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
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 = D*E*$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
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 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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