SCIENCE & INNOVATION TUTORIAL

TUTORIAL PLAN 6:10-6:15 Competition Overview 6:15-6:30 How to crack a case 6:30-6:40 Slides and Presentation 6:40-6:45 Science & Innovation specifics 6:45-6:50 Q&A 6:50-7:00 Wrap up

COMPETITION OVERVIEW Cases distributed: 10:00-12:00 Saturday 24 hours to work on case + presentation PowerPoints need to be emailed through at least half an hour before presenting Presentations are 10 mins, Q&A 10 mins Presentation rooms: 403-401 : 403-404 see us in the foyer beforehand Top team from each division (4-5 teams) progresses to the finals

COMPETITION OVERVIEW Finals are Monday night, presentations to start at 18:00 All teams are welcome to attend Food and drinks (full catering, not just pizza!) will provided when presentations end Networking time with judges, other teams, and MCC members from 7:30 onwards

TIMELINE EXAMPLE Role Timing for 3 hour case Read the Case 40 minutes Individual Matrix 10 minutes Consolidate the Matrix 20 minutes Strategy and Key Issues 30 minutes Subgroup and Slides Reality Check 5 minutes Finishing Off 25 minutes Practice Total 3 hours

MATRIX Member 1 Member 2 Member 3 Member 4 1. Case Question 2. Purpose 3. External 4. Internal 5. Money 6. Trend 7. Customers 8. Competitors 9. Other Stakeholders 10. Resulting Key Issues

FISHER AND PAYKEL CASE STUDY Fisher & Paykel Healthcare Corporation (FPHC) is a world leader in the design and manufacture of heated humidification equipment, selling to 120 countries. FPHC employs 2,448 people and is listed on the NZ and Australian stock exchanges, with revenues of $500mill. FPHC have recently expanded the application of their technology from solely invasive ventilation procedures, where it holds a strong market position, out to non-invasive and some surgical procedures, where Fisher and Paykel Healthcare are a recent entrant in a market dominated by two players. The healthcare device industry is growing but highly regulated, with country specific regulations. FPHC are concerned about the sales of their obstructive sleep apnea (OSA) technologies, specifically in that only one quarter of potential patients have been diagnosed and treated. They are also interested in the future of respiratory healthcare technologies.

DECONSTRUCTED MATRIX 1. Case Question 2. Purpose Stated in the case Usually at the front or back Can be more than one question 2. Purpose Why does the business exist? Often to make money

These are potential key issues DECONSTRUCTED MATRIX 3. External Industry insight Competition Size 4. Internal Values of business Position in market Core competencies These are potential key issues

These are potential key issues DECONSTRUCTED MATRIX 5. Money Financial standing Key metrics Any issues? 6. Trend Industry as a whole Market trends Future technologies These are potential key issues

PART 1: THE MATRIX Case question: use S.M.A.R.T “How can Fisher and Paykel Healthcare grow presence in new markets and increase awareness of respiratory diseases to increase revenues to $700 million by 2020?” 2. Internal, External, $s, and Trends Internal: Very limited product range but growing, time to market is long External: Little awareness of OSA, highly regulated device market $: $500mill revenues, 99% of sales are overseas Trends: growth of market for respiratory devices, personalisation in healthcare

PART 1: THE MATRIX 3. Customers and Stakeholders 4. Competitors? Customers in 120 countries, mostly international Shareholders in NZ and Australia Employees 4. Competitors? 2 main competitors in newly entered markets and hold dominant market share Substitutes for heated humidification devices e.g. drugs

KEY ISSUES Issue Meaning Impact Generate as many as possible, discuss then choose two key issues

PART 2: STRATEGY What we suggest you do Explain the actions they should take 2. Why we suggest you do this Relate back to Case Questions and Key Issues 3. Ensure the strategy is clear If the presentation ends at strategy, the judges should know what you intend to do

PART 3: IMPLEM AND FINANCES How is the strategy going to be implemented? What resources, relationships, organisational changes need to take place? What are the quantitative impacts of the strategy, in terms, of users, market share, costs, revenue, profit, dividends, company value, productivity...

TIPS TO SUCCESS! Insightful Key Issues Strong Strategy linked to Key Issues Believable finances and metrics Clear, Concise Conversational delivery

Presentation Timeline

SCIENCE SPECIFIC COMPONENTS The case will feature scientific products and/or services: Analyse the strengths and weaknesses of these Recommend how the products or services can be best enhanced, or how they can be targeted to different customers for improved business performance.

SCIENCE SPECIFIC COMPONENTS What are the best methods to improve the profitability and functionality of FPHC’s current technologies? How can FPHC increase awareness and diagnosis of OSA? What is the future of heated humidification devices? Should FPHC focus their resources towards these technologies?

SCIENCE SPECIFIC COMPONENTS Should FPHP further expand its product offering into other healthcare technologies? How does wearable technology work with the current offerings? Can the design of the heated humidification devices be applied to other fields?

FINAL NOTES Registrations close next Thursday 9pm Tutorial Materials will be made available online Development Program Application Questions?

SCIENCE & INNOVATION TUTORIAL