The Business Research Company Healthcare Case Studies

The Business Research Company Case Study – Medical Market Research for a Therapeutic Device Manufacturer Copyright TBRC Business Research. All Rights Reserved.2 A leading medical manufacturing company with an implantable pacing device approved for use in Europe wanted to understand the potential of the market in Europe. The scope of our research included:- Market volume and value Competitive landscape Pricing of the products Products launched and in the pipeline Barriers to entry New announcements and events Requirement We conducted research through: Secondary research: Pubmed, Scirus, FDA, US Patent Office, European Patent Office Primary research: 10 Market-side interviews: Sales and Marketing, R&D and Product Development Heads. 10 KOL and Physician interviews. Our Analysts used the information gathered from the above sources, analyzed and forecast the data. Methodology Client Benefits and Feedback Research findings were delivered as a report including: Detailed findings on the big five European markets Market Trends Market volume and market share Products and Prices Consumer base Competition (Porter’s five forces) Company profiles of top companies (SWOT Analysis) Highlights of all interviews Comprehensive sourcing Solution KOL and Physician interviews showed the product met a significant unmet need Market forecasts helped identify the most attractive and dynamic geographic markets. Competitor interviews showed the high market expectations of manufacturers. Pipeline analysis showed considerable threat of new entrants.

The Business Research Company Case Study -Database of Companies for a Leading Research Publisher Copyright TBRC Business Research. All Rights Reserved.3 A UK client wanted us to create company profiles for 45,000 companies (public and private) across 25 industries and 60 countries. The scope of our research included: Collect key information from company websites. Data collected included: Company corporate information A brief overview of company’s business Sector and geographic indexing List and information on key executives List of major products Company locations Historical events of the company Requirement Research on company websites Data collection from third party credible sources Validation of data collected from all sources Data entry into a purpose designed authoring tool Proof-reading of written content Multi-layer quality check process Methodology Client Benefits and Feedback The client was provided with an efficient and reliable service that included: Error free data collection and input Thoroughly proof-read content Comprehensive coverage of data points specified by the client Online tool so the client could constantly monitor progress and input Delivery in multiple formats including XML and PDF Solution The content is used in some of the world’s leading business information portals. Client was able to save on costs due to the low US$ / hour service that we gave. We estimate the cost savings to be around 55% compared to the company’s captive center in India.

The Business Research Company Case Study – Database of Executives For a Professional Services Firm Copyright TBRC Business Research. All Rights Reserved.4 A client approached us to check their in-house directory of Officers and Directors The scope of our research included: Check existing lists of executives, update changes and add new executives Check for correct name Check if there is change in designation Add / Update employee biography Add / Update years of experience Add / Update education, qualifications. Historical events of the company Requirement Methodology Client Benefits and Feedback The client was provided with an efficient and reliable solution that included: Error free and up to date Officers and Directors database Two layer quality checks on data processed Thoroughly proof-read content Yearly update of the database to keep it relevant and up-to-date Solution Client was able to save on costs due to the low US$ / hour service that we provided (around US$ 5 / per hour). The client benefitted from our existing experience of handling people databases Secondary research on company websites Data collection from third party credible sources Validation of data collected from all sources Data entry into a purpose designed authoring tool Proof-reading of written content Multi-level quality checks including statistical analysis

The Business Research Company Case Study - Optoelectronics Competitor Benchmarking Copyright TBRC Business Research. All Rights Reserved. 5 A leading Optoelectronics manufacturer wanted a detailed competitor benchmarking study in order to: Identify its key competitors Evaluate them according to standard parameters Assess competitor strength Develop strategies based on a better understanding of its competitive position Requirement We conducted thorough research of the specific industry in Opto Electronics through:- Secondary research: Company websites, annual reports, social networks, IEEE, FDA, US Patent Office, European Patent Office. Primary research: Interviewing top level management, Decision makers, Sales Head, R&D Head, University Professors. Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a two-format solution to the client. Methodology Benefits and Feedback The in-depth research and findings was delivered to the client as: Overview and findings Competitor peer group with justification Competitor assessment by parameters including: product pipeline, patents, brand share, revenues, social media presence. Weighted competitor ranking based on parameter scores Assessment of the client’s competitive position based on its benchmarked strengths and weaknesses Competitive strategy action points Solution Based on the study the client was able to: Identify its strengths and weaknesses and develop improvement strategies. Understand which competitors posed the greatest threat. Target competitor weaknesses. Gain competitive advantage, helping to improve the clients’ competitive ranking over the next year.

The Business Research Company Case Study- Due Diligence on a Chinese Partner Copyright TBRC Business Research. All Rights Reserved. 6 A commodities company wanted to know more information on a potential partner company in China. It wanted to know: Overview of the Chinese commodities trading market and trading practices. What was the financial and trading history of the Chinese company? Did the company have the connections and existing contracts it claimed? Were there any regulatory or reputational issues facing the company? Requirement We conducted thorough investigation through: Face-to-face research (conducted by Chinese agent): 10 Interviews with the Chinese company’s employees, ex employees, customers and competitors. Investigation of regulatory filings of the company (by a Chinese Agent) and the history of the leading sponsors and executives. Checking of social media and newspaper comment on the company. Our Analysts (industry experts) used the information gathered from the above sources, analyzed the data and offered a two-format solution to the client. Methodology Benefits and Feedback The research and findings were delivered to the client as a: China Market profile of the Commodities Trading market Company profile including: Company overview Financials Key personnel Company reputation Regulatory issues Solution Based on the study the client was able to establish the following about the Chinese company. It did indeed have the contacts and connections it claimed. The company had long and steady history of profitable trading. While there had been some complaints against the company there were no law suits. On the basis of this the commodities trader was able to confidently go into partnership.

The Business Research Company Case Study- Financial and Operational Due Diligence on an Analytics Services Company Copyright TBRC Business Research. All Rights Reserved. 7 The Private Equity (PE) arm of a global bank was looking for an investment in the expanding data analytics and text mining services sector. The company had identified 2 potential investment targets. Both companies had provided an information pack giving details on financials, operations, strategy and plans. One of the companies was being promoted for sale by a bank, the other had been identified by the client. The client wished to cross verify the information given in the packs, and make an independent assessment of the companies and their potential value. Requirement TBRC adopted the following approach. Financial due diligence Line-by-line analysis of financials and definitions. Independent forecast of major P&L lines. Comparative ratio analysis against industry norms and recent deals for pricing guidance. Comparison of different business units and geographies. Operational due diligence Interviews with the target company, its clients, and competitors. Desk research on trends and growth in the data analytics market. Methodology Benefits and Feedback TBRC delivered the following: Financial Annotated financials with feedback on any points to note. Independent profit and loss forecast. Ratio analysis and price benchmarking. Business unit and geographic contribution break down. Cost Analysis. Operational Verification notes on the documented operational information. SWOT analysis of company’s operations. Gap analysis of its competencies and services. Solution The research inputs helped the PE firm to finalize its investment target and price its offer.

The Business Research Company Case Study- Contacts Database – Appending for a UK Client Copyright TBRC Business Research. All Rights Reserved.8 A UK client approached us to improve their contacts database and add IDs The scope of our research included: Check existing information of contacts provided, update recent and relevant changes Check for correct name Check if employee still works with the company Check address, phone an fax details Check if there is change in designation Add ID for every contact Scope Methodology Client Benefits and Feedback The client was provided with an efficient and reliable solution that included: Up to date contacts database with added IDs. Two layer quality checks on data processed Yearly update of the database to keep it relevant and up-to-date Solution Client was able to save on costs due to the low US$ / hour service that we provided (around US$ 5.5 / per hour). The client benefitted from our existing experience of handling people databases Secondary research on company websites Data collection from third party credible sources Validation of data collected from all sources Multi-level quality checks including statistical analysis

The Business Research Company Case Study- Office Equipment Company Client Survey Copyright TBRC Business Research. All Rights Reserved.9 One of the world’s largest office equipment companies wanted to know more about attitudes to buying office equipment in leading companies, in the US including the following. Which equipment types were of most interest to purchasers? What features were purchasers looking for? How were spending patterns likely to change in the next three years? Attitudes to the company and its competitor’s brands. Requirement Methodology Client Benefits and Feedback TBRC delivered a detailed report covering: Drivers and restraints of different equipment categories. Increases and decreases in equipment budget. Brand attitudes and opinions. Results were broken down by geography and sector of respondent to highlight differences. Solution Information from the report influenced: Sales strategy and investment by geography. Inputs into the product design based on feature feedback. Media coverage based on survey results. A questionnaire was designed in close collaboration with the client. Surveying and routing were designed using proprietary software. Large in-house databases of CIOs and purchase managers globally provided the panel for the research. Our Market Research Society -trained interviewers used their expertise in interviewing senior level business professionals, c-level executives and technicians. The client was able to track the project’s progress in real time through an online portal. Data analysis was conducted in-house and presented to the client.

The Business Research Company Case Study – Competitive Analysis for an Healthcare IT Company Copyright TBRC Business Research. All Rights Reserved.10 A leading software technology company offering Healthcare Information Systems (HIS) wanted to understand why it was losing market share to a number of smaller competitors. Specifically it wanted to know the following for three HIS providers Operations set up Sales by product Research and Development spend and focus Products launched and upgraded, technical specifications End user feedback/ market attitude Pricing benchmarks Requirement Methodology Client Benefits and Feedback A detailed presentation in PowerPoint on each provider included: Operations centers, geographies, staff Revenues split by geography and service line (estimated) Products and services on offer and in pipeline Research & Development – spend (global and regional) and focus areas (estimated) Customer feedback on products Social media response Approximate pricing benchmarks, Price/value perception of clients Solution The report on the operations of the providers helped the client to shape its strategic response. Primary research revealed a range of important strategic information the client had not been aware of, including: Lower than expected price points and higher discounts Customer perceptions that the smaller companies were more responsive Technology development focus areas of the providers TBRC conducted research on each provider through:- Primary research (5+ interviews with senior employees; 5+ interviews with customer hospitals) Secondary research (company websites, journals and presentations) Social Media monitoring – monitoring comments on consumer discussion forums and professional networking sites Delivery of a comprehensive report on the competitor and the threat it posed to the client

The Business Research Company Disclaimer All Rights Reserved. These presentations and reports should not be reproduced, re-circulated, published in any media, website or otherwise, in any form or manner, in part or as a whole, without the express consent in writing of TBRC Business Research. Any unauthorized use, disclosure or public dissemination of information contained herein is prohibited. Individual situations and local practices and standards may vary, so viewers and others utilizing information contained within a presentation are free to adopt differing standards and approaches as they see fit. You may not repackage or sell the presentation. The facts of this report are believed to be correct at the time of publication but cannot be guaranteed. Please note that the findings, conclusions and recommendations that TBRC Business Research delivers will be based on information gathered in good faith from both primary and secondary sources, whose accuracy we are not always in a position to guarantee. As such TBRC Business Research can accept no liability whatever for actions taken based on any information that may subsequently prove to be incorrect. Copyright TBRC Business Research. All Rights Reserved.11