ProWellness UK Ltd – From Oulu to global markets Harri Lahtela

ProWellness Oy Established in 1996 System for the prevention and management of chronic illnesses; for example diabetes and COPD.

Entry to the UK Establishment of ProWellness UK Ltd UK operation established in 2001 Acquisition of Westman Medical Group Existing customer base Founder stayed with ProWellness Reasons for entering the UK market Similar healthcare system to Finland Semi-established diabetes market NPfIT programme; launched in 2000 References in the UK help to expand to other parts of the world

Lessionslearned Do your homework National programmes; gaps between vision and practice Pricing Tenders & contracts are heavy compared to Finland Insurance policies, Escrow etc. Selecting the pilot sites Resources to develop the system Take ownership Use the system as intended Amount of customisation Terminology Support local procedures and workflows Reporting requirements at different levels

Doing business in the UK Truly multi-cultural environment People from all over the world Business culture between the US and Europe In the public sector, employees mainly British, but still a very multi-cultural environment Very competitive environment More local competition Many American companies come to the UK first London is the centre of business Very transient city People are different to those in the rest of the country Can be expensive

Opportunities beyond the UK People from all over the world in universities in business Expanding from the UK Obvious place to start Republic of Ireland Strong business links to the US Middle East Strong links to former colonies Canada Australia New Zeeland South Africa Singapore Hong Kong India

Geography UK is relatively small in area Most major cities within 3 hours from London by train Within 2 hours; Birmingham Manchester Cardiff Southampton Within 3 hours; Leeds Newcastle Plymouth London Southampton Birmingham Manchester Newcastle Plymouth Cardiff Edinburgh Glasgow

Current situation National framework agreements Public sector is getting better at purchasing Approved suppliers Better terms Economy is struggling Value of £ has depreciated Goverment borrowing -> has to be paid back Counterpart risk Getting more for your money Office rents are coming down More skilled labour available If you can sell your product now you can sell it any time

Tips Finnishness is a positive thing Reliable Technologically savvy Have your literature proof read Marketing material Website At times British are hard to understand They avoid confrontation Not always clear what they really think British people are polite and appreciate good manners Lots of ”thank you” and ”please” Drop a note after a meeting Small talk, silence can be awkward and is often mis-interpreted as rudeness

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