U.S. Gynecologic Endoscopy System Manufacturers Will Reap Dividends By Educating Doctors And Patients On New Enabling Technologies

Mountain View, California -- In the U.S., over 11.7 million women annually seek medical attention for fibroids, polyps and abnormal uterine bleeding. What's more staggering is that it only represents 25% of the 46 million women who suffer from these conditions every year. Alarmingly, a similar disparity between the number of women suffering from treatable problems and those seeking medical attention is seen in several gynecologic conditions.

U.S. Gynecologic Endoscopy Systems Market, strategic research by Frost & Sullivan (www.frost.com), takes an in-depth look at this market which provides the instruments, systems and products which aid gynecologists in treating uncomfortable to life-threatening ailments. The overall market is forecast to reach $1.08 billion in 1998, and steadily climb to reach $1.27 billion in 2003.

Although the market for gynecologic endoscopy is already substantial, this study highlights areas for further development, such as thermal ablation systems for abnormal uterine bleeding. One particularly lucrative opportunity lies in the emerging area of urogynecology. In order to capture the enormous potential inherent in the gynecologic endoscopy market, companies will have to find ways to reach their patient population and educate them about alternatives without aggravating doctors.

"Pull through marketing (going direct to patients) can backfire if patients ask doctors for procedures they do not perform and doctors feel like the company is going behind their back," says Laura Wilkes, Frost & Sullivan medical analyst. "Ideally, both audiences could be targeted simultaneously."

U.S. Gynecologic Endoscopy Systems Market also takes an exhaustive look at several new enabling technologies which either use existing technologies for new applications or new technologies for existing and/or new applications.

The managed care environment has also brought sweeping changes in how instruments are marketed. In an environment that is increasingly becoming capitated on the provider side, customers want to know how much the product will cost per procedure. Currently, expensive pieces of capital equipment are rarely purchased outright. Instead, many are leasing on a per-procedure basis or receiving equipment for free in exchange for a supply contract.

In order to sell the gynecologists, companies also need to provide measurable results for their products. If there is not a compelling clinical reason for the product, the gynecologist will see no need for it. Products that could reduce hospital stay or displace more costly alternatives are encouraged.

"For example, a good bipolar cautery device to ligate and divide tissue could supersede the use of staplers because bipolar cautery can perform the task in an effective way at lower cost," said Wilkes. "If, however, a company attempts to offer a 'me too' stapler or trocar similar to products offered by Ethicon Endo-Surgery and U.S. Surgical, which have large contracts with many provider organizations, there is little incentive for the provider to adopt the alternative product."

Technologies covered in this market include gynecologic endoscopes, laparoscopes, hysteroscopes, falloposcopes, gynecologic endoscopy instruments, access and closure, diagnostic and therapeutic, gynecologic endoscopy equipment, insufflation, suction/irrigation, fluid management systems, video cameras and light source.

Key participants in this market include 3M, Aesculap, Allegiance Healthcare Corporation, Apple Medical, Applied Medical Resources, Aslan Medical Technologies, BEI Medical Systems, Bryan Corp., Carl Zeiss, CIRCON Corporation, Cogent Light, Computer Motion, Conceptus, ConMed Corporation, Cook, CooperSurgical, CORE Dynamics, Davol, Deknatel Snowden Pencer, Dexide, ElectroScope, Elmed, EndoVentions International, Ethicon, Ethicon Endo-Surgery, Everest Medical, FemRx, General Surgical Innovations, Greenwald Surgical Company, Gynecare, Holmed Corporation, Imagyn Medical Technologies, InnerDyne Medical, Jarit Instruments, Karl Storz Endoscopy-America, Laurus Medical Corporation, Leisegang Medical, Linvatec/Hall Surgical Corporation, Marlow Surgical Technologies, Medovations, Olympus Corporation, Origin Medsystems, Pentax Precision Instruments Corp, Pilling Weck, Reznik Instrument, Richard Wolf Medical, Sherwood Davis & Geck, Smith & Nephew, Solos Endoscopy, Stryker Endoscopy, United States Surgical Corporation, UroMed, Valleylab, Weck Closure Systems, Pilling Weck Instruments, WISAP America, W.J. Surgical Instruments, and Zimmer. Related Companies to this market include Enable Medical Corporation, Focal, Integrated Surgical Systems, Intuitive Surgical, and Novacept.

This medical industry study has integrated the proven Frost & Sullivan Market Engineering consulting philosophy into the entire research process, which involved expert analysts in the medical markets. Critical phases of this research included: identification of industry challenges, market engineering measurements, strategic recommendations, planning and market monitoring. All of the vital elements of this system help the market participants navigate successfully through the gynecologic endoscopy market.

Frost & Sullivan is an international marketing consulting company that monitors the medical industry for market trends, market measurements, and strategies. The ongoing research is utilized to update a series of research publications such as #5673-57, U.S. Arthroscopy System Markets, and to support industry participants with customized consulting needs. Free executive summaries of all Frost & Sullivan reports are available to the press.

Report: 5235-57 Publication Date: January 1998 Price: $3450

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