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Medical Technologies Distributor Profiles in Eastern Europe

  • September 2014
  • -
  • Frost & Sullivan
  • -
  • 107 pages

Assessment for Growth Opportunities Using Distributors in Eastern Europe

The Eastern European medical device industry is in the growth stage. Both established medical-device providers as well as new medical-device manufacturers are constantly trying to penetrate the Eastern European region, while simultaneously looking at ways to reduce the cost incurred for placing their products in this sector. Using distributors is one of the effective means to achieve this target. This research service analyses the medical devices distribution market in Eastern European and provides profiles of key distributors in Bulgaria, the Czech Republic, Hungary, Poland, and Romania. It also supplies the drivers, restraints, and future trends in the medical device distribution market.

Executive Summary—Key Findings
-The Eastern European medical device industry accounts for approximately $ billion in 2013. It is expected to grow by a compound average growth rate of% between 2014 and 2018.
-The medical device industry in Eastern Europe is very diverse and is at different stages of development. Most healthcare systems present in this region are in need of renovation or replacement.
-New hospital equipment is mostly imported, as many medical device manufacturers within the region are unable to fulfil the demand for more sophisticated equipment. Poland, the Czech Republic, and Hungary represent the largest medical markets in the region.
-The medical technology and distribution sector in Eastern Europe is highly competitive and fragmented.
-Increasing competition among medical device manufacturers, changing governmental regulations and policies, and variations in customer outlook and demand are fuelling the need for distributors in Eastern European countries.
Note: Medical devices include products, solutions, and equipment from surgical, imaging, consumables, dental, and patient-aid sectors.
-The emergence of private healthcare facilities in response to greater demand for healthcare services, which the public hospitals have been unable to meet, especially in countries such as Bulgaria, Romania, and Poland, has helped distributors to increase revenue.
-Many of the Eastern European distributors take an active part in provincial pricing, reimbursement listing, and bidding hospital tender.
-Distributors have good business relationships with key decision-makers in many hospitals; such contacts can help them secure a supply contract in these hospitals. Doctors and nurses play an important role in brand choice.
-Simple distributors are the main distributors, followed by importers and wholesalers in Eastern European countries. There is also a rise in the number of fourth-party logistics (4PL) companies catering to multinational manufacturers looking to increase market penetration in Eastern Europe.
-Provincial distributors prefer to collaborate with large manufacturers and become their exclusive distributors. They then use these existing relationships as leverage with key decision-makers in the healthcare industry.

Table Of Contents

Medical Technologies Distributor Profiles in Eastern Europe
1. EXECUTIVE SUMMARY

Executive Summary
Executive Summary—Key Findings
Research Methodology

2. HEALTHCARE INFRASTRUCTURE—OVERVIEW

Healthcare Infrastructure—Overview
Eastern European Medical Devices Industry
Eastern European Hospitals
Types of Hospitals

3. ROUTE MANUFACTURERS IN THE SUPPLY CHAIN

Route Manufacturers in the Supply Chain
Medical Device Manufacturers' Routes-to-Market
Criteria for Selling in Europe

4. MEDICAL DEVICE DISTRIBUTION—OVERVIEW

Medical Device Distribution—Overview
Need for a Distributor
Medical Device Distributor—Segmentation
Segment Characteristics
Distribution Channel Structure Overview
Present Distribution Strategy

5. EXTERNAL CHALLENGES—DRIVERS AND RESTRAINTS

External Challenges—Drivers and Restraints
Market Drivers
Drivers Explained
Market Restraints
Restraints Explained

6. BULGARIA

Bulgaria
Bulgaria—Healthcare Facts
Bulgaria—Healthcare Overview
Bulgaria—Market Entry
Bulgaria—Criteria to Sell Medical Devices
Bulgaria—Market Background
Bulgaria—Procurement Process for Medical Devices
Bulgaria—Medical Device Distributor Concentration
Bulgaria—Medical Device Distributors
Sopharma Trading
Ecos Medica
MEDICARD Ltd.

7. CZECH REPUBLIC

Czech Republic
Czech Republic—Healthcare Facts
Czech Republic—Healthcare Overview
Czech Republic—Market Entry
Czech Republic—Criteria to Sell Medical Devices
Czech Republic—Market Background
Czech Republic—Procurement Process for Medical Devices
Czech Republic—Medical Device Distributor Concentration
Czech Republic—Medical Device Distributors
PROMEDICA PRAGUE GROUP, AS
Aura Medical
HOSPIMED.cz.

8. HUNGARY

Hungary
Hungary—Healthcare Facts
Hungary—Healthcare Overview
Hungary—Market Entry
Hungary—Criteria to Sell Medical Devices
Hungary—Market Background
Hungary—Procurement Process for Medical Devices
Hungary—Medical Device Distributor Concentration
Hungary—Medical Device Distributors
Innomed Medical Inc
MEDICOR Elektronika Zrt.
Medicor Kezim?szer Zrt.

9. POLAND

Poland
Poland—Healthcare Facts
Poland—Healthcare Overview
Poland—Market Entry
Poland—Criteria to Sell Medical Devices
Poland—Market Background
Poland—Procurement Process for Medical Devices
Poland—Medical Device Distributor Concentration
Poland—Medical Device Distributors
FARUM SA
Alvo
Pofam Group

10. ROMANIA

Romania
Romania—Healthcare Facts
Romania—Healthcare Overview
Romania—Market Entry
Romania—Criteria to Sell Medical Devices
Romania—Market Background
Romania—Procurement Process for Medical Devices
Romania—Medical Device Distributor Concentration
Romania—Medical Device Distributors
The GADA Group
Rombiomedica SRL
Three Pharm

11. FUTURE TRENDS IN MEDICAL DEVICE DISTRIBUTION

Future Trends in Medical Device Distribution
Future Trends in Distribution
The Last Word—Three Big Predictions
Legal Disclaimer

12. APPENDIX

Appendix
Acronyms
Learn More—Next Steps

13. THE FROST and SULLIVAN STORY

The Frost and Sullivan Story
Value Proposition—Future of Your Company and Career
Global Perspective
Industry Convergence
360º Research Perspective
Implementation Excellence
Our Blue Ocean Strategy

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