【艾昆緯】降低醫(yī)療技術(shù)行業(yè)的風(fēng)險(xiǎn)和中斷-加拿大IQVIA醫(yī)療技術(shù)公司應(yīng)對(duì)貿(mào)易不確定性的視角-2025

IQVIA

MEDTECH

WhitePaper

MitigatingRiskandDisruptionintheMedTechSector

AnIQVIAMedTechCanadaperspectiveonnavigatingthetradeuncertainties

DHEEMANVAIDYA,Director,BusinessDevelopment,IQVIAMedTechANASTASIACHERNYATINA,SeniorConsultant,IQVIAMedTech

Tableofcontents

Executivesummary1

PotentialimpactofnewtariffsonMedTech1

Canada:Impactsonvariousdevicecategories3

CanadaandtheUnitedStates:ImpactonMedTechmanufacturers5

Canada:ResilienceintheMedTechmarket6

Canada:InsightsfornavigatingdisruptiveMedTechmarketchange6

Short-tomedium-termstrategies6

Medium-tolong-termstrategies9

Conclusion9

IQVIAMedTechprovidesadata-drivenmethodologytoassistcompanies

inmanaginguncertaintyeffectively10

References12

Abouttheauthors14

Executivesummary

TheMedTechsectoriscurrentlyfacingaperiodof

ongoingriskanddisruption.Recentchallengeshaveincludedtheglobalsemiconductorshortageand

othersupplychainissuestriggeredbytheCOVID-19pandemic,aswellaseventsintheGulfandUkraine.

Mostrecently,tradeissueshavearisenduetoswift

U.S.tradepolicychangesandtheimpositionoftariffsongoodsfromCanada,Mexico,andChina.These

tariffs,alongwithpotentialretaliatorymeasures,posearisktotheMedTechsectorduetoitscomplexsupplychain,whichreliesheavilyonoffshoremanufacturing.1Theresultislikelytobeincreasedcostsformedical

devices,negativelyaffectinghealthcareandreducingsalesoutsideoftheU.S.2

AuthoredbyIQVIAMedTechexperts,thispaper

exploresthepotentialimpactoftariffsonthe

CanadianMedTechmarketandoutlinesstrategies

formanufacturerstoconsider.Keystepsinclude

undertakingscenarioandsensitivityanalyses,aswell

asformulatingstrategicplanswithmarketinsights

andcompetitiveintelligence.WhileCanadaisused

asacasestudy,therecommendationsapplyequally

toMedTechcompaniesinotherregions.Theauthors

proposearangeofshort-andlong-termstrategiestohelpcompaniesbuildcompetitiveadvantagesastheynavigatetherapidlyevolvingglobalMedTechlandscape.

Potentialimpactofnew

tariffsonMedTech

Asofthetimeofwriting,theTrumpadministrationhasimposeda25%additionaltariffonimportsfromCanadaandMexico.OnApril2nd,U.S.“LiberationDay”introducedhightariffsglobally,withtheU.S.implementinga10%baselinetariffonallcountries.Customizedhighertariffratesarebeingappliedto60countrieswheretheU.S.hassignificanttradedeficits.ThisincludescumulativeadditionaltariffsonimportsfromChina,nowtotalinganadditionaltaxof104%.ForEuropeanUnionimports,thetariffstandsat20%,and25%onsteeland

aluminum.Inresponse,countriesincludingCanadaandChinahaveretaliatedwithtariffsonU.S.imports,creatingincreaseduncertaintyacrossglobalmarketsasthesituationcontinuestounfold.

Inlightofthepotentialfornegativeimpactsonthe

sector,MedtechCanada,Canada’sMedTechindustry

association,isadvocatingfortheexclusionofmedicaldevicesfromanyretaliatorytariffsorsanctions,citinglikelyimpactsonhealthcaresystemsandpatients.4

U.S.tradegroupssuchasAdvaMed5andtheAmericanHospitalAssociation6arealsoopposingthetariffs,

arguingthattariffscouldharminnovation,disruptsupplychains,andleadtoshortages,ultimatelynegatively

affectingpatients.AdvaMedhasbeenpushingforaMedTechcarve-outfromthetariffs,similartothe

Warconflicts

Supplychain

issues

Globaltariffs

Medtechsectorrisks

|1

exemptiongiventothissectorwhentariffsonChinawereimposedduringPresidentTrump’sfirstterm.7

Historically,Canadianmedicaltechnologieshavehadtariff-freeaccesstotheU.S.market,withnotariffsonMedTechgoodsexportedfromtheU.S.toCanada.Newtariffs,bothfromtheU.S.andfromCanadainretaliation,areexpectedtoimpactthecompetitivenessofcompaniestradingacrosstheU.S.-Canadianborder.TariffsonU.S.importsarealsosignificantbecausetheindustryreliesonrawmaterialsfromChinaandsubassemblywork

inMexico,CanadaandtheEU.Whileincreasedcosts

fromtariffscouldeventuallybepassedontohealthcaresystemsandpatients,companieswouldlikelyfirstseekdomesticsuppliersorconsidergeographicreallocationofproduction,sourcingandprocurement.

Almost40%ofCanada’smedicaltechnologyimports

comefromtheU.S.In2022,Canada’smedicaltechnologyexportstotheU.S.amountedtoUS$2.4billion,or74%ofCanada’stotalmedicaldeviceexports.8,9AsignificantproportionofCanadianexportstotheU.S.comprise

ofcomponentsandlow-riskmedicaldevices.The

primaryimpactonthecostsofmedicaldevicesis

expectedtocomefromretaliatorytariffs,followedcloselybytheU.S.tariffsandthepotentialindirectpriceadjustmentsformedicalequipmentimportedfromChina,MexicoandtheEU(Figure1).

THEMEDTECHLANDSCAPEINCANADA

Canada’smedicaldevicesmarketwasvaluedatUS$947billionin2022,excludinginvitrodiagnostics;thisaccountedfor23%oftheglobalmarketMedTechCanadaestimatesthatCanada’smedicaldeviceindustry

istheworld’s8thlargest,withmorethan1,500medicaltechnologycompanies

Theseareprimarilylocatedinthethreelargestprovinces,Ontario,QuebecandBritishColumbia10

ThevalueofmedicaldeviceimportsfromtheUSreachedUS$4billionin2022,accountingfor38%oftotalmedicaldeviceimportsintoCanada;othersourcesofdeviceimports

wereChina(17%),Mexico(7%),andGermany(5%)(Figure1)11In2022Canada’smedical

deviceexportstotheUSamountedtoCAD$24billion,whichrepresented74%ofthecountry’stotalmedicaldevice

exports;otherexportdestinationswereGermany(3%),theUnitedKingdom(2%),andBelgium(2%)

Figure1:TheeffectsofU.S.andretaliatorytariffsontheCanadianMedTechmarketofmedicalinstrumentsin2023(AllnumbersinUS$Billions)

China

12.3

10.6

Germany

18.4

13.1

004

06

02

Canada

37

13

10

03

Mexico

17.6

4.6

14

U.S.

Netherlands

14.1

9.4

34.8

37.7

Medicalinstruments:

Totalexport

Totalimport

Volumeofsales

VolumeofsalesaffectedbytheU.S.tariffs

Volumeofsalesaffectedby

theretaliationCanadiantariffs

VolumeofsalesaffectedindirectlyduetoU.S.tariffsimposed

onMexicoandChina

2|MitigatingRiskandDisruptionintheMedTechSector

|3

Canada:Impactsonvariousdevicecategories

InCanada,thetariffsareexpectedtohaveasignificanteffectonClass3and4medicaldevices,whichincludehigher-riskdevicesandlife-sustainingequipment.

While30-40%ofClass1and2devicesareimported,

it’sestimatedthat90-100%ofcertaincategoriesof

Classes3and4areimported.Impactswillbefelton

diagnostics,high-techprecisionmedicine,orthopedics,cardiology,andsoftware-integratedmedicaldevices.

IntheU.S.,sectorssuchasbioprocessing,diagnostics,woundcare,andlifesciencesresearchinstruments

arelikelytoexperienceminimalimpact,whileimaging,ophthalmology,orthopedics,andparticularlyhearingaidsanddentalcaremayfacemoresignificantchallenges.

High-value,complexandtechnology-intensivedevicesoftenincorporateamixofcomponentssourced

globally,includingsemiconductors,sensors,andvariousmetals.Suchdevicesrelyheavilyonmaterialsfrom

China,whichprocesses100%oftheworld’sgraphite.14Thisisusedasbiocompatibleandbioinertmaterialin

implants,pacemakerelectrodes,cochlearimplants,

andneuralprobes;andindiagnosticimagingandsurgicalinstruments.Chinaalsoprocesses90%oftheworld’s

rareearthmetals,suchasgadolinium,neodymium,andscandium,whichareusedindiagnosticimagingandtherapeutics.Chinaisalsoakeysourceofbatteriesandsemiconductors.

ThemedicaldevicecategoriesexpectedtobemostaffectedbytheU.S.andretaliatorytariffsinclude:

In-vitrodiagnostics(IVD):Withinthediagnostics

sector,smallerCanadianmanufacturerstypicallyfocusonexports,whilelargercompaniesoftenconcentrateonimportsfromtheU.S.WithintheIVD/laboratory

testingsector,around90%ofmedicaldevicesare

importedfromtheU.S.Theseincludemoleculartests,pathologyandclinicalbiochemistry.

Largecapitalmedicalequipment:ThepotentialforadditionaltariffsonEUgoodscouldaffectthissegmentoftheU.S.market,withGermanyandtheNetherlandsbeingamongthelargestproviders

DEVICELICENSINGINCANADA

Therearefourclassesofmedicaldevices

basedontheexpectedlevelofrisk,with

Class1medicaldevicesposingthelowestrisktousers,andClass4posingthehighestrisk.12

TheclassificationprocessesinCanadaarebasedontheguidelinesandstandards

establishedinthemedicaldeviceregulations(SOR/98–282),Schedule1,whichincludes

classificationrulesfordevices:Part1coversdevicesotherthaninvitrodiagnosticdevices,whilePart2focusesoninvitrodiagnostics.13

ofimagingdevicestotheU.S.TheseincludeMRI

machines,CTscanners,andultrasounddevices.TheU.S.inturnexportslargemedicalimagingequipmenttoCanada,withcostslikelytoriseinlinewith

retaliatorytariffs.

Surgicalinstruments:U.S.-madesurgicalinstrumentsthatareimportedintoCanadamayincreaseinprice

duetoretaliatorytariffs.GermanyandSwitzerlandaremajorexportersofsurgicalinstrumentsintotheU.S.,

includingroboticsurgeryequipment,endoscopes,andlaparoscopicinstruments.U.S.pricesofprecisionmedicalinstrumentsmayriseiftariffsareimposedonEUgoods.

Implantableandprostheticdevices:Theseincludeorthopedicdevices,implants,rehabilitationproducts,traumadevices,cardiovascularandophthalmologicalimplantsaswellasneurosurgerydevices.Theyare

highlyspecializedandhardtosubstitute,soarelikelytoexperiencepriceincreases.Variousimplants–inareassuchascardiology,neurology,spine,andophthalmology

–arelikelytoseemajoreffects.ManyaremanufacturedintheU.S.orrelyonAmerican-madecomponents.

Theyinvolvecomplexproductionprocessesandhighlysophisticated,well-establishedsystems,makinga

switchofmanufacturinglocationchallenging.These

includehigh-techdevices(requiringspecificexpertiseforproduction)thatarestrictlyregulated,requiringapprovalsandcompatibilitywiththeexistinghealthcaresystem.

4|MitigatingRiskandDisruptionintheMedTechSector

Figure2.KeyaspectsaffectingCanadianandU.S.MedTechmanufacturersduetotariffdisruptions

KEYASPECTSAFFECTING

CANADIANMEDTECHMANUFACTURERS

KEYASPECTSAFFECTING

U.S.MEDTECHMANUFACTURERS

INCREASED

PRODUCTION

COSTS

?DuetoU.S.tariffs,Canadianmanufacturersmayabsorbincreasedcostspartiallyorfullytostaycompetitiveresultinginhighercosts

?Duetoretaliatorytariffs:pricesmay

increaseforrawmaterialsandcomponentssourcedfromtheU.S.

?Duetoretaliationtariffs,U.S.importsmaybecomemoreexpensiveforCanadian

healthcareresultinginswitchestoalternativesuppliers

?TariffsonCanadian,ChineseandothercountriesimportsmayincreasecostsfortheU.S.manufacturersthatrely

onthosecountriesforcomponents

?Shiftingproductiondomesticallymayleadtohigherlabor/operationalcosts

SUPPLYCHAIN

DISRUPTIONS

?Delaysandincreasedlogisticalcostsfor

essentialcomponentsfromtheU.S.may

impactproductionschedulesandinventorycontrol,leadingtopotentialshortagesandproductiondelays

?Stockpilingmayleadtocapitallockandstorageexpenses

?Tariffsoncomponentssourcedfromabroadmayleadtocustomsdelays,regulatory

complications,andlogisticalcosts,resultinginpotentialshortagesandproductiondelays

?Holdinglargerstocksmayincreasestorageexpenses

COMPETITIVE

PRICING

CHALLENGES

?IncreasedcostsduetotariffsmayforceCanadianmanufacturerstoraiseprices,makingthemlesscompetitiveinthelocalandU.S.market

?Tostaycompetitive,Canadian

manufacturersmayneedtoabsorbhighercostsorpassthemontoconsumers

?IfCanadiancomponentsbecomemore

expensiveduetotariffs,productioncostsintheU.S.couldrise

?Increasedcostsmaybepassedonto

consumers,reducingdemandandaffectingsalesvolumes

?U.S.manufacturersmaystruggleto

competewiththeMNCsthatarenot

experiencingsimilartariffs,potentiallylosingglobalmarketshare

MARKETACCESS

ANDEXPORT

OPPORTUNITIES

?ThedynamicsoftheN.AmericanMedTechmarketwillbechanging,shiftingtheequilibrium

fromimportstolocalmanufacturing.NavigatingvaryinginternationalregulationscouldbecomecomplexforU.S.manufacturersamidtradetensions,potentiallylimitingexportopportunities

?Localbusinessesmayseeaboost

?Both,CanadianandUSmanufacturersmayneedtoseekalternativemarketsforproductionaswellasforsourcingcomponents,incurringadditionalmarketingandcompliancedelaysandcosts

|5

Digitalhealthandconnecteddevices:Deviceswith

integratedsoftwareanddigitalhealthsolutionsare

importantduetogrowthinpersonalizedmedicine,

greateruseofremotemonitoring,anddevelopment

ofmachinelearning/artificialintelligence(AI/ML).

Regulatorybodiesaredevelopingpoliciesandrulesformarketaccessandreimbursementofthesedevices.15,16,17Examplesincluderemotemonitoringdevices,diagnosticsusingAI,andsensors,whichrequiresemiconductors

andITcomponents.WhiledigitaladvancementsmayhelpMedTechcompanieswitheasierrelocationoftheproductionsites,giventhatU.S.tariffsmayextendtothesecomponents,manufacturersmaybevulnerabletosupplychaindisruptions.TheMedTechsectorusestechcomponentsandsemiconductortechnologieswhichgenerallylagthoseusedbycomputerandmobiledevicecompanies.Asaresult,productionbymedicaldevicemanufacturersmayrequirespecializedpipelinesandprocessesthatarehardtoscale.

CanadaandtheUnited

States:ImpactonMedTechmanufacturers

DespitetariffthreatsonMedTech,jointeffortsof

variousorganizations,suchasMedTechCanadaandAdvaMed,haveledtotherecognitionoftheUS-Mexico-Canadaagreement(USMCA)andcurrentlyprotects

MedTechmanufacturers.Shouldthetariffstakeeffect,thepotentialimpactissummarizedbelow.

CanadianMedTechmanufacturersmayfaceincreased

productioncostsduetotheU.S.tariffsthatwere

implementedinMarch2025onmedicaldevicesandcomponentsforexporting.Inaddition,Canada’s

retaliatorytariffsonU.S.-sourcedmaterialsmay

increasethecostofcriticalcomponentsandmedicalequipment(seeFigure2).

U.S.MedTechmanufacturersmayalsofacehigher

productioncostsduetotariffsonChinese,Mexican,Canadianandothercountries’imports,andincreasedexpensesfromdomesticproduction.Supplychain

disruptionsfromglobaldependenciescausedelaysandraiseinventorycosts.Thesechallengeswouldreduce

“IntheshiftinglandscapeofUS-Canadatariffconversations,MedtechCanadaaimstomaintaincalmandprovideaccurateinformation.WeengagedwithgovernmentstoconfirmCanadianretaliatorymeasuresandsupport

businesses,demonstratingthe

MedTechsector’svalueearlyandeffectively,limitingimpactsonthesectorandhealthcaresystem.We

recommendMedTechcompaniesto:

1)Beproactive:Leverageindustry

associationsandstakeholderswith

pre-emptiveactions,ensuringtimely,correct,andunifiedresponses;and2)Buildmultiplescenariosbasedonfactualinformation:Relyonindustryassociationsandexpertsforreliableinformation,helpingtheindustry

prepareforvariousscenariosandimplementationplans,ensuringnecessaryactionsarebasedon

insightsandintelligence.”

—NicoleDekort,PresidentandCEO,

MedtechCanada

pricecompetitivenessandlimitinternationalmarket

accessasretaliatorytariffscouldmakeU.S.productsmoreexpensiveabroad.Regulatorycomplexitieswouldfurtherhinderglobalexpansion,restrictingglobal

marketaccess,asmanufacturerswouldneedtonavigatediversetradepolicieswhilemanagingthefinancialandoperationalimpactofongoingtariffdisputes.

Alloftheseelementscouldseeadditionalimpactsiftradetensionsescalatefurther.

6|MitigatingRiskandDisruptionintheMedTechSector

Canada:ResilienceintheMedTechmarket

DuringtheCOVID-19pandemic,HealthCanada

establishedanemergencyusepathwayformedical

devicesviaaninterimorder,whichstreamlinedthe

importationandsaleofdevicesalreadyapprovedinotherregions.18Thispathwaycouldserveasacrucialsupportmechanismfortoday’sCanadianMedTechmarket.

Inresponsetopandemic-relatedmedicaldevice

shortages,HealthCanadaalsosetupthedivisionofHealthProductShortagesin2022toaddresspotentiallarge-scaledisruptions.Regulatoryguidelinesare

inplaceforreportingonsuchshortages,19enablingHealthCanadatoassesssupplyanddemand,identifyoptionsformitigation,communicatewithimpactedgroups,andworktostrengthensupplychains.

Theaboveinitiativeshavedemonstratedtheability

tohelpCanadianMedTechcompaniesrespondtotariffsandotherlarge-scaledisruptions.TheongoingprocessofadjustmenttotheevolvingMedTechlandscapeincludessupplychainmodifications,financialplanning,regulatorysupport,andmarketdiversificationbymanufacturers.

Insuchcircumstances,workingwithapartnersuchasIQVIAMedTech,canbehelpfulforaMedTechcompany,enablingaccesstoproprietarytools,analyticalskills,localexpertiseandMedTechspecialization.Examplesofpotentialstrategiesaredescribedbelow.

Canada:Insightsfor

navigatingdisruptive

MedTechmarketchanges

Short-tomedium-termstrategies

Short-andmedium-termstrategies,whichcanhelpcompaniesremainstableandallowtimetoplanforchanges,include:

1.Gaincomprehensivemarketinsights,competitiveintelligenceandconsiderallstakeholders:

Collaboratingwithtrustedpartnersandenhancingmarketsurveillancesystemscanhelpinform

decisionmaking.Companiesneedtoprioritize

technologicalinfrastructureandcommunication

systemstofacilitateinputfromstakeholdersacrossvariousregionsregardingpricesensitivity,supply

chainshortages,HCPandpatientreactions,clinicaladoptionlevels,andhealthcareworkforceshortages.

2.Accelerateadvocacyandawareness:This

includesproactivelyengagingwithstakeholdersandsupportingeducationalinitiativestoensurebroaderawarenessoftheimplicationsoftariffs,includinghealthcarecostsandotherunintendedconsequencesimpactingpatientwellbeing.

3.Ensuresupplychaindiversificationandconductriskassessments:Activitiesincludeidentifying

U.S.-dependentsuppliersandevaluatingdomesticsourcesandalternativesinregionssuchasEuropeandAsia,runningsmallscaletestswithselect

suppliers,andsecuringlong-termcontractswithsuppliersatcurrentratestolockpricesinforthelongerterm(seeFigure3).

4.Localizeproduction:Identifystepsinthe

productioncycleandevaluatethepotentialoffinalproductreleasefromadifferentcountryoforigintoreducetheimpactoftariffs.Furtherconsiderationsareneededformedium-tolong-termstrategies,

coveredinthenextsection.

5.Financialandpricingstrategyadjustments:Thismayinvolveconductingcostimpactsimulationsto

assesshowtariffscouldinfluenceproductpricing,

determiningwhethertoincreasepricesorabsorb

additionalcosts;negotiatingfavorableagreements;optimizingcashflowandfinancingtocounteracthigheroperationalexpenses;andexploringgovernment

supportprograms(suchasgrantsandtaxcredits)fortariffmitigation.Additionally,itincludesdefiningforcemajeurewithincontractualterms,astrategy

previouslyemployedtoaddressthenon-availabilityofcertainproductsduringtheCovid-19pandemic.

6.Prepareforregulatoryandtradecompliance:

Activitiescouldincludeeffortstoeducateregulatorsontherealitiesofmedicaldevicemanufacturing;

engagingwithadvocacyeffortsoftradeassociations;documentingpreparationforpotentialduty

drawbacks(refundsontariffsforre-exportedgoods),takingtheMaterialAdverseEffect(MAE)

|7

Figure3.SeveralMedTechmanufacturershavedevelopednewcapabilitiespreparingforpotentialchangesinthesupplychain.

Challengesinthelightofdisruptions

Inadditiontothefull-cycle

Withtariffsandcounter-tariff

threats,importedgoodstothe

U.S.arecurrentlyplannedtoincurtariffsfrommanycountries

includingChina(104%),theEU

(20%),Canada(25%),Mexico(25%)

-withvaryingretaliatorytariffs

onexportsfromtheU.S.Ifmanu-facturingfacilitiesfallunderthe

geographieswithtariffs,andtariffnegotiationsfail,exportscouldbecomeveryexpensivefor

MedTechcompanies

manufacturing,componentsforMedTechdevicesalsofallundertariffication,potentiallymakingthefinalMedTechdevices

productionmoreexpensive

ImportstotheU.S.andexportsfromtheU.S.tocountries

withretaliatorytariffswilladdsubstantiallytoproduction

costs,whilelocalproductionmayseeaboost

CAPABILITYDEVELOPMENTINDUSTRYEXAMPLES

ManufactureinMexico,takingadvantageofestablishedtradeunderUSMCA

Medtronic

Medtronicisassessinglargefacilities,suchasthoseinMexico,toadapttothenewtradeenvironmentandoptimizemanufacturingfootprint

Expandmanufacturing

tothecountriesnotaffectedbythetariffs

Dexcom

DexcomexpandeditsmanufacturingofcontinuousglucosemonitoringsystemstoMalaysiain2024

Increasingpresence

inIreland,openingCoEmanufacturingfacility

Abbott

In2024AbbottannouncedtheopeningoftheglobalCoEmanufacturingdiabetescareproductsinKilkenny,inadditiontoothermanufacturingsitesinIreland

SourcecomponentsthroughCanada&Mexico,taking

advantageofestablishedtradeunderUSMCA

Hettich

Germany-basedcompaniespresentoneverycontinentarepreparingforU.S.tariffsonEUproductsbyconsideringUSMCA,andtheimpactoncompetitorsandsuppliers

SiemensHelthineers

KeysuppliersofcomponentsrelocatingtoMexico

In2023,SiemensHealthineersreportedamajordelayinVariansalesbecauseakeysuppliermovedtheproductionofanelectronicpartfromChinatoMexico

Localizingthemanufacturing

SiemensHelthineershasstablisheda"twinfactorysetup,"enablingsupplyoftheproductswithinonecountry

Localizingthesupplychain

Philips

Philipshasregionalizeditssupplychain

Variousmanufacturers

Utilizingdigitalinnovationinsupplychain

Companiesareactivelyleveraging3Dprinting,Internetofthings(IoT),generativeartificialintelligence(genAI)andnext-generation

blockchaintools

8|MitigatingRiskandDisruptionintheMedTechSector

clauseintoconsideration,aswellasrethinkinga

transferpricingframeworktoavoidpotentialdoubletariffication,closelymonitoringlegalandtrade

policydevelopmentsaswellaspreparingregulatorydocumentationforchangingthecountryoforiginincaseofsupplychaindiversificationoutsideoftheU.S.

7.Marketandcustomerstrategyadjustments:

Thismayinvolveevaluatingalternativemarketstodiversifyrevenuestreams;analyzingobligationsand

legalliabilitiesfromexistinglong-termcontractswithhealthsystems;exploringjointventures

withnon-U.S.supplierstosecurecost-effective

components;assessingmarketsizeandgrowth

estimates;understandingcompetitivemaneuvers;andconsideringpartnershipswithmarketaccessandproductlaunchexpertstounderstandmarketdynamicsandkeycustomerreactions,andtobuildpotentialscenarios.

Figure4:AreasforMedTechcompaniestoconsiderwhennavigatingchange

IQVIAMedTech

Tradeand

market

intelligence

?Marketlandscape

?Marketmodelling

?Pricing,costanalytics

?CrossIVD

?Cross-tech

?Cross-pharma

?Cross-consumerhealth

?Crossclinical

?CrossRWE

Competitive

intelligence,

Business

strategy

?GTMstrategy

?Marketdynamicsandsizing

?Commercialduediligence(FIC)

?Competitiveintelligence

Regulatory intelligence:Marketaccess

?Regulatoryenvironment

?Clinicaltrials,

pre-/post-market

?Reimbursementlandscaping

?Procurementandfunding

Supplychainintelligence

?Partnerssearch,duediligence

?Targetingandsegmentation

?Supplier

assessment

?Distributorsearch

?Accompanying

serviceassessment

?Salesstrategyassessment

Financialandpricinginsight

?Financialmodeling/strategydevelopment

?Pricingstrategy

?Costoptimization

?Clinical/non-clinicalsales

|9

Medium-tolong-termstrategies

Medium-tolong-termstrategies,whichareessentialforcorporatesuccess,includethefollowingconsiderations:

1.Supplychaindiversificationthroughstrategic

partnershipsandmarketexpansion:Effortsin

theseareasmayincludemonitoringmarketchanges;negotiatingwithpotentialnewpartners,forming

newstrategicalliances,exploringalternative

manufacturinglocations(includingAPACandEU),andutilizingdigitalinnovations(seeFigure3).

2.SupplychaindiversificationthroughreshoringtoMexicoandCanada:ThesetwocountrieshaveemergedaskeycentersforfriendshoringforU.S.businessesfollowingthetariffsimposedonChin