MEDICAL MIRACLES : Participation by
Indian Medical Device Companies
Thirteen companies from six developing countries
presented themselves at the Medica 2006 trade fair in Dusseldorf, Germany, last
November in the CBI stand. The companies are enrolled in the CBI's export
development programme for medical devices and laboratory equipment. The event
surpassed all expectations, says CBI consultant Leendert Santema.
The Centre for the Promotion of Imports from
developing countries (CBI, www.cbi.eu) was
established in 1971.CBI is an Agency of the Ministry of Foreign Affairs and
part of the development cooperation effort of The Netherlands. The number of
staff employed by CBI is around 35. Besides, CBI calls on the assistance of
a large number of external experts for the implementation of activities.
The organisation has five departments dealing with:-
1). Market information and matchmaking;
2). Export development of businesses;
4). Institutional development of business support organizations;
5). General affairs and accounting.
Participants in CBI pavilion at Medica 2006
The 13 participants in the CBI pavilion represented
India, Indonesia, South Africa, Pakistan, Colombia and Tunisia. Another 12
companies from Colombia, India South Africa, Pakistan, Egypt and Jordan
exhibited by means of brochures and samples in the CBI's renewed 'hospitality
area' - a section of the pavilion designed for informal meetings and discussion
with visitors. "The hospitality area was a tremendous success. From the
beginning to the end of the show, it was in constant use", says Santema. The
participants - all ISO9000/2000 or CE-certified - registered 760 business
contracts, booking over Euro 87,000 worth of orders and another 15,5 million or
so of expected orders.
A total of 4,600 exhibitors from 73 countries
attended the fair, which included the Compamed event with 232 exhibitors. The
Medica conferences were attended by 1,400 participants. The CBI group presented
product lines for all medical market segments, from hospitals to the home care
market, and from specialised clinics to OTC products, ambulances, dentists, the
pharmaceutical industry and more. The CBI's exhibitors certainly fit in with the
general level of professionalism, says Santema. "Our participants all operated
professionally and gave proof of their appreciation of the importance of trade
fair participation. Their stands were well decorated and the essential issues
were presented well on laptop computers, video and cd presentations, or direct
functionality testing. It's no secret that all our participants are really
experts in their respective fields. And in the few situations in which specific
expertise was missing, the CBI consultants were available to give visitors
detailed medical information. The whole fair was an overwhelming experience. The
general impression is that more and more opportunities are being offered to
suppliers from developing countries."
Feedback from visitors- whose numbers were up from
132.000 in 2004 and 134.500 in 2005 to 137.500 in 2006, with a growing presence
of traders among them- confirmed that the CBI pavilion was a hit. . The visitors
appreciated the wide range of excellence, high-quality products and applications
and one of the visitors commented the seriousness of starting business with
them. A group of distributors from Greece said, via their spokesman, "The CBI
set-up is very valuable to us, as it saves lot of search time. We have found a
wide range of high-quality medical device". One group of purchase managers from
Dutch hospitals invited Santema for a meeting in the possibility of purchasing
directly from manufacturers in developing countries. Santema reported that their
interest looks promising.
MEDICAL AND MEDICAL LABORATORY EQUIPMENT (2005 -
Programme Manager: Mr. Jan Nijenhuis
In the European healthcare market, buyers are looking first and foremost for
quality and reliability. Previous CBI programmes have demonstrated that
hospitals and importers do not shy away from medical devices, disposables and
equipment manufactured in developing countries, as long as the quality and
reliability are beyond any doubt.
The CBI export development programme for medical and medical laboratory
equipment supports you, the exporter, in complying with European quality
standards and building up a track record in reliability.
The programme follows a step-by-step approach, starting with a careful
selection, followed by technical assistance and training, market entry and
consolidation of business contacts.
The programme started in 2005 and is expected to run until 2010. For companies
in Jordan, Tunisia, South Africa, Peru and Vietnam, the programme is still open
for application until April 1st, 2006.