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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