GENICON: A Surgical Strike into Emerging Markets

1623 Words4 Pages

Genicon is a manufacturer and distributor of surgical instrumentation which are focused specially on laparoscopic surgery. The company is in growth phase and is driven to meet the needs of contemporary healthcare system through identification of clinical needs and meeting the economic demands of healthcare systems worldwide. To continue with its growth initiatives, the organization needs to find international market to expand its operations. The case pertains to evaluation of four growth opportunities for the organization – namely, Brazil, China, India and Russia. The paper carries of the evaluation with respect to various criteria. Given the information in the case pertaining to products of Genicon, various factors are analyzed for the choice of the country for international expansion. The structure of the healthcare system, the size of the total market, distribution structure of health care products in target countries and purchasing power parity are the key determining factors for the choice of the country for international expansion. The analysis below carries out an evaluation of the attractiveness of the particular region for Genicon’s international growth. BRAZIL Brazil is the largest country in Latin America with a population of 200 million. The Brazilian population is growing and their average age is increasing rapidly due to improvements in health standards and access to health services. The portion of the population aged 65 years or more has increased significantly in recent years. Genicon’s products pertain to endoscopy procedures, and demand for these procedures is positively correlated with an ageing population. Also, it is expected that the proportion of an ageing population will grow 40% over the next 10 years.... ... middle of paper ... ...he investment. A price skimming strategy is recommended for Genicone for Brazilian market to minimize the payback time investment and to thwart other foreign players from entering the market. Market entry mode for Genicon should be licensing or joint venture rather than exporting. This is because licensing and joint venture provides much more control of the operations which is essential in healthcare equipment industry. A global product strategy should be adopted because international standards are similar for surgical instruments. Marketing strategy should be sales promotion for Genicon because this industry is characterized by push-factors of distribution channel, rather than pull-factors of demand. It is anticipated that Genicon will be able to capture a significant market share in a short period of time by following above mentioned strategies and tactics.

Open Document