June 2011

“Intelligent and easy to use machines provide opportunity for better human life” : Ashwani Raina, General Manager–UIS & Radiology Syatems, Mindray Medical India

Mindray Medical is one of the leading global manufacturers and suppliers of highquality medical equipments. Having started its India operations from January 2007, Mindray has already established itself as a leading player in patient monitoring and life support, in-vitro diagnostics and medical imaging segments. 

Ashwani Raina, General Manager– UIS  & Radiology Systems, Mindray Medical India talks with Dhirendra Pratap Singh about his plans for the domestic market and reflects on current issues in this industry

How have you seen the advancement in the field of medical electronics over last few decades? Which areas of healthcare have benefited the most through such technologies? 

Medical electronics has reformed to a great deal in last few decades. We have seen tremendous technology breakthrough across many product lines. Healthcare providers have worked closely with clinicians and designed  equipments, which match their needs for patient care precisely. They are not only looking at the current problem but also future prediction and cure.

Today, doctors get quick qualitative and quantitative information with ease. The doctors can make accurate and correctdecisions and they feel much more confident. Introduction of HIS, PACS are examples of how healthcare is getting benefitted in a big way through IT.

Equipments have become smart and small, easy to carry, and pleasing to patients. Intelligent and easy to use machines provide opportunity for better human life.

Imaging field have seen a lot of benefits – we are able to get accurate information for a small lesion and scanning time is really short. Patients feel painless during examinations. We at Mindray do scanning with lower dose, which is good for patient’s health. Breakthroughs have happenedin imaging field and we have seen Nobel Prize winners for CT and MRI modalities.

What is the portfolio of medical equipments and devices that you are currently offering in India?

We are offering ultrasound, color Doppler, hand-carried color Doppler devices. In radiology imaging products, we areoffering DR and MRI, PM and life support – patient monitors, anesthesia Systems, OT tables, surgical lights, pendants and defibrillators. In IVD product segment, we are offering hematology analyser, random access chemistry analyser, clinical chemistry reagents and veterinary solutions across product lines. A number of medical equipment companies are setting up R&D and manufacturing base in India.

Do you have similar plans in this country?

I am quite optimistic about India’s story, especially in healthcare. We have our R & D centres in US, Europe, China and are keeping a close watch on India too.

We are in India for last six years and have seen terrific growth across product lines. Today, top customers use our products and their feedback is very critical for us. In fact, Indian customers’  inputs and
feedback are part of our product development and while designing new products. Many top doctors across the countryhave attended our forums and their feedback is valuable for us.

In radiology imaging products, we are offering DR and MRI, PM and life support – patient monitors, anesthesia Systems, OT tables, surgical lights, pendants and defibrillators.In IVD product segment, we are offering hematology analyser, random access chemistry analyser and veterinary solutions across product lines

What has been your marketing and business strategy in India? Are you working through your own resources or through local distributor/reseller network?

We have our direct operation in India and have our direct team present in most states. To have a better reach and support to end customer, we have exclusive and dedicated specialised distribution network for each product line. We work as team with our distribution to ensure that localisation and service support is given promptly. We maintain sufficient inventory of spares in India in different zones for our customers.

We are very actively participating in conferences, trade shows and conduct local CMEs. We have team of dedicated application specialist across product lines to ensure our users use the machines to optimum. Demonstration equipments, a key requirement for business is maintained in a healthy way and we can confidently commit to customers on the same.

We have tripled our organisation in last one year and will continue to recruit talented people and strengthen our distribution network too. We shall open more branch offices in India in coming years. For easy access customers can reach us through toll free number 1800- 10-20-300.

We have niche products in each segment, which allows us to compete in every market. Just to name a few in imaging segment—MagSence 360 MRI with powerful gradient of 25mT/m, 0 percent eddy effect,the first ’inScan technology’ shows more care for patients, is easy to use, and saves at least 40 percent time in scanning. Exams can be performed by a touch screen on the system itself.

M7 Hand diagnostic color Doppler, Reddot award winner product, is an extremely powerful system and is becoming customers’ choice. It can do Volume 4D and for cardiology, has qualitative tools like TDI, TVI, FreeXros.

What are the existing regulatory hurdles and bottlenecks for medical device companies operating in India? What will be  your wish list from government authorities for boosting this industry?

I don’t see many hurdles at this point of time for operations and on the hindsight many opportunities await in India in healthcare sector.

Market growth coupled with company strategy and product mix makes it exciting

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