Abstract
The information enable strategic planning for Marketing and Sales functions of
suppliers of radiography systems and related product groups (e.g. films,
screens, cassettes, printers, digitisers, RIS / PACS solutions, contrast
media, services) to allow accurate projections for the market potential at
segment level for own sales in the short to medium term future.
Interviews with 50% of all hospitals (in Germany, Poland and Russia also
Imaging centers) regarding availability of radiography, digitalisation and
investment plans, ca 20% of all hospitals provided input regarding, supplier,
age, replacement. Hospitals with recent investment or investment plans
provided input to buying processes and supplier selection criteria. Date
collection took place from June 2006 - November 2006 in Germany, France,
Italy, Spain, Sweden, Finland, Netherlands, Poland, Russia, Czech Republic.
Projections cover the next 3 years until 2009.
Methodology
dii has employed its Multi-Step-Approach methodology, which combines the
benefits of large samples complemented by secondary research with the
qualitative outcomes of in-depth interviews in order to achieve an optimal
output.
Market Landscape Definition by Snapshot Telephone Interviews
Snapshot interviews allow the coverage of a large proportion of the total
target population at reasonable cost by limiting the length of the
questionnaire to max. 3 minutes. With this methodology, a statistically
relevant number of hospitals can be assessed systematically to deliver the
basis for exact projections on the installed base and the overall level of IT
integration. The snapshot interviews are simultaneously used to select the
most suitable respondents for further primary research.
Output:
- Availability of Radiography
- Customer Profile (Places of Installation, Size of Radiology)
- Level of Digitalisation
- Overall Investment Potential
Market Quantification by Quantitative Telephone Interviews
Based on the outcome of the snapshot interviews a smaller, yet statistically
relevant or representative sample allows for accurate projections at segment
level. Interviews last up to 30 minutes and cover all aspects for which
quantification is required.
Output:
- Installed Base (Market Size in Volume by Segment)
- Supplier Market Shares
- Future Investment Potential (Plans & Replacement Rate)
- Equipment Utilisation
Sample sizes are statistically relevant in large countries allowing for
samples of around 100 respondents and representative - covering at least one
quarter of institutions in all other countries.
Market Qualification by Qualitative In-depth Telephone Interviews
Low sample numbers of 10 to 20 respondents per country are sufficient to
deliver qualitative information on market dynamics and influencing factors.
Key interview partners are advanced hospitals and/or hospitals planning future
investment.
Output:
- Input into Sales Approach Refinement
- Critical Success Factors
- Areas for Improvement
Geographic Scope
The project covers following ten countries:
- Germany
- France
- Italy
- Spain
- Poland
- The Netherlands
- Czech Republic
- Russia (only five metropolitan areas!)
- Sweden
- Finland
Table of Contents
Introduction & Executive Summary
1. Introduction
- 1.1 Project Objectives
- 1.2 Methodology
- 1.3 Geographic Scope
- 1.4 Respondent Population & Data Reliability
- 1.5 Analysis
- 1.6 Report Structure
2. Executive Summary
- 2.1 Overview
- 2.2 RIS and PACS
Part 1 - Market Landscape Definition
3. Radiography in Healthcare Institutions
- 3.1 Availability of Radiography
- 3.2 Alternatives to In-house Radiography and Radiology Departments
- 3.3 Structure of Radiography in Healthcare Institutions
Part 2 - Market Quantification
4. RIS and PACS
- 4.1 Installed Base
- 4.1.1 Number of Installations
- 4.1.2 Supplier Structure
- 4.1.3 System Integration
- 4.1.4 Archiving Solution
- 4.2 Future Investment Potential & Plans
Part 3 - Market Qualification
5. Purchasing Process
- 5.1 Stakeholders in the Decision Making Process
- 5.2 Selection Process and Financing
6. Supplier Selection Criteria and Satisfaction
7. Appendices
- 7.1 List of Acronyms and Abbreviations
- 7.2 Statistical Terms and Definitions
- 7.2.1 Statistical Terms
- 7.2.2 Topic Related Terminology
Table of Figures
- Fig. 1-1 Target Sample Size - Market Quantification (Sample C), All
Countries
- Fig. 1-2 Respondent Population by Project Step and by Target Segment,
Czech Republic
- Fig. 3-1 Radiography in Healthcare Institutions by Type Number of
Institutions
- Fig. 3-2 Alternatives to In-house Radiography and Radiology Departments
Percentage of Institutions without Dedicated Radiology
- Fig. 3-3 Radiologists in Inpatient Healthcare Institutions by Type
- Fig. 3-4 Radiography Rooms Out- and Inside Radiology Departments
- Fig. 3-5 Radiography Rooms in Clinical Specialities by Type of Institution
Number of Institutions and Mean Number of Rooms
- Fig. 4-1 RIS and PACS Installations Percentage and Number of Hospitals
- Fig. 4-2 RIS and PACS Installations by Segment Percentage of Hospitals
with any Digital Systems
- Fig. 4-3 RIS Type - Stand-alone Solution vs. Part of Suite Number and
Percentage of Installations
- Fig. 4-4 PACS Installations by Type and by Segment Percentage of
Hospitals with any Digital Systems
- Fig. 4-5 Supplier Shares - RIS and PACS Installations Percentage and
Number of Installations
- Fig. 4-6 Level of PACS Integration with Digital Equipment by Segment
Percentage of Hospitals
- Fig. 4-7 Level of PACS Integration with Digital Equipment Number and
Percentage of Hospitals
- Fig. 4-8 Level of Integration of Digital Equipment with PACS by Segment
Percentage of Hospitals
- Fig. 4-9 Level of Integration of Digital Equipment with PACS Number and
Percentage of Hospitals
- Fig. 4-10 RIS Integration with Digital Equipment by Segment Percentage of
Hospitals
- Fig. 4-11 Level of RIS Integration with Digital Equipment Number and
Percentage of Hospitals
- Fig. 4-12 Archiving Solutions Used with PACS Installations by Segment
Percentage of Hospitals with PACS
- Fig. 4-13 Archiving Solutions for Short and Long Term Percentage of
Hospitals with PACS
- Fig. 4-14 Investment Potential - RIS Percentage and Number of Hospitals
- Fig. 4-15 Investment Potential - PACS Percentage and Number of Hospitals
- Fig. 5-1 Differences in Decision Making Processes for Modalities and IT
Percentage of Hospitals
- Fig. 5-2 Stakeholder Involvement by Phase of Decision Making Process
Percentage of Hospitals
- Fig. 5-3 Stakeholder Influence in Group Decisions by Phase of Decision
Making Process Mean Relative Weight in Percent
- Fig. 5-4 Supplier Selection Method Percentage of Hospitals
- Fig. 5-5 Financing Method Percentage of Hospitals
- Fig. 6-1 Supplier Selection Criteria Importance & Supplier Satisfaction
Mean Rating, 1 to 5
- Fig. 6-2 Supplier Selection Criteria Importance Mean, Median and Range of
Rating, 1 to 5
- Fig. 6-3 Supplier Selection Criteria Importance & Supplier Performance
Mean Rating, 1 to 5
- Fig. 7-1 Schematic for Radiographic Imaging Equipment
