Global Supplier Strategy for Market Penetration & Partnership Options (Niche Suppliers vs. National Leaders) in the Massachusetts Cardiology & Vascular Surgery Tools and Devices Market for Cardiac Operating Rooms and Angioplasty Suites

June 22, 2012 by 2012pharmaceutical

Global Supplier Strategy for Market Penetration & Partnership Options (Niche Suppliers vs. National Leaders) in the Massachusetts Cardiology & Vascular Surgery Tools and Devices Market for Cardiac Operating Rooms and Angioplasty Suites

Curator: Aviva Lev-Ari, PhD, RN

The ecosystem of Cardiac and Vascular Surgery for Repair or Replacement by Implantation of a new blood vessel or medical device covers the following procedure-related devices and tools now in use:

Arterial catheterization kit
Embolectomy catheters
Occlusion catheter
Coronary stents
Neurovascular stents
Carotid stents
External and internal carotid shunts
Peripheral stents
Biliary stents
Micro vascular clips
Stainless steel tunneler vascular graft
Cardiopulmonary bypass vascular catheter
Coronary stent graft system
Catheter tip occluder
Synthetic/biological composite vascular graft
Valvulotome tools
Aortic Valve
Mitral Valve
Angioplasty Guided Wires

No Aorta valve suppliers in MA. The National Leader supplier Edwards Lifesciences and its SAPIEN product for Transcatheter Aortic-Valve Implantation (TAVI) and Replacement (TAVR) is covered in Executive Compensation and Comparator Group Definition in the Cardiac and Vascular Medical Devices Sector: A Bright Future for Edwards Lifesciences Corporation in the Transcatheter Heart Valve Replacement Market 6/20/2012

https://pharmaceuticalintelligence.com/2012/06/19/executive-compensation-and-comparator-group-definition-in-the-cardiac-and-vascular-medical-devices-sector-a-bright-future-for-edwards-lifesciences-corporation-in-the-transcatheter-heart-valve-replace/

Medical Devices Market in Massachusetts: Product Concentration Ratios (1 to 10) by Product and Partnership Target Advantage – Niche Suppliers vs. National Leader in the Cardiology & Vascular Surgery Tools and Devices in use in Cardiac Operating Rooms and in Angioplasty Suites

Industry Concentration Ratios per Product Line in the Cardiac and Vascular Medical Devices Segments
A	B	C	D	E	F	G	H	I	J
		US comparison				MA comparison
Cardiology & Vascular Surgery Tools and Devices in use	Global Suppliers	US Suppliers	Market share	Global ratio	Index	MA Suppliers	Market share	Global ratio	Index
Arterial catheterization kit	4	6	0.09	0.40	5.6	2	0.14	0.67	3.6
Embolectomy catheters	11	28	0.03	0.28	1.9	3	0.07	0.79	2.4
Occlusion catheter	1	7	0.11	0.13	2.8	3	0.20	0.25	2.4
Coronary stents	11	34	0.02	0.24	1.7	2	0.07	0.85	2.6
Neurovascular stents	2	6	0.11	0.25	4.5	1	0.25	0.67	5.5
Carotid stents	1	12	0.07	0.08	1.7	1	0.33	0.50	5.5
External and internal carotid shunts	2	5	0.13	0.29	5.5	2	0.20	0.50	3.7
Peripheral stents	0	7	0.13	0.00	1.0	1	0.50	0.00	1.0
Biliary stents	7	13	0.05	0.35	3.1	1	0.11	0.88	3.6
Micro vascular clips	3	6	0.10	0.33	5.2	2	0.17	0.60	3.7
Stainless steel tunneler vascular graft	3	3	0.14	0.50	10.0	1	0.20	0.75	5.1
Cardiopulmonary bypass vascular catheter	14	39	0.02	0.26	1.6	5	0.05	0.74	2.0
Coronary stent graft system	0	6	0.14	0.00	1.0	1	0.50	0.00	1.0
Catheter tip occluder	1	6	0.13	0.14	3.3	2	0.25	0.33	3.3
Synthetic/biological composite vascular graft	3	5	0.11	0.38	6.3	2	0.17	0.60	3.7
Valvulotome tools	3	6	0.10	0.33	5.2	1	0.20	0.75	5.1
Aortic Valve	2	9	0.08	0.18	2.9	0	0.33	1.00	10.0
Mitral Valve	4	7	0.08	0.36	4.8	0	0.20	1.00	6.4
Angioplasty Guided Wires	8	11	0.05	0.42	3.7	2	0.09	0.80	3.0
					126				27
Source for A, B, C, G – http://www.medicregister.com
Source for D,E,F,H,I,J – Computed ratios per formulas below byAviva Lev-Ari, PhD, RN
D = 1/(1+B+C) = projected market share assuming non-differential production capacity

E = B/(B+C) = fraction of global among all suppliers

F = DE$F$24+1 = product of “D” and “E”, scaled to be in the range from 1 to 10

“H” is the same as “D” but with MA suppliers replacing “US suppliers”
“I” is the same as “E” but with MA suppliers replacing “US suppliers”
“J” is the same as “F” but with MA suppliers replacing “US suppliers”

Product Advantage for Partnership with Niche Suppliers in MA

Product Concentration Ratio (PRC) for Tools and Devices in use in Cardiology & Vascular Surgery	Targeting a Niche Supplier based in Massachusetts	Aiming at the Industry Leader
Arterial catheterization kitPRC = 3.6	Lemaitre Vascular, Inc. www.lemaitre.comBurlington Smiths Medical ASD, Inc Weston
External and internal carotid shuntsPRC = 3.7	Bard Electrophysiology www.bardep.comLowell Lemaitre Vascular, Inc. www.lemaitre.com Burlington
Micro vascular clipsPRC = 3.7	Lemaitre Vascular, Inc. www.lemaitre.comBurlington Life Instrument Corporation www.lifeinstruments.com Braintree
Stainless steel tunneler vascular graftPRC = 5.1	Lemaitre Vascular, Inc. www.lemaitre.comBurlington
Cardiopulmonary bypass vascular catheterPRC = 2	Abiomed, Inc. www.abiomed.comDanvers Vortex Medical Inc www.angiovac.com Norwell Lemaitre Vascular, Inc. www.lemaitre.com Burlington Clinical Instruments Intl., Inc. Southbridge Smiths Medical ASD, Inc Weston
Coronary stent graft systemPRC = 2.6	Lemaitre Vascular, Inc. www.lemaitre.comBurlington
Catheter tip occluderPRC = 2.4	Lemaitre Vascular, Inc. www.lemaitre.comBurlington Clinical Instruments Intl., Inc. Southbridge
Valvulotome toolsPRC = 5.1	Lemaitre Vascular, Inc. www.lemaitre.comBurlington

Product Advantage for Partnership with National Leader in MA

Cardiology & Vascular Surgery Tools and Devices in use	Niche Supplier based in Massachusetts	Industry Leader
Neurovascular stentsPRC = 5.5		Boston Scientific Corporation www.bostonscientific.comNatick
Carotid stents PRC = 5.5		Boston Scientific Corporation www.bostonscientific.comNatick
Peripheral stentsPRC = 1		Boston Scientific Corporation www.bostonscientific.comNatick
Biliary stentsPRC = 3.6		Boston Scientific Corporation www.bostonscientific.comNatick

Product Advantage for Partnership with Niche Suppliers and National Leader in MA

Cardiology & Vascular Surgery Tools and Devices in use	Niche Supplier based in Massachusetts	Industry Leader
Embolectomy cathetersPRC = 2.4	Lemaitre Vascular, Inc. www.lemaitre.comBurlington Clinical Instruments Intl., Inc. Southbridge	Boston Scientific Corporation www.bostonscientific.comNatick
Occlusion catheterPRC = 2.4	Lemaitre Vascular, Inc. www.lemaitre.comBurlington Telemed Systems Inc. www.telemedsystems.com Hudson	Boston Scientific Corporation www.bostonscientific.comNatick
Coronary stentsPRC = 2.6	Lemaitre Vascular, Inc. www.lemaitre.comBurlington	Boston Scientific Corporation www.bostonscientific.comNatick
Synthetic/biological composite vascular graftPRC = 3.7	Lemaitre Vascular, Inc. www.lemaitre.comBurlington	Boston Scientific Corporation www.bostonscientific.comNatick
Angioplasty Guided WiresPRC = 3.0	Arrow International, Walrus DivisionWoburn	Boston Scientific Corporation www.bostonscientific.comNatick

Source:

http://www.medicregister.com/Cardiology_Vascular_Surgery/Categories/cid2.htm

Penetration Strategy for a Global Supplier Targeting the US Market in Massachusetts

Customized predictions of penetration cost and estimation of potential revenues based on the industry segment concentration ratios in the Table above per Partnership Option are part of an Actionable Strategic Market Entry Plan in Massachusetts.

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Aviva Lev-Ari, PhD, RN

Leaders in Pharmaceutical Business Intelligence

Founder & Director of Pharmaceutical Business Intelligence Services

1-617-244-4024

avivalev-ari@alum.berkeley.edu

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14 Responses

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