iGIP Market Research Team
What is Happening with iGIP in IGN?
1400
1200
1000
800
600
400
200
0
TNs Raised
2009

2010

2011

2012

2013
Organisational Value

Market Value

Individual Value
Our Value in the Market
Long-term leadership pipeline
and impact on the world

Competitive talent advantage
for tomorrow

...
Our Value for the EPs and Our Members
The Story of AIESEC in
Spain
Organizational Value:
A young person witnesses
and contributes to
responsible and
entrepreneurial leadership
overcoming th...
To grow our product and develop leadership
in every experience we have to raise TNs in
meaningful industries where the EP ...
If you had 1000 AIESEC trainees coming to your country, in which
industries would you want to place them?
Because their ex...
Market Segmentation Process
Relevant Market Segment
Industry Talent Needs

In what industry
can you
develop leaders What a...
IGIP MARKET RESEARCH
STRATEGY - IGN
IGIP Sub-products for IGN

Healthcare Pharmaceutics

Education –
Private Institute
and High
Schools
Relevance of Healthcare-Pharmaceutics
•

―They (pharmaceutics) have enjoyed strong growth in Latin America because they
en...
Relevance of Healthcare-Pharmaceutics
•

―A glance at the situation in different countries illustrates the seriousness of ...
Facts about the industry
•

The type of pharmaceutics in Latin America are: R&D (Research&Development) and
Manufacturing o...
Facts about the industry
•

The region needs to increase drug access, in spite of intensifying cost-containment
measures. ...
Facts about the industry
Facts about the industry
How to target these companies?
•

Research for the Pharmaceutical chambers developed in your country in order to protect
t...
Added Value of sub Products
Marketing/
Sales

Chemical
Engineering

Project
Management

Main Value
Proposition: Offering
t...
Leadership in this experience
• Trainee is contributing for the well-being of Latin America through participating in the
H...
Supply of Talent
Country

Marketing

Country

Chemical
Engineering

Country

Project
Management

Brazil

153

Tunisia

63
...
Challenges to Overcome
• Industries may not see the added value working with AIESEC. Be emphatetic and state
the added val...
what needs to be done in delivering the product in this industry to
ensure a purposeful GIP experience for the TN-taker an...
Relevance of Education-English
•

Learning English comes with a number of benefits; first, and perhaps most important,
we ...
Relevance of Education-English
•

Lacking of proficient english levels still being one of the most important
competitive w...
Facts about the industry
Facts about the industry
Facts about the industry
Facts about the industry
Facts about the industry
Facts about the industry
•

There are high quality institutions in Latin America craving for internationalisation. Many
wo...
How to target these companies?
•

Research on the internet, government websites, for Educational

•

Seek for any warm con...
Added Value of sub Products

English Coach
Main Value Proposition:
Offering interns capable of
deliver english classes whi...
Leadership in this experience
• Trainee is impacting youth which in the future would be the next leaders creating positive...
Supply of Talent
Country

English Coach

Poland

56

Ukraine

36

Romania

27

Germany

21

Russia

19
Challenges to Overcome
• If the institute rejects to give the workshops try to figure out why they are doing it and
negoti...
what needs to be done in delivering the product in this industry to
ensure a purposeful GIP experience for the TN-taker an...
Do we have to change everything??
 No, don’t stop raising TNs
 No, you don’t have to drop your current market
– product ...
Make specific
changes to
what we’re
doing now

Start doing
new things to
build a
purposeful
GIP program
How to Change What You’re Doing Now
 Choose which of these market – product strategies you want to
implement in Q1
 In t...
Market – Product Process
1. Research trends in business, education, government, social issues, IGOs, NGOs, etc
2. Choose r...
Will This Solve All My Problems?
 Still need to train people
 Still need to market, sell, and deliver well

 In Colombi...
What Will Be the Impact When We Do This?
 More sales intensity because members understand
the why
 Better leadership exp...
What Do We Do in Q1?
Activity
Choose what market segments you want to sell in based
on “If you could bring 1000 EPs to you...
What Do We Do in Q1?
Activity
Create a new market – product strategy based on
purposeful GIP
Test new market – product str...
Why Do This Now, and Not Next Year?
What
are we
trying to
achieve?

Be the leader
who confronts
the fundamental
problem

M...
Final Purposeful iGIP Strategies for IGN
Final Purposeful iGIP Strategies for IGN
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Final Purposeful iGIP Strategies for IGN

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Final Purposeful iGIP Strategies for IGN

  1. 1. iGIP Market Research Team
  2. 2. What is Happening with iGIP in IGN? 1400 1200 1000 800 600 400 200 0 TNs Raised 2009 2010 2011 2012 2013
  3. 3. Organisational Value Market Value Individual Value
  4. 4. Our Value in the Market Long-term leadership pipeline and impact on the world Competitive talent advantage for tomorrow Short-term talent gap solution
  5. 5. Our Value for the EPs and Our Members
  6. 6. The Story of AIESEC in Spain
  7. 7. Organizational Value: A young person witnesses and contributes to responsible and entrepreneurial leadership overcoming the environment Market Value: Individual Value: Entrepreneurs can sell their A young member learns sales products in international and delivery, and learns how markets, survive, and support to contribute to society Spain’s economy through market solutions
  8. 8. To grow our product and develop leadership in every experience we have to raise TNs in meaningful industries where the EP has an impact on the world. How do we do that?
  9. 9. If you had 1000 AIESEC trainees coming to your country, in which industries would you want to place them? Because their experience would develop leadership. Because they would make an impact on society. Because our members would see their contribution to society.
  10. 10. Market Segmentation Process Relevant Market Segment Industry Talent Needs In what industry can you develop leaders What are the who will have a talent needs in positive impact that industry? on society? JD that Develops Leadership What can the EP do that will develop leadership and serve the industry’s talent needs? Supply Do we have the EP supply to fill this need? Where are the EPs from, and how can we match with them? BO Alignment How do we align our marketing and TC to sell and deliver these experiences on a major scale?
  11. 11. IGIP MARKET RESEARCH STRATEGY - IGN
  12. 12. IGIP Sub-products for IGN Healthcare Pharmaceutics Education – Private Institute and High Schools
  13. 13. Relevance of Healthcare-Pharmaceutics • ―They (pharmaceutics) have enjoyed strong growth in Latin America because they enable even the poorest people in the population to have access to medicine.‖ – Wharton Upenn • ―In 2009, the research-based pharmaceutical industry contributed around 75 % of the R&D funding for tuberculosis, malaria and dengue.‖ • In 2010, the number of medicines in development for particular disease areas were: – Cancer: 878 – Cardiovascular disorders: 237 – Diabetes mellitus: 193 – HIV/AIDS: 81 – Rare diseases: 303
  14. 14. Relevance of Healthcare-Pharmaceutics • ―A glance at the situation in different countries illustrates the seriousness of the poverty situation. In El Salvador, nearly half the population living below the poverty line and there is a high level of disparity between those living in urban and rural areas. Panama is considered a mid-high income country and yet 40% of its population lives in poverty. In Brazil, the median income of the wealthiest 10% of the population remains 30 times greater than that of the poorest 40%. These disparities also create different healthcare challenges.‖ – MarketResearch.com
  15. 15. Facts about the industry • The type of pharmaceutics in Latin America are: R&D (Research&Development) and Manufacturing of generic medicines. • Espicom Business Intelligence predicts that the region's eight major markets — Brazil, Mexico, Argentina, Chile, Colombia, Cuba, Peru and Venezuela — will represent a retail value of $80bn in 2013, up from $50bn in 2010. Sanofi, followed by Novartis and Pfizer are the three top companies in Latin America, but local EMS, Ache Labs, Eurofarma, Roemmers and Neo Quimica – all generics firms – are among the 20 largest by market share. • The main challenges for drug companies come from four areas. First, they must deal with competition from within and without. Second, they must manage within a world of price controls that dictate a wide range of prices from place to place. Third, companies must be constantly on guard for patent violations and seek legal protection in new and growing global markets. Finally, they must manage their product pipelines so that patent expirations do not leave them without protection for their investment.
  16. 16. Facts about the industry • The region needs to increase drug access, in spite of intensifying cost-containment measures. Therefore, attractive opportunities for (bio)pharmaceutical producers exist in Latin America. Brazil has the largest pharmaceutical market. Strong economic performance will fuel pharmacy sales growth in the forecast period. Mexico is the second leading market. Recent regulatory developments will create further market opportunities in the country, particularly for generic producers in both the private and public sectors. In Argentina, the pharmaceutical industry is expected to perform well in the coming years, with strong growth in production, sales, exports and employment. • Looking in Job Markets and pharmaceutics websites, the most vacancies were for Chemical Engineers, Project Management, and Marketing/sales. • Nowadays, pharmaceutic companies need to know how to target their generic medicines among Latin America’s population. • Companies already working with AIESEC: Novartis, Pfizer, Roche, Sanofi, Recalcine…
  17. 17. Facts about the industry
  18. 18. Facts about the industry
  19. 19. How to target these companies? • Research for the Pharmaceutical chambers developed in your country in order to protect these industries. • Seek for any warm contact within these industries: ALUMNI, Member, Friend, Relative… • Attend to networking events, conferences related to healthcare, medicine or those topics. • Look for Best Case Practices among pharmaceutics already working with AIESEC in Latin America. • Research on Job Markets or HR Fairs where these companies can be recluting.
  20. 20. Added Value of sub Products Marketing/ Sales Chemical Engineering Project Management Main Value Proposition: Offering the interns they need to target their products within Latin America or other regions as well Main Value Proposition: Providing entrepreneurs and proactive trainees in the chemical field in order to contribute to the research and development field of the industry. Main Value Proposition: Offering the interns with a global vision which can give a proper follow-up to current projects or Kickoffs of the company.
  21. 21. Leadership in this experience • Trainee is contributing for the well-being of Latin America through participating in the Healthcare sector. Therefore the trainee can feel that its contribution is really having a strong impact in the region. • Trainee’s participation within the Pharmaceutic industries is reliable for the development of new medicines and markets. • Trainees will develop skills and abilities through the daily performance of their Job Descriptions.
  22. 22. Supply of Talent Country Marketing Country Chemical Engineering Country Project Management Brazil 153 Tunisia 63 Brazil 120 Mexico 104 Colombia 33 Poland 105 Colombia 99 Mexico 27 Romania 70 Argentina 59 Egypt 24 Tunisia 69 Spain 56 Brazil 22 India 64
  23. 23. Challenges to Overcome • Industries may not see the added value working with AIESEC. Be emphatetic and state the added value that the interns will bring to their company and the impact we can bring together to Latin America. In addition, you may want to mention a few partners related to their field. • If the company has worked with AIESEC in the past and has a bad impression you must be careful since they have lost credibility in the organization and are detractors. • Understanding of the sub-product, countries which have most of the supply of it, and the social issue that you are solving with it. • They may tell you their budget is already approved and they cannot do nothing about it. Do not quit! Keep them updated with what AIESEC is doing, events, conferences or things that may appeal to them.
  24. 24. what needs to be done in delivering the product in this industry to ensure a purposeful GIP experience for the TN-taker and the EP • Align expectative between trainee and the company. • Provide a quality exchange experience (Migration, housing, proper tracking). Remember that if you create a desirable experience for both parties we will be able to create an Ideavirus and spread by word-to-mouth what we are doing within the pharmaceutical sector, which will allow us to Reraised. • Be sure to clarify our main purpose through working with Pharmaceutical.
  25. 25. Relevance of Education-English • Learning English comes with a number of benefits; first, and perhaps most important, we have the chance to communicate with people from other cultures. • The research, carried out by Euromonitor International, shows that English fluency can have a major impact on income. • A recent World Bank publication (2008) pointed out that in LatAm countries, educational performance ―is not only weak; it is also declining relative to other ocuntries with similar income levels‖. • By Surveying ALUMNI most of them concluded that Education is an important sector that need to be impacted for the development of youth plus some of them answer that education is lacking in developing skills such as: Leadership, Entrepreneurship, Global Awareness, etc…
  26. 26. Relevance of Education-English • Lacking of proficient english levels still being one of the most important competitive weaknesses in Latin America. Mostly half of the Region is below the index EPI EF. Brasil, Colombia, Perú and Chile have improved, but it stills remain an extensive part of population that lacks of english in order to be suitable for current job vacancies. Some countries as Mexico and Guatemala have decreased the domine of this language.
  27. 27. Facts about the industry
  28. 28. Facts about the industry
  29. 29. Facts about the industry
  30. 30. Facts about the industry
  31. 31. Facts about the industry
  32. 32. Facts about the industry • There are high quality institutions in Latin America craving for internationalisation. Many would be better placed in international rankings if they would consider encouraging the widespread use of English in teaching. • While in 1994 the average were 162 students per 10,000 people, by 2013 Latin America reached 259 per 10,000 people. • Providing workshops would may lead to encourage youth to think about being Entrepreneurs rather than seek jobs: ―There are various indicators of their importance (SMEs) in the region: the proportion of all businesses that are SMEs, the number of jobs they create, and in some countries even their contribution to gross domestic product (GDP).‖ - OECD • Some of the benefits obtained through increasing English knowledge are: Promote employees within companies, increase Export/imports, Higher salaries for people,
  33. 33. How to target these companies? • Research on the internet, government websites, for Educational • Seek for any warm contact within these industries: ALUMNI, Member, Friend, Relative… • Attend to networking events, conferences related to Education. • Share and ask for Best Case Practice within other countries in IGN. • Research on Job Markets or HR Fairs where these companies can be recluting. • Host short-talks regarding a topic of interest for this industries.
  34. 34. Added Value of sub Products English Coach Main Value Proposition: Offering interns capable of deliver english classes while preparing workshops to youth in order to develop soft skills within them.
  35. 35. Leadership in this experience • Trainee is impacting youth which in the future would be the next leaders creating positive impacts in community. The trainee must be well prepared and ready to overcome the challenges he/she may face while delivering the workshops. • Education is one of the pillars for the development in Latin America and the Trainee will be participating in this cause. • Trainees will develop skills and abilities through the daily performance of their Job Descriptions.
  36. 36. Supply of Talent Country English Coach Poland 56 Ukraine 36 Romania 27 Germany 21 Russia 19
  37. 37. Challenges to Overcome • If the institute rejects to give the workshops try to figure out why they are doing it and negotiate with them which topics they would like to implement and let them see that through those workshops their students are gaining more skills and abilities. • If the institute has worked with AIESEC in the past and has a bad impression you must be careful since they have lost credibility in the organization and are detractors. • Understanding of the sub-product, countries which have most of the supply of it, and the social issue that you are solving with it. • They may tell you their budget is already approved and they cannot do nothing about it. Do not quit! Keep them updated with what AIESEC is doing, events, conferences or things that may appeal to them.
  38. 38. what needs to be done in delivering the product in this industry to ensure a purposeful GIP experience for the TN-taker and the EP • Align expectative between trainee and the company. You must keep in mind what is the difference between this Educational sub-product and the one that is already being sold. • Provide a quality exchange experience (Migration, housing, proper tracking). Remember that if you create a desirable experience for both parties we will be able to create an Ideavirus and spread by word-to-mouth what we are doing within the pharmaceutical sector, which will allow us to Reraised. • Be sure to clarify our main purpose through working with Institutes, Colleges, and highschools.
  39. 39. Do we have to change everything??  No, don’t stop raising TNs  No, you don’t have to drop your current market – product strategy  No, we don’t have to raise with only nonprofits, schools, and hospitals
  40. 40. Make specific changes to what we’re doing now Start doing new things to build a purposeful GIP program
  41. 41. How to Change What You’re Doing Now  Choose which of these market – product strategies you want to implement in Q1  In the JDs your EPs are currently doing, add activities that develop leadership  Ensure TN-takers understand and want to co-deliver leadership experiences  Embed purpose into your sales member education, your marketing, and your sales process
  42. 42. Market – Product Process 1. Research trends in business, education, government, social issues, IGOs, NGOs, etc 2. Choose relevant needs of society and the industries that address these needs 3. Interview with industry leaders and experts, use research to understand talent needs and create hypothesis of sub-product solution for the industry 4. Test sub-product solutions and choose top market – product combinations 5. Make a targeting list of companies to sell these products to 6. Align marketing an talent capacity to be able to reach these markets, sell the right product, deliver it, and showcase it
  43. 43. Will This Solve All My Problems?  Still need to train people  Still need to market, sell, and deliver well  In Colombia sales members see the impact so clearly it’s difficult to move their focus to other sub-products  In Russia the sales members were so successful they didn’t feel as much pressure to perform anymore
  44. 44. What Will Be the Impact When We Do This?  More sales intensity because members understand the why  Better leadership experiences for EPs and members as they contribute to society’s needs  More TN raises with better customers for our purpose
  45. 45. What Do We Do in Q1? Activity Choose what market segments you want to sell in based on “If you could bring 1000 EPs to your country . . .” Message purpose of GIP to LCs in all channels Add purposeful elements to JDs of current marketproduct strategy Share CoW of GIP with TN-takers and help them plan to co-deliver leadership experiences Embed purpose of GIP in all marketing, talent capacity, and showcasing for iGIP Integrate 1 new market segment from GST research Tier 1 Tier 2 Tier 3 X X X X X X X X X X X X X X X X X
  46. 46. What Do We Do in Q1? Activity Create a new market – product strategy based on purposeful GIP Test new market – product strategy on national level Tier 1 Tier 2 X X Raises that create leaders Tier 3
  47. 47. Why Do This Now, and Not Next Year? What are we trying to achieve? Be the leader who confronts the fundamental problem Make an organization whose purpose and actions are aligned Create purposeful leaders
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