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 position	Strategy	Menu/Tecnology	Business development
Large labs	High penetration	Reinforce collaboration with selected menu	New 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

Current position

Strategy

Menu/Tecnology

Business development

Large labs

High penetration

Reinforce collaboration with selected menu

New 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 position	Strategy	Menu/Tecnology	Business development
Large Labs	> 100 Total Lab Automation (TLA)	Continue reinforce strategic alliances (Roche) and exploit tactical TLA opportunities	Broadest 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

Current position

Strategy

Menu/Tecnology

Business development

Large Labs

> 100 Total Lab Automation (TLA)

Continue reinforce strategic alliances (Roche) and exploit tactical TLA opportunities

Broadest 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 position	Strategy	Menu/Tecnology	Business 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 period	Beyond the 2017-2019 plan period	Qiagen LIAISON XS

Current position

Strategy

Menu/Tecnology

Business 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 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

	Strategy	Menu Tecnology
	Expand the offer menu	2 new kits per year 4 new ASR per year Development of multiplex disk

Strategy

Menu Tecnology

Expand the offer menu

2 new kits per year

4 new ASR per year

Development of multiplex disk

International EX. USA

	Strategy	Menu 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