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Strategy

To strengthen our leading position in the immunodiagnostic segment and expand our presence in the molecular diagnostics one.

Immunodiagnostics
Molecular diagnostics

Innovation and development of new tests, primarily specialty tests, are the growth drivers for DiaSorin, which has set itself the goal of increasing its offer by leveraging the breadth of its product portfolio as well as the strategic and commercial collaborations with leading diagnostic market players.

Our strategy, shaped around the peculiarities of the countries we operate in, is divided into three client groups: large, medium and small labs, with a focus on specialty products and projects to support growth.

USA

Current positionStrategyMenu/TecnologyBusiness development


Large labs

High penetration

Reinforce collaboration with selected menuNew Launches:  Calprotectina, Zika, H. Pylori
Beckman Coulter

Qiagen


Mid labs

Low penetration

>300 beds Hospitals: accelerate penetration (targeting of > 1000 Hospitals)

ELISA to Clia ID ($100M)
New Launches:  Calprotectina, PCT,
H. Pylori

Qiagen


Physician Office Labs

Marginal presence

Penetrate the market (Future with LIAISON XS)

LIAISON XS

Qiagen

 Differentiating Specialties
 Me too tests
High volume specialties

Europe

Current positionStrategyMenu/TecnologyBusiness development


Large Labs

> 100 Total Lab  Automation (TLA)

Continue reinforce strategic alliances (Roche) and exploit tactical TLA opportunitiesBroadest fully automated ID and specialty menu

Siemens

Qiagen


Mid Labs

Core segment

Expand LIAISON XL base and add on opportunities leveraging on menu differentiation including QIAGEN Infectious Diseases (ID)

Conversion of tests from ELISA to CLIA technology

Molecular synergies on customer base

QIAGEN ID
GI stool panel + ElastaseAnemia panel

Siemens

Qiagen


Small Labs

Marginal presence

Hub and Spoke Strategy

Conversion of tests from ELISA to CLIA technology

Launch of the LIAISON XS platform for smaller laboratories

Infectious diseases panel
GI stool panel + Elastase

Siemens

Qiagen

LIAISON XS

Differentiating Specialties
 Me too tests
High volume specialties

China

Current positionStrategyMenu/TecnologyBusiness development


Class III Hospitals

64% of total revenues
+25% YoY

Leverage BECKMAN COULTER collaboration in Total Lab Automation

Conversion of tests from ELISA to CLIA technology

Hepatitis & Retroviruses
HEV
ToRCH, Parvovirus, EBV

Qiagen

Beckman Coulter


Class II Hospitals

29% of total revenues
+25% YoY

Increase penetration in Maternity and Children Hospitals

Conversion of tests from ELISA to CLIA technology

Hepatitis & Retroviruses 
HEV
ToRCH, Parvovirus, EBV

Qiagen


Class I Hospitals

1% of total revenues
+9% YoY

Beyond the 2017-2019 plan periodBeyond the 2017-2019 plan period

Qiagen

LIAISON XS

 Differentiating Specialties
 Me too tests
High volume specialties

The acquisition of Focus Diagnostics, completed in May 2016, has allowed us to expand our presence in this segment, where we intend to grow via different strategies designed for the various geographic areas:

  • United States – development and expansion of the range of specialty tests differentiated according to the available offer, pursuing the proven winning strategy in the immunodiagnostics market. 
  • International ex. USA – development of a test panel for the post-transplant market, via a complete and automated offer able to meet the needs of these clients effectively. 

USA

StrategyMenu Tecnology



Expand the offer menu

2 new kits per year

4 new ASR per year

Development of multiplex disk

International EX. USA

StrategyMenu Tecnology



Expand the offer menu

Development of a complete menu in the post-transplantation field

Development in partnership with Tecan of a platform for the extraction and set-up of the PCR