Innovation Center Denmark - Thomas Juhl Olesen, Key Account Manager, Life Science Innovation Center Denmark • • • 3 Innovation Centres / Platforms – Munich – Shanghai – Silicon Valley 3 Focus Areas – Medtech/ Pharma – Cleantech – ICT 3 Focus regions: Germany, Austria & Switzerland 2 Thomas J. Olesen • 12 years international sales of medical devices and lab equipment • Interventional radiology, Surgery, Cardiology, Telemedicine • Registration of German Subsidiary for North American pharma/device company, hired (and fired) sales and admin team • Direct and indirect sales in 25 countries, EU, USA, S. Africa, Middle East • International Fynbo… Worked and lived in… – Germany 3,5 yrs.: Munich – USA 4 yrs.: Los Angeles, Milwaukee, Boston, Atlanta – Brazil 1 yr.: Rio de Janeiro – Denmark 3 yrs: Copenhagen, Aarhus and grew up in the City of… Middelfart International Salgsstrategi ”Vores strategi er at finde distributører” Vores distributør har jo samme interesse som os – at øge salget! … Eller…? Key Opinion Leaders Konkurrenter Velfærdsteknologi Sygeforsikring Kultur Kontrakt Subdistributører Sundhedsmarked Indkøbs Organisationer Reimbursement Grossister Stationær behandling Markeds analyse Mediko Lovgivning Sport Mailing Praktiserende Læge Kongresser Ambulant behandling Geografi Sygehuse Wellness Plejehjem Patent rettigheder Farmaceutiske industri Diagnostik Fordeling af margin Fitness Markedstilpasning Biotech Produktudvikling Apoteker Brancheforeninger Eksklusivitet Pris struktur Behov for support Path to Market, Medical Devices – Where does our Sales start ? YEAR Innovation Center Export Council Case: DELTA ePatch technology platform Fokus Forretningsplan Udvikling •Continous monitoring •Reliable/ Durable •” Wear and forget ” •Intelligent signal processing Funding Internationalt Salg Hvad gør de udenlandske medico klynger? Hvad gør de udenlandske medico klynger? Spørgsmål? THOMAS JUHL OLESEN [email protected] INNOVATION CENTER DENMARK, MUNICH KÖNIGLICH DÄNISCHES KONSULAT SENDLINGER-TOR-PLATZ 10/IV/ D-80336 MÜNCHEN TEL. (+49) 89 54 58 54 24 / MOBILE (+49) 171 309 6338 WWW.INNOVATIONCENTERDENMARK.DE