How to design a distribution flow to the Indian market - Based on market potential, import regulations, and trade barriers

BACKGROUND AND PURPOSE A global company aiming at a high market position in the future, which Axis Communications AB is, is forced to address the emerging markets. Axis has previously focused on Brazil, Russia, and China and now it is time to address the fourth BRIC country; India, since it is considered to have one of the world's greatest market potential. Axis works according to their partner model, which defines how Axis goes to market. Axis always sells products to distributors, the distributors sell the products to the system integrators/resellers, and the system integrators/resellers sell the products to the end users. Today, Axis sells products to the Indian market through applying ExWorks Singapore, which means that Axis Communications AB ships the products to Singapore where the distributor buys the products. The distributors sell the products to the system integrators/resellers, and the system integrators/resellers finally sell the products to the end users on the Indian market. Axis wants to know how this distribution flow can be designed to better fit the corporate strategy based on market potential, import regulations, and trade barriers. The research questions in the thesis are: 1. Does the Indian market opportunity for video surveillance for the coming three years, 2014-2016, indicate positive or negative sales potential for Axis's products? 2. Based on local requests or requirements for network video on the Indian market, what adjustments, if any, in the offer of products or services would be preferable for Axis's sales in India? 3. Which, if any, trade agreements or other governmental incentives in India could Axis benefit from? 4. Based on costs and partner program aspects, what are the advantages and disadvantages for Axis to start importing to India compared to letting the distributors continue handle the import? The purpose with this project is to clearly explain the advantages and disadvantages with Axis importing products to India. Since the market opportunity for Axis in India, requirements from the market and applicable trade agreements will impact the distribution flow design, this will be examined and presented as well. METHODOLOGY For this Master's Thesis project, the Constructive research approach has been selected as method with slight adjustments to answer the research questions and fulfil the purpose. The Constructive research approach is focusing on solving an existing problem or finding a solution to a given situation. The data collection was made through desk research and interviews. This process was structured according to the research areas: corporate strategy, macro environment, sales and market potential, trade regulation, and distribution flow. The empirical data was analysed to create a problem solving construction that first was tested practically through a workshop at the company and then refined. FRAME OF REFERENCE From the framework for network design decision by Chopra and Meindl (2004) and the framework for import/export decision by Nelson (2000), the researchers developed a research framework. The framework has five research areas: Corporate Strategy, Macro environment, Sales and Market Potential, Trade Regulation, and Distribution Flow. CONCLUSION The refined solution for research question one is that the sales potential is positive for Axis's products on the Indian market for video surveillance for the years, 2014-2016. Although, Axis will need to invest a lot of effort and resources to follow the market's estimated growth. The refined solution for research question two suggests that it would be beneficial for Axis sales in India to implement the following changes to today's offer: * Requirement: Take over the activity of labeling the products with MRP-labels. * Requests: Extend the warranty to match the competitors; shorten the lead time from order until the product reaches the end user; continue to have a broad range of products; introduce a customized product portfolio. The refined solution for research question three is that there are no trade agreements applicable for Axis activity in India and that the governmental incentives of interest are the reduction of duty for some end users. The refined solution for research question four is that the major advantages and disadvantages for Axis to start importing are: * Advantages: Possible to establish a price list; conditions for implementing the partner program will be in place; Back-end rebates will be applicable. * Disadvantages: India is a very corrupt market. Hence, regulations on the paper might not be equal to practice; price pressure and negotiation are fundamental parts of the culture. The recommendation is that Axis should start import to India, to have Axis's strategy operational and to be able to build further on the basis of the corporate strategy.BAKGRUND OCH SYFTE Ett globalt företag som syftar till att långsiktigt öka sin marknadspotential, vilket Axis Communications AB gör, måste adressera utvecklingsmarknaderna i världen. Axis har tidigare haft Brasilien, Ryssland och Kina i focus och vill nu adressera Indien då den Indiska marknaden anses ha en av väldens bästa marknadspotentialer. Axis arbetar utefter sin partnermodel, vilken definierar hur de tar sina produkter till marknaden. Axis säljer alltid produkter till distributörer, distributörerna i sin tur säljer vidare till system integratörer/återförsäljare, vilka sedan säljer till slutkunden. Till de indiska kunderna levererar Axis i dagsläget produkterna som ExWorks Singapore, vilket i praktiken innebär att Axis Communications AB skickar produkterna till sitt säljkontor i Singapore där de indiska distributörerna hämtar upp produkterna och importerar dem till Indien. När produkterna kommit till Indien säljs de vidare av distributören till systemintegratören/återförsäljaren, som i sin tur säljer till slutkunden. Axis vill nu veta hur man kan utforma detta distributionsflöde för att bättre passa företagets strategi baserat på marknadens potential, importregler samt handelshinder. Forskningsfrågorna för detta examensarbete är: 1. Påvisar marknadspotentialen på den Indiska marknaden för videoövervakning positiv eller negativ försäljningspotential för Axis produkter mellan åren 2014-2016? 2. Baserat på marknadens önskemål och krav, vilka förändringar av Axis erbjudande vore fördelaktiga för försäljning på den indiska marknaden? 3. Finns det några handelsavtal eller statliga incitament i Indien som är fördelaktiga för Axis? 4. Baserat på kostnads- och partnerprogramaspekter, vilka är för- respektive nackdelarna för Axis att börja importera till den indiska marknaden jämfört med att låta distributörerna sköta importen som idag? Syftet med projektet är att utröna för- och nackdelarna för Axis att importera produkter till Indien. Då försäljningspotentialen för Axis i Indien, önskemål och krav från marknaden, samt handelsavtal och statliga incitament kan komma att påverka hur distributionsflödet utformas kommer även dessa aspekter att tas med i projektet. METOD För detta examensarbete har the Constructive research approach valts som metod. Metoden har modifierats något för att besvara forskningsfrågorna och uppnå syftet. Metoden fokuserar på att lösa ett befintligt problem eller att hitta en lösning till en given situation. I datainsamlingsfasen har metoderna skrivbordsundersökning och intervjuer använts. Datainsamlingen har strukturerats utefter forskningsområdena företagsstrategi, makromiljö, försäljnings- och marknadspotential, handelsregler och utformning av distributionsflöde. Insamlade empiriska data analyserades för att ta fram en lösning som först testades praktiskt genom en workshop och sedan förfinades till den slutliga lösningen, alltså svaren på forskningsfrågorna. TEORETISK REFERENSRAM Utifrån ramverket för nätverksdesignbeslut av Chopra och Meindl (2004) och ramverket för import och export av Nelson (2000) har författarna till föreliggande examensarbete utvecklat ramverket Pyramiden för undersökningsområden, även kallad Pyramidmodellen. Syftet med modellen är att tydliggöra de aspekter som påverkar svaret på forskningsfrågorna. Ramverket består av de fyra delarna företagsstrategi, makromiljö, försäljnings- och marknadspotential, handelsregler samt utformning av distributionsflöde. SLUTSATS Den slutliga lösningen på forskningsfråga ett är att marknadspotentialen på den indiska marknaden för videoövervakning påvisar positiv försäljningspotential för Axis produkter för åren 2014-2016. Dock kommer Axis att behöva investera mycket energi och resurser för att följa med i marknadens estimerade utveckling. Den slutliga lösningen på forskningsfråga två föreslår att det skulle vara fördelaktigt för Axis försäljning i Indien att införa följande förändringar i erbjudandet till kunderna: * Krav: överta MRP-märkningen av produkterna. * Önskemål: utöka garantilängden för att matcha konkurrenterna, minska ledtiden från order tills produkten når slutkund, fortsätta erbjuda ett brett produktutbud, samt introducera en specialanpassad produktportfölj. Den slutliga lösningen på forskningsfråga tre är att det inte finns några fördelaktiga handelsavtal eller statliga incitament i Indien som kan nyttjas av Axis. Den slutliga lösningen på forskningsfråga fyra är följande för- respektive nackdelarna för Axis att börja importera till den indiska marknaden: * Fördelar: Möjligt att etablera en prislista, förutsättningar för att partnerprogrammet ska fungera kommer skapas, back-end rabatter kommer kunna appliceras. * Nackdelar: Indien är en väldigt korrupt marknad vilket gör att regler som står nedskrivna inte alltid stämmer överens med praktiken, förhandling och prispress är grundpelare i den indiska kulturen. Rekommendationen till Axis är att börja sköta importen till den Indiska marknaden för att på så sätt skapa förutsättningar för att följa Axis strategi och därmed kunna bygga vidare på partnermodellen, vilken anses vara en av Axis nycklar till framgång

Treatment and Patient Reported Outcome in Children with Hirschsprung Disease and Concomitant Congenital Heart Disease

. Purpose. Congenital heart disease (CHD) is reported to be associated with Hirschsprung disease (HD). The aim was to evaluate any differences between children with HD with and without CHD, respectively, with regard to patient characteristics, medical care, and patient reported bowel function. Method. This is a retrospective chart study and a cross-sectional long-term follow-up of patients older than 4 years old, including all children with HD operated on with transanal endorectal pull-through (TERPT) at a tertiary center of pediatric surgery. Information about patient characteristics, diagnostics, surgery, and medical care was compiled. At longterm follow-up, bowel function was assessed by Bowel Function Score. Results. Included were 53 HD-patients, 13 with CHD and 40 without CHD. Children with CHD more commonly presented with failure to thrive; 4 (23%) compared to those without CHD (0%) ( < 0.01). In the long-term follow-up, including 32 patients (6 with CHD), constipation was more commonly reported by children with CHD 5 (83%) than by children without CHD 4 (27%) ( = 0.01). No differences were shown in the other parameters such as fecal control and incontinence. Conclusion. HD-patients with CHD more commonly presented with failure to thrive and more frequently reported constipation than HD-patients without CHD. The findings indicate that HD-patients with CHD might need special consideration in their initial care and long-term follow-up

Long-term outcome of displaced radial neck fractures in adulthood: 16–21 year follow-up of 5 patients treated with radial head excision

Background There have been no reports on the long-term outcome of radial neck Mason type IIIb fractures in adults

Measurement of vertebral rotation in adolescent idiopathic scoliosis with low-dose CT in prone position - method description and reliability analysis

<p>Abstract</p> <p>Background</p> <p>To our knowledge there is no report in the literature on measurements of vertebral rotation with low-dose computed tomography (CT) in prone position.</p> <p>Aims</p> <p>To describe and test the reliability of this new method, compare it with other methods in use and evaluate the influence of body position on the degree of vertebral rotation measured by different radiological methods.</p> <p>Study design</p> <p>Retrospective study.</p> <p>Methods</p> <p>25 consecutive patients with adolescent idiopathic scoliosis scheduled for surgery (17 girls, 8 boys) aged 15 ± 2 years (mean ± SD) were included in the analysis of this study. The degree of the vertebral rotation was in all patients measured according to the method of Perdriolle on standing plain radiographs and on supine CT scanogram, and according to the method of Aaro and Dahlborn on axial CT images in prone position and on magnetic resonance imaging (MRI) in supine position. The measurements were done by one neuroradiologist at two different occasions. Bland and Altman statistical approach was used in the reliability assessment.</p> <p>Results</p> <p>The reliability of measuring vertebral rotation by axial CT images in prone position was almost perfect with an intraclass correlation coefficient of 0.95, a random error of the intraobserver differences of 2.3°, a repeatability coefficient of 3.2° and a coefficient of variation of 18.4%. Corresponding values for measurements on CT scanogram were 0.83, 5.1°, 7.2°, and 32.8%, respectively, indicating lower reliability of the latter modality and method. The degree of vertebral rotation measured on standing plain radiographs, prone CT scanogram, axial images on CT in prone position and on MRI in supine position were 25.7 ± 9.8°, 21.9 ± 8.3°, 17.4 ± 7.1°, and 16.1 ± 6.5°, respectively. The vertebral rotation measured on axial CT images in prone position was in average 7.5% larger than that measured on axial MRI in supine position.</p> <p>Conclusions</p> <p>This study has shown that measurements of vertebral rotation in prone position were more reliable on axial CT images than on CT scanogram. The measurement of vertebral rotation on CT (corrected to the pelvic tilt) in prone position imposes lower impact of the recumbent position on the vertebral rotation than did MRI in supine position. However, the magnitude of differences is of doubtful clinical significance.</p

Mapping trabecular disconnection "hotspots" in aged human spine and hip

Trabecular bone disconnection is an independent factor in age-related skeletal failure where real termini (ReTm; rare in youth) may cause weakness disproportionate to tissue loss, yet their structural contribution at vulnerable locations remains uncertain. ReTm (previously recorded at the iliac crest) were mapped in "normal" aged vertebral bodies (T11-L5 autopsy; 20 females, 10 males) and corresponding proximal femora (autopsy; 10 females). Results were compared with biomechanically failed femora from orthopaedic subjects aged >. 58. yr (osteoporosis OP, 10 females; osteoarthritis OA, 10 females). A novel direct 2D/3D histological method was applied to large, thick (300. μm) slices superficially silver-stained to separate ReTm (unstained) from apparent termini (planar artefacts, brown). Light microscope field co-ordinates enabled ReTm mapping and statistical testing relative to i) sex, ii) tissue sector and iii) slicing plane. In men ReTm populations were small and random while in women they were large and sector-specific. In vertebrae they clustered anterior/superior being rare posterior/inferior; in the femoral head they concentrated distal/superior and also near the fovea, being fewer distal/inferior. A distribution polarity was evident with 100% more ReTm observed transversely (i.e., on tensile-related cross struts) than longitudinally (i.e., on compression-related vertical struts). Their numbers rose in OP (BV/TV. . 14%), remaining polarised and sector-specific in OP only. Comparative experimentation by marrow elution of an OP animal model demonstrated "floating segments" as a possible outcome. Conclusions were supported statistically that trabecular disconnection "hotspots" at vulnerable locations are sex- and sector-specific, mainly transaxial, and subject to disease modulation

A randomised sham controlled trial of vertebroplasty for painful acute osteoporotic vertebral fractures (VERTOS IV)

<p>Abstract</p> <p>Background</p> <p>The standard care in patients with a painful osteoporotic vertebral compression fracture (VCF) is conservative therapy. Percutaneous vertebroplasty (PV), a minimally invasive technique, is a new treatment option. Recent randomized controlled trials (RCT) provide conflicting results: two sham-controlled studies showed no benefit of PV while an unmasked but controlled RCT (VERTOS II) found effective pain relief at acceptable costs. The objective of this study is to compare pain relief after PV with a sham intervention in selected patients with an acute osteoporotic VCF using the same strict inclusion criteria as in VERTOS II. Secondary outcome measures are back pain related disability and quality of life.</p> <p>Methods</p> <p>The VERTOS IV study is a prospective, multicenter RCT with pain relief as primary endpoint. Patients with a painful osteoporotic VCF with bone edema on MR imaging, local back pain for 6 weeks or less, osteopenia and aged 50 years or older, after obtaining informed consent, are included and randomized for PV or a sham intervention. In total 180 patients will be enrolled. Follow-up is at regular intervals during a 1-year period with a standard Visual Analogue Scale (VAS) score for pain and pain medication. Necessary additional therapies and complications are recorded.</p> <p>Discussion</p> <p>The VERTOS IV study is a methodologically sound RCT designed to assess pain relief after PV compared to a sham intervention in patients with an acute osteoporotic VCF selected on strict inclusion criteria.</p> <p>Trial registration</p> <p>This study is registered at ClinicalTrials.gov., <a href="http://www.clinicaltrials.gov/ct2/show/NCT01200277">NCT01200277</a>.</p

Impact of prevalent and incident vertebral fractures on utility: results from a patient-based and a population-based sample

Data are scarce on the impact of vertebral fractures (VFX) on utility. The objective of this study was to assess the impact of prevalent and incident VFX on utility in both a patient-based and population-based sample. Data from the Multiple Outcomes of Raloxifene Evaluation (MORE) study (n = 550 for prevalent VFX and n = 174 for incident VFX) and the European Prospective Osteoporosis Study (EPOS) (n = 236) were used. Utility was assessed by the index score of the EQ-5D. In the MORE study, highly statistically significant associations were found between utility and the presence of prevalent VFX (p < 0.001), number of prevalent VFX (p < 0.001), severity of prevalent VFX (p < 0.001), the combination of number and severity of prevalent VFX (p = 0.001) and location of prevalent VFX (p = 0.019). The mean utility was significantly lower among women who suffered an incident VFX (utility = 0.67) than among women who did not (utility = 0.77) (p = 0.005), although utility loss was not significantly different between the two groups (p = 0.142). In EPOS, the combination of number and severity of incident VFX was significantly related to utility (p = 0.030). In conclusion, utility is lower among persons with prevalent and incident VFX, especially in a patient-based sample. Utility loss was not significantly different between women without and with incident VFX