CASE STUDY
Multinational biopsy medical device company’s 3-year China market size and share strategy
The multinational client is the leader in biopsy instruments in China, being one of the first entrants to the China market. SmithStreet was engaged to investigate their market share erosion, market size expansion strategies and 3-year overall strategic business planning.
What We Did
Market size and share analysis showed that market share erosion was taking place in lower tiered hospitals and lower tiered cities. Tracking policy changes and enhancements at national and regional levels revealed an evolving landscape growing more disaggregated for a “one strategy fits all” tactic. SmithStreet’s final deliverable included tactical market share erosion prevention and market share/size expansion strategies by tiered hospitals within prioritized tiered cities.
Our Insight
As China’s healthcare landscape evolves, for mature sectors and/or players, the next exponential growth factor for multinationals in China will involve tactical localization strategies to leverage:
- subsidies and advantages local governments afford domestic companies (e.g. reimbursement, CFDA approval)
- faster product R&D to production cycle
- access to lower tiered hospitals and cities (population mass)
Our Process
Policy Analysis
National and Provincial
Competitive Analysis
MNC and domestic competitors’ SWOT
Market Size
Labs, public & private hospitals by tier
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