Best Practices for World-Class Sales Performance Released in New Report

— MHI Research Institute report identifies key behaviors that drive sales performance metrics, including acquiring new customers, average account billing, and forecast accuracy.

RENO, Nev., June 28, 2014 /PRNewswire/ — MHI Research Institute, the worldwide research and advisory firm and a division of MHI Global, released today the results of its eleventh annual study of sales performance from the MHI Global Sales Best Practices Study, in an executive summary of findings. The summary includes key findings about the behaviors that define superior sales performance.

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As the largest global study of selling and sales management best practices in business-to-business (B2B) selling environments, the study analyzes a range of customer management activities and organizational efforts such as operations and management execution to define the activities that most significantly contribute to growth.

“As market conditions constantly change, sales leaders need the latest, most reliable information from experienced sources to help support their decisions,” said Joe Galvin, Chief Research Officer, MHI Research Institute. “The findings from this study provide a critical resource for sales leaders to make more informed decisions about where to focus their time and resources in the pursuit of world-class performance.”

The latest results came from data collected globally during the fall of 2014 and included more than 1,100 professionals at companies in B2B selling environments regarding the sales activities and performance practices in their organizations.

Highlights from this year’s analysis connect the attributes of World-Class Sales Organizations to the behaviors that drive World-Class Sales Performance:

1.	Provide Perspective: How sales teams connect with their customers by providing a unique perspective
2.	Conscious Collaboration: How collaboration is enabled across the organization to win business
3.	Performance Accountability: What is measured, recognized, and rewarded to drive performance

The study findings confirm that World-Class Sales Organizations have outperformed all others by more than 22 percent in key metrics, including new account acquisition, quota achievement and forecast accuracy. Sales leaders can gain additional insight from the 2014 study to aid their benchmarking and planning, including:

• The impact of sales and marketing alignment in increasing qualified opportunities
• How social selling can be used to connect and engage with prospects
• How sales professionals can achieve a knowledge advantage to be perceived as a key resource for buyers
• What World-Class sales management teams do to advance opportunities
• The link between business objectives and income opportunity in driving sales performance
• Results for organizations that leverage the best practices of top performers to improve others
• Areas where sales organizations are struggling and succeeding with technology

The executive summary report, The Pursuit of World-Class Performance, is available for download. A 10-minute recorded overview of study findings is also available. To schedule an interview regarding the findings, contact the MHI Research Institute at research@millerheiman.com.

About MHI Research Institute

The MHI Research Institute, formerly known as the Miller Heiman Research Institute, is a research organization dedicated to improving the performance and productivity of complex B2B sales organizations. Through extensive research into the best practices, strategies and decision frameworks that drive World-Class Sales Performance, we help sales leaders develop and hone sales strategies to improve sales performance. Our clients leverage the thought-leading research we publish, our World-Class Sales Performance Studies and customized insight into their strategic issues through our Advisory Services. For more information, visit www.millerheiman.com/research_institute.

About MHI Global

MHI Global works with organizations across all verticals around the world to build and sustain customer-focused, high-performance organizations that can drive profitable, predictable top-line growth. Our unrivaled capabilities, dedicated to customer management excellence, come from the combined expertise of powerhouse brands that make up MHI Global – Miller Heiman, AchieveGlobal, Huthwaite, Channel Enablers and Impact Learning Systems. For more information, visit www.MHIGlobal.com.

 

Source: MHI Global

Frost & Sullivan: Indonesia continues to be one of the more attractive markets in ASEAN for foreign healthcare companies

JAKARTA, Indonesia, June 28, 2014 /PRNewswire/ — Frost & Sullivan is optimistic on growth in Indonesia’s Healthcare market, driven by various factors such as investments into Indonesia and growing availability of healthcare services and access in the country. As the ASEAN region grows, Indonesia with its 247 million population is one of the more attractive markets.

Mrs. Rhenu Bhuller, Senior Vice President, Healthcare Frost & Sullivan said that Asia-Pacific Healthcare expenditure per capita is expected to increase 4.8% across the region by 2018. Indonesia per capita expenditure is expected to increase from US$ 109 to US$ 237 in 2018, representing a year on year growth of close to 14%. The total of APAC healthcare spending is expected to grow from US$1.3tn to US$2.2tn in 2018 at a CAGR 10.5%, with ASEAN growing at 11%, she added.

Mrs Bhuller also noted that Indonesia has one of the fastest growing private hospital sectors in the region. In addition, Indonesia’s imports of medical equipment have been on the rise since 2004 indicating underlying domestic demand. While the growth has been uneven from year to year, contributed in some way due to currency fluctuations, the overall trend has been upwards.

Private Healthcare Services – Focus Growth Sector

Within the region, Indonesia and Philippines have the highest shortage of beds and are targets for hospital operators expansions. About 4.2 Million new beds will be needed over next decade to meet the healthcare demand in APAC; more than 40% of that is expected to come from private sector. Frost & Sullivan estimates that more than 35,000 new beds could be added in Indonesia by 2020. One of the larger challenges, however, is the lack of qualified human resources in the healthcare sector, raising a need for in house, as well as across country training programmes. The collaboration with foreign doctors can drive sharing of skills and expertise to local staff.

Favorable government policies, increasing disposable income, changing demographics and  increasing chronic disease burden will drive growth in private hospitals. There is a increasing trend of hospital consolidation in private sector in APAC. Several bigger hospital groups from within and outside of APAC are acquiring smaller hospitals in the region due to forecasted market potential. The private hospital market in Asia Pacific is expected to exceed USD 1 billion by 2017, a yearly growth rate of 17% from 2014. However, the track record of foreign investment in hospitals in Indonesia is relatively lower than other countries. Foreign activity has more been around real estate investment trusts acquiring the real estate asset for a hospital from a related party, but there is increasing local activity in hospital development as hospital groups look to expand beyond Jakarta, Bandung and Surabaya.

Another growth driver for this sector is medical tourism. Thailand, Singapore and Malaysia had 2.5 million medical tourists coming through in 2012. Governments in Malaysia and Singapore continue to set aggressive growth targets, and hospitals like Institut Jantung Negara, Malaysia’s leading cardiac centre, have established initiatives to woo Indonesian patients.

Healthcare Industry – Business Opportunities, Indonesia, 2014-2018

Pharmaceuticals and Medical Devices

Indonesia’s pharmaceutical market is among the top three in terms of growth in ASEAN, and is forecasted to cross USD 10 billion in 2018. Indonesia also has the highest proportion of OTC sales in ASEAN, at 40% of the pharmaceutical market, indicating the propensity of Indonesian consumers towards self medication.

Mrs. Bhuller also said that the middle income local population are increasingly preferring branded generics to lower-cost unbranded drugs. This creates significant opportunities for companies manufacturing branded generics.

The medical devices market is forecasted to grow at 12.5% yearly from 2013 to 2018, and should cross USD 1 billion in 2018. Mrs. Bhuller said that business opportunities exist in surgical equipment, diagnostics and medical imaging equipment and diagnostics.

Future Outlook for Indonesia

Universal healthcare will generate demand in a new population group: by providing access, amongst those that never could have afforded it before. This will further drive demand of generic medication. Generics manufacturers will need to develop strategies to market its off patent generic products to the bottom of the pyramid to play the “high volume, low margin game”

Increase in healthcare spending: Public spending that has traditionally been very low, will have to increase to be able to achieve Universal healthcare by 2019.
Private healthcare services will have to address the huge gap in the healthcare infrastructure as Public hospitals alone will not be able to achieve it.
Different targeting strategies are important to meet gaps in various consumer segments, e.g. the growing middle income group.

Private Players will continue to expand to capture the affluent patient base:

Private hospitals will continue to expand to capture the substantial base of affluent medical tourists that travel to Singapore, Malaysia, Thailand for treatment. Indonesia is starting to promote medical tourism more strongly in areas like Bali with aesthetics treatment.

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, works in collaboration with clients to leverage visionary innovation that addresses the global challenges and related growth opportunities that will make or break today’s market participants.

Our “Growth Partnership” supports clients by addressing these opportunities and incorporating two key elements driving visionary innovation: The Integrated Value Proposition and The Partnership Infrastructure.

• The Integrated Value Proposition provides support to our clients throughout all phases of their journey to visionary innovation including: research, analysis, strategy, vision, innovation and implementation.
• The Partnership Infrastructure is entirely unique as it constructs the foundation upon which visionary innovation becomes possible. This includes our 360 degree research, comprehensive industry coverage, career best practices as well as our global footprint of more than 40 offices.

For more than 50 years, we have been developing growth strategies for the global 1000, emerging businesses, the public sector and the investment community. Is your organization prepared for the next profound wave of industry convergence, disruptive technologies, increasing competitive intensity, Mega Trends, breakthrough best practices, changing customer dynamics and emerging economies?

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Media Contact :
Shena Agusta
Corporate Communications Executive, Indonesia
Phone   : +62 21 571 0838
Mobile : +62856 8870 992
Email     : shena.agusta@frost.com

Source: Frost & Sullivan

Lincoln International Represents Sun Capital Partners in its sale of Manoir Aerospace to Lisi Aerospace (Lisi Group)

NEW YORK, June 27, 2014 /PRNewswire/ — Lincoln International, a leading global mid-market investment bank, announces that it advised the investment fund Sun Capital Partners (“Sun Capital”) on the sale of Manoir Aerospace (“Manoir” or the “Company”) to Lisi Group. Terms of the transaction were not disclosed. Lincoln International acted as the exclusive financial adviser to Sun Capital.

Manoir Aerospace is an industry-leading global supplier of highly complex, flight critical forged and precision machined aerostructure and aeroengine components for the aerospace sector. The Company is positioned on a compelling mix of mid-life and next generation programs including the Leap, the next generation engine developed by Safran and GE. Manoir Aerospace reported FY2013 revenue of €164 million with staff of about 1,100 employees working in three sites in France, one in Belgium and one in Mexico.

“As part of the Lisi Group, Manoir Aerospace is well placed to continue its growth trajectory through the combination of complementary products and industrial know-how which both parties will cross-fertilize,” says Geraud Estrangin, Managing Director at Lincoln International.

Razmig Arzoumanian who heads Lincoln International’s Aerospace & Defense Group in North America would add: “Lincoln International’s global reach and cross-border capabilities were instrumental in engineering the sale of Manoir Aerospace to a key strategic buyer that will be able to support the Company’s future growth opportunities so effectively.”

About Lincoln International and its Global Aerospace and Defense Group

Lincoln International specializes in merger and acquisition advisory services, debt advisory services, private capital raising and restructuring advice on mid-market transactions. Lincoln International also provides fairness opinions, valuations and pension advisory services on a wide range of transaction sizes. With sixteen offices in the Americas, Asia and Europe, Lincoln International has strong local knowledge and contacts in key global economies. The firm provides clients with senior-level attention, in-depth industry expertise and integrated resources. By being focused and independent, Lincoln International serves its clients without conflicts of interest.

Lincoln International’s Global Aerospace & Defense specializes in aerospace & defense transactions in the mid-market. The group’s highly integrated, international team of M&A professionals has extensive experience advising the leading OEMs, Tier I or Tier II suppliers in the industry, as well as privately-held and private equity owned companies supplying components, systems and services.

More information about Lincoln International can be obtained at www.lincolninternational.com

Media Contact: Kyle Wolthusen
(312) 506-2798
kwolthusen@lincolninternational.com

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SOURCE Lincoln International

Islamic Development Bank Announces US$2 Billion IDB Infrastructure Fund II

— Largest private equity infrastructure fund dedicated to the 57 member countries of the IDB –

— ASMA Capital Partners established and based in Bahrain to manage the IDB Fund II –

JEDDAH, Saudi Arabia and MANAMA, Bahrain  /PRNewswire/ — His Excellency Dr. Ahmad Mohamed Ali, President of the Islamic Development Bank (IDB) Group, announced the launch of the US$2 billionIslamic Development Bank Infrastructure Fund II (the IDB Fund II), on the occasion of the 40^th anniversary of the IDB. The IDB Fund II is the largest private equity infrastructure fund dedicated to the 57 member countries of the IDB.

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The IDB Fund II is supported by the Public Pension Agency of the Kingdom of Saudi Arabia, the Public Investment Fund of the Kingdom of Saudi Arabia, the Ministry of Finance of the Kingdom of Bahrain and the Ministry of Finance of the Sultanate of Brunei Darussalam as founding investors, with aggregate commitments totalingUS$750 million for the first closing. A final closing with additional investors is targeted for early 2015.

The IDB Fund II is the successor to the US$730 million IDB Infrastructure Fund I (the IDB Fund I), also supported by the founding investors, which achieved an IRR of 18% and an investment multiple of 1.7 times across signature projects such as AirAsia in Malaysia, Saudi International Petrochemical Company (SIPCHEM) in Saudi Arabia and AES Oasis Ltd with power assets in Pakistan, Oman and Jordan.

H.E. Dr. Ahmad Mohamed Ali said “building on the successful track record of IDB Fund I, the IDB and founding investors are nearly tripling the size of the IDB Fund II to US$2 billion. The fund will mobilise up to US$24 billionof aggregate financing to support the development of key infrastructure projects in IDB member countries.”

IDB and the founding investors have established ASMA Capital Partners B.S.C (c), based in the Kingdom of Bahrain, as a multi-fund asset management platform to manage the IDB Fund II. The Chairman of ASMA Capital is the President of the IDB Group, and the Vice Chairman is H.E. Mohammed Al-Kharashi, the Governor of the Public Pension Agency of the Kingdom of Saudi Arabia,H.E. Dato Paduka Haji Bahrin bin Abdullah, Deputy Minister of Finance of the Sultanate of Brunei Darussalam.  The other Board Members are Mr. Abdulla Ebrahim Al Ayadhi, Assistant Secretary General of the Public Investment Fund of the Kingdom of Saudi Arabia and Mr. Sami Mohammed Humaid, Director of Foreign Economic Relations of the Ministry of Finance of the Kingdom of Bahrain. . The management team is led by the CEO of ASMA Capital, Mumtaz Khan, who previously managed the IDB Fund I.

H.E. Mohammed Al-Kharashi said “ASMA Capital is expected to play a significant role in assisting pension funds and other global investors seeking to deploy capital into infrastructure projects in select emerging markets for portfolio diversification and stable return.”

The IDB Fund II will have a broad sectorial focus beyond core infrastructure sectors of power, telecommunications, transportation, and will include investment in oil and gas, refinery and petrochemicals, steel and aluminum, mining, logistics and an allocation for healthcare, education, and financial services.

Mumtaz Khan said “The IDB Fund II is a unique platform combining the strength of IDB and other founding investors with an experienced management team to identify and develop investment opportunities across multiple regions.”

Source: ASMA Capital Partners

ReWalk(TM) Personal Exoskeleton System Approved by FDA for Home Use

MARLBOROUGH, Mass. /PRNewswire/ — Exoskeleton leader ReWalk Robotics announced today that the U.S. Food and Drug Administration has cleared the company’s ReWalk Personal System for use at home and in the community. ReWalk is a wearable robotic exoskeleton that provides powered hip and knee motion to enable individuals with Spinal Cord Injury (SCI) to stand upright and walk. ReWalk, the only exoskeleton with FDA clearance via clinical studies and extensive performance testing for personal use, is now available throughout the United States.

The FDA has issued a marketing clearance for the ReWalk, which was granted via a rigorous de novo process that involved multiple clinical studies demonstrating safety and effectiveness of the technology.

“This revolutionary product will have an immediate, life-changing impact on individuals with spinal cord injuries,” said Larry Jasinski, CEO of ReWalk Robotics. “For the first time individuals with paraplegia will be able to take home this exoskeleton technology, use it every day and maximize on the physiological and psychological benefits we have observed in clinical trials,” he added. “This is truly the beginning of ‘ReWalking’ as a daily reality in the U.S.”

Derek Herrera, a Captain in the U.S. Marine Corps, is a paraplegic trained on the ReWalk Personal System, and will be one of the first Americans to own the ReWalk. “I see this as a milestone for people in my same situation who will now have access to this technology – to experience walking again, and all of the health benefits that come with ReWalking,” Captain Herrera said. The Marine Special Operations Command Foundation (MARSOC Foundation) will be donating the funds for Herrera’s ReWalk system; Herrera works for the Marine Special Operations Command. “It will be incredible for me to regain independence, to use the system to walk and stand on my own,” he added.

ReWalk provides user-initiated mobility through the integration of a wearable brace support, a computer-based control system and motion sensors. The system allows independent, controlled walking while mimicking the natural gait patterns of the legs, similar to that of an able-bodied person. In addition to the ability to stand and walk independently, clinical studies of the ReWalk Rehabilitation system show significant health benefits to the user, on both a physiological and psychological level.

Study data of the ReWalk system indicates potential improvements in cardiovascular health, loss of fat tissue, building of lean muscle mass, and improved bowel function. Feedback from ReWalk users supports these potential benefits and others, such as better pain management, fewer medications, and potentially reduced hospitalizations.

“What makes this so exciting is the understanding that, in addition to the psychological benefits realized by ReWalking, consumers are able to improve upon the clinical benefits,” said Jasinski. “Now, with FDA clearance, users will continue to experience these benefits on a daily basis at home.”

ReWalk has been tested extensively in the U.S., Europe, and Israel. The ReWalk system is supported by the most published data of all exoskeleton systems in the rehabilitation market, and is used by more people worldwide than all other exoskeleton systems combined.

ReWalk was developed by Dr. Amit Goffer, an Israeli inventor who became quadriplegic after an ATV accident in 1997. It was through his own personal experience in utilizing mobility devices for people with spinal cord injury that Dr. Goffer developed the ReWalk.

The company offers two products: ReWalk Personal and the ReWalk Rehabilitation wearable robotic systems. The ReWalk Personal System, designed for everyday use by individuals at home and in their communities, is custom-fit for each user. The system is designed for daily use in a range of environments such as in the home, at work, at social events, indoors as well as outdoors, as well as on different surfaces or terrains. This revolutionary, cutting-edge technology allows users to stand, turn and walk with independent control of the system.

The ReWalk Rehabilitation system is used in the clinical rehabilitation environment, where it provides a valuable means of exercise and therapy as well as a training base for individuals to be certified, enabling them to purchase a Personal system.

“The person walks the system, the system does not walk them.  The users are in control — when they want to sit, they sit, when then want to stand and walk, they do so,” said ReWalk inventor Dr. Goffer.

“ReWalking is much more than walking,” says Jeff Dykan, ReWalk’s Chairman of the Board. “ReWalk provides paralyzed individuals with the ability to stand and walk, to look someone in the eye, to hug and be hugged. These are simple acts which many of our ReWalkers thought they would never be able to do again,” he added. “When you take that into account in addition to the health benefits, it underscores just how monumental a day this is for the SCI community here in the U.S.”

The ReWalk Personal System is available to consumers upon meeting requirements from a medical examination and successful completion of the required training program. The company also offers a comprehensive maintenance and warranty program for the system.