HKTDC Breakfast Seminar – February 18 th Fisher & Paykel Healthcare in Hong Kong and China David Milburn, International Sales Manager 1
Markets and Products Distributed • Respiratory & Acute Care /Other – Heated Humidification 5% – Respiratory Care OSA 47% – Neonatal Care – Surgery • Obstructive Sleep Apnea – Masks – Flow Generators Respiratory & Acute – Humidifiers 48% Revenue by Product Consumable and accessory products 12 months to 31 March 2010 represent approx. 75% of core product revenue 2
Global Presence • Direct/offices – hospitals, home care dealers Asia Pacific /Other – sales/support offices in North America, 21% Europe, Asia, South America, Middle East and Australasia – 500 staff in 30 countries – ongoing international expansion, new distribution centres, Japan, Canada Europe • Distributors 32% – 100+ distributors worldwide North • Original Equipment Manufacturers America – supply most leading ventilator 46% manufacturers Revenue by Region • More than 120 countries in total 12 months to 31 March 2010 3
Respiratory and Acute Care Products Invasive Ventilation Non-invasive Ventilation O 2 Therapy Humidity Therapy Surgical CO 2 COPD Humidity Therapy 4
CPAP Devices and Masks 5
Research & Development • 295 engineers, scientists, physiologists* • R&D expenses increased 25% in NZ$ • 7.0% of operating revenue • Product pipeline includes – flow generators – humidifier controllers – compliance monitoring solutions – masks – respiratory consumables • 82 US patents, 87 US pending, 333 ROW, 200 ROW pending* * at 31 March 2010 6
Hong Kong and China A structured path to a direct sales presence. Distributors – establish relationships Direct in-market support – support end-users, educate Outgrow distributors Direct trading office 7
Hong Kong and China Import licence issues in China A conduit to China Liaison office registration Trading office registration Where we are now 8
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