zimmer - trauma - bio pharma day 2013 milano
DESCRIPTION
Una delle tre presentazioni di Zimmer al Bio Pharma Day di Milano nel 2013TRANSCRIPT
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ZIMMER TRAUMA
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I NOSTRI CLIENTI FINALI
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Zimmer Purpose
Restore mobility, alleviate pain and improve the quality of life for patients around the world.
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Il nostro primo utilizzatore e cliente
IL TRAUMATOLOGO
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Di cosa si occupa il traumatologo?
La frattura in medicina è l’interruzione parziale o totale della continuità di un osso. In base all'eziologia si distinguono:
- fratture traumatiche: avvengono in un osso con normale resistenza meccanica;
- fratture patologiche: avvengono in un osso con ridotta resistenza meccanica, per condizioni patologiche generali o locali, e sono causate da un trauma incapace di interrompere un osso normale;
- fratture da durata (o da stress): tipica degli sportivi, viene causata da microtraumi reiterati in un osso con normale resistenza meccanica (si verificano lentamente).
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Italy Trauma Market
GDP +0,8 YTDHEALTHCARE SYSTEM• Public & Private (>4,000 ortho HCP)• Regional DRG reimbursement system• Financial constraints in public sector
affecting hospitals budget/ activities and DSO (up to 750 days in some south regions and up to 5 billions € outstanding payments)
• Population: 60,6 mio inhabitants• Life expectation: M:79,1 F: 84,3 yrs• Over 65 yrs (20,3% of total population)• Over 85 yrs (2,8% of total population)
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Trauma Italian Market
Trauma Italian market 2012 is around 110 Mio € (excluding biologics)** (Assobiomedica data)
The market is growing by 1% * * (Assobiomedica data)
27mio €
45 mio €20 mio €
18 mio €
IM NailsPlates & ScrewsPertrocantheric solu-tionsExternal fixators
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Actuals 2012 Actuals 2011 %Sales Sales Growth
Plates and Screws 5.769 5.251 10%IM Nails 2.247 1.566 43%Cable Products 2.243 2.014 11%Trabecular Metal 204 203 1%Compression Hip Screws 111 156 -29%Bone Substitutes 102 167 -39%Reamers 92 178 -49%Soft Tissue Attachment 73 54 35%External Fixation 50 45 11%
Trauma 10.891 9.635 13%
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Zimmer/Trauma
Small but aggressive…Small but aggressive…
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Ma cosa facciamo in Zimmer tutto il giorno?
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Assicuriamo il servizio …. disponibilità del prodotto giusto
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Assistenza in sala per assemblaggio device
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Training e workshop a Forza Vendita
e Chirurghi
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Medical Education
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Le attività congressuali
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Ci servono dei SuperEroi?
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Sales & Marketing Meeting Venezia, 11-13 Gennaio 2013
The secret of Success
•Complete portfolio on each segment•Focused and dedicated sales force•Continuous innovation and education•Know and target competitors weaknesses
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“Good products in the hands of good people make good business”