96INNOVATION UKINNOVATION UK life- sciences companies have the world at their feet, with commercial opportunities in a wide range of markets Going global With its track record of world- class research, the UK life- sciences industry is internationally renowned for producing highly innovative, effective solutions to global and local health issues. The talent and skills available to the UK life- sciences industry have played a major part in its success, delivering scientific innovation at the highest level, and using man-agerial leadership and experience to turn cutting- edge scientific discoveries into marketable products and services. Such products and services are in increasing demand overseas, particularly in the area of healthcare, a sector worth some $ 10.5bn to the UK. Overseas sales of UK medical supplies, for example, continue to grow sharply, with exports of such products as orthopaedic and pros-thetic appliances hitting $ 2.2bn in 2007, compared with $ 681m in 2003. High- growth markets, which are increasingly investing in new hospitals, treatment centres, labs and devices to meet the demands of their expanding economies and growing populations, offer particularly interesting opportunities for UK companies. Key examples include the United Arab Emirates, where construction of new healthcare infrastructure is proceed-ing apace, and neighbouring Saudi Arabia, which has opportunities in fields such as medical and dental equip-ment, surgical implants, diagnostic products, hospital operation and management and medical training. South Africa, which is committed to restructuring its healthcare sector, provides similar openings, as well as prospects for e- health and IT solution providers, while China is devoting increasing levels of funding to rural healthcare provision. Assisting exporters UK Trade & Investment, the government agency that helps UK firms do business internationally, can help life- sciences companies take advantage of overseas opportunities. Its unique services include: » » An export health check » » Subsidised training » » Specialist help with tackling cultural and language issues » » Advice on market research and the possibility of a grant towards approved market- research projects » » Information, contacts, advice and mentoring » » Help and some financial support to participate in trade fairs overseas » » Opportunities to participate in sector- based trade missions and seminars » » Access to major overseas buyers, governments and supply chains » » Advice on forming international joint ventures and partnerships » » Exploratory visits to new markets » » Alerts to business opportunities. www. uktradeinvest. gov. uk Hong Kong, meanwhile, is seeking to become the inter-national hub for the standardisation of Traditional Chi-nese Medicine; South Korea needs to cater for one of the fastest ageing populations in the world; Malaysia is undertaking a major drive to set up medical centres and government hospitals and to upgrade facilities and medical systems; and Brazil is going through major health reforms, including a comprehensive management modernisation process. Life- Sciences UKTI

UKINNOVATION UK97 Major international opportunities also exist for the UK's biotechnology and pharmaceuticals companies, which are the most successful in Europe. A key market is India, which has the fourth- biggest pharmaceuticals industry globally, with an 8% share in worldwide sales, and has been recognised by an Ernst & Young survey as one of the world's emerging biotech leaders. Thanks to its first- class expertise, unsurpassed experience and winning attitude, the UK life- sciences sector is well placed to take advantage of these exciting trends and help ensure its continuing success on the world stage. Case studies Deltex Medical Chichester- based Deltex Medical, which manufactures medical monitors that are used to help patients to recover from the effects of major surgery, is developing successful operations in high- growth markets in Asia, Latin America and the Middle East after using the services of UK Trade & Investment ( UKTI). Most recently, the company signed contracts with new distributors to sell its products in markets including Saudi Arabia and Russia. This success came after it had taken part in UKTI's Tradeshow Access Programme, which pro-vided funding for the firm to attend the Arab Health Exhibition in Dubai. " UKTI has enabled us to reach markets we would never have previously invested in, and provided us with valu-able information on how to improve our overseas sales activities," says Andy Mears, International Sales Director at Deltex Medical. " We have also received tips on business etiquette, which have stood us in good stead when exporting to countries which have a very different business ethos to here in the UK." For more information, visit: www. deltexmedical. com Integrated Technologies Ltd ( ITL) Flourishing Ashford- based firm ITL, which specialises in the contract design, development and manufacture of instruments for use throughout the life- sciences sector, recently worked with UK Trade & Investment ( UKTI) to help it open a factory in Jinqiao, China. UKTI provided support with areas such as documenta-tion, the preparation and translation of brochures, and advice on China's business culture and environment. " We talked with UKTI in the early stages of this project and very soon began to feel the benefit," says Manag-ing Director Tom Cole. " We received invaluable advice on who to contact in China, how best to progress the project and how to tackle bureaucracy. This led to our identifying five key suppliers in China, one of whom is now our partner, and soon afterwards we opened our new Jinqiao facility." For more information, visit: www. itl. co. uk Office for Life Sciences The UK government and life- sciences industry have come together in the Office for Life Sciences ( OLS) to develop actions with the potential to transform an already world- class sector. The OLS has published a blueprint which recognises the importance of this exciting and fast- moving indus-try and its potential impact in energising the UK econ-omy in the years to come. A key pillar of the OLS is marketing UK life sciences internationally. A strategy has therefore been published by the UK Life Sciences Marketing Strategy Board to enable the UK industry to speak with one consistent voice in its global marketing activities. At the heart of the new initiative is a dedicated website www. uklifescience. co. uk that provides UK life- sciences businesses with a comprehensive marketing toolkit, where they can download messages and images to complement their own marketing efforts, as well as view sector intelligence and events. If you are a UK company and would like to access this site please register at www. uklifescience. co. uk Life- Sciences UKTI