11

Identificación de Nichos de Identificación de Nichos de Mercado para Negocios de Valor Mercado para Negocios de Valor

AgregadoAgregado

22

PyMES en áreas tradicionales de

negocios y de baja tecnología

Diseñoobsoleto

Bajos precios

Escasamercadotecnia

Baja calidad

EscasaCapacitación

Contribuciónlimitadahacia el

desarrollo económico

regional

Baja recaudación fiscal

Bajos salarios y prestaciones

Bajo Margen

Mejorando nuestras PyMES tradicionales

33

Ventajas del enfoque a nichos de mercadoVentajas del enfoque a nichos de mercado

PYMES tradicionales enfocadas hacia nichos

de mercados (“Muchos en el mundo”)

Precios más altos

Mejores márgenes y utilidades

Mejores salarios y

prestaciones

Más recaudación

fiscal

Más contribución para el PIB

44

Peru necesidad económica y social de Peru necesidad económica y social de encontrar opcionesencontrar opciones

Los Mercados de “NICHO” son la Los Mercados de “NICHO” son la mejor opción que nos permite mejor opción que nos permite sobrevivir ante competidores con sobrevivir ante competidores con muchas ventajas comparativas en los muchas ventajas comparativas en los mercados de gran volúmen.mercados de gran volúmen.

55

Parámetros para seleccionar los “NICHOS”Parámetros para seleccionar los “NICHOS”

Productos y servicios en donde “Time to Market” Productos y servicios en donde “Time to Market” es un factor crítico.es un factor crítico.

Productos y servicios de alta complejidad y bajo Productos y servicios de alta complejidad y bajo volumen ; que requieren de alta eficiencia y volumen ; que requieren de alta eficiencia y flexibilidad; recurso humano muy especializado flexibilidad; recurso humano muy especializado (escaso a nivel mundial).(escaso a nivel mundial).

Productos voluminosos con muy bajos márgenes, Productos voluminosos con muy bajos márgenes, en donde el costo de flete es muy crítico.en donde el costo de flete es muy crítico.

Producción de prototipos y primeras corridas. Producción de prototipos y primeras corridas.

66

Clasificación General de MercadosClasificación General de Mercados BiotecnologíaBiotecnología Química y FarmacéuticaQuímica y Farmacéutica ComunicacionesComunicaciones Internet & Comercio ElectrónicoInternet & Comercio Electrónico Robótica CAD/CAMRobótica CAD/CAM SoftwareSoftware Equipos de Seguridad, Control y PruebaEquipos de Seguridad, Control y Prueba ElectrónicaElectrónica Equipo Electro ÓpticoEquipo Electro Óptico SemiconductoresSemiconductores Equipo MédicoEquipo Médico MaterialesMateriales

77

Análisis de los Sub-Segmentos con Análisis de los Sub-Segmentos con mayor potencialmayor potencial

BiotechnologyBiotechnology• TherapeuticTherapeutic• BionutraceuticalBionutraceutical• Agro /BioAgro /Bio• DiagnosticDiagnostic• Platform TechnologyPlatform Technology• EnvironmentEnvironment• CosmeticsCosmetics• HealthcareHealthcare

Chemicals and PharmaceuticalsChemicals and Pharmaceuticals• Computer HardwareComputer Hardware• Control and Testing Equipment & SoftwareControl and Testing Equipment & Software• Electro/ ChemistryElectro/ Chemistry

88

BUSINESS ANDECONOMICTRENDS THATINFLUENCEFUTUREINDUSTRIALSPENDING U.S. Plant Trends

Plant Spending TrendsThe industry spent $9.2billion for capital and MROspending of $4.2 billion in2001, with spendingexpected to increase in2002.

Technology TrendsThe phenomenal amountThe phenomenal amountof new drug discoveries willof new drug discoveries willcontinue to push thecontinue to push theindustry to develop newindustry to develop newmanufacturing processes.manufacturing processes.

U.S. Business Trends

Industry OverviewA snapshot of the Pharmaceutical andA snapshot of the Pharmaceutical andBiotech Industry, which enjoyed 2001Biotech Industry, which enjoyed 2001US sales of $134 billion. CapitalUS sales of $134 billion. Capitalspending in the industry is poised tospending in the industry is poised togrow at a rate of 10%.grow at a rate of 10%.

Corporate Spending TrendsA look at what motivates spending inthe Pharmaceutical and BiotechIndustry.

Mergers & AquisitionsPushed by the industry’s constantdemand for new therapies in thefuture “product pipeline”, mergers &mergers &acquisitions will continue to grow andacquisitions will continue to grow andexpand.expand.

99

CommunicationsCommunications• Data CommunicationsData Communications• Communications equipmentCommunications equipment• Command, monitoring and securityCommand, monitoring and security• Internet TelephonyInternet Telephony• Telecommunications softwareTelecommunications software• Voice activated productsVoice activated products• Voice processing and voice recognitionVoice processing and voice recognition• Cable TV systemsCable TV systems• Network securityNetwork security• Video CommunicationVideo Communication• Voice over IPVoice over IP• Wireless & Satellite CommunicationsWireless & Satellite Communications

1010

Internet Systems & e CommerceInternet Systems & e Commerce• WirelessWireless• SecuritySecurity• SoftwareSoftware• Multimedia & PromotionMultimedia & Promotion• Logistics (Software)Logistics (Software)

CAD/CAM RoboticsCAD/CAM Robotics• SecuritySecurity• SurgerySurgery• ToysToys• Manufacturing processManufacturing process• EnvironmentEnvironment

1111

SoftwareSoftware • Computer IndustryComputer Industry• Car Industry & AutopartsCar Industry & Autoparts • Semiconductors & MicroelectronicsSemiconductors & Microelectronics• Manufacturing Process Manufacturing Process • Medical Equipment Medical Equipment • Games, amusement & Recreational activitiesGames, amusement & Recreational activities• e.Commercee.Commerce• e.Governmente.Government• e.Governancee.Governance• e.Learning / e.Traininge.Learning / e.Training • Financial SectorFinancial Sector• Tourism sectorTourism sector• Commerce (Point of Sale)Commerce (Point of Sale)• Supply Chain & LogisticsSupply Chain & Logistics• Multimedia ( Media / Movies Productions / Advertising)Multimedia ( Media / Movies Productions / Advertising)• Telecommunications Industry ( Computer Telephony)Telecommunications Industry ( Computer Telephony)• Pharmaceutical Industry (Human Genome)Pharmaceutical Industry (Human Genome)• SecuritySecurity• AerospaceAerospace • Power SupplyPower Supply• RoboticsRobotics• Etc. Etc. Etc........Etc. Etc. Etc........

1212

Changing Dynamics of Global Computer Software& Services Industry: Implications for DevelopingCountries

Technology for Development Series

March 2002

The computer software industry has the potential to become The computer software industry has the potential to become one of the most internationally dispersed highone of the most internationally dispersed high--tech tech industriesindustries; the last two decades saw high growth rates of this sector and a dramatic increase in the spread of computer software and services world-wide. This paper explores the issues surrounding the development of the computer software and services industry; examines how how intellectual property rights affect their establishment and intellectual property rights affect their establishment and growth in developing countriesgrowth in developing countries, and discusses the implications from that for policy formulation.

1313

Control, Testing & Security EquipmentControl, Testing & Security Equipment• Image ProcessingImage Processing• Internet Systems Billing & SecurityInternet Systems Billing & Security• Code Bars LectorsCode Bars Lectors• Measure Lectors (for solids and liquids)Measure Lectors (for solids and liquids)• Access ControlsAccess Controls• Metal & Explosive detectorsMetal & Explosive detectors

ElectronicsElectronics• Computer IndustryComputer Industry• Car Industry (Autoparts)Car Industry (Autoparts)• Consumer Electronics ( Home appliances, Consumer Electronics ( Home appliances, Electronic Electronic

ToysToys, Video and Sound equipment's, etc.), Video and Sound equipment's, etc.)• Medical Equipment'sMedical Equipment's• Automation Manufacturing EquipmentAutomation Manufacturing Equipment• Etc.Etc.

1414

Electro- Optical EquipmentElectro- Optical Equipment• Data Visualization SystemsData Visualization Systems

SemiconductorsSemiconductors• Computer IndustryComputer Industry• Car IndustryCar Industry• Medical AreaMedical Area• TelecommunicationsTelecommunications

Health & MedicineHealth & Medicine Medical EngineeringMedical Engineering Medical EquipmentMedical Equipment Medical DevicesMedical Devices Medical SystemsMedical Systems Tele-MedicineTele-Medicine

MaterialsMaterials New Materials Testing EquipmentNew Materials Testing Equipment

1515

Investments in Israel (High Technology)Investments in Israel (High Technology)

ISRAEL INVESTMENT NEWSFirst Quarter, 2002 -- VOLUME VI, NO. 1 

In this issue….    US’ Intel Invests $3.1mIntel Invests $3.1m in Unicorn Solutions UK IDG Ventures Europe invest $100m . Surf Communications Solutions invest $21m (Software in Developments)   US’ Bausch & Lomb Purchases Rights to Pharmos $50 m   New Zealand Dairy Invests In Tnuva's Whey Processing Plant $35m   Germany’s Merck Invests In Sol-Gel   Australia’s Lowy's Pays $94.5m$94.5m For Stake In IDB Group   US’ GE Invests $10m$10m In Insightec   Japanese to Invest $5m$5m in SFKT Mindset invest $7.5m (in biotechnology & Pharmaceutical)

326.1 MD …And more

1616

Germany’s Merck Invests In Sol-GelSol-Gel has developed a technique that uses glass to create a sunscreen lotion. The tiny glass spheres contain chemicals that absorb dangerous ultraviolet (UV) radiation, causing less damage to the skin than with existing products. According to the company, the product provides safe and inert UV filters that the product provides safe and inert UV filters that do not penetrate the skin, even hours after application. Merck do not penetrate the skin, even hours after application. Merck plans to use plans to use SolSol--Gel's technology to launch a new line of UV absorbersGel's technology to launch a new line of UV absorbers, Eusolex UV-Pearls, which will be marketed to cosmetic manufacturers.

The UV-Pearls will be manufactured at Sol-Gel's Beit Shemesh facility. Founded in 1997, the company's technology was invented at The Hebrew the company's technology was invented at The Hebrew University of Jerusalem by SolUniversity of Jerusalem by Sol--Gel coGel co--founder Professor David founder Professor David AvnirAvnir.. In May 2000, the company completed a private placement, in which investors included Afcon, ($1m investment for a 16.5% stake), and the Millennium Fund, ($1.25m for a 20.7% share). In its first round of financing the previous February, Sol-Gel raised $3.55m, where investors included Challenge Fund II, Evergreen Investments Ltd., and Feuchtwanger Industries Ltd.

Merck, which recorded some 6.7b Euros in sales last year, markets, develops and distributes pharmaceuticals, laboratory products as well as equipment and specialty chemicals.

1717

Surf Raises $21m In New Funding RoundSurf Raises $21m In New Funding Round

Israeli software house Surf Communications Solutions has Israeli software house Surf Communications Solutions has raised $21m in a second round of funding. raised $21m in a second round of funding.

The leading investor in this round was strategic partner Motorola and Israel's Giza Venture Fund. Motorola became a strategic partner of Surf's in January 2001. Additional investors in the latest round of financing included Israel's Pitango Venture Capital and Better On-Line Solutions Ltd (BOS). BOS was one of the main initial investors in Surf and contributed $2m to this latest round.

Surf, established in 1996, develops softwareSurf, established in 1996, develops software--based access based access solutions that are integrated into manufacturers' original solutions that are integrated into manufacturers' original equipment in the telecommunications, data communications, equipment in the telecommunications, data communications, telephony and consumer electronics industries.telephony and consumer electronics industries.

1818

MindsetMindset, located in the Har Hotzvim Technology Park in Jerusalem, was established in 1997. The company, founded by Chain, Dr. Paul Bendheim, and Dr. Eyal Neria, has since received substantial grants from a variety of organizations, including the BIRD Foundation. The company currently has 15 employees. While the company's maiThe company currently has 15 employees. While the company's main n business is researching and developing pharmaceuticals, Chain sbusiness is researching and developing pharmaceuticals, Chain said Mindset received aid Mindset received $1.5m in revenues this year running drug screening services$1.5m in revenues this year running drug screening services, in which trials are conducted on a breed of mice with genomes altered to replicate Alzheimer's effects. Research companies can use the service to speed up the drug selection and testing process with an "almost infinite capacity" for testing, he said.

ClalClal Biotechnological Industries is a wholly owned subsidiary of Biotechnological Industries is a wholly owned subsidiary of ClalClal Industries and Industries and Investments Ltd. Each party invested $7.5m in Mindset for a totaInvestments Ltd. Each party invested $7.5m in Mindset for a total of 50%+ ownershipl of 50%+ ownership..In addition to Mindset, MPM has also invested in Rehovot's Omrix Biopharmaceuticals, Inc., which produces a surgical sealantproduces a surgical sealant..

1919

Nichos en sector primarioNichos en sector primario

La producción de cultivos La producción de cultivos orgánicos; pudiendo conectarse orgánicos; pudiendo conectarse con su industrializacióncon su industrialización

La herbolariaLa herbolaria

El mercado de productos El mercado de productos naturistas en el mundo naturistas en el mundo

20002000PaísPaís Monto Monto

(billones de (billones de dólares USD)dólares USD)

Estados Estados UnidosUnidos

10.5 a 37.010.5 a 37.0

EuropaEuropa 15.0 a 20.015.0 a 20.0

JapónJapón 10.5 a 14.010.5 a 14.0

CanadáCanadá 1.0 a 2.01.0 a 2.0

Canadá: el mercado de productos Canadá: el mercado de productos naturistas 2000naturistas 2000

AlimentosAlimentos 49%49%

Hierbas medicinalesHierbas medicinales 27%27%

NeutracéuticosNeutracéuticos 13%13%

Suplementos dietéticosSuplementos dietéticos 3%3%

Bebidas deportivasBebidas deportivas 5%5%

Vitaminas y MineralesVitaminas y Minerales 4%4%

2020

Nichos en sector primarioNichos en sector primario

La acuacultura.La acuacultura.

La industrialización de frutasLa industrialización de frutas

La producción de hortalizas y La producción de hortalizas y vegetales y su industrialización.vegetales y su industrialización.

Plantaciones forestales comerciales.Plantaciones forestales comerciales.

Tecnologías de alta productividad Tecnologías de alta productividad (invernaderos, sistemas de riego por (invernaderos, sistemas de riego por goteo, etc. goteo, etc.

Tendencias del mercado

Saludo de articulaciones y huesos Bajo nivel de grasa en la sangre Menos grasa en el cuerpoVisión óptima Eliminación de problemas para dormir Control hormonal Reducción de peso Maximización de la energía

2121

AlgunosAlgunos nichosnichos enen loslos serviciosserviciosEcoturismo; turismo rural y de aventura.Ecoturismo; turismo rural y de aventura.

Spas y centros de salud (enfoques a mercados como ejecutivos, Spas y centros de salud (enfoques a mercados como ejecutivos,

mujeres con recursos, tratamiento de adicciones).mujeres con recursos, tratamiento de adicciones).

2222

AlgunosAlgunos nichosnichos enen loslos serviciosservicios

Educación (el Gobierno no tiene los recursos Educación (el Gobierno no tiene los recursos

suficientes para educar a todos los niños y suficientes para educar a todos los niños y

jóvenes; o para re-capacitar a los adultos que jóvenes; o para re-capacitar a los adultos que

buscan empleo).buscan empleo).

Servicios de salud privada.Servicios de salud privada.

Software (ciertos nichos); multimedia, y ciertas Software (ciertos nichos); multimedia, y ciertas

áreas de ingeniería (hay déficit mundial de áreas de ingeniería (hay déficit mundial de

talento en ciertas áreas donde México tiene talento en ciertas áreas donde México tiene

recursos humanos capaces).recursos humanos capaces).

2323

Reflexiones FinalesReflexiones Finales

Considerar en nuestro Proyecto de Desarrollo EconómicoConsiderar en nuestro Proyecto de Desarrollo Económico

Nuestras actuales ventajas comparativas y competitivas (desafortunadamente Nuestras actuales ventajas comparativas y competitivas (desafortunadamente

tenemos afectación en áreas con mucho empleo; pero tenemos importantes tenemos afectación en áreas con mucho empleo; pero tenemos importantes

ventajas en ciertos sectores donde Asia difícilmente puede ganarnos ).ventajas en ciertos sectores donde Asia difícilmente puede ganarnos ).

Enfoque a actividades de “NICHO” y con mayor Valor Agregado (industria, Enfoque a actividades de “NICHO” y con mayor Valor Agregado (industria,

comercio y servicios).comercio y servicios).

Aprovechar las diferencias y complementariedades regionales que nos da la Aprovechar las diferencias y complementariedades regionales que nos da la

diversidad de climas, culturas, recursos humanos y naturales que tenemos.diversidad de climas, culturas, recursos humanos y naturales que tenemos.