10 marketing plan revised 2

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Martin Villa

Health & Medicine

1 10 STEPS Marketing Plan for Varicose Vein Center Martin Anthony A. Villa, MD MBAH 8 June 20, 2010 www.myvaricosevein.com

1. My primary target market is.. Demographics Age range- Adults Sex- Men and Women Social class- ABC Lifestyle Varicose veins are progressively worsening with age Behavior Worse amongst those with risk factors such as during standing, pregnancy www.myvaricosevein.com

2. My PTM’s NWE Patients need: To build (social) Self-Esteem, feel healthy Varicose veins are Unsightly- bulging veins, hyperpigmentation aesthetic aspect Lifestyle limiting- functionality restricted by leg aches, heaviness and pain. Progressive- into venous dermatitis, venous stasis ulcer. www.myvaricosevein.com

3a. Competitors Direct: Traditional Medical Practice- Dermatologist, General Surgeons, Vascular Surgeons, Cardiologist- Vascular Medicine Facilities such as aesthetic center or free standing centers. Indirect: Products- Lioton Gel, Hirudoin Cream Variables: Price, treatment technique www.myvaricosevein.com

4. Positions strongly in a niche market opportunity The Varicose Vein Center is the only hospital base center dedicated in the management of varicose vein disease It offers several treatment options that are office based procedure done as outpatient all under one roof such as: Ultrasound venous study Endovenous laser therapy Sclerotherapy Ambulatory phlebectomy www.myvaricosevein.com

5. Estimate the market size Varicose veins are found in as much: 25-40 % of women 15-25% of men www.myvaricosevein.com

Risk Factors Hereditary Gender Age Pregnancy

6. Product category The varicose vein center offers several outpatient treatment options including Endovenous laser treatment Ambulatory Phlebectomy Transilluminatedsclerotherapy Superficial laser therapy www.myvaricosevein.com

LASER RF Treatment: Endovenous Ablation ,[object Object]

Return to normal activity immediatewww.myvaricosevein.com

Treatment: Microphlebectomy Also known as stab phlebectomy or ambulatory phlebectomy Performed under local anesthesia Well tolerated in the office setting A fine phlebectomy instrument is inserted through the 2-3 mm incision to grasp the vein. This vein is teased from the surround tissues and removed. www.myvaricosevein.com

Treatment: Transluminated Sclerotherapy www.myvaricosevein.com

7. Price Expensive, higher than competitors. www.myvaricosevein.com

8a. Promo Advertisment Tri Media Newspaper articles- Philstar Philippine Inquirer Radio Interview- DZMM Seafarer’s Radio TV appearance- Salamat Doc www.myvaricosevein.com

8a. Promo Advertisment Tarpaulin at the Doctor’s Clinic Lobby Poster placed at the exit site of the hospital Flyers SLMC Website www.myvaricosevein.com

8a. Promo Sale Promotion BPI tie up for 0 % if patient uses BPI credit card. Public Relation Lay Forum last January 2009. Varicose vein screening ( plan ) www.myvaricosevein.com

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O U T L I N E O F C A S E S 3-1 International Marketing Research at the Mayo Clinic 3-2 Swifter, Higher, Stronger, Dearer 3-3 Marketing to the Bottom of the Pyramid 3-4 Continued Growth for Zara and Inditex 3-5 A Sea Launch Recovery? PA RT S I X cases 3 ASSESSING GLOBAL MARKET OPPORTUNITIES cat2994X_case3_001-019.indd 1cat2994X_case3_001-019.indd 1 8/27/10 2:14 PM8/27/10 2:14 PM CASE 31 International Marketing Research at the Mayo Clinic In recent years, however, it has begun to study the international patient population in particular and the international marketplace in general. These studies fall into a few categories and grow in number in proportion to the organization’s understanding (or per- haps greater understanding of how much it does not know) of the international marketplace. First, the Mayo Clinic tracks international patient trends rather carefully, which seems like an obvious place to start. But as in most data tracking, the value of the concept is signifi cantly more straightforward than the logistics of acquiring consistently reliable data. Internal data systems must be coordinated—a signifi cant undertaking for any institution, and particularly hard when deal- ing with a large and complicated infrastructure. To give a simple example, data fi elds must be made uniform—not just on one data system, but on all of them. Rather than a free-text fi eld, for example, that allows a registrant to enter Venzuela, or Venosuela, or Vensuala, or maybe even Venezuela, the Mayo Clinic pushes for a predefi ned fi eld that provides standardized information. The Clinic monitors international data by the quarter, carefully watching trends over time by country or region, tracking signifi - cant changes in volume, hospitalization rates, and percentage of new patients out of any given market. For example, it knows it has between 9,000 and 10,000 patients, depending on the year, from more than 160 different countries annually. Some are third- generation patients—maybe their grandfather was cured there in the 1930s—and others are brand new. Some are neighbors from Ontario or Monterrey; others come all the way from Indonesia. Some markets are signifi cantly less predictable than others, and some countries deliver more “new” patients than others. The Mayo Clinic probes further to fi gure out why. Second, it conducts research with internal salespeople—the physicians and their support staff who deliver care to international patients. Through carefully moderated focus groups, the Clinic identifi es the things that are going smoothly, as well as the barri- ers to providing excellent care. And where appropriate, it makes recommendations for change. Third, just as with U.S.-based patients, the healthcare insti- tute conducts both quantitative and qualitative research in the international marketplace, including research with patients, international phys ...

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