How Aerogen’s ‘born global’ mindset drove export success

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7th March 2017

    Case Study: Aerogen

CEO of Aerogen John Power recognised long before he established the company in Galway in 1997 that he would have to make sure it developed a unique solution that could be sold globally – as distinct from something designed specifically for Europe or the US.

The result was an aerosol drug delivery system that reduces the length of time a patient needs to be on a ventilator. This means they recover faster and have a shorter stay in hospital. Its proprietary vibrating mesh technology turns liquid medication into a fine particle mist, gently and effectively delivering drugs to the lungs of critically ill patients.

Aerogen is now synonymous with the effective treatment of respiratory illness among patient groups of all ages, playing a critical role in emergency departments and intensive care units in over 75 countries worldwide.

“Medtech companies by nature are ‘born global’. I knew there was no chance of setting up and sustaining a business developing original medical equipment just for sale in Ireland and the UK,” says Power.

“All of our products are heavily regulated and any new iteration has to get both European and US approvals, so we have always brought those markets along in parallel since early 2000. A lot of our partners, such as GE Healthcare and Medtronic, want products that sell internationally and are regulated internationally.”

The US is Aerogen’s No 1 market – its aerosol drug delivery system is now being used in the intensive care units of 60% of the top 200 hospitals in the US. Europe, including the UK and Ireland, is its second biggest market accounting for around 30% of sales, followed by Asia and the Middle East.

 

For the full case study go to Enterprise Ireland.

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