 categories of prospective partners (producers of medical sets, distributors/wholesalers, end users – hospitals/clinics) and approached the total of 51 entities. All contacted companies were presented with a list of questions provided by the client and relevant answers were incorporated into the text on market analysis. Out of 51 approached companies, 7 were interested in further communication with the client.
   

Identifying TOP 5 pharmaceutical distributors in Mexico

Completion: 2013 - 04
Target markets: Mexico
Objective: The aim of the project was identifying independent pharmaceutical distributors in Mexico, and obtaining information about them for a client interested in sourcing products from these companies to supply to their global clients in the clinical trials market.
Results: The local consultant identified and contacted TOP 5 distributors of pharmaceuticals in Mexico to verify contact details & determine English speaking person for sales issues. EasyLink provided an Excel database with information including company contact info, contact person details, existence of export license, size (turnover, employees), ownership structure (owners, %), short company profile. EasyLink also requested product catalogue/list, price list and copy of wholesale license. EasyLink ranked the Top 5 companies by a combination of hard and soft criteria such as turnover, market share, reputation, reach etc. and also collected a response from the prospects concerning the business opportunity.
   

A list of Vice-Presidents of R&D for top 10-20 Russian pharma companies

Completion: 2013 - 04
Target markets: RU
Objective: A U.S. drug discovery company commissioned EasyLink to provide a contact list of Vice-presidents of R&D for top 10-20 Russian pharma companies.
Results: The output of the project was a list of 21 pharmaceutical companies specializing in infection drugs. The list included company name, website, brief company profile, company address and contact details of R&D manager.
   

Market analysis: rehabilitation equipment in Hungary

Completion: 2013 - 03
Target markets: HU
Objective: EasyLink’s consultant in Hungary was asked to deliver a market analysis in rehabilitation equipment.
Results: The analysis included: size of the market segments with regard to various groups of products offered by the client, analysis of the potential of the market including the distribution channels and number of points of distribution for the medical devices (numbers, database form), analysis of the potential on the market including the value of the public budget that is allocated for the medical, rehabilitation and orthopaedic devices, current level of prices at wholesalers for products similar to the client’s offer, description of the cost and rules by which the products have to be introduced and registered in order to be sold on the market, description of the cost and rules by which the medical devices can be included in the group of products that are reimbursed from the public money. The report further included an analysis of the potential most promising partners (profiles, financial credibility, setting up appointments) and analysis of competition (names and activities, sales, current level of process, mini SWOT).
   

Customer search: Wound care and skin care products

Completion: 2013 - 02
Target markets: CZ
Objective: The client specializes in the development, manufacture and marketing of a range of advanced technologies used for the management of a variety of wound and skin conditions. The company provides outsourcing solutions in the area of contract manufacturing, including tube filling, bottle filling, RF welding, die cutting, island placement, packaging and sterilization.
Results: EasyLink conducted market research into companies involved in sale and distribution of wound care & skin care products and pharmacy chains with interest in building wound care private label. We identified and contacted 24 potential partners from among distributors of wound care and other medical products and pharmacy retail chains. We arranged meetings with 8 potential partners.
   

Russia: US producer of pharmaceuticals seeking to strengthen presence in local market

Completion: 2012 - 11
Target markets: RU
Objective: Our client, a leading US manufacturer of dosage forms–liquids, suspensions, ear drops, pediatric drops and suppositories, and already in touch with one local partner, tasked EasyLink to further explore the market and identify, approach and provide information on companies interested in distribution of the client’s products. Second task consisted in providing an overview of top selling OCT drugs in Russia.
Results: The Russia based consultant identified and screened 24 suitable partners with active sales force in distribution of pharmaceuticals. Four highly qualified prospective companies expressed interested in further contact. EasyLink also provided a rating of 100 top selling OCT drugs.
   

U.S. manufacturer of high-quality medical disposables meets prospective partners in the Czech Republic and Poland

Completion: 2012 - 11
Target markets: CZ&PL
Objective: Our client, a supplier of a wide range of medical disposables exporting to over 50 countries worldwide, targeted the Czech Republic and Poland as top expansion markets in CEE and entrusted EasyLink with carrying a partner search and assisting the company in finding an ideal partner covering the country regions. Our consultants were tasked to seek out medical devices/and disposables distributors of small to medium size with well established presence in the market and organize business meetings in November 2012.
Results: Altogether, our consultants identified, screened and approached 60 prospective partners, 9 of which expressed interest in meeting the U.S. company. While visiting the Czech Republic and Poland, our client met top executives of 6 highly qualified prospective distributors. Within six months after his visit, our client chose a distributor for the Czech region, whose representatives have already attended product training and signed a distribution contract. After this positive experience with EasyLink Business Services, the client advised they will be looking at other new markets in the near future.
   

Identification of prospective partners in Latin America for a U.S. wholesaler of pharmaceuticals

Completion: 2012 - 10
Target markets: Chile, Argentina, Peru, Brasil
Objective: Our client, a significant U.S. provider of comparator medication to clinical research programmes commissioned EasyLink to identify suitable wholesalers/distributors or manufacturers of pharmaceuticals in selected Latin American markets – Brazil, Argentina, Peru and Chile. EasyLink was to find 5 largest distributors in the respective countries with preference for companies covering more than one market, and whether the companies own an export licence if required.
Results: EasyLink consultants selected companies based on hard and soft criteria, such as turnover, market share, reputation, reach, etc. and chose a total of 20 companies matching the criteria. All companies expressed interest in exploring the business opportunity and several of them had also operations in other Latin America countries, such as Bolivia, Columbia, Venezuela, Ecuador, Paraguay and other smaller markets. Due to a particular nature of the proposed collaboration, EasyLink advised the client on drafting a letter of intent, which helped to establish the initial level of interest of the selected companies. Deliveries included brief profiles of the respective companies, contact person information, comments on the perceived level of interest and what steps could be undertaken to further advance the opportunity. As per the client’s request, EasyLink also requested product catalogues, price lists and copies of wholesale licence where applicable.
   

Irish manufacturer of patient positioning devices and support structures seeking partners in the CR

Completion: 2012 - 09
Target markets: CZ
Objective: An innovator in the design of patient positioning devices tasked EasyLink to explore the Czech market in search of prospective distribution partners that could represent the client’s interests in the region.
Results: EasyLink identified, screened and interviewed a number of 23 prospective partners involved in supplies for operating theatres, anaesthesiology supplies and or sale of operating tables and mattresses, and provided market insight conducted through desk research and interviews with key representatives. The potential of the market was confirmed by positive feedback of 7 prospective distribution partners, who desired to be contacted or to meet the client. Meetings with 3 companies were scheduled for the Medica Fair in Dusseldorf.
   

In search of a distributor: Irish manufacturer of skin health analysis technology

Completion: 2012 - 08
Target markets: CZ&SK
Objective: A manufacturer of a unique imaging device for the analysis and evaluation of skin’s health commissioned EasyLink to identify and approach suitable prospective partners established in the field of Aesthetics Medicine and preferably already catering to this market by from of capital equipment. Targeted companies comprised of distributors technologies and material for aesthetical medicine and dermatology in the Czech Republic and Slovakia.
Results: Our consultants conducted research into the aesthetics medicine technologies in the respective markets and identified 47 potential partners matching the client’s criteria, which were subsequently contacted and presented with information on the client’s product. The enquiry generated 8 companies in the Czech Republic and 9 in Slovakia interested in further discussion on eventual cooperation with the client. 5 meetings with the most promising prospects present at the EAVD conference were organized, which introduced the client to his future distribution partner appointed for the Czech market.
   

Poland: UK manufacturer of X-ray protective wear meets prospective partners

Completion: 2012 - 06
Target markets: PL
Objective: Having already established presence in the Czech Republic, our client, a manufacturer and supplier of X-ray protective gear and accessories to the medical, dental and veterinary industries, chose Poland as its next expansion target market. Our search was to mainly focus on small distributors of compatible products for interventional medicine, and companies active in conferences and local relevant societies.
Results: Our Poland consultant put together a list of 51 companies, which were subsequently approached on managerial level. The final report contained detailed profiles of 7 highly qualified prospective distributors, profiles of 2 companies interested in direct procurement without a distributor-type relationship, a market overview tracing spendings into radiology in healthcare facilities, suggested meeting itinerary with 5 entities, that were able to meet the client within the given time-frame, and a summary of all other contacts, including relevant associations, unions and other entities active in this specialized sector. The client selected two most promising potential distributors, one of which placed several orders worth thousands GBP within a few months after the visit.
   

A British pioneer of solutions for digital pathology explores the Czech market

Completion: 2012 - 06
Target markets: CZ
Objective: Our client specializing in the use of web-based solutions for digital pathology and provision of innovative software for use in education, research and clinical sectors, contracted EasyLink to research the state and use of digital pathology in the local market and prospective partners, the client could meet in June 2012. The client was particularly interested in the local pathologic society and similar bodies in the pathology field, distributors supplying pathology laboratories and departments, distributors of competitive brands, and pathology departments at local faculties of medicine.
Results: In the course of this project, we left no stone unturned as we compiled and approached an encompassing list of contacts including all the key players active in the field! We contacted 48 entities – 18 prospective customers, i.e. pathology departments of all the faculty hospitals and other leading hospitals in the Czech Republic as well as the leading private histology and cytology labs; and 30 prospective partners – distributors with proven track record of sales to pathology labs. Our search generated 6 prospective customers and 4 distribution partners and the client handpicked 5 of them for one-to-one meetings in June 2012. The client was able to gain a bit disheartening insight into the CEE markets, as the lack of sufficient funds in the local healthcare sectors severely limited the market potential of digital pathology products. Market findings helped the client to refocus his attention on the Western Europe and wait until the CEE markets catch-up in healthcare spending.
   

Czech Republic: Irish supplier of laboratory diagnostic products seeks local partners

Completion: 2012 - 03
Target markets: CZ
Objective: The client wished to identify qualified distributors for its line of pre-filled laboratory containers that it had been successfully exporting to many countries throughout the world.
Results: Our interviews suggested that in order to save costs ordinary containers of different origin were often used for transport of specimen; pre-filled containers in fact were not very common due to higher costs. The consultant in the Czech Republic approached 40 potential partners amongst distributors of equipment and consumable materials for laboratories and healthcare institutions. EasyLink arranged 7 face-to-face meetings for the client’s 2.5-day visit to the Czech Republic in April 2012.
   

Identifying prospective buyers amongst manufacturers of dietary supplements in Poland

Completion: 2011 - 09
Target markets: PL
Objective: A U.S. producer of a wide range of bulk raw materials used in the making of dietary supplements and private label dietary supplements for retail wishes to identify prospective buyers. EasyLink is asked to approach pre-selected companies and discuss their potential interest – e.g. establish if they are potential buyers of raw materials for dietary supplements or private label dietary supplements or none.
Results: In the course of the project, product development, purchasing or production departments at 52 companies were contacted. Our efforts generated 7 qualified buyers ready to consider collaboration with the client! The final report - prepared as a spreadsheet - included the following entries: company name, address, website, contact person and their phone and email and most importantly, the findings obtained during phone interviews with the consultant. Although not required to do so, we prepared a short summary of the key findings.
   

Analysing named patient drug import regulations and procedures in 25 countries

Completion: 2011 - 08
Target markets: EU+
Objective: In-country consultants researched each target market and compiled an overview of the given country’s regulations and procedures for named patient drug imports. EasyLink carried the project in 24 European countries – from Norway to Italy, from Spain to Russia, plus in Israel! EasyLink was asked to deliver final results within 4 weeks from start of the project.
Results: Our reports (the same structure was maintained for all the countries) addressed the following items: 1) confirmed whether a doctor was able to prescribe a medicine that was not yet marketed in his/her country but it was available to doctors in another country (i.e. named patient import/unlicensed medicines), 2) outlined the process to follow to allow the import of such medicines, 3+4) explained what documentation was completed and by whom, and who conducted the import, 5) studied whether the state health system (or insurance) covered the cost of these medicines, and 6) analysed how can be checked if a doctor or pharmacy was licensed in the given country. The level of detail of the report was similar to that of the research completed by EasyLink in 2007; however, since then the legislation has changed in most European countries, and thus the project had to be carried again!
   

Distributor search: biomedical research products

Completion: 2011 - 06
Target markets: CZ
Objective: A U.S. based manufacturer of kits and applications for biomedical research asked for assistance in entering the Czech market. The client was seeking prospective distributors with complementing product portfolios and contacts to research centers, labs, universites and the like.
Results: The consultant in the Czech Republic first compiled an initial list of 21 prospective partners. The client reviewed the list and highlighted five companies that appeared particularly well qualified and positioned for the partnership offer. The consultant contacted all shortlisted candidates, introduced the client and presented the partnership offer with detailed information subsequently sent also via e-mail. Three out of the five companies expressed a strong interest and the client is currently in the process of developing a distributor contract with one of the companies.
   

Leading U.S. manufacturer of removable partial dentures requests another project in Russia

Completion: 2011 - 05
Target markets: RU
Objective: Due to changes in market situation (increased demand for non-precious alloys in the making of partial dentures, crowns and bridges) the client sought additional assistance in Russia and commissioned EasyLink to identify and qualify reputable distributors to stock, sell and support the sale of their non-precious alloys.
Results: Out of 22 companies identified by the consultant, 20 were approved by the client for contact and detailed evaluation. Two companies expressed their interest in further communication with the client; both are major suppliers of dental equipment and materials to medical institutions in Russia.
   

EasyLink assists a U.S. supplier of cryosurgical products in two more CEE markets

Completion: 2011 - 04
Target markets: UA&RU
Objective: After successfully assisting the client with market entry to four Central European markets (Czech Republic, Slovakia, Poland and Hungary) EasyLink was requested to run distribution partner search projects in Ukraine and Russia.
Results: The consulting team selected, screened and evaluated 22 and 17 companies in Russia and Ukraine respectively, and prepared meeting itineraries for the client for both countries. After his return from market visits the client appointed local partners for the two countries. The client highly appreciated our in-market assistance, “Easylink consultant’s direct participation during the four onsite meetings was of tremendous value.”
   

U.S. supplier of instruments for plant physiology research builds sales in Poland

Completion: 2011 - 03
Target markets: PL
Objective: The company delivers fast, light and portable instruments to plant researchers “in the field” when carrying out agricultural and environmental research. It sells through a network of distributors worldwide. In Poland, the client seeks a partner to promote its products at universities and research organisations and provide hands on sales consultation, training and service.
Results: The consultant initially confirmed potential for our client’s products and route to the Polish market using phone interviews and desk research. The client was successfully introduced to key decision makers of 21 prospective candidates (i.e. distributors already selling agricultural analysis instruments such as chlorophyll meters or laboratory instruments, weather stations or water monitoring instruments). We also contacted a local company that had previously placed several random orders, and evaluated their interest in forming a much closer relationship in the future – along the lines that the client desires. Following our submission of the final report (including detailed profiles of qualified and keen prospects, short profiles of all other companies contacted, market background and key competitor information), the client immediately initiated direct communication with the top four prospective partners we identified. EasyLink was then commissioned to schedule meetings for the client’s trip to Poland in late summer 2011. After the in-market visit the client signed up one of the companies we identified as the representative for Poland.
   

Partner search project: U.S. manufacturer of dental instruments

Completion: 2011 - 03
Target markets: CZ
Objective: The client requested assistance in seeking a distributor of rotary dental instruments for the market in the Czech Republic. The client also wanted help with arranging appointments with prospective partners at the upcoming IDS trade show in Koln.
Results: The initial list of prospective partners contained 38 companies. Out of these, the client shortliste 16 that were subsequently contacted over the phone and via e-mail with details of the partnership offer. Three companies expressed an interest in the opportunity and meetings with them were scheduled for the upcoming IDS trade show in Koln.
   

In-depth study: Pharmaceutical industry and market in the Czech Republic

Completion: 2011 - 03
Target markets: CZ
Objective: Following our completion of two market research reports the Embassy of India has requested three more projects – in-depth analyses of the food, pharmaceutical and chemical sectors in the Czech Republic. We were asked to follow the same structure and provide detailed information on market size and structure, key players (buyers, competitors, partners), market trends, opportunities and challenges as well as to analyse market potential and advise market entry strategies.
Results: Our over 60-page report provided a clear insight into the Czech highly regulated pharmaceutical market where 312 million packs of pharmaceutical products worth USD 3.1 billion (in ex-factory prices) were delivered to hospitals, pharmacies and dispatched dispensing units by licensed distributors. Local production of mostly generic pharmaceuticals reaches about USD 1.7 billion. Czech patients mostly rely on doctors’ decisions regarding selection of a specific prescription drug nevertheless their preferences of OTC drugs are affected by advertising campaigns in the media. Czechs have also become fond of food supplements (market volume estimated at some USD 550 million) as well as homeopathic products (1.9 million packs worth USD 6.4 million in 2009). We further described the tight regulations applying to marketing of pharmaceuticals, and advised on market entry alternatives applicable to Indian companies wishing to expand into the Czech Republic.
   

Irish supplier of medical products meets 8 prospective partners

Completion: 2011 -
Target markets: CZ
Objective: Our client wishes to appoint a qualified distributor for their range of breastcare, orthotics and prosthetics products in the Czech Republic.
Results: EasyLink identified, screened and interviewed prospective partners, mainly small to medium size businesses, already involved in distribution of orthotic, prosthetic and other healthcare products. During his 3-day visit in September 2011 the client met top executives of 8 highly qualified prospects. The final report EasyLink prepared included detailed profiles and summary of responses of prospective partners and a meeting and travel itinerary.
   

U.K. supplier of laser and IPL systems for the medical and beauty markets visits Russia

Completion: 2010 - 10
Target markets: RU
Objective: EasyLink’s task was to schedule face-to-face meetings with qualified distributors of lasers and intense pulsed light systems ready to offer our client’s equipment to the dermatology and cosmetic markets throughout Russia.
Results: We pre-selected and approached 17 prospective partners and arranged 6 meetings with the top candidates. Our final report and itinerary included detailed profiles of the prospects as well as a detailed meeting schedule and directions and maps to meeting venues to make our client’s travel as smooth as possible. The client was delighted as apart from a flight for a meeting in St Petersburg, his travel was minimal and very straight forward, with the remaining meetings taking place throughout Moscow.
   

U.S. client requesting EasyLink’s assistance for two more partner search projects

Completion: 2010 - 08
Target markets: CZ&PL
Objective: For over 100 years, the company has been a leading manufacturer of dental laboratory materials and equipment. Now, its management wishes to identify reputable distributors in the Czech Republic and Poland to stock, sell and support its line of removable partial dentures.
Results: An initial list of 27 Czech and 25 Polish pre-selected companies was submitted for client’s review. The companies were then contacted by the consultants, and their potential and interest in becoming a distribution partner were evaluated. For each country, the client was recommended to initiate direct communication with 5 companies.
   

U.K. producer qualifying candidates to handle distribution of bone cement mixing devices in Poland

Completion: 2010 - 07
Target markets: PL
Objective: The client would like to approach companies currently selling to the orthopaedic market, namely involved in distribution of joint replacements (hip and knee prostheses) to public and private hospitals.
Results: Altogether 11 companies were contacted in order to present client’s products and proposal, verify business potential of prospective partners and assess their interest in partnership as well as to discuss the local market of orthopaedic products with emphasis on the bone cementation sector. After an initial call to relevant managers (owners, executive managers or other key decision makers) personalized introductory e-mails together with promotional materials were sent. The consultant then followed up with another round of calls to obtain feedback. 4 companies expressed interest in cooperation.
   

Lithuania: Company background check

Completion: 2010 - 06
Target markets: LT
Objective: EasyLink was requested to carry a detailed background check of a supplier of medical equipment and furniture in Lithuania.
Results: The consultant was provided with the name of the company, address and registration number. The following steps were taken: onsite observation at the entity's reported address (picture was provided); obtaining the entity's company registration record & identifying its senior officers, searching various media on the subject company and its key principals as well as conducting interviews with industry, government and regulatory sources into the reputation and activities of the company with particular attention to any integrity issues as well as to answer particular questions such as previous employment of the key managers, linkages/ties with the government etc. All inquiries were discrete as not to raise suspicion of an investigation going on.
   

Arranging meetings with qualified distributors in 4 Central European countries

Completion: 2010 - 06
Target markets: CZ,PL,HU,SK
Objective: A U.S. manufacturer of several leading cryosurgical products was keen to develop presence in Central Europe. In each of the four countries, the company sought to appoint an exclusive distributor for the professional cryosurgery market with proven track record and experience in direct sales to clinics, hospitals, practices, medical staff, general practitioners, specialized physicians and other healthcare bodies.
Results: EasyLink’s consulting team identified prospective distribution partners and introduced the client and its product for the cryosurgical removal of warts and other benign skin lesions to their managers. After discussing potential partnership opportunities and evaluating their potential and interest in representing the client, we prepared detailed profiles of qualified prospects with confirmed interest. Upon additional screening by the client, we proceeded to arranging face-to-face meetings with the best candidates. Altogether the client was introduced to 31 companies in the Czech Republic, 25 in Poland, 21 in Hungary and 34 in Slovakia. EasyLink arranged 16 very successful appointments!
   

Irish supplier of PU foam products exploring the Czech market

Completion: 2010 - 04
Target markets: CZ
Objective: EasyLink was requested to identify prospective customers in two very specific segments – manufacture of cartridges as well as medical equipment/devices.
Results: We identified and approached 28 manufacturers of medical devices and equipment and 13 producers or renovators of cartridges; their capabilities and potential for sourcing from as well as their interest in business negotiation with the client were evaluated. We then arranged face-to-face meetings with prospective buyers.
   

Series of projects for a U.S. manufacturer of stainless steel processing equipment for the biotech industry

Completion: 2010 - 02
Target markets: CZ&PL
Objective: During 2008 and 2009, EasyLink was requested to assist this client with entering the Czech and Polish markets. Our tasks included devising an appropriate entry strategy, interviewing pharmaceutical producers and inquiring into their sourcing practices and evaluating their interest in working with the client.
Results: Initially, we provided the client an overview of licensed pharmaceutical producers in the Czech Republic. Shortly, another assignment followed - to interview a total of 18 key producers and inquire about their sourcing practices related to stainless reservoirs, vessels and tanks used in their pharmaceutical production units. We identified 4 pharmaceutical producers where opportunities existed for partnership with the client and recommended direct communication. This stage of the project also suggested the client should explore yet another route to market, i.e. approach the key engineering companies that design, deliver and install technological units and equipment at pharmaceutical production plants. We provided short profiles of the companies to demonstrate their relevance, as they influence selection of suppliers. The companies were subsequently approached and their interest evaluated. We were later requested to follow up with one of the leading local producers after our client had learned the company was awarded a manufacturing contract and part of production was to be carried out at the company’s facility in the Czech Republic. Last but not least, we inquired with 16 key pharmaceutical producers in Poland about their sourcing practices related to stainless reservoirs, vessels and tanks. This exercise identified 8 prospective customers ready to engage in direct communication with the client.
   

Identifying projects and contacts in the field of translational medicine

Completion: 2010 -
Target markets:
Objective: Our client focuses on improving the quality and effectiveness of healthcare through the research, development and implementation of its proprietary patient and disease stratification models. EasyLink was asked to prepare an overview of prospective events, partners and projects in the Czech Republic, with focus on pharmaceutical companies involved in R&D in the areas of oncology, women’s health, and lung & liver health, medical schools/universities, publicly funded programs/initiatives announced through the Czech government and health/science oriented congresses, conferences and medical trade fairs – both general and focused (oncology, women’s health, lung & liver health).
Results: Information resources employed to accomplish this task included medical directories, company websites, databases of fairs, medical events and congresses, interviews with experts and the consultant’s own market knowledge and contacts. Most importantly, EasyLink successfully introduced the client to the key person that oversees programs in the area of translational research and medicine in the Czech Republic.
   

Research on mixed-gender accommodation in healthcare in the Czech Republic

Completion: 2009 - 12
Target markets: CZ
Objective: EasyLink was invited to be a part of a global team carrying a research project on the healthcare environment in 12 selected countries worldwide. Specifically the project, commissioned by the U.K. health department, involved describing how the treatment of different genders takes place in various countries – i.e. is the healthcare environment always segregated in terms of gender, or are there occasions when men and women (or boys and girls) might be mixed? The client wished to understand government policy, practices in the health service and relevant cultural issues (e.g. religious sensibilities or attitudes to the human body).
Results: EasyLink’s consultant, carrying the project in the Czech Republic, explored this subject through desk research and a number of interviews with experts and “gurus” in the healthcare sector, and also drawing on own personal experience and knowledge of the healthcare environment. The 20-page report outlined the health care sector (e.g. size, structure, transition and bed occupancy), cultural issues, policy and legislation and described the typical layout of hospital wards and current practice. (The sexes are always segregated when it comes to rooms. However, segregation into different buildings or different wards depends on the hospital design, type and nature of care provided and condition of patients. Men and women tend not to be segregated in separate rooms in anaesthesiology-resuscitation and intensive care units only. In other healthcare environments, male and female patients are never placed in the same room).
   

Introducing a new test for detection of mink disease in Poland

Completion: 2009 - 11
Target markets: PL
Objective: The company develops diagnostic immunoassays and chemical testing procedures for the clinical and veterinary testing markets. It wishes to establish contacts in Poland for their quick dipstick test that detects antibodies to a mink disease known as Aleutian Disease Virus. Our initial task was to identify prospective distribution partners and prepare their short profiles for client’s review.
Results: Poland is an important producer of mink furs and many mink farms have been established during the last 10 years. We presented profiles of 22 prospective partners – distributors and vet clinics. We were then asked to introduce the client to the top prospect we previously identified - Polish Plasmacytosis Laboratory Of Minks, which specializes in mink diseases. Activities carried out by this institution over the past seven years point toward strong demand for their services in Poland. In fact, the number of samples examined annually increased from 90,000 in 2001 to 600,000 in 2008. After establishing direct contact with this institution, EasyLink was asked to assist in determining prices of traditional methods of mink testing.
   

U.S. supplier of cutting edge laboratory research and diagnostic tools targeting Poland

Completion: 2009 - 10
Target markets: PL
Objective: The client wished to identify a potential partner in Poland to act as a distributor, exclusive or non-exclusive, and was looking for companies already engaged in diagnostics, especially immunoassay reagents for chemistry analyzers, selling to hospitals and clinical laboratories.
Results: The consultant in Poland conducted desk research and interviews to explore the potential in Poland, confirm the route to market and pre-select the most appropriate potential partners. At a later stage of the project, we also analyzed multiple results of public procurement tenders (for reagents and analyzers) by hospitals and medical labs to verify our selection of prospects. 18 companies were telephoned to identify the correct point of contact, interviewed to establish their interest in further discussion with the client, sent further information as requested, and eventually called again for their decisions and feedback. Following our original market report, EasyLink was asked to make contact with 4 Polish manufacturers of reagents to ascertain their interest in a co-operation.
   

5 meetings arranged in Romania

Completion: 2009 - 08
Target markets: RO
Objective: Our client has been supplying consumables for human tissue sampling to histology departments at hospitals and laboratories, and from this initial core activity the company has branched out into material archiving. The client now wishes to find a partner for a negotiable joint business arrangement in Romania, which could include joint venture or franchise. The ideal partner would be a distributor selling consumables for the taking of human samples (cassettes, embedding wax, microscope slides, cover slips, stains etc) to hospital histology departments and laboratories, i.e. the potential end users of our client’s archiving services.
Results: Our interim results indicated that opportunities existed for the client, both for the distribution of sampling consumables as well as for tissue archiving. We initially compiled a list of 28 distributors of medical equipment and consumables, and contacted their managers by phone in order to confirm they constitute qualified partners. During our initial phone conversation, we introduced the client together with the products to be distributed in Romania and the archiving activities. After the phone conversation, we immediately sent an email with additional information together with details of the products range. Later, we called them again to obtain feedback. Ultimately, the client met 5 qualified and keen companies.
   

Interviews with physicians: Exploring the medical gases market

Completion: 2009 - 08
Target markets: CZ
Objective: EasyLink was asked to interview physicians, main pharmacists as well as procurement managers in public and private hospitals and clinics in the Czech Republic to ascertain the use of 5 different product groups of medical gases - nitrous oxide and oxygen mixture (50%-50% mixture) used for analgesia without anaesthesia, nitric oxide used as local selective pulmonary vasodilatator for congenital heart diseases for children and adults, helium and oxygen mixture (65%-35%) used to facilitate breathing during obstructive respiratory diseases, xenon - a rare gas that can be used for anaesthesia and special gases for calibration and other purposes.
Results: EasyLink’s two-member consulting team first translated questionnaires the client provided and identified qualified interviewees. We then conducted phone interviews (the prepared questionnaires serving as a guideline only, as the goal was to learn as much as possible about the level of use of various gases; each interview about 5 to 10 minutes long) with 5 dentists, 5 emergency technicians and doctors, 5 geriatricians, 5 paediatricians, 5 oncologists, 5 gynaecologists, 5 gastroenterologists, 10 neonatologists and cardiologists, 10 pneumologists, 10 anaesthesiologists and 10 radiologists/lab technicians or other users or purchasers of calibration gases. We recorded interview entries (translated to English) into a MS Excel spreadsheet in order to centralize the results.
   

Partner search project in Ukraine

Completion: 2009 - 06
Target markets: UA
Objective: As part of their strategic development program in Europe our client, a manufacturer of popular ECG electrode products that have been sold globally for many years, has requested us to identify pro-active distributors in Ukraine. Ideally the company is looking for a distributor that has a really good understanding in the medical products arena, is keen to extend his/her portfolio and is already selling and servicing complimentary product lines.
Results: The consultant in Ukraine pre-selected 17 companies for evaluation by the client. After receiving his feedback, 10 companies were approached over the phone to introduce the client and their line of products; the entities were also provided with detailed information via email. Subsequently, all the relevant managers were contacted again to obtain their responses and evaluate their qualification and interest in further talks. We provided the client detailed profiles of 4 companies interested in further talks. We recommended the client to initiate direct communication at their earliest convenience.
   

Profiling prospective partners for distribution of organic skin products in the Czech Republic

Completion: 2009 - 05
Target markets: CZ
Objective: EasyLink was contracted to identify potential prospects within companies involved in the field of cosmetics and organic cosmetics and products.
Results: The consultant screened over 50 companies and pre-selected 20 importers and distributors of organic products – food, cosmetics and cleaning & washing products. We presented the client with their short profiles together with contact information of relevant managers.
   

Distribution partner search for a U.S. supplier of vitamins and sports nutrition

Completion: 2009 - 04
Target markets: CZ
Objective: EasyLink was asked to recommend prospective partners amongst companies dealing with distribution of sports nutrition, fitness products and nutritional supplements.
Results: We pre-selected and approached 24 prospects to assess their potential, qualification and interest in cooperation. We recommended the client to initiate direct communication with 6 companies.
   

Identifying prospective distributors of medical supplies and devices in the Czech Republic

Completion: 2009 - 04
Target markets: CZ
Objective: EasyLink was commissioned to conduct a customized market search in the field of medical devices and instruments, specially autologous blood transfusion sets, vacuum mixing systems for bone cements and revision joint implants (knee and hip joints) and recommend relevant prospective partners for future co-operation in the Czech Republic.
Results: EasyLink’s consultant identified, pre-selected and contacted 11 companies with the highest potential to become qualified distributors. Managers of 6 companies confirmed interest in discussing partnership terms, conditions and requirements with the client.
   

Czech Republic: Assisting a supplier of quick diagnostic tests

Completion: 2009 - 04
Target markets: CZ
Objective: Our task was to conduct a customized partner search amongst companies dealing with import/distribution of quick pregnancy/ovulation diagnostic tests.
Results: EasyLink’s consultant submitted a list of 16 pre-selected companies for further evaluation by the client who short-listed 13 companies. Their managers were then approached by the consultant to assess the level of qualification and interest for supplying these products in the Czech Republic.
   

U.S. supplier of nutritional supplements targeting the Czech market

Completion: 2009 - 01
Target markets: CZ
Objective: The client wished to identify pro-active distribution partners who would have the potential and capacity to include our client’s line of nutritional supplements into their current portfolio.
Results: EasyLink’s consultant prepared profiles of 23 companies to be reviewed and evaluated by the client.
   

U.S. producer of cooling equipment and chillers for the medical sector seeking a local partner

Completion: 2008 - 11
Target markets: CZ
Objective: A leading U.S. manufacturer of thermoelectric chillers and cooling solutions requested EasyLink to carry out a local company background check and to identify and approach prospective distribution partners in order to evaluate their interest in becoming a local partner.
Results: After receiving client’s feedback on our initial list of pre-selected companies, we contacted managers of 11 prospects over the phone; we followed by sending a personalized email with detailed information. The managers were then contacted again to obtain their feedback and evaluate their interest in cooperation/direct talks with the client. For the three companies interested we prepared detailed company profiles to let the client get familiar with their activities, capabilities and financial situation.
   

Identifying and contacting prospective distributors for a U.S. manufacturer of microtome knives

Completion: 2008 - 11
Target markets: CZ
Objective: We were requested to identify and approach prospective distributors of surgical instruments for histology and pathology departments to evaluate their qualification and interest in partnership with the client.
Results: Resources employed to compile our initial list of contacts included business directories, trade-specific fairs and interviews with procurement managers at histology and pathology departments of selected hospitals and the Institute of Forensic Medicine in Prague. A total of 9 pre-selected companies were contacted and evaluated to determine their qualification for and interest in partnership. They received a personalized email together with promotional materials. The prospects were then contacted again to obtain their final feedback. We recommended the client to contact the two most qualified prospects.
   

Leading Czech manufacturer of in vitro diagnosis equipment looking for distributors in 2 Baltic countries

Completion: 2008 - 11
Target markets: EE&LV
Objective: We were asked to identify and approach experienced distributors of laboratory equipment interested in broadening their portfolio with our client's products.
Results: EasyLink’s consultants in Estonia & introduced the client to over 40 distributors. We arranged face-to-face appointments with managers of 8 companies.
   

Identifying prospective partners for a supplier of handheld surgical and dental instruments

Completion: 2008 - 10
Target markets: CZ&PL
Objective: Our services were enlisted by a U.S. producer of surgical instruments in recommending relevant targets, i.e. distributors of dental and surgical instrumentation. A year later, EasyLink was again approached by this client. This time the company wished to meet qualified and keen distributors of dental and surgical instrumentation in Poland.
Results: We identified 23 potential distributors for evaluation by the client and provided the client with recommendation on how to proceed on the Czech market. In project #2, we identified 17 potential partners, out of which the client selected 7 entities as the best prospects for further contact. We approached their managers to present our client‘s instruments as well as to evaluate their interest in partnership and meeting the client in November 2009 (either in Poland or at the Medica fair in Germany). We arranged 4 meetings.
   

Distributor search for an Irish manufacturer of reagents, chemical standards and buffers

Completion: 2008 - 10
Target markets: CZ
Objective: EasyLink was commissioned to assess market potential and identify suitable distributors amongst suppliers of laboratory equipment.
Results: 18 companies were interviewed to determine the level of interest in and capability for collaboration with the client. Their managers were provided with detailed information on our client’s product portfolio.
   

Initial market research: Small metal components and products for the medical industry

Completion: 2008 - 09
Target markets: CZ
Objective: A U.S. powder metal parts producer wished to obtain key information on the small metal components and powder metal products sector with focus on their use in the medical industry.
Results: Resources used to complete the task included business directories, leading local newspapers, trade-specific fairs and magazines, interviews with market experts as well as the consultant’s own market knowledge and contacts.
   

Searching for a qualified and keen distributor of medical technology

Completion: 2008 - 09
Target markets: CZ
Objective: As part of their strategic development program in Europe our client, one of the leading U.S. manufacturers of medical technology, requested assistance to identify potential pro-active distributors in the Czech Republic. The company was seeking a partner that has a really good understanding in the medical products arena, is keen to extend his/her portfolio and is already selling and servicing complimentary product lines such as endosurgical products, surgical equipment and gastro intestinal or disposable medical products.
Results: An initial list of 39 pre-selected companies was submitted to our client for review. After receiving feedback we approached 23 short-listed companies to discuss their qualification and interest in co-operation. The companies that indicated interest during our initial phone conversation received detailed information on our client’s products. The consultant subsequently carried out follow up phone calls with managers to obtain their decision. We prepared detailed profiles of 3 prospective partners with confirmed interest in direct talks as well as provided the client with short profiles and responses of the remaining companies.
   

Czech manufacturer of in vitro diagnosis equipment again requests EasyLink’s assistance, this time in Bulgaria

Completion: 2008 - 07
Target markets: BG
Objective: Although the Bulgarian medical devices market is one of the least developed in Eastern Europe, there is a solid base for future growth due to its healthcare system improvement. Our long time client did not want to miss on the opportunities and commissioned EasyLink to assist with expansion of its activities into this market.
Results: The consultant in Bulgaria pre-selected and contacted 20 prospective companies by phone, of which 16 expressed interest in receiving additional information on the company and its products. For the July 2008 business trip we prepared a two-day meeting programme with 6 one-to-one appointments.
   

Leading Czech manufacturer of in vitro diagnosis equipment looking for distributors in Slovenia

Completion: 2008 - 06
Target markets: SI
Objective: Our task was to identify and approach potential partners with relevant experience in distribution of laboratory equipment & interested in broadening their portfolios with our client's products.
Results: EasyLink’s consultant in Slovenia interviewed and evaluated over 20 distributors meeting the client's requirements. Their managers were presented with detailed information on the company and its products. EasyLink arranged meetings with managers of 4 companies.
   

Partner search projects in Slovakia, Poland and Hungary

Completion: 2008 - 06
Target markets: SK&PL&HU
Objective: A Czech-based contract manufacturer for leading global players in the field of orthopaedic aids enlisted our services to identify, approach and evaluate prospective distribution partners in Slovakia, Hungary and Poland and schedule meetings with qualified interested prospects.
Results: EasyLink’s consultants arranged appointments with 8 and 4 best qualified prospective partners who confirmed interest in partnership in Slovakia and Hungary respectively. In Poland, the client met with managers of 3 companies.
   

Leader in the manufacture of dental laboratory materials seeking a partner in Russia

Completion: 2008 - 06
Target markets: RU
Objective: A major U.S. manufacturer of dental laboratory materials and equipment enlisted our assistance to identify and evaluate pro-active distributors in Russia to sell and support all or part of its product range. The task involved identification of national distributors of dental laboratory consumables who will stock their laboratory products and provide local laboratories or other entities with good service and timely responses.
Results: EasyLink’s consultant in Russia focused on identifying relevant companies already involved in distribution of materials and equipment for dental laboratories. After sending short profiles of pre-selected entities to the client for approval, all 23 prospective partners were approached and evaluated by the consultant. 2 companies with confirmed interest were recommended for further negotiations.
   

Czech Republic: Identifying distributors of chromatography consumables

Completion: 2008 - 04
Target markets: CZ
Objective: We were asked to identify prospective distributors of chromatography consumables (caps, seals, vials and HPLC columns).
Results: EasyLink initially compiled a list of 26 companies to be reviewed and screened by our client. The consultant then approached 7 entities short-listed as top targets, providing them with detailed information and outlining terms of prospective co-operation with the client. The client was recommended to initiate direct communication with 4 companies.
   

In-depth assessment of the Czech market with breast implants, botulinum toxin and dermal fillers

Completion: 2008 - 04
Target markets: CZ
Objective: EasyLink was requested to help assess the Czech market - size and value, growth potential and competitive position. The client was looking for data on the number of treatments performed, total sales volume and value of 3 product types for the aesthetic usage (breast implants, botulinum toxin and dermatologic fillers), past and expected future growth of the market, market segmentation in terms of competitive market share and product types, average selling prices and the number, type, size and geographical distribution of physicians/clinics that perform treatments with the products studied.
Results: EasyLink conducted desk research and a large number of phone and one-to-one interviews with plastic surgeons and dermatologists. In addition to the final report other deliverables included transcripts of interviews, data/information repository (Excel document where figures collected during research were recorded) and summary of the project prepared in PowerPoint.
   

Russia: Interviews with hospital sterilization departments

Completion: 2008 - 03
Target markets: RU
Objective: EasyLink was asked to carry out 30 structured telephone interviews (approx. 35 minutes spent on each interview) with people who manage and purchase hospital sterilizers in order to provide information on sterilizer pricing. The respondents were to be selected in a way that 15 use a particular brand/equipment and the rest do not.
Results: Individual steps taken by EasyLink’s consultant in Russia included translation of two structured questionnaires prepared by the client (one for users and the other for non-users) from English to Russian, selection of respondents, interviewing and recording interview entries (translated into English) in a MS Excel spreadsheet.
   

Partner search for a distributor of vitamins and nutritional supplements

Completion: 2008 -
Target markets: CZ
Objective: EasyLink was contracted to conduct a partner search project – i.e. identify qualified and keen importers and distributors of vitamins and nutritional supplements.
Results: EasyLink’s consultant in the Czech Republic initially compiled a list of pre-selected companies for client’s review. After receiving his feedback the consultant approached 19 short-listed companies over the phone. The prospective partners then received a letter introducing the client and its products together with a link to the company website and a TV spot. Our final report included detailed profiles of top candidates with confirmed interest in further talks with the client.
   

U.S. pharmaceutical specialist requesting interviews with Czech neurologists and pharmacists

Completion: 2007 - 12
Target markets:
Objective: Our client discovers, develops and produces critical care treatments for people with life-threatening disorders in a variety of therapeutic areas including immunology, pulmonology and hemostasis. A survey was requested to evaluate demand for and trends in the consumption of in vitro immunoglobins.
Results: We conducted 5 interviews with leading neurologists and 3 with hospitals pharmacists and provided complete interview entries in a required format. The task also included translation of a questionnaire from English to Czech.
   

British pharmaceutical wholesaler exploring environment for named-patient drug import in 26 European countries

Completion: 2007 - 12
Target markets: CEE,HR,SE,NO,FI,DK,NL,BE,LX,PT,ES,F,GR,DE,CH,I,AT
Objective: A leading British pharmaceutical distributor commissioned EasyLink to conduct research and deliver 26 country reports describing each market's legal system and procedures for import of locally unregistered medicines in specific cases of urgent need by a patient ("named patient import").
Results: EasyLink's in-market consultants in each of the 26 countries researched existing legislation, interviewed government officials and experts as well as key players in pharmaceutical distribution. Each country report, typically around 8-12 pages in length with a unified structure and layout template, presented key legal regulations, formal procedures, official contacts and samples of required forms for named patient drug import applications, including translation into English.
   

Czech supplier of in vitro diagnostic preparations seeking distribution partners in Romania

Completion: 2007 - 11
Target markets: RO
Objective: EasyLink was asked to identify potential distribution partners in Romania interested in extending their portfolio with client's products.
Results: The consultant in Romania compiled an initial list of 26 prospects meeting our client’s requirements. Relevant managers within the companies were interviewed over the phone and provided detailed information about the client and their diagnostic preparations. 7 companies expressed interest in meeting the client. EasyLink then prepared a 2-day in-market visit itinerary.
   

Update of earlier report on reimbursement, funding and price approval in hospital and retail pharmacies

Completion: 2007 - 09
Target markets: CZ&SK
Objective: This was a partial project to update a previously compiled in-depth report on specific market potential and customer perception for three selected high-level oncological pharmaceutical products.
Results: EasyLink’s consultants conducted 15 interviews and exchanged emails with people from the State Institute for Drug Control, Ministry of Health, pharmacists from hospital pharmacies and 5 doctors (oncology specialists). We inquired into their opinions on the attractiveness of the Czech market for the three cancer treatment pharmaceuticals not currently registered in the market, as well as what they think of the products, their price, their place in current treatment regimens and advantages and disadvantages compared to current treatment.
   

U.K. supplier of toys and games for special needs children and adults seeks partners and customers

Completion: 2007 - 09
Target markets: CZ
Objective: Our client delivers high quality toys and games for special needs children and adults, all of which are manufactured in Wales. The company requested assistance and support for expansion of its export business, targeting the CEE market, starting with the Czech Republic.
Results: Following a thorough market screening we approached 24 carefully pre-selected companies meeting the client's criteria, which resulted in 8 scheduled meetings with companies that confirmed interest in a partnership opportunity. A travel itinerary was set up including rental car and interpretation services arrangements.
   

Hungary: Report on reimbursement, funding and price approval in hospital and retail pharmacies

Completion: 2007 - 09
Target markets: HU
Objective: The aim of the study was to analyze and report on the process pertaining to new suppliers to the pharmaceutical market in Hungary, specifically looking at the approval process, criteria, reimbursement schemes, price regulations and a number of other legal requirements relevant for pre-entry market evaluation.
Results: Our final report summarized the conditions of the process of drug pricing and reimbursement approval in Hungary. It also analyzed the current situation of drug prices and price subsidies, and provided guidance on the most important questions of the support system. The report fully described the market of oncology products, and also suggested alternative solutions to the basic support scheme. We also prepared a summary of interviews conducted with three oncologists on each of three oncology products.
   

In-depth interviews with cardiologists for a leading global producer of cardiovascular stents

Completion: 2007 - 08
Target markets: PL&RU
Objective: Our task was to conduct personal interviews in Russia and telephone interviews in Poland with key specialists in cardiology.
Results: We conducted in-depth structured interviews with Interventional Cardiologists performing PCI (percutaneous coronary interventions) meeting very specific criteria. We were provided an interview guide in English, which we translated into local languages – i.e. Polish and Russian. For instance, in Poland, in order to conduct 13 interviews with doctors meeting the desired criteria we contacted approximately 100 hospitals and clinics. Almost all respondents were contacted more than once (often, several contacts were made to clarify answers or ask additional questions). Then, we translated the responses back to English and recorded individual interview entries into MS Excel spreadsheet templates delivered by the client.
   

Leading multinational producer of medical sterilization equipment undertaking a survey of hospitals in Russia

Completion: 2007 - 07
Target markets: RU
Objective: EasyLink conducted a series of personal and telephone interviews in Russia based on a very detailed and technical questionnaire, in 4 different modalities for 4 different respondent groups.
Results: During the course of the project we undertook the following steps. We recruited interviewees meeting specific criteria based on a list of contacts provided by the client. We then conducted 16 personal interviews in several Russian cities with decision makers in the process of purchasing instrument sterilization and other equipment. The interviews were distributed based on a specific matrix by questionnaire and by type of respondent. We also had to translate 3 questionnaires plus modify one questionnaire that was already translated to Russian. We recorded interview results in English into a MS Excel template delivered by the client. Plus we provided hard copies of screeners in case interviewees did not qualify.
   

Report on reimbursement, funding and price approval in hospital and retail pharmacies

Completion: 2007 - 05
Target markets: CZ&SK
Objective: The aim of the study was to analyze and report on the process pertaining to new suppliers to the pharmaceutical market in the Czech Republic and Slovakia, specifically looking at the approval process, criteria, reimbursement schemes, price regulations and a number of other legal requirements relevant for pre-entry market evaluation.
Results: The detailed reports we prepared (each close to 40 pages in length) thoroughly mapped the reimbursement, funding and price approval processes in the Czech Republic and Slovakia. At the time of writing this report, the reimbursement approval process in the Czech Republic was going through a fundamental change, as a new system on reimbursement approvals was introduced several months later, starting 1 January 2008.
   

Major U.S. manufacturer of dental laboratory materials and equipment looking to enter the Polish market

Completion: 2007 - 03
Target markets: PL
Objective: Our client, a strongly export-oriented manufacturer of a full range of products for dental laboratories including a number of world-recognised brands, requested in-depth research of the Polish market and identifying and pre-selecting proactive distributors.
Results: The consulting team in Poland extensively researched the market in order to understand its distribution structure and channels and to confirm the best route to market. The consultants compiled a list of over 20 companies for further screening and proceeded to interviewing their top managers. The client received a detailed report and information on 8 qualified companies with confirmed interest in partnership. 4 one-to-one meetings were immediately arranged to take place at the industry's leading trade fair in Germany.
   

U.K. producer of hair removal and skin rejuvenation systems targeting Russia

Completion: 2007 - 02
Target markets: RU
Objective: Our client belongs to one of the largest manufacturers of pulsed light systems in the world, selling to over 40 countries worldwide. The company has developed a range of equipment that uses pulsed light technology for hair removal and skin rejuvenation and would like to identify distribution partners strong in supplying the beauty market in Russia.
Results: EasyLink’s consultant in Russia identified and interviewed managers of 22 suppliers of hair removal and skin rejuvenation equipment as well as major beauty salons and clinics that carry out beauty/aesthetic treatments and related medical procedures. The Russian hair removal and skin rejuvenation market is rather large with practically no local manufacturing, but tough competition among companies importing the most advanced and top-technology equipment. Our research showed that the equipment must be both certified and registered with the Health Ministry of the Russian Federation. The equipment may be operated only by beauticians professionally trained in the use of the equipment (they do not necessarily need to be medical professionals). During his in-market visit in February 2007 the client met 7 qualified & interested prospective partners. Upon his return home, the client expressed that he was highly satisfied with the level of help offered.
   

Czech Republic: Extracts and tinctures for production of medical products - evaluating market potential

Completion: 2007 - 01
Target markets: CZ
Objective: A leading European manufacturer of liquid herbal extracts and tinctures used as ingredients in the production of cough mixtures, tonics and other assorted products enlisted EasyLink to identify an importer and supplier of other pharmaceutical or herbal ingredients both to the manufacturing and retail sector.
Results: Following an extensive prospect research and evaluation phase we recommended the client to approach 5 companies with confirmed interest in direct talks.
   

Partner search project

Completion: 2006 - 12
Target markets: CZ
Objective: Our client wishes to increase export sales of their slide analysis service by targeting suitable contract research organisations in the Czech Republic that carry out genetic toxicology testing.
Results: EasyLink evaluated interest among members of the Association of Contract Research Organisations as well as with the National Reference Laboratory for Genetic Toxicology and Cytogenetics and Institute of Biology and Medical Genetics of the Charles University (University Hospital Prague Motol).
   

Task #2: Identifying the five largest wholesalers/distributors of pharmaceuticals in selected countries worldwide

Completion: 2006 - 12
Target markets: global
Objective: Initially, EasyLink was asked to identify and profile the 5 largest pharmaceutical distributors & wholesalers in 12 selected CEE countries. Upon receiving our results, the client was extremely satisfied and asked to extend our work to a number of other countries across the world.
Results: After identifying top players in each country, we called the companies to verify contact details and determine an English speaking person handling sales. Their contact details were provided in a MS Excel database. We were also asked to confirm whether the wholesalers selected had an export license. For the second part, selecting the top players in non-CEE countries, we started with Indonesia, Philippines and Taiwan, and then continued with South Korea, Argentina, Chile, Mexico, Brazil and India. For the second batch of countries the extent of work was also widened; we were asked to determine whether the local partners are interested and request their product/price lists and a wholesale license (in electronic or printed version, in English or in local languages).
   

Price research + 60 interviews with radiologists in the Czech Republic and Poland

Completion: 2006 - 10
Target markets: CZ&PL
Objective: EasyLink was requested by a major manufacturer of X-ray systems to evaluate end-user requirements for their devices and identify optimal product configurations for different areas of use. To accomplish this task we were to conduct secondary research and interviews with qualified respondents from radiology departments in the Czech Republic and Poland. The objective was to understand the attractiveness of different kinds of X-ray systems in various markets and see what requirements end users have for X-ray devices.
Results: Our research involved identification of price ranges for the following categories of X-Ray systems: High-end DR (dual detector), mid-range DR (single detector), low-end DR (CCD) and high-end CR. In each country, we then conducted 30 structured telephone interviews (each close to 45 minutes long) with qualified respondents (senior radiologists involved in purchasing decisions and familiar with the pricing of X-ray devices) based on the questionnaire provided by the client. The questionnaires were translated into Czech and Polish as it was essential to carry the interviews in local languages. All responses were translated to English and recorded in a MS Excel sheet. The respondents had to be selected closely based on hospital size – 50% of sample from hospitals with between 200-500 beds and 50% of sample in hospitals with 199 beds and less. Respondents were then provided with summary of our findings: e.g. detector type, patient safety concept and price were the key drivers in the purchase decision making process in the Czech Republic. Esophagus, Gastrointestinal, Angiography and Orthopaedic exams stand out as the most commonly mentioned potential uses for a combined DR/RF unit with a frame speed of 3 frames/second.
   

Identifying the five largest wholesalers/distributors of pharmaceuticals in 12 CEE countries

Completion: 2006 - 10
Target markets: CZ+11xCEE
Objective: Initially, EasyLink was asked to identify and profile the 5 largest pharmaceutical distributors & wholesalers in 12 selected CEE countries. Upon receiving our results, the client was extremely satisfied and asked to extend our work to a number of other countries across the world.
Results: After identifying top players in each CEE country, we called the companies to verify contact details and determine an English speaking person handling sales. Their contact details were provided in a MS Excel database. We were also asked to confirm whether the wholesalers selected had an export license.
   

Survey of Czech hospitals to identify potential buyers of sterilization systems

Completion: 2006 - 06
Target markets: CZ&SK
Objective: Our client, a foreign company in the medical tools and devices sterilization business, wished to find out what the demand for their services might be in the Czech Republic and Slovakia and where their potential clients are located geographically.
Results: EasyLink’s consultants in the Czech Republic and Slovakia identified and surveyed 18 qualified prospects – producers of one-time use medical tools and devices that after being packed are sterilized. Individual interview entries, recorded in a MS Excel template prepared by the client, provided the following data/information: company details and location, categories of products, info on whether sterilization is performed in-house or is outsourced, production volume, sterilization methods they use in order to meet the sterility standards, information on whether they use Ethylene Oxide in the sterilization process and if yes, to what extent and transportation/logistics capacity.
   

Assisting a U.K. client entering the Czech market

Completion: 2006 - 06
Target markets: CZ
Objective: A major part of our client’s business is to make compounds for clinical trials, and the company is now keen to examine the biotech market in Czech Republic to see if there are new opportunities for business development. The preferred route to market is a direct approach to biotech companies – involved in the drug development and manufacture of small molecules.
Results: Major part of our initial work involved discussing with market experts what term to use in Czech for the “small molecules” expression and which entities to focus on as prospective partners. In view of the rather complex and technical nature of the project, the initial list of companies was rather extensive - 23 biotech/pharmaceutical companies and 16 research institutes. During telephone conversation with their managers, we briefly introduced the client and referred to more detailed information sent by email. After receiving our interim report, the client travelled to the Czech market in June 2006 to meet the prospective partners.
   

Search for qualified medical product distributors in Poland

Completion: 2006 - 05
Target markets: PL
Objective: Our client, supplying posture support products for wheelchair users, eyed the Polish market and relied on our support to identify and introduce his business proposition to qualified prospective distributors.
Results: 25 companies were identified in our preliminary search. Their managers were contacted by phone to find out more about their operations and to introduce the client. We recommended the client to approach 7 targets with confirmed interest in partnership opportunity.
   

Bariatric beds - evaluating market potential in Hungary

Completion: 2005 - 09
Target markets: HU
Objective: We were commissioned by a European producer of bariatric beds to conduct distributor search and assess the best route to market.
Results: In September 2005, the client met managers of 3 companies – identified, evaluated and recommended by EasyLink as the top prospective partner candidates in Hungary.
   

Top-level experts in cancer treatment in the Czech Republic presented to a German supplier of tumour markers

Completion: 2005 - 08
Target markets: CZ
Objective: Our client has developed a unique approach to making the diagnosis of rectal and ovarian tumours more precise and wishes to find out whether there is a market for such product in the Czech Republic.
Results: Upon initial market review and assessment EasyLink scheduled meetings with the top experts in cancer treatment in the Czech Republic, e.g. at the National Reference Laboratory for Clinical Biochemistry, First Institute of Medical Chemistry and Biochemistry of First Faculty of Medicine of Charles University and a leading distributor of immunodiagnostic assays (ELISA, RIA, immunonefelometry) and diagnostic instruments and the Faculty Hospital Pilsen.
   

U.S. company evaluating potential to offer its services to Czech exporters

Completion: 2005 - 06
Target markets: CZ
Objective: The client, experienced in certification of biotech products in the USA, requested our assistance in identifying Czech exporters targeting the U.S. market and with perceived potential to require assistance in meeting U.S. legal requirements.
Results: Meetings were scheduled with 7 biotech companies.
   

Matchmaking project for a U.S. biotech producer

Completion: 2005 - 05
Target markets: CZ
Objective: A growing and innovative New York-based company developing and manufacturing diagnostic and therapeutic products based on research and development in the field of cellular biotechnology wishes to establish pro-active and aggressive distributors or agents - with good knowledge and understanding of the obstetrics market - to market its innovative test.
Results: 11 companies were contacted together with two major gynaecologic and obstetrics clinics in Prague to obtain further background information on the sector. Three companies were recommended for direct communication.
   

Arranging meetings with 15 pre-qualified prospects in the Czech Republic and Slovakia

Completion: 2005 - 04
Target markets: CZ+SK
Objective: EasyLink was commissioned by an Icelandic pharmaceutical retail and wholesale operator to conduct market research, identify and evaluate prospective partners and arrange meetings with interested prospects.
Results: Our detailed report also included an itinerary with 8 meetings arranged in the Czech Republic and 7 in Slovakia, all organized for 5 consecutive days.
   

Distributor search for a leading producer of resuscitators and masks

Completion: 2004 - 06
Target markets: HU
Objective: One of the largest medical equipment suppliers in the U.K. wished to extend the company’s distribution network in Central and Eastern Europe, looking next at the Hungarian market. The client sought to approach pro-active distributors with a sound knowledge of the emergency sector (fire, ambulance and rescue services) who might already be distributing complementary products to this sector.
Results: A total of 18 companies were identified and contacted by telephone to present the client and to discuss the business proposition for possible distributorship with relevant managers. According to our findings, this market segment is rather competitive in Hungary, with a number of active suppliers. At the same time, some experts shared their expectations for growth in the sales of resuscitators. Upon receiving our findings the client confirmed his in-market visit for which we scheduled face-to-face appointment with 5 prospective partners, e.g. with a major Hungarian medical products and equipment trading company.
   

Identifying prospective distribution partners in the Czech Republic

Completion: 2004 - 04
Target markets: CZ
Objective: A manufacturer of high performance bespoke wheelchairs for daily use and sports use for people of all ages, sizes and disabilities was seeking distribution partners operating nationwide and selling complimentary mobility products, medical supplies, wheelchairs and hoists.
Results: 14 prospective partners were identified by EasyLink. As per our client’s specification, we compiled a MS Access database with verified details (company name, address, contact details, names and contact information of the general manager and other English or German speaking contacts and overview of company activities).
   

Market-entry assistance to a British producer of moving and lifting aids

Completion: 2004 -
Target markets: HU
Objective: We were asked to set up meetings with pre-selected partners first at the RehaCare trade fair in Düsseldorf and then another series of meetings in Budapest, Hungary.
Results: In Hungary, the client held 6 meetings.
   

Targeting buyers of disposable products for use in cancer detection laboratories

Completion: 2004 -
Target markets: CZ
Objective: A U.K. manufacturer of a comprehensive range of consumable products for use in the modern histopathology laboratory wished to identify potential distribution opportunities in the Czech Republic.
Results: In the Czech Republic, where cervical smears and cancer screening have become very sophisticated during the past ten years, the consultant interviewed managers of two major laboratories in Prague to identify suitable distribution partners. Altogether the client was introduced to 16 companies. During his in-market visit our client held 6 meetings with the top prospective partners.
   

Identifying potential distributors in the Czech Republic and Slovakia

Completion: 2003 - 11
Target markets: CZ + SK
Objective: A U.K. supplier of urological catheters requested EasyLink to ascertain the level of opportunity in the Czech Republic and Slovakia as well as to identify prospective distribution partners.
Results: We identified and contacted 20 Czech and Slovak distributors of medical products, focusing on those with experience in delivering urological products, including catheters, to hospitals and clinics. 8 companies expressed interest in meeting the client to further discuss potential cooperation. After reviewing their profiles EasyLink prepared, the client selected the top 2 candidates (both located in the Czech Republic) he wished to meet during his one-day in-market visit.
   

Czech Republic: Search for potential customers

Completion: 2003 - 09
Target markets: CZ
Objective: Our U.K. client offers an innovative range of blister packs that offer pharmacy patients or community patients and hospital pharmacy department’s unrivalled levels of safety and hygiene in packs that are barrier proof and totally hygienically disposable. The company would now like to investigate the potential for its product range in Central and Eastern Europe, starting with the Czech Republic, and is looking to partner up with distributors to the pharmacy sector.
Results: We approached 16 companies (distributors of pharmaceutical products, medical accessories and pharmaceutical packaging) and sent product samples to 10 companies that expressed interest in receiving them. We arranged meetings with 5 companies with confirmed interest in direct negotiation.
   

Arranging meetings at the 2002 Medica fair

Completion: 2003 - 02
Target markets: CZ
Objective: EasyLink was requested to assess the market and if potential exists, to identify proactive distributors and set up meetings to take place at the 2002 Medica fair in Düsseldorf. Our client is recognised as one of world’s leading suppliers of autoclavable, re-usable and disposable resuscitators and face masks and replacement parts.
Results: After confirming business potential exists, we contacted 15 distributors of medical products in the Czech Republic, focusing on those with experience in delivering to the emergency sector. 4 companies confirmed their interest in meeting the client at the fair.
   

Arranging targeted meetings in the Czech Republic in 2000 and Slovakia in 2002

Completion: 2000 - 06
Target markets: CR + SK
Objective: EasyLink was commissioned to put together a meeting programme for an Irish producer of high-purity solvents. Its high quality products are available in 49 countries worldwide through a growing network of highly reputable distributors. In both countries, the company sought to partner up with suppliers of chemicals and equipment to various labs or chemical industries.
Results: We set up 6 face-to-face appointments in Prague and 8 in Slovakia.
   


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Pharmaceutical & medical market research in Central & Eastern Europe

Would you like to understand and estimate the market potential for pharmaceutical and medical products in the CEE region? EasyLink provides professional expertise in strategic market research, market intelligence, competitive intelligence, market size analysis and market potential evaluation, competitive landscape and distribution structure study, identification of new customers and potential partners etc. Please contact us to discuss how we can assist your business objectives in export, marketing or sourcing.


Customer Search & Partner Search in Central & Eastern Europe

Are you seeking pharmaceutical and medical distributors, agents or buyers in Poland, Czech Republic, Slovakia, Hungary, Romania, Bulgaria, Ukraine, Russia? We are experienced experts in search, identification, screening and pre-selection of business partners in Central & Eastern Europe, ranging from distributor search to profiling of prospective customers and identifying specific business opportunities; we assist our clients with sourcing in emerging markets and low-cost markets in the CEE region.