Effectively Selling Medical Equipment in Central Europe

The essential guide to…

Publication Date	October 2009
Publisher	Espicom
Product Type	Report
Pages	285
ISBN Number	not applicable
Product Code	ESP00623

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Summary

This report will help you to understand the market and opportunities in Bulgaria, Croatia, Czech Republic, Hungary, Poland, Romania, Serbia, Slovakia and Slovenia.

Evaluate and exploit the potential of key markets!
The medical device and equipment markets of Central Europe are import-dependent and expanding, and represent many opportunities. 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 commercial and business planners needs to take into account:

Can you sell directly or do you need agent representation?
How do you get your product registered?
How big is the market?
Is it reliant on imported equipment?

This business development guide is essential for everyone involved in sales and marketing
Effectively Selling Medical Equipment in Central Europe (published October 2009) is a new, 285+ page guide which will be of value to everyone involved in business planning, marketing and sales. It is essential 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.

USE THIS REPORT TO FIND OUT...

What regulations you must meet to sell medical devices in Poland
What sales and distribution routes you should consider in Czech Republic
What is important to buyers of medical equipment in Hungary
The import value of markets in the region by equipment type
Contact and profiles of leading distributors of medical devices and equipment in each market

This report is packed with real world practical advice!

Introduction to the 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
private hospitals
physicians and other medical staff
clinics and other outpatient facilities

What do end users look for?

How are medical devices regulated?
How do you approach the market?
Selected medical equipment distributors
How widespread is domestic manufacturing?
How reliant is the market on imported equipment?

Who should use this report?

Managers & representatives working in:
Sales and marketing
Product management
Commercial alliance and distribution management
Sales planning
Country/regional business development
Regional product representation
Customer relationship management

Content

Foreword

Regional Overview
    What makes Central Europe 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

Bulgaria
    Introduction to the Bulgarian Market
    Key facts
    The Market in Context
    How is the Healthcare Sector Organised?
    Health Insurance
    User Fees
    National Health Strategy 2008-2013
    How is the Healthcare Sector Funded?
    End-users of Medical Equipment: Public Hospitals
    Hospital Conditions to Improve
    End-users of Medical Equipment: Private Hospitals
    End-users of Medical Equipment: Physicians and Other Staff
    End-users of Medical Equipment: Inpatient Analysis
    What do End-users Look For?
    How are Medical Devices Regulated?
    How to Approach The Market?
    Distribution
    Trade Fairs & Exhibitions
    Medicus Dento Galenia
    Opto Salon-Sofia
    Buldental

Selected Medical Equipment Distributors
    ANTONIMEX
    BIOMED FUTURE
    DUTCHMED (BULGARIA)
    ELPAK
    EMMONYA PHARMATECH
    IMESSA
    LK SURGICAL
    MEBOSS COMPANY
    MEDEOS
    ROMY-DENT
    SMART COMPANY
    SOLOMED
    S&T BULGARIA
    TOP DIAGNOSTICS
    VITANOV & COMPANY

How Widespread is Domestic Manufacturing?
How Reliant is the Market on Imported Equipment?
    Where are imports sourced from?

Croatia
    Introduction to the Croatian Market
    Key facts
    The Market in Context
    How is the Healthcare Sector Organised?
    Sustainable Health System Project
    National Health Strategy 2006-2011
    How is the Healthcare Sector Funded?
    End-users of Medical Equipment: Public Hospitals
    End-users of Medical Equipment: Private Offices
    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
    The International Fair of Medicine, Dentistry, Rehabilitation, Laboratory Equipment and Pharmacy

    Selected Medical Equipment Distributors
    BAN-PROMET
    BISERNICA
    CRODENS
    CROLAB
    FOKUS MEDICAL
    GRAFOMEDIKA
    HILUS MEDICAL
    HKO MEDICAL SYSTEMS
    INEL - MEDICINSKA TEHNIKA
    LABOR MB
    MEDIAL
    MEDICAL INTERTRADE
    MEDICOM
    MEDIVA
    POLIMEDIKA
    SIDRO-DENT
    SLAVEN MEDICAL SYSTEMS
    S.D. INFORMATIKA
    TEHNOMEDIKA
    UNIDENTAL
    VIK DENTAL
    ZAGREB JADRAN-INVEST

    How Widespread is Domestic Manufacturing?
    Biognost d.o.o.
    Instrumentaria PLC
    Exports of Medical Equipment
    How Reliant is the Market on Imported Equipment?
    Where are Imports Sourced From?

Czech Republic
    Introduction to the Czech Republic 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
    Medical Fair Brno Central Europe 2009
    Pragodent
    Pragomedica

    Selected Medical Equipment Distributors
    AGMECO
    BOHEMIA MEDICAL
    BS PRAGUE MEDICAL CS
    CHEMELEK
    CHIRONAX FRYDEK-MISTEK (CZECH REPUBLIC)
    CMI (CZECH REPUBLIC)
    FERDINAND MENEL MEDIZINTECHNIK (CZECH REPUBLIC)
    GRANE
    MEDATA
    SPIRIT MEDICAL
    SUPERTRADE

    How Widespread is Domestic Manufacturing?
    Domestic Producers
    Beznoska s.r.o.
    Bioster a.s.
    Chirana X-ray a.s.
    Gama Group
    Hartmann-Rico a.s.
    Linet spol s.r.o.
    Medin a.s.
    Seiva s.r.o.
    Vulkan a.s.
    Exports
    How Reliant is the Market on Imported Equipment?
    Where are imports sourced from?

Hungary
    Introduction to the Hungarian Market
    Key Facts
    The Market in Context
    How is the Healthcare Sector Organised?
    National Health Fund Administration
    Local Government
    Private Healthcare
    Healthcare Reform
    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
    DentalWorld

    Selected Medical Equipment Distributors
    ALLEGRO
    DENT-EAST
    DIAGNOSTICUM
    FERTICAD TRADING & SERVICES
    GERONTEX
    KONSENS TRADE & INVESTMENT
    MEDICONTUR MEDICAL ENGINEERING (HUNGARY)
    MEDINSPECT
    PASZTOR ADA-MED KFT
    REPLANT-CARDO
    SPEEDING ENGINEERING, TRADING & SERVICE
    TRIMUS
    WALLITRADE

    How Widespread is Domestic Manufacturing?
    Local Manufacturers
    Askit
    Coloplast
    Frytech
    Lasram Lasers
    Medicor
    Exports
    How Reliant is the Market on Imported Equipment?
    Where are imports sourced from?

Poland
    Introduction to the Polish 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
    Salmed
    Rehmed Expo
    DentaMed

    Selected Medical Equipment Distributors
    ARTERIAE
    CENTRUM ZAOPATRZENIA MEDYCZNEGO CEZAL WROCLAW (CZM)
    CONSTANS MED
    CONSULTRONIX
    EFMED
    HAMMER MED
    KAMED
    MA-JE-R
    MEDEN-INMED
    MEDICUS APARATURA I INSTRUMENTY MEDYCZNE SP. JAWNA
    MULTIDENTAL-MED
    OPTOPOL
    O.K. MEDICAL SYSTEMS
    PRO-MEDICA
    RTA
    TRASTER ELEKTRONIKA
    ZENI-MED

    How Widespread is Domestic Manufacturing?
    Local Manufacturers
    Aesculap-Chifa Sp. z.o.o.
    Asonik
    Balton Ltd.
    Chirmed-Vamag
    Emtel
    ERG Klobuck S.A
    Famed Ltd.
    Farum S.A
    Sanus
    Exports

    How Reliant is the Market on Imported Equipment?
    Where are imports sourced from?

Romania
    Introduction to the Romanian Market
    Key Facts
    The Market in Context
    How is the Healthcare Sector Organised?
    National Health Programmes for 2007
    How is the Healthcare Sector Funded?
    Financing For Projects in the National Health Sector
    World Bank Project
    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
    Denta Expo
    RomMedica
    AR Medica

    Selected Medical Equipment Distributors
    ASCO 90
    CANORI IMEX
    DANSON
    DELTAMED
    DUTCHMED (ROMANIA)
    ESTIMA MEDICAL GROUP
    HELIOS MEDICAL & DENTAL
    MEDICAL TECHNOLOGIES INTERNATIONAL
    MEDIMPACT
    SC CLINI-LAB
    SC OPTIMED
    SC ORTOTECH

    How Significant is Domestic Manufacturing?
    Domestic Producers
    Sanevit 2003
    Exports
    How Reliant is the Market on Imported Equipment?
    Where are imports sourced from?

Serbia
    Introduction to the Serbian 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
    Medident
    Promedika

    Selected Medical Equipment Distributors
    ALFATRADE ENTERPRISE
    GLOBAL TECHNOLOGY ASSISTANCE
    IVEX
    KEMERA COMPANY
    LUPUS MEDICAL
    MEDALEX
    MEDICAL INSTRUMENTS & TECHNOLOGY (MIT)
    OLY-MEDICO
    SONIX (SERBIA)
    TIM COMPANY

    How Significant is Domestic Manufacturing?
    Exports
    How Reliant is the Market on Imported Equipment?
    Where are imports sourced from?

Slovakia
    Introduction to the Slovakian Market
    Key Facts
    The Market in Context
    How is the Healthcare Sector Organised?
    How is the Healthcare Sector Funded?
    Health Insurance Developments
    World Bank Health Sector Modernisation Support Loan
    End-users of Medical Equipment: Public Hospitals
    Healthcare Institution Developments
    End-users of Medical Equipment: Private Hospitals
    End-users of Medical Equipment: Physicians and Other Staff

    Healthcare Personnel Developments
    GP and Dentist Shortages

    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
    Slovmedika

    Selected Medical Equipment Distributors
    CHIRONAX FRYDEK-MISTEK (SLOVAKIA)
    CMI (SLOVAKIA REPUBLIC)
    FERDINAND MENZL LEKARSKA TECHNIKA
    MEDIPROGRESS
    SLOVTON

    How Significant is Domestic Manufacturing?
    Local Manufacturers
    Chirana-Prema Trading A.S.
    Exports
   How Reliant is the Market on Imported Equipment?
    Where are imports sourced from?

Slovenia
    Introduction to the Slovenian 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

    Dental Services
    What do End-users Look For?
    How are Medical Devices Regulated?
    How to Approach the Market?

    Distribution
    Trade Fairs & Exhibitions

    Selected Medical Equipment Distributors
    ANTHRON
    AUREMIANA
    CARDIO MEDICAL
    DIAFIT
    MEDICOENGINEERING
    MEDICOTEHNA
    MEDIPREM
    MEDIS D.O.O.
    MEDISTAR
    PRODENT INTERNATIONAL
    SIND LJUBLJANA
    THOMY FREY EAST

    How Significant is Domestic Manufacturing?
    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), 2009-2014
    Regional Overview, Population (% Aged 65+), 2009-2014
    Regional Overview, GDP (US$ Billions), 2009-2014
    Regional Overview, GDP Per Capita (US$), 2009-2014
    Regional Overview, GDP Real Growth (%), 2009-2014
    Regional Overview, Total Health Expenditure (US$ billions), 2009-2014
    Regional Overview, Health Expenditure Per capita (US$), 2009-2014
    Regional Overview, Health Expenditure as % of GDP, 2009-2014
    Regional Overview, Public Hospitals and Beds
    Regional Overview, Private Hospitals
    Regional Overview, Physicians, 000s, 2009-2014
    Regional Overview, Physicians, Rate/000, 2009-2014
    Regional Overview, Medical Equipment Market (US$ Millions), 2009-2014
    Regional Overview, Medical Equipment Market Per Capita (US$), 2009-2014
    Regional Overview, Total Medical Equipment Imports, 2003-2007 (US$000s)
    Regional Overview, Imports of Consumables, 2003-2007 (US$000s)
    Regional Overview, Imports of Diagnostic Imaging Equipment, 2003-2007 (US$000s)
    Regional Overview, Imports of Dental Products, 2003-2007 (US$000s)
    Regional Overview, Imports of Orthopaedic Products, 2003-2007 (US$000s)
    Regional Overview, Imports of Other Medical Products, 2003-2007 (US$000s)
    Map of Bulgaria
    Bulgaria, Key Data 2009-14
    Bulgaria, Healthcare Expenditure, 2009
    Bulgaria: Public Hospitals and Beds, 2001 & 2007
    Bulgaria: Public Medical Personnel by Type, 2006
    Bulgaria, Hospital Activity Trends, 2000-2006
    Bulgaria, Exports of Medical Equipment & Supplies, 2003-07 (US$000s)
    Bulgaria, Imports of Medical Equipment & Supplies, 2003-07 (US$000s)
    Bulgaria, Imports of Medical Equipment & Supplies, 2003-07 (% of Total)
    Bulgaria, Leading Medical Suppliers by Product Area, 2007 (US$000s)
    Bulgaria, Leading Medical Suppliers by Product Area, 2007 (% of Total)
    Map of Croatia
    Croatia, Key Data 2009-2014
    Croatia, Healthcare Expenditure, 2009
    Croatia, Spending under the Health Insurance System, 2002-2006 (HRK Millions)
    Croatia, Public Hospital Facilities, 2003-2007
    Croatia, Public Hospital Beds, 2003-2007
    Croatia, Private Hospitals by Speciality, 2003-2007
    Croatia, Registered Doctors, 1995-2007
    Croatia, Public Sector Outpatient Attendances, 2000-2006 (000s)
    Croatia, Selected Medical Equipment Manufacturers
    Croatia, Exports of Medical Equipment & Supplies, 2003-2007 (US$000s)
    Croatia, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
    Croatia, Imports of Medical Equipment & Supplies, 2003-2007 (% of Total)
    Croatia, Leading Medical Suppliers by Product Area, 2007 (US$000s)
    Croatia, Leading Medical Suppliers by Product Area, 2007 (%)
    Map of the Czech Republic
    Czech Republic, Key Data 2009-2014
    Czech Republic, Health Expenditure by Sector, 2000-2007
    Czech Republic, Healthcare Expenditure, 2007*
    Czech Republic, Projected Health Expenditure, 2009-2014
    Czech Republic, Hospitals and Beds by Sector, 2003-2007
    Czech Republic, Hospitals and Beds by Region, 2007
    Czech Republic, Selected Installed Equipment in Hospitals, 2000-2007
    Czech Republic, Registered Medical Personnel by Employer, 2007
    Czech Republic, Distribution of Medical Personnel by Province (%), 2007
    Czech Republic, Outpatient Facilities, 2001-2007
    Czech Republic, Adverse Incident Cases by Type of Device, 2005-2006
    Czech Republic, Medical Device Production, 2003-2004 (US$)
    Czech Republic, Medical Exports by Product Area, 2003-2007 (US$000s)
    Czech Republic, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
    Czech Republic, Medical Imports by Product Area, 2003-2007 (%)
    Czech Republic, Leading Medical Suppliers by Product Area, 2007 (US$000s)
    Czech Republic, Leading Medical Suppliers by Product Area, 2007 (%)
    Map of Hungary
    Hungary, Key Data 2009-2014
    Hungary, Healthcare Expenditure, 2009
    Hungary, Health Insurance Fund Expenditure 2002-2006 (US$ Millions)
    Hungary, Public Hospital Beds by Sector, 2006
    Hungary, Hospital Bed Projections, 2009-2014
    Hungary, Active Medical Personnel, 2002-2006
    Hungary, Projected Number of Physicians, 2009-2014
    Hungary, Public Outpatient Attendances, 2004-2006 (000s)
    Hungary, Medical Exports by Product Area, 2003-2007 (US$000s)
    Hungary, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
    Hungary, Imports of Medical Equipment & Supplies, 2003-2007 (% of Total)
    Hungary, Leading Medical Suppliers by Product Area, 2007 (US$000s)
    Hungary, Leading Medical Suppliers by Product Area, 2007 (% of Total)
    Map of Poland
    Poland, Key Data 2009-2014
    Poland, Healthcare Expenditure, 2009
    Poland, Health Expenditure of Self-Government Entities by Region, 2003-2007 (US$)
    Poland, Public Hospitals and Beds by Sector, 2007
    Poland, Private Hospitals & Beds, 2003-2007
    Poland, Medical Personnel by Sector, 2003-2007
    Poland, Civilian Outpatient Facilities, 2000-2008
    Poland, Civilian Outpatient Consultations by Type of Clinic, 2001-2008
    Poland, Medical Device Production, 2003-2004 (US$)
    Poland, Exports of Medical Equipment & Supplies, 2003-2007 (US$000s)
    Poland, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
    Poland, Imports of Medical Equipment & Supplies, 2003-2007 (% of Total)
    Poland, Leading Medical Suppliers by Product Area, 2007 (US$000s)
    Poland, Leading Medical Suppliers by Product Area, 2007 (% of Total)
    Map of Romania
    Romania, Key Data 2009-2014
    Romania, Healthcare Expenditure, 2009
    Romania, Hospitals & Beds by Sector, 1997-2006
    Romania, Hospitals, Hospital Beds & Polyclinics by Region, 2006
    Romania, Medical Personnel, 2000-2006
    Romania, Polyclinics & Outpatient Facilities, 1999-2006
    Romania, Sanitary Units by Selected Type & Region, 2006
    Romania, Medical Device Production, 2003-2004 (US$)
    Romania, Medical Exports by Product Area, 2003-2007 (US$000s)
    Romania, Imports of Medical Equipment & Supplies, 2003-2007 (US$000s)
    Romania, Imports of Medical Equipment & Supplies, 2003-2007 (%)
    Romania, Leading Medical Suppliers by Product Area, 2007 (US$000s)
    Romania, Leading Medical Suppliers by Product Area, 2007 (%)
    Map of Serbia
    Serbia, Key Data 2009-2014
    Serbia, Healthcare Expenditure, 2009
    Serbia, Beds by Healthcare Type, 2003-2006
    Serbia, Hospital Activity by Type of Institution, 2006
    Serbia, Medical Staff Employed in Public Health Services, 1999-2006
    Serbia, Medical Staff Employed in Hospitals, 1999-2006
    Serbia, Outpatient Services, 2006
    Serbia, Medical Exports by Product Area, 2002-2006 (US$000s)
    Serbia, Imports of Medical Equipment & Supplies, 2002-2006 (US$000s)
    Serbia, Imports of Medical Equipment & Supplies, 2002-2006 (%)
    Serbia, Leading Medical Suppliers by Product Area, 2006 (US$000s)
    Serbia, Leading Medical Suppliers by Product Area, 2006 (%)
    Map of Slovakia
    Slovakia, Key Data 2009-2014
    Slovakia, Healthcare Expenditure, 2009
    Slovakia, Hospitals and Beds, 2004-2006
    Slovakia, Hospital Bed Projections, 2009-2014
    Slovakia, Healthcare Institutions, 2000-2006
    Slovakia, Medical Personnel, 2002-2006
    Slovakia, Projected Number of Physicians, 2009-2014 (000s)
    Slovakia, MoH Outpatient Facilities, 2006
    Slovakia, Outpatient Visits, 2002-2006 (000s)
    Slovakia, Medical Device Production, 2003-2004 (US$)
    Slovakia, Medical Exports by Product Area, 2002-2006 (US$000s)
    Slovakia, Imports of Medical Equipment & Supplies, 2002-2006 (US$000s)
    Slovakia, Imports of Medical Equipment & Supplies, 2002-2006 (%)
    Slovakia, Leading Medical Suppliers by Product Area, 2006 (US$000s)
    Slovakia, Leading Medical Suppliers by Product Area, 2006 (%)
    Map of Slovenia
    Slovenia, Key Data 2009-2014
    Slovenia, Healthcare Expenditure, 2009
    Slovenia, Hospitals & Beds, 2000-2007
    Slovenia, Medical Personnel, 2000-2006
    Slovenia, Medical Personnel by Type & Workplace, 2006
    Slovakia, Outpatient Facilities, 1995-1997
    Slovenia, Outpatient Visits to Primary Care Facilities by Cause, 2004-2007
    Slovenia, Dental Visits, 2004
    Slovenia, Number of Dental Treatments by Type, 2001-2004
    Slovenia, Medical Equipment Manufacturers
    Slovenia, Medical Exports by Product Area, 2002-2006 (US$000s)
    Slovenia, Imports of Medical Equipment & Supplies, 2002-2006 (US$000s)
    Slovenia, Imports of Medical Equipment & Supplies, 2002-2006 (%)
    Slovenia, Medical Imports by Product Area, 2006 (%)
    Slovenia, Leading Medical Suppliers by Product Area, 2006 (US$000s)
    Slovenia, Leading Medical Suppliers by Product Area, 2006 (%)
    Medical Trade Codes (Harmonised System)