CLIENT SITUATION & APPROACH
The client is a start-up and sister company of a major Pharmaceutical Manufacturing and Agent firm in KSA. The client has a specific available budget to comply with, which had to be taken into account during the assessment The engagement between EFESO & the client is for penetrating new markets in the medical appliances & veterinary products field.
EFESO supported by:
- Desk research involving the analysis of exports & imports and the scrutiny of both markets
- Primary research employing principal experts and in-depth interviews with subject matter experts & qualitative research with potential customers
- Strategic positioning identifying the segments with the highest attractiveness and ability
- Assessment of risks & financials for the different scenarios
- Go-no go analysis based on the most suitable product portfolio
- Detailed financial plan based on strategic positioning and operational model adopted
RESULTS
- Local market overview, with competitor & consumer profiling
- Preliminary list of products, from which 4 scenarios were proposed:
- Medical Consumables only Focus
- Diversification (medical consumables veterinary)
- Veterinary diversification
- Veterinary Pharmaceuticals focus
- Client’s Positioning matrix, involving the attractiveness vs. ability to compete for each category of products
- Prepared final business model and product portfolio which were based on price competitive advantage & quality competitive advantage
- Produced final financial plans, including revenue and cost projection, investment, cash flow analysis and return on investment
