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Pharmaceutical & medical market research

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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.
   

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).
   

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).
   

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.
   

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.
   

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.
   

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.