Effectively Selling Medical Equipment in Western Europe

Date: July 22, 2010
Pages: 320
Price:
US$ 690.00
Publisher: Espicom Business Intelligence
Report type: Strategic Report
Delivery: E-mail Delivery (PDF)
ID: E931538F313EN
Leaflet:

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Effectively Selling Medical Equipment in Western Europe
In these challenging economic times we must all work harder to get sales and that means identifying new markets and knowing how to exploit them. The medical device and equipment markets of Western Europe are import-dependent and expanding, and represent many opportunities.

However, knowing how to market and sell products in these diverse operating environments is essential as there are a number of regulatory, commercial and cultural variations which planners need to take into account when making business plans.

THIS PRACTICAL BUSINESS PLANNING REPORT WILL TELL YOU…
  • What regulations you must meet to sell medical devices in Germany
  • What sales and distribution routes you should consider in Italy
  • What is important to buyers of medical equipment in Spain
  • The import value of markets in the region by equipment type
  • Contact details and profiles of leading distributors of medical devices and equipment in each market
Effectively Selling Medical Devices in Western Europe will be of value to everyone involved in business planning, marketing and sales. The 320+ page information-packed guide is essential for those new to the industry or region and also provides a useful aide memoire for the more experienced campaigner.
KEY MARKETS COVERED

France
Germany
Italy
Netherlands
Spain
Switzerland
United Kingdom
FOREWORD

REGIONAL OVERVIEW

WHAT MAKES WESTERN EUROPE AN ATTRACTIVE MARKET?
POPULATION
ECONOMIC DATA
HOW DOES SPENDING COMPARE BETWEEN COUNTRIES?
WHERE ARE THE HOSPITALS?
WHERE ARE THE BEDS LOCATED?
MEDICAL PERSONNEL
DOMESTIC PRODUCTION CAPACITY
MEDICAL EQUIPMENT MARKET COMPARISONS
IMPORTS OF MEDICAL EQUIPMENT
EXPORTS OF MEDICAL EQUIPMENT
HOW ARE MEDICAL DEVICES REGULATED?

FRANCE

INTRODUCTION TO THE FRENCH MARKET
KEY DATA
HOW IS THE HEALTHCARE SECTOR ORGANISED?
National Health Agencies
Regional Health Agencies
Public Hospitals
Hospital Restructuring
Regional Health Organisation Plans (SROS)
Health Insurance System
HOW IS THE HEALTHCARE SECTOR FUNDED?
Spending on Reimbursable Medical Products
END-USERS OF MEDICAL EQUIPMENT: PUBLIC HOSPITALS
END-USERS OF MEDICAL EQUIPMENT: PRIVATE HOSPITALS
Non-Profitmaking Hospitals
Commercial Clinics
END-USERS OF MEDICAL EQUIPMENT: PHYSICIANS AND OTHER STAFF
END-USERS OF MEDICAL EQUIPMENT: OUTPATIENT FACILITIES
HOW TO APPROACH THE MARKET?
Distribution
Medical Device Regulations
Competent Authority
Notified Bodies
NF Medical Certification System
Materiovigilance
Device Reimbursement
Reimbursement of Implantable Devices
SELECTED MEDICAL EQUIPMENT DISTRIBUTORS
HOW WIDESPREAD IS DOMESTIC MANUFACTURING?
HOW RELIANT IS THE MARKET ON IMPORTED EQUIPMENT?
Where are imports sourced from?

GERMANY

INTRODUCTION TO THE GERMAN MARKET
KEY DATA
HOW IS THE HEALTHCARE SECTOR ORGANISED?
Federal Ministries
Länder Institutions
Healthcare Reform
Healthcare System Reform 2007
Universal Health Insurance Coverage & Financing Reform
Modernisation of the Health Insurance Funds
Statutory Health Insurance
Private Health Insurance
Long Term Nursing Insurance
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
Care Services
HOW TO APPROACH THE MARKET?
Distribution
Trade Fairs & Exhibitions
Reimbursement
Medical Device Regulations
SELECTED MEDICAL EQUIPMENT DISTRIBUTORS
HOW WIDESPREAD IS DOMESTIC MANUFACTURING?
Bundesverband Medizintechnologie e.V.(BVMed)
Zentralvereingung medizinisch-technischer Fachhändler, Hersteller, Dienstleister und Berater e.V. (ZMT)
Zentralverband Elektrotechnik und Elektronikindustrie e.V. (ZVEI)
Spectaris
Production Data
HOW RELIANT IS THE MARKET ON IMPORTED EQUIPMENT?
Where are imports sourced from?

ITALY

INTRODUCTION TO THE ITALIAN MARKET
KEY DATA
HOW IS THE HEALTHCARE SECTOR ORGANISED?
National Level
Regional Level
Local Level
Private Health Insurance
Health System Reforms
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
HOW TO APPROACH THE MARKET?
Distribution
Trade Fairs & Exhibitions
Medical Device Regulations
SELECTED MEDICAL EQUIPMENT DISTRIBUTORS
HOW WIDESPREAD IS DOMESTIC MANUFACTURING?
Domestic Production
HOW RELIANT IS THE MARKET ON IMPORTED EQUIPMENT?
Where are imports sourced from?

NETHERLANDS

INTRODUCTION TO THE DUTCH MARKET
KEY DATA
HOW IS THE HEALTHCARE SECTOR ORGANISED?
Dutch Healthcare Authority (NZa)
Health Care Inspectorate (IGZ)
Hospital Diagnosis Treatment Combinations (DBCs)
Health Insurance
Health Insurance Act
The Exceptional Medical Expenses Act (EMEA)
HOW IS THE HEALTHCARE SECTOR FUNDED?
END-USERS OF MEDICAL EQUIPMENT: HOSPITALS
END-USERS OF MEDICAL EQUIPMENT: PHYSICIANS AND OTHER STAFF
END-USERS OF MEDICAL EQUIPMENT: OUTPATIENT FACILITIES
HOW TO APPROACH THE MARKET?
Distribution
Trade Fairs & Exhibitions
Medical Device Regulations
SELECTED MEDICAL EQUIPMENT DISTRIBUTORS
HOW WIDESPREAD IS DOMESTIC MANUFACTURING?
Trade Association(s)
HOW RELIANT IS THE MARKET ON IMPORTED EQUIPMENT?
Where are imports sourced from?

SPAIN

INTRODUCTION TO THE SPANISH MARKET
KEY DATA
HOW IS THE HEALTHCARE SECTOR ORGANISED?
Health Cohesion & Quality Law
HOW IS THE HEALTHCARE SECTOR FUNDED?
Public Health Expenditure
Private Health Insurance
END-USERS OF MEDICAL EQUIPMENT: HOSPITALS
END-USERS OF MEDICAL EQUIPMENT: PHYSICIANS AND OTHER STAFF
END-USERS OF MEDICAL EQUIPMENT: OUTPATIENT FACILITIES
HOW TO APPROACH THE MARKET?
Distribution
Trade Fairs & Exhibitions
EXPODENTAL
FISALUD
ORPROTEC
Medical Device Regulations
SELECTED MEDICAL EQUIPMENT DISTRIBUTORS
HOW WIDESPREAD IS DOMESTIC MANUFACTURING?
FENIN
HOW RELIANT IS THE MARKET ON IMPORTED EQUIPMENT?
Where are imports sourced from?

SWITZERLAND

INTRODUCTION TO THE SWISS MARKET
KEY DATA
HOW IS THE HEALTHCARE SECTOR ORGANISED?
New tariff structure introduced for compulsory health insurance
HOW IS THE HEALTHCARE SECTOR FUNDED?
END-USERS OF MEDICAL EQUIPMENT: HOSPITALS
END-USERS OF MEDICAL EQUIPMENT: PHYSICIANS AND OTHER STAFF
HOW TO APPROACH THE MARKET?
Distribution
Medical Device Regulations
SELECTED MEDICAL EQUIPMENT DISTRIBUTORS
HOW WIDESPREAD IS DOMESTIC MANUFACTURING?
FASMED
HOW RELIANT IS THE MARKET ON IMPORTED EQUIPMENT?
Where are imports sourced from?

UNITED KINGDOM

INTRODUCTION TO THE UK MARKET
KEY DATA
HOW IS THE HEALTHCARE SECTOR ORGANISED?
Strategic Health Authorities (SHAs)
Primary Care Trusts (PCTs)
Acute Trusts
NHS Foundation Trusts
NHS Care Trusts
Health Reform Plans, 2010
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
HOW TO APPROACH THE MARKET?
Distribution
National Institute for Health and Clinical Excellence (NICE)
Trade Fairs & Exhibitions
Medical Device Regulations
Notified Bodies
SELECTED MEDICAL EQUIPMENT DISTRIBUTORS
HOW WIDESPREAD IS DOMESTIC MANUFACTURING?
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
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