{"id":11357,"date":"2019-11-20T23:45:08","date_gmt":"2019-11-20T23:45:08","guid":{"rendered":"https:\/\/globalhealthintelligence.com\/?p=11357"},"modified":"2026-02-16T12:19:19","modified_gmt":"2026-02-16T18:19:19","slug":"evaluating-the-market-for-high-end-medical-devices-in-latin-america","status":"publish","type":"post","link":"https:\/\/globalhealthintelligence.com\/pt-br\/ghi-analysis\/evaluating-the-market-for-high-end-medical-devices-in-latin-america\/","title":{"rendered":"Evaluating the Market for High-End Medical Devices in Latin America"},"content":{"rendered":"\n

There\u2019s no question that Latin America can be a tricky market. On the one hand, you have more than 20,000 hospitals in the region, including innovative institutions like Hospital Israelita Albert Einstein in Brazil that utilize cutting-edge technology to treat their patients. On the other hand, significant percentages of hospitals in Latin American countries are public: 58% in Brazil, 61% in Mexico and 51% in both Colombia and Argentina. This typically means tighter budgets and the inability to afford high-end, innovative new equipment and medical devices<\/a><\/strong>. In addition, hospitals in Latin America are, on average, 3.5 times smaller than hospitals in the U.S. <\/p>\n\n\n\n

This can often pose quandaries for device companies with big plans. Sure, the day-to-day sales strategy for lower-end medical devices<\/a><\/strong> is fairly straightforward. But if you have something new, expensive or revolutionary (or all three), you may face challenges in developing an effective sales strategy.<\/p>\n\n\n\n

Defining Market Potential for Medical Equipment\/Devices in Latin\nAmerica<\/strong><\/p>\n\n\n\n

Luckily,\nthere are still methods available for getting the data you need for more\nprecise market sizing for innovative but expensive medical devices or equipment\nin Latin America. Check out the following tips to get started.<\/p>\n\n\n\n

Start with \u201csimilars.\u201d<\/strong> Develop a list of\nhospitals that already possess similar equipment to the product you plan to\nlaunch, so as to develop a base list.<\/p>\n\n\n\n

Analyze attributes.<\/strong> This is trickier,\nbut essential. You\u2019d want to identify the unique characteristics of hospitals\nthat have similar types of equipment. For this you\u2019d need clean data on many\nhospitals, and then have your team apply linear regression analysis to\nstatistically identify these characteristics.<\/p>\n\n\n\n

Widen the net.<\/strong> With unique\ncharacteristics established for companies with similar equipment, you\u2019d then\nhave to go further and identify hospitals in Latin America that share these\ncharacteristics but DO NOT possess similar equipment: these would be good\npotential customers.<\/p>\n\n\n\n

Discover the drivers.<\/strong> With these potential\nclients, you need to understand their acquisition drivers\u2014what makes them\npurchase new equipment. So either your business intelligence team or an\nexperienced research partner would have to talk to a representative amount of\nthese potential clients to understand what leads them to purchase new\nequipment, especially more leading-edge equipment.<\/p>\n\n\n\n

Build a target list.<\/strong> Once you\u2019ve\ngathered the data and analyzed it strategically, you then have a list of\npotential clients with strong statistical propensity for acquiring the type of\nequipment you\u2019re launching\u2014and you also know the motivating factors that leads\nthem to buy. With this, you now can develop a solid, market-based launch\nstrategy for your product and improve your chances of closing.<\/p>\n\n\n\n

Why This Approach Is Needed<\/strong><\/p>\n\n\n\n

This\ndata-driven approach may be very different from what you\u2019re used to doing, and\nin fact, this isn\u2019t very common among companies selling medical devices\/equipment\nin Latin America. More often, companies rely on their sales teams\u2019 personal\nrelationships to drive business. This is fine\u2014but as we noted earlier, Latin\nAmerica\u2019s medical device and equipment market is both promising and\nchallenging. So what has always worked may not work well now as budgets become\ntighter and competition strengthens. Business intelligence can provide a\ncrucial edge to make the difference to close the sale. We know this because\nwe\u2019ve directly helped medical device manufacturers successfully drive new\nbusiness with this intelligence-centered approach.<\/p>\n\n\n\n

Contact us to find out more about our HospiScope data<\/a> and how our business intelligence can help you with market assessments, identifying new clients and growing your sales significantly.<\/p><\/blockquote>\n","protected":false},"excerpt":{"rendered":"

How to conduct market assessment for innovative but expensive new products<\/p>\n","protected":false},"author":24,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[32],"tags":[3884,3885,3886,3887,3888,3889,3891,3892,3893,3894,122,898,3895,3896,3897,3898,3900,577,3901,3902,3903,3904,3905,3906,3907,3908],"class_list":{"0":"post-11357","1":"post","2":"type-post","3":"status-publish","4":"format-standard","6":"category-ghi-analysis","7":"tag-2019-sales-medical-devices-latin-america","8":"tag-2019-sales-medical-equipment-latin-america","9":"tag-51-of-hospitals-in-argentina-are-public","10":"tag-51-of-hospitals-in-colombia-are-public","11":"tag-58-of-hospitals-in-brazil-are-public","12":"tag-61-of-hospitals-in-mexico-are-public","13":"tag-best-sales-tactics-medical-devices-latin-america","14":"tag-best-sales-tactics-medical-equipment-latin-america","15":"tag-drivers-for-medical-devices-acquisition-by-hospitals-in-latin-america","16":"tag-drivers-for-medical-equipment-acquisition-by-hospitals-in-latin-america","17":"tag-global-health-intelligence-ghi","18":"tag-hospiscope","19":"tag-hospitals-in-latin-america-are-3-5-times-smaller-than-those-in-the-u-s","20":"tag-how-to-sell-medical-devices-to-hospitals-in-latin-america","21":"tag-how-to-sell-medical-equipment-to-hospitals-in-latin-america","22":"tag-increase-sales-of-medical-devices-latin-america","23":"tag-increase-sales-of-medical-equipment-latin-america","24":"tag-latin-america-medical-device-market","25":"tag-market-intelligence-hospitals-latin-america","26":"tag-market-research-hospitals-latin-america","27":"tag-market-research-medical-devices-latin-america","28":"tag-market-research-medical-equipment-latin-america","29":"tag-market-sizing-medical-devices-latin-america","30":"tag-market-sizing-medical-equipment-latin-america","31":"tag-sales-strategies-for-medical-devices-latin-america","32":"tag-sales-strategies-for-medical-equipment-latin-america"},"_links":{"self":[{"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/posts\/11357","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/users\/24"}],"replies":[{"embeddable":true,"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/comments?post=11357"}],"version-history":[{"count":2,"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/posts\/11357\/revisions"}],"predecessor-version":[{"id":29865,"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/posts\/11357\/revisions\/29865"}],"wp:attachment":[{"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/media?parent=11357"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/categories?post=11357"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/globalhealthintelligence.com\/pt-br\/wp-json\/wp\/v2\/tags?post=11357"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}