Effectively Selling Medical Equipment in South East Asia 2009

Date: July 1, 2009
Pages: 268
Price:
US$ 690.00
Publisher: Espicom Business Intelligence
Report type: Strategic Report
Delivery: E-mail Delivery (PDF)
ID: EFAB2AD2988EN
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Effectively Selling Medical Equipment in South East Asia 2009
Access high-growth markets in South East Asia!

The medical device and equipment markets of SE Asia are import dependent and fast growing. However, those charged with marketing and selling products are faced with very diverse operating environments, purchasing practices, and cultural challenges.

Understanding the difference makes all the difference!

There are a number of variations the marketeer needs to take into account. Sales pathways: can you sell directly or do you need agent representation? How do you get your product registered? How big is the market? Are they reliant on imported equipment?

This business development guide is essential for everyone involved in sales and marketing

Effectively Selling Medical Devices in SE Asia is a new, 250+ page essential guide which will be of value to everyone involved in business planning, marketing and sales. It is vital for those new to the industry and provides a valuable aide memoire for experienced campaigners. Most importantly the principles and knowledge are relevant and timely for all companies from blue-chip multinationals to small/medium enterprises.
FOREWORD

REGIONAL OVERVIEW

What Makes South East Asia An Attractive Market?
Population
Economic Data
How Does Spending Compare Between Countries?
Where Are The Public Hospitals?
Where Are The Private Hospitals?
Where Is The Lack Of Medical Personnel Greatest?
Domestic Production Capacity
Medical Equipment Market Comparisons
Imports Of Medical Equipment

INDONESIA

Introduction To The Indonesian Market
Key Data
The Market In Context
How Is The Healthcare Sector Organised?
How Is The Healthcare Sector Funded?
End-users of Medical Equipment: Public Hospitals
End-users of Medical Equipment: Private Hospitals
Indonesia's First Private Cancer Hospital
World Class Medical City
End-Users Of Medical Equipment: Physicians And Other Staff
End-Users Of Medical Equipment: Outpatient Facilities
What Do End-Users Look For?
How Are Medical Devices Regulated?
How to Approach The Market?
Distribution
Trade Fairs & Exhibitions
Indomedica Expo
Selected Medical Equipment Distributors
  PT. ABADINUSA USAHASEMESTA
  PT. ANUGRAH ARGON MEDICA
  PT. BERCA NIAGA MEDIKA
  PT. COBRA DENTAL GROUP
  PT. CV KHARISMA UTAMA
  PT. DIPA PHARMALAB INTERSAINS
  PT. DIPA PUSPA LABSAINS
  PT. ENSEVAL PUTERA MEGATRADING
  PT. FONDACO MITRATAMA
  PT. GRAHA ISMAYA
  PT. GUNUNGMAS MULTIUSAHA
  PT. IDS MARKETING INDONESIA
  PT. MURTI INDAH SENTOSA
  PT. SCHMIDT BIOMEDTECH (INDONESIA)
  PT. TIARA KENCANA
  PT. TRIASTRI MEDITAMA
  PT. UTAMA SATANA MEDIKA
  PT. WESTRA MEDIKA INDONESIA
How Widespread Is Domestic Manufacturing?
How Reliant Is The Market On Imported Equipment?
Where are imports sourced from?

MALAYSIA

Introduction To The Malaysian Market
Key Data
The Market In Context
How Is The Healthcare Sector Organised?
How Is The Healthcare Sector Funded?
End-users Of Medical Equipment: Public Hospitals
End-users of Medical Equipment: Private Hospitals
End-Users Of Medical Equipment: Physicians And Other Staff
End-Users Of Medical Equipment: Outpatient Facilities
What Do End-Users Look For?
How Are Medical Devices Regulated?
How To Approach The Market?
Distribution
Trade Fairs & Exhibitions
Selected Medical Equipment Distributors
  ACUCARE SYSTEMS
  ALATAN TEKNOLOGI
  ALL EIGHTS (MALAYSIA)
  ANTAH SRI RADIN
  CALSUN DENTAL SUPPLY
  COMBITEC
  HEAL MARKETING
  HUMEDICAL MALAYSIA
  H&A MEDICAL SUPPLY
  KEMAJUAN ABADI
  LIFETRONIC MEDICAL SYSTEMS
  MALAYSIAN HEALTHCARE
  MARHAKIM
  MEDGENERAL MEDICAL SUPPLIES
  MEDI-AIDS
  NORSE CROWN COMPANY
  OSA TECHNOLOGY
  PINANG MEDICAL SUPPLIES
  SCHMIDT BIOMEDTECH (MALAYSIA)
  SENSORS MEDICAL SUPPLIES
  SERVICOM MEDICAL (MALAYSIA)
  SUN HEALTHCARE
  SYARIKAT WELLCHEM
  TECHNIQUE SUPPLIES INTERNATIONAL/TSI INTERMED
  TEH LIN PROSTHETIC & ORTHOPAEDIC COMPANY
  UNITED AKRAB TECH
How Widespread Is Domestic Manufacturing?
Targets for Medical Device Production 2006-2020
Broadening the range of products towards the higher-end range
Promoting foreign and domestic investments in the industry
Expanding range of support industries and services
Strengthening human resource R&D and compliance to international standards
Local Manufacturers
Multinational Manufacturers
Ambu
Ansell Medical
B. Braun Malaysia
Cardinal Health
Johnson & Johnson
St Jude Medical Inc
Exports of Medical Equipment
How Reliant Is The Market On Imported Equipment?
Where are imports sourced from?

PHILIPPINES

Introduction To The Philippines Market
Key Facts
The Market In Context
How Is The Healthcare Sector Organised?
How Is The Healthcare Sector Funded?
End-users Of Medical Equipment: Public Hospitals
End-users of Medical Equipment: Private Hospitals
End-Users Of Medical Equipment: Physicians And Other Staff
End-Users Of Medical Equipment: Outpatient Facilities
What Do End-Users Look For?
How Are Medical Devices Regulated?
How to Approach the Market?
Distribution
Trade Fairs & Exhibitions
Health World Expo
Selected Medical Equipment Distributors
  AEMED
  BEROVAN MARKETING
  CELMAR TRADING CORPORATION
  CONECTA PACIFIC MEDTRADE
  DAKILA TRADING CORPORATION
  DRAGON TRADERS
  FAIRBRIGHT ENTERPRISES
  FERNANDO MEDICAL ENTERPRISES
  FIRST ASSOCIATED MEDICAL DISTRIBUTION COMPANY (FAMED)
  GATEWAY ENTERPRISES COMPANY
  GLOBAL CRITICARE
  JORDAL MEDICAL SYSTEMS
  LEVIN'S INTERNATIONAL CORPORATION
  MACARE MEDICALS
  MEDBANC
  MEDEQUAL SYSTEMS & SUPPLIES (MSSI)
  MEDICAL CENTER TRADING CORPORATION
  MEDICAL ONE CORPORATION
  MEDICAL SERVICES OF AMERICA
  MICRO-BIOLOGICAL LABORATORY - MICROLAB
  MRL CYBERTEC CORPORATION
  NPK MEDICAL TRADING
  PANAMED PHILIPPINES
  PROGRESSIVE MEDICAL CORPORATION
  PROS-APAC ORTHODENTAL
  RESPICARE ENTERPRISES
  RG MEDITRON
  SAVIOUR MEDEVICES
How Widespread Is Domestic Manufacturing?
Domestic Producers
Exports
How Reliant Is The Market On Imported Equipment?
Where are imports sourced from?

SINGAPORE

Introduction To The Singapore Market
Key Facts
The Market In Context
How Is The Healthcare Sector Organised?
How Is The Healthcare Sector Funded?
End-users Of Medical Equipment: Public Hospitals
End-users Of Medical Equipment: Private Hospitals
End-Users Of Medical Equipment: Physicians And Other Staff
End-Users Of Medical Equipment: Outpatient Facilities
What Do End-Users Look For?
How Are Medical Devices Regulated?
How to Approach the Market?
Distribution
Medtech Local Supplier Group
Trade Fairs & Exhibitions
Hospimedica Asia 2010
Hospital Build Asia Exhibition & Congress 2010
International Dental Exhibition & Meeting (IDEM Singapore)
Selected Medical Equipment Distributors
  ALL EIGHTS (SINGAPORE)
  EASTLAND DENTAL SUPPLIES
  EQUIP MEDICAL
  HUMEDICAL SINGAPORE
  IDS MEDICAL SYSTEMS
  JUNNIMED SERVICES
  KINGSTON MEDICAL SUPPLIES
  LABO-MEDICA
  LIFELINE CORPORATION
  LOZON
  PROGRESS HEALTHCARE
  SERVICOM MEDICAL (SINGAPORE)
  STAR MEDICAL COMPANY
  TRANSMEDIC
  YEAP MEDICAL SUPPLIES
  ZOHRA WAHAB TRADING COMPANY
How Significant Is Domestic Manufacturing?
Multinational Manufacturers
Becton Dickinson
Siemens Medical Instruments Pte. Ltd
Singapore Technologies Pte
How Reliant Is The Market On Imported Equipment?
Where are imports sourced from?

THAILAND

Introduction To The Thai Market
Key Facts
The Market In Context
How Is The Healthcare Sector Organised?
Central Administration
Government Pharmaceutical Organisation
Health System Research Institute
Regional/Provincial Administration
Other Health Providers
Private Sector
How Is The Healthcare Sector Funded?
Universal Healthcare Scheme
End-users of Medical Equipment: Public Hospitals
End-users of Medical Equipment: Private Hospitals
End-Users Of Medical Equipment: Physicians And Other Staff
End-Users Of Medical Equipment: Outpatient Facilities
What Do End-Users Look For?
How Are Medical Devices Regulated?
How To Approach The Market?
Distribution
Thai Medical Device Suppliers Association (THAIMED)
Trade Fairs & Exhibitions
Medical Fair Thailand
Selected Medical Equipment Distributors
  ADVANCE MEDICAL SYSTEMS COMPANY
  AFTA SERVICE & SUPPLY COMPANY
  BJC TRADING COMPANY
  DKSH HEALTHCARE
  E FOR L INTERNATIONAL COMPANY
  ENVIMED COMPANY
  FILTECH ENTERPRISE (1994) COMPANY
  FIRMER COMPANY
  HOLLYWOOD INTERNATIONAL
  HOPE THAI MEDICAL COMPANY
  HOSLINK MEDICAL COMPANY
  INTER MEDICAL COMPANY
  JEBSEN & JESSEN TECHNOLOGY
  J.S. VISION
  KAMOL SUKOSOL ELECTRIC COMPANY
  KONGSAK X-RAY MEDICAL INDUSTRY COMPANY
  K. PERFORMANCE COMPANY
  ORTHOPEASIA COMPANY
  RAPPORT COMPANY
  REHAB MEDICAL COMPANY
  SCHMIDT BIOMEDTECH (THAILAND)
  SIAM HOSPITAL SUPPLY COMPANY
  SUPREME PRODUCTS COMPANY
  S.P. MEDICAL COMPANY
  TECHNO MEDICAL COMPANY
  THANES DEVELOPMENT COMPANY
  UFAM CLINIQUE COMPANY
  UNIVERSAL QUALITY COMPANY
  XOVIC COMPANY
How Widespread Is Domestic Manufacturing?
Exports
How Reliant Is The Market On Imported Equipment?
Where are imports sourced from?

VIETNAM

Introduction To The Vietnamese Market
Key Facts
The Market In Context
How Is The Healthcare Sector Organised?
Health Insurance in Vietnam
How Is The Healthcare Sector Funded?
End-users Of Medical Equipment: Public Hospitals
End-users Of Medical Equipment: Private Hospitals
End-Users Of Medical Equipment: Physicians And Other Staff
End-Users Of Medical Equipment: Outpatient Facilities
What Do End-Users Look For?
How Are Medical Devices Regulated?
How To Approach the Market?
Distribution
Trade Fairs & Exhibitions
Vietnam Medi-Pharm Expo 2009
Saigon Medi-Pharm Expo/Hospital Pharma Vietnam
Selected Medical Equipment Distributors
  2H INSTRUMENT COMPANY
  BACH KY PHUONG COMPANY
  GOLDENGATE COMPANY
  HONG TAM MEDICAL
  MEDENT EXPRESS TRADING & SERVICE COMPANY
  NGHIA TIN TRADING & SERVICES COMPANY
  N.K. LUCK COMPANY
  PROFESSIONAL TECHNOLOGY OF MEDICINES COMPANY (PMES)
  XIN TECH VIETNAM
How Significant Is Domestic Manufacturing?
Local Manufacturers
Multinational Manufacturers
MEDIPLAST
B Braun
Shimadzu
Exports
How Reliant Is The Market On Imported Equipment?
Where are imports sourced from?

APPENDIX 1: CALCULATING MEDICAL MARKETS

APPENDIX 2: EXPLANATION OF TRADE CODES

APPENDIX 3: SOURCES

INDEX OF TABLES

Regional Overview, Population (millions)
Regional Overview, Population (% Aged 65+)
Regional Overview, GDP (US$ billions)
Regional Overview, GDP Per Capita (US$)
Regional Overview, GDP Real Growth (%)
Regional Overview, Total Health Expenditure (US$ billions)
Regional Overview, Health Expenditure Per capita (US$)
Regional Overview, Health Expenditure as % of GDP
Regional Overview, Public Hospitals and Beds
Regional Overview, Private Hospitals and Beds
Regional Overview, Public/Private Hospital Bed Provision
Regional Overview, Physicians, 000s
Regional Overview, Physicians, Rate/000
Regional Overview, Medical Equipment Market (US$ millions)
Regional Overview, Medical Equipment Market Per Capita (US$)
Regional Overview, Total Medical Equipment Imports, 2003-07 (US$000s)
Regional Overview, Imports of Consumables, 2003-07 (US$000s)
Regional Overview, Imports of Diagnostic Imaging Equipment, 2003-07 (US$000s)
Regional Overview, Imports of Dental Products, 2003-07 (US$000s)
Regional Overview, Imports of Orthopaedic Products, 2003-07 (US$000s)
Regional Overview, Imports of Other Medical Products, 2003-07 (US$000s)
Map of Indonesia
Indonesia, Key Data 2009-14
Indonesia, Healthcare Expenditure, 2005
Indonesia: National Health Budget, 1995/96-2005
Indonesia, Budgeted/Actual Ministry of Health Spending by Type, 2005
Indonesia: Public Hospitals and Beds, 2000 & 2004
Indonesia: Private Hospitals and Beds, 2000 & 2004
Indonesia: Medical Personnel by Type, 2005
Indonesia: Outpatient Facilities, 1999-2001
Indonesia: Public Health Centres by Province, 1999-01
Indonesia, Exports of Medical Equipment & Supplies, 2003-07 (US$000s)
Indonesia, Imports of Medical Equipment & Supplies, 2003-07 (US$000s)
Indonesia, Imports of Medical Equipment & Supplies, 2003-07 (% of Total)
Indonesia, Leading Country Suppliers of Medical Equipment & Supplies,2003-07 (US$000s)
Indonesia, Leading Country Suppliers of Medical Equipment & Supplies, 2003-07 (% of Total)
Map of Malaysia
Malaysia, Healthcare Expenditure, 2006
Malaysia, Public Hospitals by State, 1999 & 2006
Malaysia, Public Hospital Beds, 1996-2007
Malaysia, Private Hospitals by State, 1999 & 2006
Malaysia, Private Hospital Beds, 1996-2007
Malaysia, Domestic Manufacturers by Type, 2006
Malaysia, Exports of Rubber Gloves, 2005
Malaysia, Government Medical Device Projections 2006-2020
Malaysia, Selected Domestic Medical Equipment Manufacturers
Malaysia, Exports of Medical Equipment & Supplies, 2003-2007 (US$000s)
Malaysia, Imports of Medical Equipment & Supplies, 2003-07 (US$000s)
Malaysia, Imports of Medical Equipment & Supplies, 2003-07 (% of Total)
Malaysia, Leading Medical Suppliers by Product Area, 2007 (US$000s)
Malaysia, Leading Medical Suppliers by Product Area, 2007 (%)
Map of the Philippines
Philippines, Total Health Expenditure, 1994-05 (million pesos)
Philippines, Total Health Expenditure, 1994-05 (US$ millions)
Philippines, Health Expenditure by Source of Funding, 2004-05
Philippines, Public Hospitals and Beds by Sector, 1990-05
Philippines, Public Hospitals by Type and Region, 2005
Philippines, Private Hospitals and Beds by Sector, 1990-05
Philippines, Private Hospitals by Type and Region, 2005
Philippines, Barangay Health Stations by Region, 2006-07
Philippines, Number of Domestic Medical Device Manufacturers, 1993-2000
Philippines, Medical Exports by Product Area, 2003-2007 (US$000s)
Philippines, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
Philippines, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
Philippines, Leading Country Suppliers of Medical Equipment & Supplies, 2007 (US$000s)
Philippines, Leading Country Suppliers of Medical Equipment & Supplies, 2007 (%)
Map of Singapore
Singapore, Healthcare Expenditure, 2005
Singapore, Government Health Expenditure 2003-07 (S$ Million)
Singapore, Public Hospital Beds by Sector, 2003-07
Singapore, Private Hospital Beds & Discharges, 2003-07
Singapore, Active Medical Personnel, 2003-07
Singapore, Public Outpatient Attendances, 2003-07
Singapore, Phases of New Medical Device Regulation implementation 2007-2010
Singapore, Imports of Medical Equipment & Supplies, 2003-07 (US$000s)
Singapore, Imports of Medical Equipment & Supplies, 2003-07 (% of Total)
Singapore, Leading Suppliers of Medical Products, 2007 (US$000s)
Singapore, Leading Suppliers of Medical Products, 2007 (% of Total)
Map of Thailand
Thailand, Healthcare Expenditure, 2005
Thailand, Total Health Expenditure by Sector, 2000-02 (Million Baht)
Thailand, Ministry of Public Health Expenditure by Department, 1990-04 (Million Baht)
Thailand, Public Hospitals and Beds by Sector, 2005
Thailand, MoH Inpatient Admissions by Type*, 2003-06
Thailand, Private Hospitals & Beds by Region, 2005-06
Thailand, Private Hospitals by Bed Capacity, 2006
Thailand, Medical Personnel 2000-04
Thailand, Outpatient Facilities, 1994-03
Thailand, Outpatient Activity at Ministry of Public Health Facilities, 2003-06
Thailand, Distribution of Selected Medical Equipment by Sector, 2003
Thailand, Exports of Medical Equipment & Supplies, 2003-07 (US$000s)
Thailand, Imports of Medical Equipment & Supplies, 2003-07 (US$000s)
Thailand, Imports of Medical Equipment & Supplies, 2003-07 (% of Total)
Thailand, Leading Suppliers of Medical Equipment & Supplies, 2007 (US$000s)
Thailand, Leading Suppliers of Medical Equipment & Supplies, 2007 (% of Total)
Map of Vietnam
Vietnam, Healthcare Expenditure, 2006
Vietnam, State Budget Health Expenditure, 2003-08
Vietnam, Average Household Expenditure on Health, 2006
Vietnam, Public Healthcare Establishments by Type, 2003-07
Vietnam, Public Healthcare Establishments by Management Level & Type, 2007
Vietnam, Public Healthcare Bed by Type of Facility, 2003-07
Vietnam, Provincial Hospitals and Beds by Region, 2007
Vietnam, Total Healthcare Personnel by Type, 2003-07
Vietnam, Public Healthcare Staff by Employer, 2007
Vietnam, Provincial DoH Personnel by Type & Region, 2007
Vietnam, Public Outpatient Establishments by Type, 2003-07
Vietnam, Public Outpatient Establishments by Management Level & Type, 2007
Vietnam, MOH-owned Manufacturing Companies
Vietnam, Medical Exports by Product Area, 2003-2007 (US$000s)
Vietnam, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
Vietnam, Imports of Medical Equipment & Supplies, 2003-2007 (%)
Vietnam, Leading Medical Suppliers by Product Area, 2007 (US$000s)
Vietnam, Leading Medical Suppliers by Product Area, 2007 (%)
Medical Trade Codes (Harmonised System)

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