1. Usage and Attitude Study
The outlook and challenges of EVAR devices, 2012

2. Report Contents
Countries Covered: Benelux (Belgium, Netherlands, Ranking:
Luxembourg), France, Germany, Italy, Spain and the United
Kingdom (1) Unmet EVAR device needs
Overall ranking of unmet EVAR device needs in Western Europe
Total Sample base: 150 respondents Ranking of unmet EVAR device needs by speciality / institution type
Market Overview (2) Influencing factors
Rating of the most influencing factors that drives trialling a device
(1) EVAR procedures
Average number per country / per centre (3) Anticipated devices
Ratio between endovascular & surgery per country Ranking of the most sought-after device (Frequency of mentioned
and Weighted average)
(2) EVAR device usage
Proportion of brand usage in the last 12months
(3) Customer Retention
Ever implanted devices
Device usage
Retention Rate
(4) Brand Recommendations
Overall recommendations in Western Europe per device
Recommendations by speciality
(5) Purchasing Criteria
Most important purchasing decision criteria in device
selection
Differences of decision criteria between speciality
Industry performance vs device criteria
Main players vs industry average
Purchasing criteria rating per device

3. Methodology
•Participants in the study completed an in-depth phone interview and/or an online survey. Questions were developed by
BIBA Research, with topic areas including awareness, trial and recent usage and attitudes of physicians including
performance expectations of EVAR devices and the impact of new device entrants.
•Phone interview questions were deliberately structured to foster unsolicited commentary insight. When appropriate,
follow-up questions that were not part of the original interview framework were asked from respondents.
•The research objective is to gain quantitative survey in assessing usages and attitudes towards EVAR devices in Western
Europe.
•Proposed design: Total of 150 respondents including Vascular Surgeons, Interventional Radiologists and Interventional
Cardiologists.
•Geographical Coverage: Belgium & Netherlands (Benelux), France, Germany, Italy, Spain, and United Kingdom.
•Institutions include: Academic/Teaching, Community/Public Hospital and Private clinic
•Research timeline: 2011 and 1st quarter 2012.
•Proposed published date: June 2012

4. Overview: Sample base
100%
80%
12.70%
60%
Community/Public
40% Academic/Teaching
52.80%
34.50% Private Clinic
20%
0%
UK Germany Benelux Spain Italy France
Interventional Cardiologists Interventional Radiologists Vascular Surgeons

5. Overview: Procedure
Ratio split between endovascular and
Procedure breakout by country
surgery by country
Benelux
France
Germany
Italy
Spain
UK
BeNelux France Germany Italy Spain UK

6. Overview: EVAR devices
Proportion of device usage according to EVAR main market players performance v.s.
number of respondents industry average
6.0
Endurant
4.5
Zenith
3.0
Excluder
1.5
Anaconda
Talent 0.0
Zenith LP -1.5
Powerlink
Aorfix
E-Vita
Ovation
Zenith Excluder Endurant Talent

7. Overview: Brand Retention
Endurant 3 Key slides for retention
Zenith
Understand how well your brand performed periodically and the
Excluder effectiveness of marketing strategies in retaining customer
loyalty.
Anaconda
Talent
-5.0% 5.0% 15.0% 25.0% 35.0%
Endurant Excluder
Excluder Zenith
Zenith Endurant
Anaconda Talent
Talent Anaconda
0% 5% 10% 15% 20% 25% 30% 35% 0% 20% 40% 60% 80% 100%

8. Overview: Brand Recommendation
Endurant
Overall brand recommendation / by
speciality
Zenith
Excluder
Anaconda
Talent
Others
0% 20% 40% 60% 80% 100%
Not Recommend Would Recommend Highly Recommend

9. Overview: EVAR device vs. Purchasing Criteria
Versatility Understand how a specific device is rated
against purchasing decision criteria
Performance
Deployment
Level of Service
Innovation
Quality
Training & Education
Clinical Data
Price
0 1 2 3 4 5

10. Overview: Influencing Factors
Endovascular Sales Representatives Identify which key factors to prioritize in
device trialling or launches
Local Medical Meetings
Presentations at major endovascular
meetings
Peer physicians
Experience Proctorship
Publications in Peer Reviewed Journals
Publications in Non-Peer Reviewed
Journals
0 1 2 3 4 5

11. Overview: Anticipated Devices
Ovation Identify upcoming devices that will
C3 Excluder
affect market competition
AFX
NELLIX
Incraft
Zenith Low Profile
Treovance
Aptus Fortevo
0 1 2 3 4 5 6 7 8

12. About BIBA
BIBA Research is the global provider of medical device market insight.
The BIBA Research brand has become synonymous with
quality, timeliness and accessibility among a prestigious client base that
includes most of the largest medical device companies and an
increasing number of investment professionals in Europe and in the
United States.
BIBA Research is able to deliver high quality information because it has WE’D LOVE TO HEAR FROM YOU!
invested in developing a network of hospital personnel willing to For more information:
participate in research, as a part of their European, North American and
International monitors, through their six trade journals, as well as
through the Charing Cross International Symposium, which is Europe’s Andrew Freeman
largest and leading vascular congress.
Client Relations
Moreover, we are able to design for clients bespoke research and (e): Andrew@bibamedical.com
consultancy projects, which may cover: (w): www.bibaresearch.com
Conference calls with leading opinion leaders
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interests with any medical device company.