1. Exporting Wellness Services to Global Markets
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Steve Finikiotis with Krisna Hanks | May 14, 2013
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2. Themes 1
The key themes of this topic:
–Highlight emerging wellness opportunities from a global
perspective
–Why we’re on the cusp of a worldwide revolution in
healthcare delivery
–Look at why North American players are a strong fit for
international markets, especially those in developing
regions
–What can we do to prepare our organizations to find
and tap the right opportunities
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3. About Osprey 2
–Beginning our 11th year delivering services to markets
on five continents
–Bringing leadership and experience in a range of
services and disciplines
–Applying an analytical framework for helping clients
make an impact in global markets
–Providing a growing worldwide network of colleagues
and partners in private and public sectors
–Using an innovative collaborative platform to accelerate
knowledge-transfer among stakeholders
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4. Key questions our team explores: 3
−What is the potential size of the market? Are there potential
adjacent opportunities within reach?
−How can we learn and address customer preferences?
−What new products-services can be offered, and how should
they be tailored for the local market/context?
−Who are the competitors, and how are they represented?
−What particular market-entry strategies should be applied?
−What partners can we convene to grow while building
relationships with government private sector players?
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5. Here’s the deal 4
We’re on the cusp of a global revolution in health
and wellness – a revolution being led by
entrepreneurs.
North American companies are poised to
play a critical market-shaping role.
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6. The case for wellness 5
Nearly 66% of companies with effective
wellness programs believe they
perform better than their competitors.
Towers Watson, 2011
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7. Macro drivers transforming global wellness: 6
① The rise of middle classes – millions of
consumers -- across emerging markets
② The rise of the private sector, along with foreign
direct investment and cross—border trade
③ An aging population in developed markets
④ The spread of a culture of wellness
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8. The U.S. and Canada are hothouse markets… 7
Image: CCBY under Creative Commons License
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9. North American players and emerging markets 8
Interlocking features / capabilities + demand:
① Technology tools
② Management practices
③ Program administration expertise
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10. Analytical framework 9
Market Opportunity Assessment:
–Identify promising markets and segments
–Analyze target markets – sizing, forecasting and modelling
–Define key market drivers along with macro trends and local
drivers
Key Preparatory Issues:
–Gather and analyze information to support successful “go-to-
market” strategies
–Help clients leverage their competitive advantages
–Develop and address market-entry scenarios
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11. High growth markets 10
Develop in-market customer insight:
–Customer segmentation
–Preference analysis – customer attitudes, needs, wants and
expectations
–Tools of the trade: quantitative and qualitative research
Go-to-market Issues:
–Understand market features, demographics and trends
–Identify drivers that support product feature decisions
–Develop programs to boost customer loyalty, brand equity, and
market share
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12. Tips for Success 11
−Focus on promising markets with which you have an affinity.
−Find the right partners and build strong relationships.
−Spend quality time “in-market”
−Foster a culture of globalism in your organization.
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13. Wrap-up Keys 12
−Cultivate a global mindset
−Collaborate with local partners and suppliers
−Think globally but focus locally
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14. 13
Stay in touch…
Steve Finikiotis
@finikiotis
steve.finikiotis@ospreyvision.com
Join the conversation www.ospreyvision.com/blog,
TouchPoints
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