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MENA Business Intelligence

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Inside: Exciting company news; in-depth look at Arab Health Conference; invitation to Dubai and our exclusive industry and diplomatic interviews.

What's New

New partnership with UK company

Global Pharma Consulting and LucyJRobertshaw announced a working partnership together resulting in both companies offering their customers an extensive network, even more exporting markets including the UK, Nordics, Middle East and North Africa.

Both companies provide consultancy services to enter the Life Science market and opportunities for international delegations.

Paula Hassoon
Lucy Robertshaw

Paula Hassoon, CEO at Global Pharma Consulting says,

We are very happy over our new agreement with LucyJRobertshaw which we consider a long term strategic partnership with an important player in the Life Science scene both here in Sweden and in the UK”.
Lucy Robertshaw, Director, LucyJRobertshaw says,
LucyJRobertshaw is looking forward to working with Global Pharma Consulting particularly due to their excellent network and deep knowledge in the MENA region”.

Swedish Healthcare Delegation to Saudi Arabia

 

A Swedish delegation including authorities and companies in healthcare visited Riyadh, Kingdom of Saudi Arabia to attend the Saudi-Swedish Forum in April 2016. Global Pharma Consulting participated and focused on our expertise in the quality register area and postgraduate medical, dental, and pharmaceutical educations. The delegation's visits included SFDA, MoH, King Fahad Medical City, KACST and dinner at the The Swedish Embassy in Riyadh. Global Pharma Consulting concluded our stay by visiting partners, consultants, clients and the Saudi Diabetes research center at King Saud University.

Read more about the delegation's visit in the MENA DIPLOMAT section in "First Hand Experience".

MENA FOCUS

MENA insight and experience for Global Pharma Consultings readers.

Arab Healthcare Exhibition & Conference

The Place to Be

Exhibition, conferences, business deals, workshops, networking and more.
Arab Health 2017 will take place from 30 January - 2 February 2017 at the Dubai International Convention and Exhibition Centre.

The 2016 exhibition showcased more than 4,000 companies exhibiting their latest innovations to more than 130,000 healthcare professionals attending from 163 countries.
"Arab Health is a great first step to any Life Science company thinking of entering the MENA region because it provides a lot of information, insights and opportunity to network", Paula Hassoon, CEO Global Pharma Consulting ensures.
Maximizing ROI

But before heading to Arab Health it is necessary to do your homework and find out as much information as possible. Ms. Hassoon suggests the following:
  • Research if your product has potential in the MENA-region
  • Find out which country/ies in the MENA region is/are the most interesting for your company and products. "It’s a big region so choose wisely", Mrs. Hassoon warns. 
  • Find out what kind of documentation is necessary for the product and ensure that your company has everything.
After completing your research ask and answer these questions:
  • What is my strategy for Arab Heath participation?
  • What do I want to achieve?
  • Who should I meet?
For example Mrs. Hassoon advises meeting  KOL and not potential distributors only. This is especially important for innovative products.
"Depending on budget, strategy and how long in the market entry cycle you are you can to choose to just visit the exhibition, be part of a pavilion or even to exhibit at your own stand/booth. Just to visit the exhibition without a clear plan and pre-booked meetings would not give you much back and you will only feel overwhelmed by the size of the event, ” Mr. Raed Suhail, Business Development Manager at Global Pharma Consulting  warns.
Even for companies that exhibit at Arab Health, we  recommend they also book meetings well in advance.
"There is no point trying to book meetings one week before the exhibition starts. By then it may be too late. In my opinion a clear strategy and pre-booked meetings is the key to success at Arab health", he believes.
Strength in numbers
 
During all the years that Global Pharma Consulting participated and visited Arab Health they saw an urgent need, especially for SMEs to exhibit and have multiple ways to benefit from their participation.

Several of their clients asked them for a pavilion but its quite a big investment and even a big risk for a small company to prepay for a big space and arrange all the practicalities. But at the end of 2015 Global Pharma Consulting recognized the opportunity to become a preferred partner and provide services generally reserved for state owned organizations.
"We really believe that it is the SMEs and export market that is the winner above all", Mrs. Hassoon states. 
After partnering with LucyJRobertshaw, Global Pharma Consulting decided to include UK companies along with interesting companies from Finland and Denmark to create an Anglo Nordic Pavilion at Arab Health.
 
Why participate at the Anglio Nordic pavilion if you are a Nordic or UK-based SME?
  • Excellent extended network offered by Global Pharma Consulting and LucyJRobertshaw
  • Meet local companies from the region with buying power for your products and services
  • Use our services to meet new partners or key opinion leaders
  • Get our exclusive discounted and guaranteed flight and hotel rates during the event
  • Competitive prices for SMEs

Join our Anglo Nordic Delegation in Dubai!

Arab Health is the second largest healthcare exhibition and congress in the world and the largest in the Middle East. It offers important opportunities to showcase progress and achievement in the sector along with being able to explore new opportunities with stakeholders in the healthcare field from around the MENA region (Middle East/North Africa).

We offer you a unique package to get as much value as possible with cost effective investment:

  • Company logotype in the booth/booth wall.
  • Full time representative at the booth to assist with administrative and practical issues.
  • Mingle friendly booth.
  • A brochure with one page (C5) company presentation to hand out to potential stakeholders.
  • We provide you with several B2B meetings with preferredstakeholders from the region (distributors, KOL, decision-makers, authorities, etc)
  • Special discount available for companies who sign before the 12th August 2016.
Read our MENA Interview below for Pond Healthcare Innovation's CEO's reflections from last year in the Making it Work section.

Contact us for more information about joining our Anglo Nordic delegation attending the 42nd Arab Health Exhibition & Congress: Paula Hassoon on paula.hassoon@globalpharma.se or Lucy Robertshaw on lucyrobertshaw@live.co.uk.
The Arab Health Exhibition and Congress attracts a wide range of visitors across the spectrum of healthcare including: medical manufacturers, general practitioners, hospital doctors, hospital managers, hospital nursing staff, hospital technical managers, laboratory managers, physiotherapists, medical assistants and dealers and distributors.

MENA INTERVIEW

 


Daniel Taub, CEO, Pond Healthcare Innovation


From Medical Devices to Smart Phone Apps

Daniel Taub and his company Pond Healthcare Innovation is in the business of innovating the health and wellness industry. As the CEO he and his team’s mission is to bring the latest in medical technology to all different stakeholders: patients, physicians and consumers.

"Pond Healthcare Innovation is a new kind of innovation and design agency focusing on the pharmaceutical, diagnostic and wellness industry. Together with our clients we develop innovative and affordable medical devices and smartphone applications”, Taub explains.
He adds his agency aims, “ to better health and wellness through better diagnoses treatment, compliance and adherence”.

Why MENA?

Taub sees strong growth potential in the MENA region for medical technology because the market there is always looking for the latest innovations and technologies. “We learned that MENA countries have a very strong focus on finding good and cost effective healthcare solutions”, he shares.

Pond Healthcare Innovation is looking for Pharma/Healthcare companies in MENA that need to strengthen their market position. 

"We can offer them a unique innovation and design experience helping them create cost effective solutions to grow their business”, Taub assures. He goes on to add, “the best example of our work is the Air Smart Spirometer that we have developed together with the Swiss pharmaceutical company Novartis. It's the first professional pocket spirometer that cost only €70 ( a traditional spirometer costs from €500) that we help millions of COPD patients to better treatment".
Making it Work

Pond Healthcare Innovation had a strategic plan to enter MENA. Taub visited Arab Health in 2015 and was very impressed. The trade show is enormous and you will find companies and doctors from all around the world. “Thanks to our consultant at Global Pharma Consulting I was able to get meetings with potential future partners in the region that would have been impossible without their help and knowledge”.

Taub acknowledges that it’s the close cooperation with the team from Global Pharma Consulting that helped them enter MENA. 
"So far we are very excited and have recently signed our first distributor in the region for Air Smart Spirometer. The launch is planned for July this year".

MENA DIPLOMAT



Mr. Ali Shakir, Trade Commissioner, Swedish Embassy, Riyadh

Facilitating Business

Ali Shakir is the Trade Commissioner at the Swedish Embassy in the Kingdom of Saudi Arabia. He is also responsible for Business Sweden – the Swedish Trade and Invest council in Saudi Arabia, the trade and investment promotion agency of Sweden. Based in Riyadh Mr. Shakir is also responsible for Jordan, Oman and Iraq.

Together with a team of Business Sweden consultants, I help Swedish companies enter and expand in MENA regionWe also work to attract investment into Sweden”, Shakir explains.

While Mr. Shakir works with all sectors the focus is in matching Swedish companies with competitive advantages that meet the needs in the Kingdom of Saudi Arabia like health care and life science.
The Kingdom of Saudi Arabia has a growing population with a demand for health care facilities and pharmaceuticals”, Shakir says.

First Hand Experience

Mr. Shakir with his team organized a Swedish delegation to Riyadh in April. It was a mix of 17companies and organizations*, both large and SME’s that ranged from medical devices to pharmaceuticals, and included the Director General for the Swedish Public Health Agency of Sweden and the Swedish Ambassador to Saudi Arabia.

SME’s are a focus area for Sweden to grow them into international markets and contribute to the economic development of our country”, Mr. Shakir explains.

Over two intensive days Mr. Shakir’s agenda for the delegation gave the delegates what they requested which was meetings with distributors, ministries, private hospitals, and other authorities. This included high level officials, deputy ministers, several director generals and private company representatives.
We included meetings with stakeholders, and field visits for the delegates to see with their own eyes how health care is delivered in the Kingdom of Saudi Arabia.There was also a health care forum attended by 70 persons for company presentations and proposed solutions for the Kingdom of Saudi Arabia", Shakir recounts.
The Swedish Ambassador hosted a dinner at his residence that included the delegation and guests from the Business Sweden network, delegate invited companies, government officials and additional authorities.

Eyeing the Kingdom of Saudi Arabia from Sweden

Swedish life science companies will find a lot of opportunities for helping the Kingdom of Saudi Arabian market achieve more productivity and efficiency in operations.
There is a need for increasing efficiency which leads to a discussion of life cycle costs of different projects. Companies and authorities say life science needs to be developed using modern solutions or services in a way that may not be as intensive as has been seen during the last couple of years”.
One area of opportunity is better infection control and fighting hospital acquired diseases. There is also a need for solutions to help combat obesity and diabetes.
"There are a lot small details where Swedish companies can increase quality and improve infrastructure. For example quality registries, ehealth, etc. using modern technologies", Mr. Shakir shares.
Mr. Shakir has witnessed an intense interest from Swedish companies from at least the last 5 years. Over 20 business cases from last year alone reveal an interest in finding new partners, launching business activities, and sales. Swedish companies must understand the formalities, licenses needed, timing, and that it takes time to do business in the Kingdom of Saudi Arabia.
Most companies time their interest and contact us during the last 2 last quarters of the year as they prepare to attend Arab Health”, Mr Shakir reveals.
Something to bear in mind is most companies see potential to develop business using cloud solutions and new technology while medical devices, hospital facilities and pharma continue to play an important role in taking care of the growing population fighting life style diseases.

*Companies and organizations that participated in the Swedish health care delegation to Saudi Arabia: Ministry of Health and Social Affairs, Swedish Public Health Agency, Swecare, Karolinska Institute, Diaverum, Dilaforette, Elekta, Getinge Group, Global Pharma Consulting, HemoCue, Mölnlycke Health Care, Optima, Renapharma, Sectra, Skåne Care, Sobi and TSS.
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Global Pharma Consulting AB provides different kinds of services and solutions to Nordic & European Life Science companies before, during and after an internationalisation process in the very interesting markets in the MENA-region (Middle East North Africa)

Since 2008 we have provided consulting services to the biggest pharmaceutical companies in Europe, Swedish generic companies, Medtech companies, Iraqi Scientific Bureaus and marketing companies. Lately also in partnership with several Swedish county councils and IT-consultants to export the Swedish world-famous know-how in the quality registry area!

We look forward to your feedback regarding this issue of our newsletter and if you would like us to write about a specific topic please let us know.
Contact person is Adrianne George.

Global Pharma Consulting team!
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