1. Editor's Comment:

ABHI’s Export Club meeting last week focused on Medica together with market presentations on France, Germany and Italy. Of the meeting, Andrew Davidson of DTR Medical said:

This was the first ABHI event I have attended, and I was very pleased with the whole experience. The location, welcome and meeting were all superb and I learnt a considerable amount about working with Germany, France and Italy. The presenters imparted really valuable knowledge that was obviously built on many years experience, which would otherwise take time and money to learn the hard way.

The experienced presenters refered to were, in fact, Dr Howard Dobbs (HSD Consulting), Robert Milnes (Fertility Focus) and Tim Proger (Kimal Plc).

Our heartfelt thanks is also extended to the meeting’s Chairman, Martin Kendall, whose chairmanship marked his last official engagement whilst working for Owen Mumford.

photo courtesy of Middle East Hospital/Medica, Dusseldorf.

GROW YOUR BUSINESS INTERNATIONALLY AT MEDICA 2009:
The Export Club ended with a short demonstration from David Phillips (PERA/UKTI) on UKTI’s bespoke business matching website which enables UK companies attending and exhibiting to make the most of their time at Medica and Compamed 2009. Click on and sign onto the website below: (Approx. time it takes to sign on is 3 minutes)

Click to enlarge; Also see: www.medica09.ukti.gov.uk/

Just announced: Since going to print with the flyer, additional buyers have been signed up from Singapore, Canada, Italy and Turkey. Additional Commercial Officers have been signed up from China and Nigeria. (Please see Commercial Officers' Market Reports in Section 3 below).

Also see: 'Rough Guide to Medica' for both newcomers and seasoned visitors to the show.

In addition to the UKTI-organised meetings, there will be an opportunity for UK exhibitors to meet with representatives from Underwriters Laboratories Ltd, who can advise on SFDA and PAL issues in China and Japan, respectively.

There will also be opportunities to meet with marketing and commercial experts for the Middle East. Please send me an e-mail on theresa.ashford@abhi.org.uk prior to Medica to arrange, or discuss, both sets of meetings.

Theresa.

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2. International Business / Industry News and Notifications:

Roadside doctors with no degrees thrive in India:
New Delhi, India (CNN) -- Sitting on an iron bench along a busy street, Chaman Lal sticks his fingers into a mug full of a greasy concoction and then applies the dark-red brew to areas where his patients complain of pain. More
(Source: October 27, 2009, Harmeet Shah Singh, CNN)

PALO ALTO, Calif., Oct. 29 /PRNewswire-FirstCall:
Varian Medical Systems (NYSE: VAR) today is reporting net earnings from continuing operations of $0.78 per diluted share in the fourth quarter of fiscal year 2009, up 15 percent from $0.68 in the year-ago quarter. More
[Posted : Thu, 29 October 2009, Varian Medical Systems}

Swine Flu (H1N1 Virus): Latest Developments | Updated: Oct. 30, 2009
Oct. 30: Saudi authorities, fearing that the hajj could turn Mecca into a hub for spreading a swine flu pandemic around the world, are working hard to head that off.
Oct. 29: Despite months of planning, a swine flu vaccine shortage is creating a very public test of President Obama's competence.
Oct. 26: Experts say overly rosy projections on vaccine supplies did not take account of the vagaries of vaccine production.
Oct. 23: President Barack Obama declared swine flu a national emergency, allowing hospitals and local governments to speedily set up alternate sites and procedures if needed to handle any surge of patients.
Oct. 23: The World Health Organisation has counted nearly 5,000 deaths from swine flu, the Associated Press reported from Geneva, citing the agency's weekly update on the pandemic. Iceland had its first swine flu death this week. More
(Souce, 2 November, The New York Times)

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3. News from FCO; Market Updates from Commercial Officers:

ABHI has requested Commercial Officers from Cuba, Russia, Lebanon and Germany to provide up-to-date reports of activities and opportunities within their respective markets. Commercial Officers from these markets will be visiting Medica.

UKTI Commercial Officers are based in overseas commercial posts. ABHI liaises with, and seeks guidance from, the Commercial Officers specifically responsible for healthcare. The information provided, especially in terms of local market knowledge, is found to be highly relevant and invaluable.

CUBA: NEW In advance of Medica ‘09, please find to follow the Cuban needs for the Biotech and Public Health Care Sector: Equipment • Autoclaves • Centrifuges • Microbiology Incubators, including Co2 incubators and refrigerated incubators • Ovens and muffle furnace • Microscopes More

RUSSIA
In Russia the healthcare system mostly relies on public funding. Spending is increasing (88,4 billion rubles was allocated from the Federal budget for 2008). Funding is largely regional – there are 89 regions in Russia, and over 80% population is concentrated in the European part of the country, west of the Ural Mountains, and along the southern border.

• Snapshot Review; Russian Medical & Healthcare
• UKTI Russia RD Team
• Russian Certification Consultants

LEBANON:
SIGNIFICANT OPPORTUNITIES IN HEALTHCARE
Lebanon is one of the most dynamic healthcare markets in the Arab region and is full of opportunities for British exporters. More

GERMANY:
The German market for healthcare products is the largest in Europe and the third largest in the world. More

Also see: Meeings available with Asia-Pacific healthcare market experts in Section 7.

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4. This Issue's Feature; Building Business with Agents and Distributors:

Effectively managing agents and distributors is one of the key elements to developing and building your export business – but it can also be one of the most challenging.

No two agents or distributors are the same, and most markets vary in regard to culture, business practice and product or service expectations. The most successful companies have common business practices and procedures for their export business, but also understand that a flexible approach, and the ability to adapt their management style, is required to meet cultural and local norms.

When developing your business strategy More ...

Writer: Gary Jennings
Managing Director
GJ International Ltd
www.gj-intl.com info@gj-intl.com;
Author of Building Business with Agents and Distributors (See below)

Sign of the times – Pioneering Doncaster sign fights infection and reduces cleaning times:

A revolutionary range of signs capable of killing 99.99% of ‘superbug’ bacteria including MRSA has been unveiled by a Doncaster company.Created by Centurion Europe, who are based on Hunt Lane (Doncaster), the pioneering range of ‘Biosigns’ uses silver ionisation to provide a robust anti-microbial protection that stops bacteria building up on the surface. More

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5. International Business Opportunities:

Are you a UK healthcare company looking to expand your product range, or one seeking distribution overseas?ABHI maintains an on-going listing of business opportunities in the healthcare sphere world-wide. Click here for a number of opportunities covering both requirements, as well as employment prospects.

New Business Opportunities in this issue includes opportunities from Jordan and Italy together with an opportunity vis-à-vis following up sales leads in Europe. You will note that some opportunities have direct contact details whereas for others it is preferable to go via the ABHI. If registering interest via the Association, contact information will be supplied to UK companies upon receipt of reference numbers.

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6. ABHI Exhibitions and International Events:

ABHI Pavilions at Overseas Exhibitions:

Sponsorship Opportunities listed

Arab Health, Dubai, 25 -28 January 2010:
Arab Health is the largest and most prestigious healthcare event in the Middle East. Over 2,500 exhibitors attend from over 65 countries and over 50,000 visitors descend on Dubai for the four day exhibition in January. It has become a global show and for many companies the event to attend in the annual exhibition calendar. More

ARAB HEALTH Literature Opportunity: There is now an opportunity for companies to display company literature and take pods at Arab Health. Interested? Please e-mail: exhibitions@abhi.org.uk

The government offers grant assistance to help UK companies participate in exhibitions through their Trade Show Access Programme (TAP). How to apply for a TAP Grant - For all exhibition enquiries e-mail: exhibitions@abhi.org.uk

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ABHI's Export Club Update:
ABHI’s Export Club provides exporters with an opportunity to share experiences and gain market information. The format for ABHI's Export Clubs includes a series of interactive case studies and industry expert sessions, whilst offering an informal setting in which to network.

10 December 2009; Arab Health; The Middle East/Libya
December's Export Club will focus on the Middle East, with a particular emphasis on Arab Health. The Middle East healthcare business is expected to be worth $60 billion by 2025* as the need for investment in services and facilities increases. It is the only region in the world that faces such a rapid increase in demand and this growth is creating a number of new opportunities for key stakeholders in the sector. Given the forthcoming mission, organised by the Libyan British Business Council, being held in February, a focus will especially be given to the Libyan market.

To register your interest in attending this event and/or the mission to Libya, please e-mail: theresa.ashford@abhi.org.uk

ABHI’s full Events Listing 2009

Export Club supported by:
www.merrillbrink.com/lifesciences

ABHI UK Market Conference
24 November 2009
Venue: Millennium Gloucester Hotel, London SW7

Register + to view the Programme: https://www.abhi-events.org.uk/ukmarketconference

This year’s ABHI UK market conference will provide an essential up-to-the-minute guide to new information, ideas and strategies and enable delegates to take advantage of the latest opportunities in the UK healthcare environment.In 2009 the signals from the NHS towards the medical technology sector changed radically. In July Government stated that “UK life sciences have everything going for them: world-class facilities, talented scientists and entrepreneurial flair. By championing innovation, the NHS can support the life sciences industry in developing ways to improve people’s health.” Yet there are frequent reminders of cuts to come in the NHS budget over the next few years. “The NHS faces the biggest squeeze on its funding since it was founded in 1948, despite pledges by Labour and the Conservatives to spare health from spending cuts in the next parliament,” [King’s Fund/IFS, July 2009].

7. UK Government Updates:

Delivered as an integral part of well established annual Genesis Conference (www.genesisconference.com), LBN, ERBI and SEHTA have collaborated to produce two days of presentations, debates, exhibition and online networking for the medical technology sector alongside their bio-pharma partners. AGENDA.

Enquiries can be directed to:
Tony Jones on 0207665 1403 or email tjones@londonfirst.co.uk

Meet the Experts – Asia-Pacific Life Sciences clinics

Monday 30th November 2009 – Holiday Inn, Guildford 09:30 – 17:00

Your chance to benefit from free 30 minute meetings with UKTI's Market Experts from Asia-Pacific healthcare markets.

If you are considering expanding your Life Sciences business or services across the globe, you could benefit from a free meeting with visiting Market Experts from the Asia Pacific region. UKTI Market Experts have in-depth knowledge of the Life Science sectors including the market for biotechnology, medical devices, medical aids and over-the-counter medication.

Appointments are available with Market Experts from the following countries:China, Korea, Australia, New Zealand, Japan, Singapore, Malaysia, and Taiwan

Meetings are available all day on Monday 30th November, to book your appointment contact the Events team on 08452 717 400, email: events@uktisoutheast.com or visit the Booking Page

8. Other Associated International Activities:

Patron: HRH The Duke of York KG KCVO

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Advert

Management Forum listings

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For the latest conference information and to register please visit www.nano.org.uk/events/ionevents.htm
Contact Carrie Smith or telephone +44 (0) 141 303 8444.

For the latest course information and to register please visit www.nano.org.uk/nanomednet
Contact Gemma McCulloch or telephone
+44 (0) 1786 458020.

The Institute of Nanotechnology is a registered Scottish Charity, No. SC 025709.

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Building Business with Agents and Distributors

The New International Best Seller from Gary JenningsThe most up-to-date, practical and profitable approach to building your international business with agents and distributors.Published Price £17.99; Special price £15.29 including FREE DELIVERY in the UK i.e. a saving of £2.70 (15%) This book introduces the principles of selecting, motivating and managing agents and distributors, and how to orient these partners in everyday business development, including: More

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To purchase your copy: www.gj-intl.com/workshop_bookingForm.htm
All major credit cards accepted.

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Italy - International Healthcare Trade Show, May 2010

Exposanità is the most important trade fair in Italy dedicated to the healthcare sector with nearly 30,000 visitors from 68 countries and 52,000 sq.m. of exhibiting area, it is Europe’s largest fair it the sector after Medica. The 2010 edition will be the 17th organised so far on a biannual basis in Bologna’s international fair district. Attention will be focused on the UK this year as it has been appointed guest country. UKTI Italy has therefore partnered with Senaf, the show organisers, in order to support and promote UK companies and their excellence.

Join the exclusive area dedicated to the UK at a special price:
Visit Here for more information.

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THE OUTLOOK FOR MEDICAL DEVICES IN WESTERN EUROPE TO 2014
Identify opportunity and minimise risk! Essential market and business intelligence for medical device and equipment company executives

In the current economic downturn we must all work harder to achieve sales. For medical device and equipment manufacturers that means developing sales opportunities throughout major European markets. This may be working more effectively in known markets or entering new markets for the first time.

Whatever your current position, it is important to understand the value of a region's potential. The countries of Western Europe comprise a total market of 369 million people and a combined GDP of US$13.5 trillion in 2009. More specifically, they represent a total medical device market value of US$58.2 billion in 2009 – which we forecast will grow by US$19.5 billion over the next five years to more than US$77.7 billion.

Any European business strategy needs to be underpinned by first-class market intelligence and commercial insights. That is why The Outlook for Medical Devices in Western Europe to 2014 is the essential resource for every executive looking to maximise sales.

Each report provides an individual and highly-detailed analysis of each market, looking at the key regulatory, political, economic and corporate developments in the wider context of market structure, future growth, service and access.

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• Published quarterly for every market ensuring you are kept up to date
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Eleven major European countries covered:

• Austria Belgium France Germany Ireland Italy Netherlands Portugal Spain Switzerland UK

Customised service – you can mix and match from any of the 65 worldwide markets we cover – contact Victoria McVeigh (victoria_mcveigh@espicom.com) for details.

For full details about the markets covered, sample information and contents please visit www.espicom.com

Please contact me at i_taylor@espicom.com if you have any questions or need further information. I look forward to receiving your order shortly.

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