Situation

The mainstay of treatment for acute myocardial infarction (AMI) has traditionally been the rapid administration of a thrombolytic agent. The market for these agents is mature, with a number of players competing for market share. However, the increasing use of immediate percutaneous coronary intervention (PCI) is now eroding the thrombolytic market.

Sales of our client’s thrombolytic agent, originally the market leader, had been in decline for some time due to price erosion, introduction of newer agents and the overall shrinking of the market. Our challenge was to investigate and make recommendations for a potential new market, in order to offset declining sales.
 

Solution

The potential for the product in the central venous access device (CVAD) malfunction market was investigated.  CVADs are used to provide life-saving and critical treatment such as haemodialysis in renal failure patients, chemotherapy for cancer patients, nutritional supplements for patients who cannot receive nutrients via the digestive tract, parenteral antibiotics for patients with severe infections and for any other critically ill patient who requires frequent blood withdrawal or drug administration.  It is estimated that 5 million CVADs are placed each year in the US alone.  A common problem with CVADs is blockage by a blood clot (thrombus), making the device unusable. These blood clots can be removed using a thrombolytic agent and it was this indication that was selected for further investigation.

Our objective was to ensure that the client was fully conversant with the therapeutic area and key market dynamics, to assess market opportunities and to advise on investment potential. This was achieved through a series of round table meetings and one-to-one discussions with key stakeholders. 

Results

We were able to confirm the viability of the CVAD malfunction market and make a positive recommendation for entry. As a consequence, dossiers have been submitted to regulatory authorities and launch is planned for 2008.