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Selling to hospitals in Australia

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Australia has an annual healthcare spend of $140 billion. This webinar will explain the processes that companies need to go through to sell their products into the Australian hospital system.

The Australian health system is run through a combination of Commonwealth (or Federal) and State government management. Whilst the Commonwealth government sets the regulatory and policy agenda, each state and territory is responsible for the delivery and management of public health services.

In order to sell products into the Australian public hospital system, companies need to understand the different routes to market and processes involved in each state.

This webinar focused on providing UK healthcare & medical companies with an understanding of the different processes involved to sell into each state within the Australian public hospital system. It touched on regulation, reimbursement, procurement processes and advice on developing the market.

Publié dans : Santé
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Selling to hospitals in Australia

  1. 1. 2 Selling to Public Hospitals in Australia Joe Dodd Senior Trade Development Manager, UK Trade & Investment, Melbourne, Australia 9.00 am Friday 25th July 2014 2
  2. 2. 3 3 Selling to Public Hospitals in Australia Overview of the Health System Procurement processes in each State Tips and other considerations
  3. 3. 4 Australia – Country Background Population: 23.5 million States: 6 states (parliaments are elected) and 2 territories (Chief Ministers are appointed by Federal Govt) Cities: Sydney 4.6 million Melbourne 4.2 million Brisbane 2.1 million Perth 1.8 million Adelaide 1.3 million
  4. 4. 5 Australian Healthcare Overview • Australia has well developed and well funded system, total expenditure around AU$140 billion per annum • 11th largest healthcare market in the world with growing and ageing population. • Rated as best healthcare market to do business in Asia Pacific looking at market size, opportunity & risk. • Highest per capita spend in Asia Pacific (>Japan) • Forecasted to grow at 3.5% for next 5 years.
  5. 5. 6 Public System Overview Public System run by combination of Commonwealth and State governments. Commonwealth – policy, research, information, major initiatives. States – delivery of public health services
  6. 6. 7 Hospital Distribution Expenditure by State $ billion % of Australia NSW 41.5 31.3 Victoria 32.7 24.7 Queensland 26.7 20.2 Western Australia 13.8 10.4 South Australia 10.3 7.8 Tasmania 3 2.3 ACT 2.5 1.9 Northern Territory 2 1.5 Hospitals by State Public Private NSW 226 173 Victoria 150 161 Queensland 170 106 Western Australia 95 55 South Australia 80 56 Tasmania 24 8 ACT 3 12 Northern Territory 5 2
  7. 7. 8 Funding System “Medicare” – major part of funding system Medicare Benefits Schedule provides fee for service to health professionals at point of care. Public hospitals funded jointly by federal and state governments – managed by state governments. Medicare levy surcharge 1% additional bill for individuals / families earning over certain level if they don’t take out private health cover.
  8. 8. Funding System Medicare Is funded from taxation and subsidises healthcare for all Australians • Prescribed drugs, Rx from Doctors & Dentists, access to public hospitals Private Health Insurance Patients choose Clinician and Hospital Implantable Device reimbursement – Prostheses List Selected extras - Optical, Dental, Well being 9
  9. 9. Funding System Consumable medical technology Number of funded schemes for people with chronic disease including: Rehabilitation Appliances, National Diabetes services, Continence Aids Implantable Devices Public Hospitals provide implantable, provide surgery, both restricted by Hospital / State budgets Prostheses List – private insurers are required by law to pay benefits for a range of prostheses. There are over 9,500 prostheses on the list including prostheses and human tissue 10
  10. 10. Pharmaceuticals Subsidised through Pharmaceutical Benefits Scheme ($9.6 billion) Application to Pharmaceutical Benefits Advisory Committee (PBAC) to get on the scheme. www.pbs.gov.au Medicines free in hospital Patient contribution for pharmacy prescription • General $35.40; Concessional $5.80 Special Access Scheme for unlicensed medicines 11
  11. 11. 12 Regulation Therapeutic Goods Administration (TGA) – www.tga.gov.au Regulate medicines, biologicals and medical devices Australian Register of Therapeutic Goods – ARTG Regulation generally harmonised with EU, although there are some differences.
  12. 12. 13 Regulatory Responsibilities Sponsor located in Australia (legally responsible) Procedures & agreement with Manufacturer Ensure manufacturer: complies with Essential Principles (declaration) Applies an appropriate conformity assessment procedure Holds current conformity assessment evidence TGA eBS (e Business Services) account Regulatory Applications to TGA Pay fees and annual charges Post market requirements
  13. 13. Costs and Timelines 14 Item Cost Timeline Manufacturer’s Evidence Nil 1 to 4 weeks TGA Conformity Assessment $920 plus $20,500 to $54,000 6 to 12 months Class 1 inclusion Nil Automatic Class 1 m/s to AIMD Inclusion $940 to $1210 4 weeks to decision or audit request Application audit (IVDs) Nil or $6330 30 or 60 days Substantial variations $410 plus $12,400 to $32,500 Varies with change Annual Charges $80 to $1210 N/A
  14. 14. The National Product Catalogue Single repository of product, pricing and healthcare data for all Health Industry Product Categories for the purpose of data synchronization. Categories include pharmaceutical, medical devices (including orthopedics, implants, dental, imaging, etc), catering and food services, cleaning products, etc. Secure sharing of item master information such as product identifiers and descriptions, units of measure, package contents, product classification, pricing and related healthcare information. State, Territory and Federal Health Departments now require suppliers to populate the NPC with item master data for the purposes of tenders and contracts and to ensure this information is maintained up to date. 15
  15. 15. The National Product Catalogue The NPC is hosted by GS1 Australia on GS1net™. There are three steps for suppliers to provide data to their trading partners via the NPC: 1.Register with GS1 Australia. Information about membership and the benefits is available at www.gs1au.org 2.Register for the NPC (GS1net). GS1 Australia membership is a prerequisite for registration with GS1net. For more information refer to www.gs1au.org/services/gs1net 3.Become NPC Ready. This involves understanding the NPC data requirements, gathering and validating your product data, loading this to the NPC and publishing it to your trading partners. Information about the NPC Ready process is available in the NPC User Guide located at: www.gs1au.org/services/gs1net/industry/npc/user_guides.asp 16
  16. 16. 17 States 17
  17. 17. New South Wales 226 public hospitals, $41.5 billion spend, 31.3% of Australian total There are 15 Local Health Districts in New South Wales that are responsible for providing health services in a wide range of settings, from primary care posts in the remote outback to metropolitan tertiary health centres. Eight LHDs cover the Sydney metropolitan region, and seven cover rural and regional NSW. In addition, two specialist networks focus on Children's and Paediatric Services, and Forensic Mental Health. A third network operates across the public health services provided by three Sydney facilities operated by St Vincent's Health 18
  18. 18. NSW Metropolitan Health Districts Central Coast (4 hospitals) Illawara Shoalhaven (9) Nepean Blue Mountains (6) Northern Sydney (9) South Eastern Sydney (7 + 1) South Western Sydney (7) Sydney (4) Western Sydney (5) 19
  19. 19. NSW Regional Health Districts Far West – 7 Hospitals Hunter New England – 38 Hospitals Mid North Coast – 7 Hospitals Murrumbidgee – 33 Hospitals Northern NSW – 14 Hospitals Southern NSW – 12 Hospitals Western NSW – 40 Hospitals 20
  20. 20. Hospital Procurement in New South Wales NSW Healthshare manages standing offer contracts for a variety of product areas, which must be used by the Local Health Districts. Outside of these product categories LHDs are free to make their own purchasing decisions, although they may ask NSW Healthshare to assist. For goods costing less than $3000 no quotation is required, for goods costing between $3000 and $30,000 one written quotation is required and for goods between $30,000 and $250,000 three quotes are needed. For goods costing over $250,000 a public tender process must be adhered to. The tenders are published on the NSW Health e-tenders website (www.tenders.nsw.gov.au/health). Tender respondents are also required to submit their tenders electronically through this web site. 21
  21. 21. NSW Health Standing Offer Contracts Managed by HealthShare NSW using a tender process. The tenders are published on the NSW Health e-tenders website (www.tenders.nsw.gov.au/health) LHDs and Hospitals must use the standing offer contracts to purchase products in these areas. Normally cover a number of different suppliers and last for a period of 3-5 years. The current standing offer contracts in use by NSW Health are shown at this link https://www.procurepoint.nsw.gov.au/before-you-buy/buying-contracts-and- prequalification-schemes/health 22
  22. 22. NSW Health Standing Offer Contracts Anaesthetic Consumables Beds, matresses and accessories Clinical protective apparel Collection and Disposal of Clinical, Cytotoxic, Anatomical and Reusable Sharps Container Waste Continence and sexual health products Contrast media Dental consumables and sundry items general Electromedical equipment and accessories Enteral Nutrition Support and Services Food Rethermalisation Carts for NSW Health Healthy workforce program Intravenous (IV) administration equipment IV and irrigating solutions Laboratory consumables Medical gases (bulk and compressed), industrial gases, refrigerants and home oxygen service Medical imaging film, processing, chemistry and associated equipment Miscellaneous Medical & Surgical Consumables Moist wound care products Needles, syringes Operating theatre consumables Pharmaceuticals Radiopharmaceuticals for nuclear medicine Removal, burial / cremation of deceased persons without means Respiratory Consumables and Medical Gases Sterilisation consumables Supply of general linen, medical apparel and textiles Surgical dressings Surgical sutures Uniforms for NSW Health personnel Urology 23
  23. 23. HealthShare NSW Clinical Product Evaluation Registry (CPER) In order for companies to submit products for use in the NSW Health standing offer contracts they must be included in the NSW Clinical Product Evaluation Registry. CPER is a central repository of clinical product evaluation data inclusive of product information as submitted by suppliers AND Product evaluation outcomes as submitted by clinical product evaluators / clinical product specialist / clinical product committees. 24
  24. 24. HealthShare NSW Clinical Product Evaluation Registry (CPER) To access the CPER suppliers must make contact with Local Health District Clinical Product Specialists and obtain agreement to evaluate clinical products. After an agreement is established the supplier is emailed the following information: - The URL (Web site address) of the CPER supplier gateway - The User ID - The password; and - A copy of this information document: http://www.healthshare.nsw.gov.au/__data/assets/pdf_file/0004/221764/cper- information-for-suppliers-and-faq.pdf 25
  25. 25. Steps to Sell to Hospitals in NSW 26 Register product with the TGA Respond to tenders placed on www.tenders.nsw.gov.au/health If included in NSW Health Standing Offer product categories Go through HealthshareNSW or the LHDs to contact LHD Clinical Product Specialists If not included in NSW Health Product Categories approach hospitals directly. List product on the CPER Register product on National Product Catalogue
  26. 26. Victoria 150 Public Hospitals, $32.7 billion spend, 24.7% of Australian total The Department of Health delivers services through its eight geographical regions. There are three metropolitan regions and five rural regions. Rural Regions manage the full range of health services in their jurisdictions including public hospitals. There are nine Area Health Services in Metropolitan Melbourne which look after multiple hospitals, along the lines of the Local Health Districts in NSW Websites and contact details for each of Victoria’s public hospitals can be accessed here: http://health.vic.gov.au/hospitals/pubwebs.htm 27
  27. 27. VIC Regions Rural Barwon South Western Region Gippsland Region Grampians Region Loddon Mallee Region Hume Region 28 Metropolitan St Vincent’s Health Western Health Northern Health Eastern Health Alfred Health Melbourne Health Peninsula Health Southern Health Austin Health Royal Children’s Hospital
  28. 28. Health Purchasing Victoria Health Purchasing Victoria achieves ‘best value’ outcomes in the procurement of health related goods, services and equipment via more than thirty contract categories. A Product Reference Group (PRG) is convened for each tender. A PRG consists of hospital and health service representatives who have specific and significant expertise and knowledge of the products or services HPV will be tendering for. Tenders normally cover a number of suppliers and last 3 – 5 years. HPV uses its web site (www.hpv.org.au) to keep suppliers up to date and also publishes tenders on the Victorian Government website, www.tenders.vic.gov.au 29
  29. 29. HPV Contract Categories Infusion Pumps Interventional Cardiology Interventional Radiology IV Access Devices & Admin Consumables Medical and Industrial Gases Monitoring Products Natural Gas (>5TJ pa) Nurse Agency Services Office Requisites Operating Room and Wound Drainage Consumables Orthopaedic Prostheses Pathology Consumables 30 Beds and Mattresses Catering Supplies 2012 Cleaning Products, Equipment & Consumables Continence Management Products Contrast Media & Non Radioactive Kits Drapes and Clinical Protective Apparel Electricity Enteral Feeds Examination and Surgical Gloves Hand Hygiene and Domestic Paper Products Haemodialysis Hypodermic Needles & Syringes & Oral Dispensers
  30. 30. HPV Product Categories Pathology Services (Gippsland Region) Peritoneal Dialysis Products Pharmaceutical Products and IV Fluids Radiopharmaceuticals Respiratory Products Sterilisation Consumables Surgical Dressings Tapes and Bandages Surgical Instruments Open and Laparoscopic Sutures, Skin Staples and Tissue Adhesives Trauma Implants Victorian Product Catalogue Technology Solution Wound Care 31
  31. 31. Steps to Sell to Hospitals in Victoria Register product with the TGA Respond to tenders published on the www.tenders.vic.gov.au website If included in HPV Product Categories approach HPV to lodge product details If not included in HPV Product Categories approach hospitals directly. Reference group determine whether product will be in scope for tender Register product on National Product Catalogue 32
  32. 32. Queensland 170 Public Hospitals, $26.7 billion spend, 20.2% of Australian total Through a network of 16 Hospital and Health Services and the Mater Hospitals, Queensland Health delivers a range of integrated services including hospital inpatient, outpatient and emergency services, community and mental health services, aged care services and public health and health promotion programs. 33
  33. 33. Queensland Health Regions Cairns and Hinterland (9 Hospitals) Central Queensland (7) Central West (5) Children’s Health QLD (2) Darling Downs (17) Gold Coast (2) Mackay (8) Metro North (5) Metro South (6) North West (9) South West (6) Sunshine Coast (5) Torres & Cape (2) Townsville (7) West Moreton (5) Wide Bay (9) 34
  34. 34. Queensland Procurement Queensland Health Services Support Agency manages standing offer arrangements through a tender process around a number of product categories. Hospital networks must use equipment specified in these contracts when purchasing in these categories. Companies with equipment outside these categories are able to approach hospitals and health services directly. However a tender process is required for purchases above $100,000. Details of the tenders are published on the Queensland Government tender website: www.etender.qld.gov.au 35
  35. 35. Queensland Health Standing Offer Contract Categories X-ray Units, Digital Radiography, Fixed X-ray Units, Digital Radiography, Mobile Patient Warming Products Diagnostic Equipment Intravascular Systems, Access & Accessories Patient Trolleys Mammography Units, Digital Radiography Oxygen Therapy and Airway Management Compression Products for Circulatory Support Infant and Maternity Care Syringes, Needles, Regional Access, Skin Preparation & Accessories Bandages, Surgical Sponges, Tapes, Surgical Pens, Scalpel Blades and Stitch Cutters Ct Scanners Flushers-Sanitisers, Bed Pans Lights, Examination-Procedure OPGs Cardiac Angiography Systems Tube & Drainage, Wound Suction Equipment & Accessories Disposable Surgical/Procedural Drapes and Clinical Equipment Covers 36
  36. 36. Steps to Sell to Hospitals in Queensland 37 Register product with the TGA If included in QLD Health Contract Product Categories respond to tenders on www.etender.qld.gov.au If not included in QLD Health Contract Product Categories approach hospitals directly. Reference group determine whether product will be in scope for tender Register product on National Product Catalogue
  37. 37. WesternAustralia 95 Public Hospitals, $13.8 billion spend, 10.4% of Australian total WA Health manages 10 metropolitan hospitals in Perth as well as the WA Country Health Service. Major metropolitan hospitals include; Fremantle Hospital, Royal Perth Hospital, Sir Charles Gairdner Hospital, Fiona Stanley Hospital. WA country health service itself is organised into seven regions: 38 Kimberley (6 Hospitals) Pilbara (7) Midwest Health (11) Goldfields (9) Wheatbelt (28) South West (13) Great Southern Health (9)
  38. 38. WesternAustralia Procurement Health Corporate Network in Western Australia manages contracts around a number of product and service areas for Western Australia hospitals. Contracts involve a number of different companies supplying a range of different products and usually last for a period or 3 – 4 years. Use of products on these contracts is mandatory. Outside of these companies can contact hospitals and health districts directly. Above $20,000 HCN will manage purchase. Above $150,000 a tender process is used. 39
  39. 39. WAHealth Contracts Electromedical Equipment (Category A - General Equipment) Electromedical Equipment (Category B - General Monitoring Equipment) Electromedical Equipment (Category C - Transport Ventilators) Electromedical Equipment (Category D - Audiology Equipment) Electromedical Equipment (Category E - Maternity Equipment) For the Supply of Flexible and Rigid Endoscopes to Western Australian Public Healthcare Units Hospital Beds and Bedding Equipment Infusion Pumps and Sets Maintenance of Auto Immunostainers (including Reagents and Consumables) Medical Imaging Equipment Phacoemulsification Systems Volumetric Infusion Pumps and Administration Sets Airway Maintenance and Oxygen Therapy Consumables Antiseptics and Disinfectants (including HCNS110809A) Autoclaveable Handpieces to Dental Health Services Bandages, Cotton Products, Splints & Braces Breathing Circuit Filters Cardiac Catheterisation Devices Central Venous and Thermodilution Catheters Clinical Protective Apparel Compression Hip Plates, Lag Screws and Cortical Screws Continence Management Products Critical Care Consumables Deep Vein Thrombosis Intermittent Pneumatic Compression Systems and Consumables 40
  40. 40. WAHealth Contracts Dental Consumable Products Dental Prosthetic Services Dental Restorative Denture Teeth (On Consignment) Diagnostic Electrocardiograph (ECG) Electrodes Disposable Surgical Instruments Enteral Feeding Systems & Associated Consumables For the Supply of Anaesthetic Volatile Agents and Vaporisers to Western Australian Public Health Care Units Forced Air Warming Units and Consumables. General Medical Products Haemodynamic Monitoring Kits Implantable Cardiac Pacemakers Intra-Aortic Balloon Catheters Laboratory Consumables Large Volume Fluids Maxilofacial, Neurosurgery & Small Bone Instruments Sets, Plates & Screws Needleless Intravenous Access Systems Nutritional Products Organ Imaging Contrast Media Patient Dispersive Electrodes and Diathermy Pencils Pharmaceutical Products Ready Made Anti-Embolic and Compression Stockings Rotary Cutting and Polishing Instruments Sharps Consumables, Packaged Injecting Equipment Kits and Disposable Biohazard Containers 41
  41. 41. WAHealth Contracts Single Use Procedure Packs Single Use Procedure Packs - Cardiac Catheterisation and Radiology Single-Use Theatre Drapes and Covers Sterile Blood Oxygenators Sterile single use ward instruments, instrument packs, plastic- ware and procedural kits Sterilisation Consumables Supply and Delivery of Topical Negative Pressure Wound Therapy Equipment and Consumables. Supply Dental Instruments and Minor Equipment to Dental Health Services Supply of Blood Glucose Monitors, Associated Accessories and Consumables to Western Australian Public Health Care Units Supply of Intraocular Lenses to WA Public Health Care Units Supply of Sterile and Non-Sterile Laboratory Consumables, Glassware and Plasticware for Western Australian Public Health Care Units. Supply of Sterile and Non-Sterile Medical Gloves to Western Australian Public Health Care Units Supply of Suction Consumables and Accessories to Western Australian Public Healthcare Units Sutures and Skin Adhesive Glue Tapes and Dressings Theatre, Surgical Products and Consumables Ureteral Stents and Associated Medical Devices Vascular, Cardiac and Renal Access Grafts and Patches 42
  42. 42. Steps to Sell to Hospitals in WA 43 Register product with the TGA If included in WA Health Contract Product Categories respond to tenders on https://www.tenders.wa.gov.au If not included in WA Health Contract Product Categories approach hospitals directly. Reference group determine whether product will be in scope for tender Register product on National Product Catalogue
  43. 43. SouthAustralia 80 Public Hospitals, $10.3 billion spend, 7.8% of Australian total SA Health is responsible for the Women’s and Children’s Health Network, 3 metropolitan Health Networks and country Health Network. Central Adelaide (3 hospitals) Northern Adelaide (2 hospitals) Southern Adelaide (3 hospitals) Country Health SA (65 hospitals) 44
  44. 44. SouthAustralia Procurement Tenders required above $50,000, although tenders may also be used below this figure. Hospitals typically run tenders for their own requirements and the Strategic Procurement Unit (SPU) for whole of the state. SPU contracts are typically over $1M. SPU contracts tend to cover more capital items and software. To register for notification of tenders: https://www.tenders.sa.gov.au/ 45
  45. 45. SA Health Contracts Provision of Linen and Associated Services Supply and Distribution of Pharmaceuticals and Large Volume Fluids Provision of Blood Collection Consumables Supply of Sterile Procedure Packs Enteral Feeds, Feeding Pumps & Consumables Continence 46
  46. 46. Steps to Sell to Hospitals in SouthAustralia 47 Register product with the TGA If included in SA Health Contract Product Categories respond to tenders on https://www.tenders.sa.gov.au If not included in SA Health Contract Product Categories approach hospitals directly. Reference group determine whether product will be in scope for tender Register product on National Product Catalogue
  47. 47. Steps to Sell to Hospitals in Australia TGA Registration – must do National Product Catalogue Registration – almost must do Check State contract and standing offers to see where your product fits. If it is included then you need to plan to respond to tenders. Victoria – go through HPV, NSW – register on CPER Respond to contract tenders AND/OR Approach hospitals directly 48
  48. 48. What else do you need to do? 49
  49. 49. What else do you need to do? Know the rules on promoting to Healthcare professionals - governed by industry codes of practice. Medicines Australia - Pharmaceuticals MTAA - Medical Technology IVD Australia – In Vitro Diagnostics Promoting to Healthcare Professionals Behave ethically. No inducements. Claims substantiated & consistent with intended product purpose. Training in a learning environment Modest incidental hospitality and travel expenses Sponsor conferences, not individuals No travel or hospitality for family or friends 50
  50. 50. Promoting to Healthcare Professionals Consultancies OK for legitimate needs at fair value. eg SAB, R&D. Fellowships, research or educational grants OK if legitimate Gifts should be educational and modest. No cash gifts. Samples OK for education or evaluation Market research not for product promotion Consumer requests for medical advice referred to medicos Know the rules in the operating room. The Australian College of Operating Room Nurses (ACORN) standards define standard of practice for perioperative nurses and healthcare facilities, and also requirements for all visitors including medical company representatives. 51
  51. 51. Know the Market 52 Number of potential cases Current treatment / competitors Clinical and market trends Decision makers, influencers and stakeholders Key centres / users User expectations Pricing Knowledge sources AIHW data cubes – number of hospital procedures https://www.aihw.gov.au/procedures-data-cubes/ Industry associations, clinical associations, consultancies, networking Experienced staff
  52. 52. Develop the message Customers want evidence and data. ( previously surgeons were “try one / buy one”) Raised bar for clinical evidence – randomised studies / meta-analysis / registries Not just one person’s decision. Now Product Review Committees and Clinical Teams - The rise of cost-effectiveness and guidelines Focus on: Technology benefits – should be useful for clinicians Clinical benefits – patient outcomes Cost effectiveness – savings to hospitals/health system 53
  53. 53. Deliver the message Pick specific targets Be consistent Ensure the medium matches the message no cheap promo items for premium message no out of date website for innovation message choose the right people Peer to peer works great chose carefully – they are not all friends! take care to maintain integrity beware the early adopter who moves on quickly 54
  54. 54. Access the Customers Selling medical devices in Australia is a people business and products don’t sell themselves. Need to identify and get access to the key customers Get salespeople with established relationships Customer lists Clinical conferences Use publications and presentations to open the doors 55
  55. 55. Direct or Distributor? Direct Capture the Margin – double sales Develop future markets Big Investment Higher Risk Takes time to get going Distributor Established sector knowledge Sales infrastructure and customer relationships – “hit the ground running” Buy and stock. Do logistics and invoicing. Can be reluctant to invest Lack long-term commitment Stray off-message Reluctant to share information 56
  56. 56. Service the Customers The customers don’t just want a product, they want a solution. If they don’t get it they will blame your product even if they are the problem Must get involved in ensuring clinical solution via training, workshops, visiting surgeons, OR presence. Instructions unlikely to be read. 57
  57. 57. What can UKTI do? Introductions to potential distributors Introductions to regulatory consultants / follow up with TGA Introductions to KoLs Market reports Help set up Australian company Accountants Lawyers Visas Product Launches Travel, Market Research Grants – Talk to your local ITA 58
  58. 58. 59 Thank you and good luck! Joe Dodd Senior Trade Development Manager UK Trade & Investment, Melbourne, Australia P: +61 3 9652 1605 M: +61 435 134 935 E: joe.dodd@mobile.ukti.gov.uk 59