Emerging countries Implants 2012 Lyon, 31 May 2012

Implants 2012 | Emerging countries | Page The BBraun Group  privately owned German company  employees worlwide  Sales 2011: Mio €  the Aesculap Division markets orthopaedic implants in more than 60 countries through 40 subsidaries, local dealers or directly (tenders) 2

Implants 2012 | Emerging countries | Page Global trend in healthcare mature markets younger older baby boomers obesity ressources? 3

Implants 2012 | Emerging countries | Page Emerging countries 4 Europe average growth rate for large joints in 2011: - 0,55 % Source: Aesculap Market ResearchSource: Eucomed

Implants 2012 | Emerging countries | Page Consider it right…  most of the majors are present  emerging markets have already access to last technologies  level of medical education is higher as what we assume  price environment is difficult  Brazil, India, China, Russia are large countries  each country is different… 5

Implants 2012 | Emerging countries | Page local specificities  different culture  different language  different regulatory environments  different healthcare systems  different distribution networks  presence of local players (including low-cost providers) 6

Implants 2012 | Emerging countries | Page what you need is…  a local partner  a cluster strategy  a marketing strategy: segment, target and position your product/offer  innovation  differenciation  focus on niches better than on mass-strategy 7