G A T E W A Y Scientific FZE Your Healthcare Partner in Middle East & North Africa Sharjah – United Arab Emirates

1. GA T E W A Y Scientific FZEYour Healthcare Partner in Middle East & North Africa Sharjah – United Arab Emirates Company Profile Essam Amer M.B.B.Ch / Alexandria University Alexandria – Egypt Regional Sales & Marketing Director Middle East – North Africa MENA

2. Contents G A T E W A Y Scientific FZE

3. Introduction: • Health care is provides under different umbrellas in each country in the middle east . • Before going to each market , this point should be highly considered and also playing an important role in choosing country distributors . • Different health care providers have different strategies and policies of purchasing and specially introduction of new products or technologies G A T E W A Y Scientific FZE

4. UAE health care providers: • Ministry of health hospitals & primary health care centers • Abu Dhabi health Authority • Dubai Health Authority • Military Hospitals • Semi governmental hospitals • Private hospitals , Private policlinics & Private clinics G A T E W A Y Scientific FZE

5. Saudi Arabia health care Providers: • Ministry of health hospitals & primary health care centers • National Guard Hospitals • Highly Specialized Hospitals • Military Hospitals • University Hospitals • Private hospitals , Private policlinics & Private clinics G A T E W A Y Scientific FZE

6. Egypt health care providers: • Ministry of health hospitals & primary health care centers • University hospitals • Teaching hospitals & Institutes • Military Hospitals • Police Hospitals • International government hospitals s • Private hospitals , Private policlinics & Private clinics G A T E W A Y Scientific FZE

7. Challenges in MENA region MENA region has always been a challenge for Principle Suppliers because of: • The different market sizes within the region • Geographical size • Variations in healthcare systems from country to country • Cultural variances • Time differences • Issues relating to the choice of the right local distributor for the relevant products in each market G A T E W A Y Scientific FZE

8. Challenges in MENA region, contd. Knowledge of Local Health Care Systems: As health care is provided under different umbrellas and systems in each country of the MENA region, based on long term experience in this region having detailed knowledge of “How” health care is provided in each and every country in Middle East and North Africa; make it easy for us to overcome these challenges and practice in professional way on behalf of International Suppliers & local country distributors G A T E W A Y Scientific FZE

9. MENA Region (Middle East & North Africa): • Iran • Iraq • Syria • Jordon • Lebanon • Saudi Arabia • Kuwait • Bahrain • Qatar • UAE • Oman • Yemen • Egypt • Libya • Tunisia • Algeria • Morocco • Sudan G A T E W A Y Scientific FZE

10. Market Segmentation G A T E W A Y Scientific FZE

11. International Suppliers GA T E W A Y Scientific FZE G A T E W A Y Scientific FZE

12. Vision To have an easy single Access for International Suppliers to MENA region (Middle East and North Africa) and to have single channel of communication and single point of contact to this potential fast growing region, with the highest standard of business conduct. G A T E W A Y Scientific FZE

13. Mission based on extensive long term experience of distribution of medical devices & high technologies medical equipments within the MENA region. We can benefit from very strong medical background coupled with more than 15 years of experience in sales and marketing with a comprehensive understanding of the challenges facing International Suppliers and provide them with single channel of communication & single point of management . G A T E W A Y Scientific FZE

14. Values: • believe in maintaining high level of integrity and transparency. • established our business on the basis of “Think Global & Act Local” • carry out our business with the highest level of ethics and morality, adopting a strict code of conduct in keeping with those of the medical profession.  • conducting businesses with a strong emphasis on team work between the International Suppliers , Gateway Scientific & the Country Distributors . • Marketing products in the most effective manner through aggressive implementation of International Suppliers marketing plans designed to ensure healthy and sustainable growth of sales. G A T E W A Y Scientific FZE

15. What Can Be provided for International Suppliers G A T E W A Y Scientific FZE

16. What can be we provided for International Suppliers , contd. Management • Single gateway to the whole MENA region by merging several small and large fragmented markets into one, to minimize communications, follow ups, logistics, sales and marketing activities for International Suppliers team. • Single point of management and single channel of communication. • Assigning right distributor in each market • Knowledge of different guidelines and rules of “medical device registration” in different countries in MENA region. G A T E W A Y Scientific FZE

17. What can be provided for International Suppliers , contd. Management, cont. • Monitoring and evaluating distributors’ performance in line with KPI (Key Performance Index) • Appointing new distributors for vacant countries in line with International Suppliers business policies. • Support existed distributor, if already had been appointed, via regular visits , continuous training technical support , Etc. • Facilitate organizing Annual distributors meeting. G A T E W A Y Scientific FZE

18. What can be provided for International Suppliers , contd. Marketing and Sales: • Accurate market information to estimate market size and to define market trends • Environmental SWOT analysis. • Accurate forecasting . • Launching international Suppliers products in different markets according to precise business & marketing plans • Maximizing international Suppliers market exposure via participation in local and regional events or encouraging local distributors to do so. G A T E W A Y Scientific FZE

19. What can be provided for International Suppliers , cont. Marketing and Sales, cont. • Regular feedback report for international Suppliers about their products and sales activities • Performing regular field visits for key customers within the region. • Managing and follow up of important projects • Generating groups KOLs’ loyalty for international Suppliers products. • Ensure annual sales growth in line with international Suppliers budget. G A T E W A Y Scientific FZE

20. What can be provide for International Suppliers , cont. Training Support: • Training sales Team of assigned distributor in each country , save time , effort and money for International Suppliers . • Tailoring training materials to meet with experience and background of sales team of different distributor in each country • Double visits with sales team to ensure implementation of International Suppliers marketing plan and handling of different promotional materials in the right efficient way • Regular double visits with the sales team in different country to follow up performance and problem solving G A T E W A Y Scientific FZE

21. What can be provided for International Suppliers, cont. Technical Support : • By getting more and more experience , with handling of many technical problems , ensure handling & solving of technical problems in the right efficient way , saving time and money for end users and provide best quality service on behalf of International Suppliers , giving trust and confidence for end users as well distributors in each market . G A T E W A Y Scientific FZE

22. What can be provided for International Suppliers Conclusion. • Being available in the area , in the heart of MENA region , giving good impression and trust to country distributors as well end users about International Suppliers and caring of its customers and business partners in MENA region and ensuring efficient launching of International Suppliers products in the right efficient manner • benefit from all the above mentioned services covering all MENA region from the heart of this region , United Arab Emirates and ensure being closer to their distributors and customers to fulfill their needs and concerns. G A T E W A Y Scientific FZE

23. How do we choose our Country Distributors? Criteria for choosing distributor partners: • Market knowledge • Market accountability • Reputation • Financial status • Field of specialties G A T E W A Y Scientific FZE

24. What we provide to Country Distributors • Marketing support • Sales support • Training Support • Scientific support • Technical support G A T E W A Y Scientific FZE

25. What we provide to our End Users We take all the necessary steps in order to provide our patients with Access to the state of the art Medical technologies and Medical devices of the highest standard whilst still delivering Value for Money. G A T E W A Y Scientific FZE

26. Thank You Good is not enough If Better is expected And Best is our Goal EssamAmer Gateway Scientific FZE Regus Modern Business Center Mega Mall Tower , 4th Floor office # 4070 Sharjah – United Arab Emirates Mobile NO. 00971 50 862 6256 E-mail : amer@gatewayscientific.com G A T E W A Y Scientific FZE