久久久无码人妻精品无码_6080YYY午夜理论片中无码_性无码专区_无码人妻品一区二区三区精99

US EUROPE AFRICA ASIA 中文
Business / Medical equipment industry

Devising ways to sell medical devices abroad

By Cecily Liu (China Daily) Updated: 2012-11-27 07:49

Devising ways to sell medical devices abroad

Visitors at a medical equipment trade show in Shenzhen, Guangdong province, look at products on display at Mindray Medical International Ltd's booth. Yu Ge / For China Daily

Chinese healthcare equipment maker Mindray continues to gain recognition overseas despite some ongoing prejudice, reports Cecily Liu in London

David Yin, managing director of Europe at the Shenzhen-based Mindray Medical International Ltd, recalled that his team's first order from overseas was the result of "an accident".

In 2000, a British company's attention was caught by the "made in China" label displayed on Mindray products at Medica, a trade fair in Germany. The company, which Mindray declined to identify, took the product to a British hospital for a quality assessment and bought it after being assured that it was up to standard.

Mindray is now a large player in the medical devices industry, exporting products to 190 countries and regions.

In 2011, it had $881 million in net revenue, more than half of which was generated overseas.

"We are committed to international expansion, especially in Europe and the United States," Yin said. "These two markets are like two fortresses we have to conquer to become a truly global leader.

"In the process of selling our products to Europe and the US, we learn about their strict standards. These lessons become invaluable for our product development at home."

Devising ways to sell medical devices abroad

Yin said Mindray's success in Europe and the US has helped it gain the trust of both domestic customers and customers in other emerging economies, who had often favored Western products in the past.

"Some Middle Eastern and Latin American markets only give medical equipment product registrations if they have already been sold in Europe or the US, which just demonstrates how important it is to have a presence in Europe and the US," Yin said.

Mindray was established in Shenzhen, Guangdong province, in 1991, originally as a trade company that sold medical equipment produced by foreign companies in China.

But the founders of the company, Xu Huang and Li Xiting - who had both worked in the 1980s as engineers at a State-owned maker of medical instruments - had ambitions to have Mindray produce its own medical equipment.

Under that impetus, the company began to invest heavily in research and development and developed its first patient-monitoring device in 1992.

Mindray began to prepare itself for international expansion later that same decade after recognizing that the market for medical equipment was smaller in China than in advanced economies such as Europe and the US, where healthcare is a priority of the public sector. One important step it took toward that end was making sure its products met regulatory standards abroad.

Most of the company's devices and equipment bear the European Economic Area's CE marking, meaning they can be sold in the countries that make up European Union, plus in Iceland, Liechenstein and Norway. Some of its products have also won approval from the US Food and Drug Administration.

Yin said the "accident" in 2000 - the company's first overseas sale - could not have occurred without this preparatory work.

"It demonstrated that we were ready for the foreign market," Yin explained.

Since then, Mindray has relied on distributors to export its products to Europe.

Overseas expansion

Mindray established an office in the US in 2004 and did the same in the United Kingdom two years later. Its network of subsidiaries and representative offices has since been expanded into about 20 countries, including France, Germany, the Netherlands and Spain.

In 2006, Mindray listed itself on the New York Stock Exchange, raising $311 million.

Devising ways to sell medical devices abroad

Despite having to compete with international giants such as Philips Healthcare, GE Healthcare and Spacelabs Healthcare, the company has managed to take part in a large number of prominent projects over the years.

One of them has it supplying medical equipment - including patient devices and ultrasound equipment - to Britain's public healthcare system, the National Health Service, or NHS.

"We entered into talks with the NHS around 2006 or 2007, and they had an open attitude about learning about our products," Yin said.

In 2008, Mindray placed a bid to take part in the NHS' procurement system.

"We were assessed as a business holistically, including our product quality, commercial qualifications and after-sales service," he said. "We passed the test and have remained in their procurement system ever since."

Yin said Mindray's chief advantage in Europe isn't the prices it offers, but the quality of its products and after-sales service.

"Most hospitals have a procurement process whereby prices are not made known at first," Yin said.

A hospital, he explained, can arrange a month-long trial period during which a technical assistant and an after-sales assistant teach doctors how to use a device.

"The doctors then rate the equipment," Yin said. "So if six companies enter the first round, only the most highly rated two or three bidders are then given the opportunity to tell the procurement department their product prices.

"That is why we place great emphasis on product quality and innovation," he said. According to the company's website, Mindray reinvests about 10 percent of its annual revenue into research and development and has introduced about eight products to the market in each of the past seven years.

The company now has about 1,550 employees engaged in research and development, a number making up roughly a third of its workforce.

One milestone in Mindray's overseas expansion came with its $200 million acquisition of the New Jersey-based Datascope Corp's patient monitoring business in 2008.

Datascope's R&D centers in Stockholm and in New Jersey became valuable assets. The deal also gave the company a directly employed sales staff in Europe and North America.

Yin said Mindray and Datascope complement each other in Europe.

"Datascope has been in contact with European customers for decades, so they understand customers' needs," he said. "But they couldn't deliver the products needed due to high R&D cost and slow R&D speed.

"Mindray's advantage is the ability to turn R&D results into actual products. For example, if Datascope needs five years to develop a product, Mindray only needs two years to develop the same product."

After the acquisition, Mindray used Datascope's existing connections to arrange visits between its research and development employees in Shenzhen and European clients.

"Datascope's channels function as an introduction through which our R&D team learned more about customer needs," he said.

Prejudice still exists

One obstacle Mindray still must overcome is the prevailing prejudice against Chinese products, Yin said.

"This is particularly a challenge when it comes to customers of developed markets like Europe and the US," Yin said.

"We had to continuously explain to them that Chinese products are not just cheap exports, but because China has many high-tech companies, it has many highly skilled employees. And it has many companies that understand clients' needs and are keen to solve clients' problems."

Yin said he hopes more high-tech Chinese products find success in the European market.

Meanwhile, Mindray has exploited its price advantages to strengthen its presence in developing economies. That has helped it answer the call of its company slogan and put "healthcare within reach", Yin said.

Mindray's ability to understand the needs of customers in developed economies was a point emphasized by Yin during a speech he delivered at the World Medtech Forum Lucerne in Switzerland in September.

"Many European or North American medical devices companies are talking about the whole market shrinking," he said. "But the reality is that only 1 billion out of 7 billion people globally live in developed economies. To offer affordable products for the remaining 6 billion people is Mindray's advantage."

Mindray's expansion into the European market resembles steps taken by other privately owned Chinese businesses, which have been encouraged to go overseas both by commercial opportunities and the Chinese government's policy initiatives.

For example, the Chinese government's 12th Five-Year Plan (2011-15) encourages privately owned businesses to expand internationally.

Yin said that he is glad for the support Mindray has received from the Chinese government over the years, particularly in the protection of intellectual property rights.

"IPR is a key asset for high-tech companies such as Mindray," he said. "We have noticed that China's patent laws have become much more complete and their enforcement much more stringent over the past decade."

Mindray applied for its first patent in 1997 and has so far received more than 1,000 of them. Of those, more than 200 have been secured overseas, Yin said.

"Back in the days when (intellectual property rights) enforcement was poor, no Chinese company dared to invest in R&D," Yin said. "But now many Chinese companies invest heavily in R&D."

"With great support from home, we are committed to invest globally, and we hope our success will improve the image of Chinese products in Europe and beyond."

Contact the writer at cecily.liu@mail.chinadailyuk.com

(China Daily 11/27/2012 page13)

Hot Topics

Editor's Picks
...
久久久无码人妻精品无码_6080YYY午夜理论片中无码_性无码专区_无码人妻品一区二区三区精99

    久久综合亚洲精品| 亚洲xxx在线观看| 日韩肉感妇bbwbbwbbw| 欧洲xxxxx| 久久婷婷五月综合色国产香蕉| www.se五月| www.中文字幕在线| 超级碰在线观看| 日日躁夜夜躁aaaabbbb| 2018国产在线| 欧美精品一区二区性色a+v| 人妻无码视频一区二区三区| 日本a在线天堂| 久久精品视频在线观看免费| 精品一卡二卡三卡| 欧美一级免费播放| 欧美三级午夜理伦三级老人| 欧美精品久久久久久久久25p| 我的公把我弄高潮了视频| 中文字幕av导航| 日韩av自拍偷拍| 男人天堂成人在线| 国产日韩一区二区在线| 国产极品尤物在线| 久久男人资源站| 男女啪啪免费观看| 亚洲美女自拍偷拍| 精品亚洲视频在线| 欧美男女交配视频| 激情视频综合网| 亚洲爆乳无码专区| 北条麻妃69av| 欧美日韩亚洲一| 波多野结衣50连登视频| 欧美 日韩 国产 高清| 青草网在线观看| 激情五月六月婷婷| 午夜啪啪福利视频| 久久久久久久久影视| 国产精品美女在线播放| 日韩av片免费观看| 亚洲国产欧美91| 国产黑丝在线视频| 男同互操gay射视频在线看| 亚洲欧美日韩网站| 波多野结衣三级在线| 免费观看黄色的网站| 波多野结衣激情| 日本丰满大乳奶| 99re6这里有精品热视频| 成人手机在线播放| 男人添女人下部视频免费| 黄色特一级视频| 人人妻人人澡人人爽欧美一区双 | 成人三级视频在线播放| 国产成人黄色片| 超碰影院在线观看| 五月天av在线播放| 肉色超薄丝袜脚交| 免费看日b视频| 国产毛片视频网站| 久久久久久久久久久福利| 成年人免费在线播放| 激情五月亚洲色图| 女同激情久久av久久| 黄黄视频在线观看| 青青草精品视频在线| 无码人妻丰满熟妇区毛片18| 久久九九国产视频| 午夜av中文字幕| 中文字幕日韩精品无码内射| 日韩一级片免费视频| 久热免费在线观看| 91精品999| 日本a级片在线播放| 精品久久久久久无码中文野结衣| 无码人妻丰满熟妇区毛片18| 亚洲欧美自偷自拍另类| 99热都是精品| 精品少妇一区二区三区在线| 性欧美极品xxxx欧美一区二区| 99九九99九九九99九他书对| 99久热在线精品视频| 男女av免费观看| 国产又粗又长又爽又黄的视频| 国产欧美123| www.欧美日本| aaa免费在线观看| 国产青青在线视频| 色婷婷一区二区三区在线观看| 91小视频在线播放| 9999在线观看| 免费不卡av在线| 亚洲77777| 美女扒开大腿让男人桶| 91福利国产成人精品播放| 天天做天天爱天天高潮| 男人靠女人免费视频网站| 日韩在线一区视频| 97国产在线播放| 国产欧美一区二| 草草久久久无码国产专区| 欧美午夜精品理论片| 日日橹狠狠爱欧美超碰| 久久久久久久久久一区二区| 国产精品国产亚洲精品看不卡| 午夜两性免费视频| 日本国产在线播放| 久久久久久久久久毛片| av网站在线观看不卡| 黄色一级视频播放| 爱情岛论坛亚洲首页入口章节| 天堂8在线天堂资源bt| 日本在线播放一区二区| 久久免费视频3| 成人性做爰片免费视频| 亚洲欧美视频二区| 男人日女人下面视频| 青青草综合在线| 第一区免费在线观看| 精品99在线视频| 国产aaa免费视频| 一区二区久久精品| 手机在线看福利| 99爱视频在线| 国内精品在线观看视频| 黄黄视频在线观看| 久久出品必属精品| 久久人人爽av| 一区二区在线播放视频| 丰满爆乳一区二区三区| 六月婷婷激情综合| 在线播放 亚洲| 国产乱码一区二区三区四区| 一本久道中文无码字幕av| 国产深夜男女无套内射| 日本五级黄色片| 成年人黄色在线观看| 蜜桃福利午夜精品一区| 欧美男女交配视频| 色综合手机在线| 日韩免费毛片视频| 久久久免费视频网站| 欧美黄色免费影院| 激情综合在线观看| 国产亚洲精品网站| 人妻少妇被粗大爽9797pw| 欧美久久久久久久久久久久久| 久草视频这里只有精品| 欧美高清中文字幕| www污在线观看| avav在线播放| 污污污污污污www网站免费| 日本xxxxx18| 久久国产精品免费观看| 三级在线免费观看| www.激情网| 亚洲人精品午夜射精日韩| 性欧美大战久久久久久久| www.xxx麻豆| 欧美成人高潮一二区在线看| 免费一级特黄毛片| av动漫免费看| 手机看片福利日韩| 亚洲欧洲日本精品| www.污网站| 欧洲精品视频在线| av无码久久久久久不卡网站| 自拍日韩亚洲一区在线| 日日碰狠狠躁久久躁婷婷| 99草草国产熟女视频在线| 在线免费观看视频黄| 日本不卡一区在线| 日本三级福利片| 亚洲色欲久久久综合网东京热| 免费看黄在线看| 免费男同深夜夜行网站| 欧美美女一级片| 色偷偷中文字幕| 久久久久久久香蕉| 国产精品宾馆在线精品酒店| 无码内射中文字幕岛国片| 午夜免费看毛片| 亚洲av首页在线| 波多野结衣之无限发射| 免费男同深夜夜行网站| 国内av一区二区| 久久亚洲国产成人精品无码区| 成人毛片视频网站| 亚洲欧美日韩综合网| 99久久99久久精品| 国产一区视频免费观看| 久久久九九九热| 久久久久免费看黄a片app| 亚洲激情在线观看视频| 欧美性受xxxx黑人猛交88| 黄色大片在线免费看| 国内外成人免费在线视频| 久久久99精品视频| 免费无遮挡无码永久视频|