Nearly 100 businesspeople, entrepreneurs, and
other professionals attended this one-day seminar on January
16, 2006, at the Tel Aviv Hilton.
The
program was produced by MarketReach America, in conjunction
with The Trendlines Group, the Maryland/Israel Development
Center, The Israel Export & International
Cooperation Institute, Israel Life Sciences Industry, and
Sunrise Projects.
Impressions from the Conference
"The clear message that came
out of the conference from the three American guest speakers:
reimbursement, including coverage and
coding, should be an integral part of a medical devise company
strategy.
"The strategy for reimbursement should be
considered when doing R&D, clinical
trials and FDA applications. The need to consult as early
as possible concerning this matter was emphasized. Clearly,
business plans should be written to show that the company
has taken this important strategic aspect into account." David
Simons, Senior Consultant
"The speakers emphasized a key element of marketing medical
devices that is generally neglected until late in the process:
the reimbursement strategy needs to
be examined and established early on. Reimbursement is key if doctors are
going to adopt products.
"They gave useful information and some important pointers.
One of these is to be sure and check
that the reimbursement code you use is appropriate/works for
your business. Check
your coding carefully (Will Code XX give reimbursement
approval and a high enough reimbursement amount for your product?).
They were all engaging speakers, very experienced and
professional, who took very complex, (somewhat) dry material
and made it interesting.
"Steve (Rhodes, another of the keynote speakers) made very
clear, important points about strategic partnering. (1)
It's about what the potential partner wants/needs -- not your
needs.
(2) Listen to the other party.
(3) Understand how you fit their needs.
(4) Large companies are not always the most appropriate partners." Debbie Yerushalmy, Consultant
The presenters
were available for private meetings with individuals
or companies. (The meeting were coordinated during
the seminar.)
Note: The program and presentations will
be given in English.
About the Sponsors and Presenters
Epstein
Becker & Green (EB&G) is one of the premier
law firms in the United States, with more than 370
lawyers and 11 different offices. The firm is widely
recognized for its expertise in the complexities of
the health care and life sciences fields, and has the
largest health care practice in the United States. Lynn
Shapiro Snyder is the director of EB&G's health
care practice.
The Trendlines Group is Israel's leading marketing consulting firm. Trendlines assists Israeli companies of all sizes in every facet of their business development efforts and market strategies in Israel and abroad.
The Maryland/Israel Development Center (MIDC) is a non-profit organization promoting trade, joint ventures, and investment between Maryland and Israeli businesses and research institutions. The MIDC identifies market and technology opportunities, and introduces Maryland and Israeli executives, entrepreneurs, and investors to each other, so they may negotiate mutually beneficial business agreements and create jobs in both countries.
The Israel Export & International Cooperation Institute (IEICI) promotes Israel's exports, trade relations, joint ventures, and strategic alliances with overseas companies and organizations. The IEICI provides a wide range of export-oriented services to Israeli companies and complementary services to the international business community. It is a supported by more than 2,600 member companies, the private sector, and the government of Israel.
Sunrise Projects is an expert-based boutique consultancy focused on helping its clients maximize their R&D grants from the Israeli Office of the Chief Scientist (OCS), binational funds (BIRD, EUREKA), and American federal funds (NIH, DHS, DHARPA and others).
MarketReach
America provides U.S. market entry strategy and business development services
to Israeli businesses through a unique U.S. and Israel-based framework. The program
primes Israeli companies for success in the U.S. market and assists American
companies with their international presence through the development of
strategic partnerships. MarketReach America client companies are competitively
selected.
Marcia Nusgart is a government lobbyist for the medical device industry and executive director of three different U.S. medical device organizations.
