Entrepreneur's Edge: Exporting Wellness Services to Global Markets with Steve Finikiotis

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Entrepreneur's Edge: Exporting Wellness Services to Global Markets with Steve Finikiotis

  1. 1. Exporting Wellness Services to Global Markets 0Steve Finikiotis with Krisna Hanks | May 14, 2013© Osprey 2013 – All rights reserved. Osprey
  2. 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© Osprey 2013 – All rights reserved. Osprey
  3. 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© Osprey 2013 – All rights reserved. Osprey
  4. 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?© Osprey 2013 – All rights reserved. Osprey
  5. 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.© Osprey 2013 – All rights reserved. Osprey
  6. 6. The case for wellness 5 Nearly 66% of companies with effective wellness programs believe they perform better than their competitors. Towers Watson, 2011© Osprey 2013 – All rights reserved. Osprey
  7. 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© Osprey 2013 – All rights reserved. Osprey
  8. 8. The U.S. and Canada are hothouse markets… 7 Image: CCBY under Creative Commons License© Osprey 2013 – All rights reserved. Osprey
  9. 9. North American players and emerging markets 8 Interlocking features / capabilities + demand: ① Technology tools ② Management practices ③ Program administration expertise© Osprey 2013 – All rights reserved. Osprey
  10. 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© Osprey 2013 – All rights reserved. Osprey
  11. 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© Osprey 2013 – All rights reserved. Osprey
  12. 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.© Osprey 2013 – All rights reserved. Osprey
  13. 13. Wrap-up Keys 12 −Cultivate a global mindset −Collaborate with local partners and suppliers −Think globally but focus locally© Osprey 2013 – All rights reserved. Osprey
  14. 14. 13 Stay in touch… Steve Finikiotis @finikiotis steve.finikiotis@ospreyvision.com Join the conversation www.ospreyvision.com/blog, TouchPoints© Osprey 2013 – All rights reserved. Osprey
  15. 15. 14 Osprey© Osprey 2013 – All rights reserved. www.ospreyvision.com Osprey

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