Transcript Slide 1

A Subsidiary of Almarfa Corporation
Kingdom of Saudi Arabia
We Came a Very Long Way …
… In a Very Short Time
Company Profile
www.almarfa.com.sa
Company
Vision
Company
Core Strategy
Solve Problems
Add Value
Our core strategy is to deliver
-to our market-the latest featured products with
cutting edges.
A product that can
solve a problem &/or add value
to the overall clinical outcome.
We are committed to our core strategy as well as to
our end-users and our business partners.
Company
Vision
Company
Vision
A High Performance, Energetic Healthcare
Supplier with Superior and Sustained
Customer Support, dedicated for the introduction
of the latest featured medical devices
with cutting – edge – technologies. A device that can solve
problems &/or add values for the whole clinical outcome,
Utilizing our strong Financial
Status and solid business expertise through
our excellent staff to skim-off
specially-targeted market niches
in the healthcare industry.
Chairman’s Message
Chairman’s
Message
If You have a solid product portfolio which is quite
innovative, well technically supported, well priced
to be such competitive.
If You have aggressive plans to leverage most of
your company’s competences with enough tools to
support your products.
If You are equipped enough to help run a highly
committed after-sales-support.
If You are convinced with real mutual partnership
with the concept of Shared Risk Strategy.
You are then most welcome to be our life-long
principal business partner.
Jamal Abahussein
Chairman
Company Offices
Dammam
Jeddah
Riyadh
Headquarters
Main Warehouse
Branch Manager
Sales Management
Service Head Dept.
Peripheral Warehouse
Main Router (MARBASE)
Remote Router
Organizational Chart
Chairman
Managing Director
CVS Sales Manager
1 DSM – Central
1 DSM – East
Medical Projects Sales Manager
1 DSM – WSN
1 PS – Heart Valves
MICS & BHS
1 PS – Heart Valves
MICS & BHS
1 PS – Heart Valves
MICS & BHS
1 PS – CVS Instrument
CVS Supplies
1 PS – CVS Instrument
CVS Supplies
1 PS – CVS Instrument
CVS Supplies
1 PS – CVS Equip.
CICU
1 PS – CVS Equip.
CICU
1 PS – CVS Equip.
CICU
PTS Sales Engineer
NIOBE Sales Engineer
PTS Site Engineer
NIOBE Site Engineer
PTS Site Supervisor
NIOBE Site Supervisor
Tenders Sales Specialist
Chief Financial Controller
1 PS – VAD
Overseas Purchasing & Logistics
Governmental PRO
Central Warehouse
Management
Chairman
Eng. Jamal Abahussein
Bsc. Engineering, Executive MBA
The Founder of Almarfa Medical, who consolidates the corporate infrastructure to
reflect a streamlined business and he is the key of numerous operational
initiatives.
The man who provides the machinery for consultations and collaboration on the
business and monetary scenario within Almarfa Group of Companies. With his
top-notch internal audit and financial staff, is continuously focusing to augment
the business portfolio within the group and collateral assets enhancement.
As a Chairman, he is always offering the opportunities for all to utilize the
corporate competencies in a productive way.
Managing Director
Dr. Shawkatt Raghib
MD, MBA, CCAS
Dr. Shawkatt, has concluded a different sets of skills to be applied to address the
company’s challenges, and he deployed the company resources to exploit the
highest value opportunities. He removes all impediments for the swift delivery of
new products to the market, and continuously aligning the sales and marketing
closer to the customers based on his strong commitment to the company vision.
He is responsible for global localization of our business partners strategies, intl.
market monitoring and development of product portfolio. He is focusing on
market trends and the ability to identify the expected future needs, as a business
development core strategy of Almarfa Medical.
Sales Force & Sales Support
District Sales Managers
3 District Sales Managers for the 3 main territories
Product Specialists
6 Product Specialists for the main 3 territories.
Tech. Sales Specialists
3 Technical Sales Specialists, one for each area
Sales Coordinators
3 Sales Coordinators, one for each area
M.P Sales Manager
1 Medical Project Sales Manager
PTS Sales Engineer
1 Pneumatic Tube System Sales Engineer
NIOBE Sales Engineer
Site Engineers
1 NIOBE {Magnetic Assisted Intervention} Sales Engineer
2 Site Engineers, 1 Each for PTS & NIOBE
Sales Force & Sales Support
Site Supervisors
Logistics Manager
Finance and Accounting Mgr
2 Site Supervisors, 1 Each for PTS & NIOBE
1 Logistics Manager with 1 subordinate
Full Finance and Accounting Department
Business Portfolio
CVS
Projects Management
Cardiac Surgery
Intv. Medicine
Medical Projects
Tenders
Off-Pump Cardiac Surgery
Interventional Cardiology
PTS
Medical Equipment
On-Pump Cardiac Surgery
NIOBE - MAI
Cardiac Assist Devices
Interventional Radiology
CVS - OR
EP-Electro-Physiology
Vascular Surgery
Disposables
Business Partners
Cardiovascular Surgery
Business Partners
Interventional Medicine & EP
Magnetic Assisted Intervention
Business Partners
Medical Projects
Pneumatic Tubing System
Cardiovascular Programs
Cardiac Assist Devices Program
Minimally Invasive Cardiac Surgery Program
Beating Heart Surgery Program
Magnetic Navigation Intervention Program
International Attendance
Local & Regional Contribution
KFAFH Intl. Annual
Cardiac Conference
S.A. Society of
EC Technology
New Product Introduction Policy
 Target Product
 Product Information Package
 Product Accreditations
 Product References Evaluation
 Current Competitors Evaluation
 Product Manufacturer Evaluation
 Launching Plan
 Demonstrations
 Intra-operative Evaluation
 Feedback Verification
 Decision Making
: it depends actually on:
- Customers Actual Needs [ Customer Driven Policy ]
- Expected Future Needs & Market Trends
: once the product has proven as a target, we will ask the manufacturer to
present a complete information package for our review.
: CE, FDA or other country-related accreditations.
: A reference list should be submitted for cross reference.
: Competitors analysis is a very important step in approving a target product to be
integrated to our portfolio. What’s the key FABs of this target
product vs. competitors.
: Target product manufacturer will be evaluated in respect of communication
style, responsiveness, flexibility, seriousness, pricing, product
support plans and after sales support proposal.
: At the time that all the above mentioned steps has fulfilled, the target product
will be supported by Almarfa Medical for a swift delivery to the
KOLs.
: With the first positive signs from our market’s KOLs, Almarfa Medical will call the
manufacturer for a series of In-house presentations at the main
reference centers for demonstrations and clinical workshops.
: A further very important step, is to evaluate the target product intra-operatively
as a mandatory step to be approved by the end user.
: the final step is to achieve end user satisfaction and approval.
: The target product now is integrated to our portfolio to enjoy our full support.
Financial Strengths
Almarfa Medical is enjoying a strong financial status. Our fully automated operation is ploughed to our strong financial poles.
Despite of our strong financial relations with our bankers, we have never ever resorted to this mode of external borrowings.
Our financial status could overcome any shortcoming in our operation.
 Operating Cycle
Time of Declaration to our stores
1 month
Stock holding
3 months
Collection Period
9 months
Total Cycle Time
13 months
 Bank Reference
arab national bank
P.O.Box : 41095, Riyadh 11521, Saudi Arabia
Mr. Abdulrahman A. Al-Nashwan
Manager, Commercial Banking Division
Tel : +966 1 287 5320
Fax : +966 1 287 5320
[email protected]
www.anb.com.sa
Market Info.
Population
Age structure
Popl. growth rate
Birth rate
Death rate
Infant mortality rate
Sex ratio
Life expectancy
Total fertility rate
: 22,023,506 includes 5,360,526 Expatriates
: 0 -14 years: 43%
15-64 years 55%
> 65 years 2%
: 3.28%
: 37.47-births/1,000 population
: 6.02-deaths/1,000 population
: 52.9 deaths/1,000 live births
: 1.24 male(s)/female
: 67.77 years
: 6.3 children born/woman
Government health expenditure
Health expenditures as % of GDP
Per capita govt. health expenditure
Hospitals beds per 1000 population
Doctors per 1000 population
Total number of beds ( Gov.)
Total number of Polyclinics
Total number of Doctors
: US$ 9 Billion
: 4.2%
: US$400
: 2.4
: 1.8
: 46.916
: 3.315
; 36,302
Regional Settings
- Saudi Arabia uses the metric system , both 120 and 220 volt electrical equipment is in use.
Business Markets
Governmental Business Market
 Key Facts
Government health expenditure
Health expenditures as % of GDP
Per capita government health expenditures
Hospitals beds per 1000 population
Doctors per 1,000 population
Total number of beds (government hospitals)
Total number of polyclinics
Total number of doctors
: US$ 9 Billion
: 4.2%
: US$ 400
: 2.6
: 1.8
: 46,916
: 3,315
: 36,301
17 %
18 %
65 %
 Governmental HealthCare Providers
MOH
MODA
NG
SF
SH
SIH
UH
RC
Ministry of Health
( 176 Hospitals )
Ministry of Defense and Aviation
( 9 Hospitals )
National Guard
( 5 Hospitals )
Security Forces
( 3 Hospitals )
Specialist Hospitals
( 5 Hospitals )
Social Insurance
( 4 Hospitals )
University Hospitals
( 4 Hospitals )
Royal Commission for J & Y
( 6 Hospitals )
MOH
Institutions
Private
 Ways of Purchasing
- MOH: Majority SGH Tenders, shortfalls and certain capital equipment through local tenders.
- Other Govt. Institutions: All purchases are done through bids/tenders invited from registered
vendors after the product approval by the quantity assurance department.
- Saudi ARAMCO / King Faisal Specialist Hospital: Purchasing is through bids issued locally
and through their buying offices in USA and Europe.
Governmental Business Market
Region
Hospitals
Beds
Riyadh
Makkah
Jeddah
Taif
Madinah
Qassim
Al-Hassa
Hafr Al-Baten
Aseer region
Bisha
Tabuk
Hail
Jizan
Najran
Al-Baha
Al-Jouf
Qurayyat
Eastern region
Northern region
27
7
12
9
15
15
5
1
16
3
9
7
12
5
8
4
3
13
4
5,040
2,050
3,200
1,900
2,150
1,950
300
270
1,980
450
800
580
1,400
670
1,110
535
250
1,700
580
Total
175 + 36
26,915 + 15,001
Tender
Direct P.O.
60%
30%
60%
30%
30%
40%
70%
40%
70%
70%
Ways of Purchasing
Agency
Ministry of health
Ministry of defense
Ministry of higher education
Saudi Arabian national guard
Other government agencies
Private Business Market
Total number of private hospitals
Total number of beds / private hospitals
Total number of private clinics
Total number of pharmacies
Total number of doctors
:
92
: 8, 592
: 1, 000
: 3,116
: 19, 005
 Ways of Purchasing
- It’s a mix of bids and direct purchase.
- lately, price become a vital concern.
- Quality and convenience of use are also
highly considered.
- Many hospitals buy through annual tenders
for better prices
Cardiovascular Market
Cardiac Surgery Centers & Cathlabs. in Saudi Arabia
Active Cardiac Surgery
Centers / Territory
Numbers of
Centers
Annual Achievements
Open Heart Surgeries
Cathlab Procedures
Central Area - Riyadh
6
8,000
12,000
Western Area - Jeddah
4
4,000
7,000
Eastern Area - Dammam
3
1000
2,000
Total # of Cardiac Centers
Total # of Cardiac Surgeries:
18
16000
Total # of CABG “ on pump” without other associated procedures
3500
Total # of CABG “ off pump” without other associated procedures
1500
Total # of CABG with valve replacement/ repair
Total # of valve replacement without other associated procedures
Total # of valve repair without other associated procedures
Total # of heart transplantation
750
1500
750
20
Total # of congenital heart defects
5000
Total # of other cardiac procedures
3000
Cardiovascular Heart Transplant History in Saudi Arabia
Whole Heart = 90
Heart for Valves = 247
40
35
30
25
20
15
10
5
0
1986 87 88 89
90 91 92
93
94 95
96 97
98 99 2000
Business Milestones
 The First Implantation of Totally-Implantable Artificial Heart;
The first in Middle East, Asia, Africa & North America
 The Giant Reference Hospital PTS Project in the Middle East
 The First Nanotechnology used in the Middle East
 The First Installation & Commissioning of NIOBE,
Navigation System in the Middle East.
Magnetic
Business References
International
 Business Partners
Contact any of our business partners
Saudi Arabia
 Embassy of Germany
Contact Mr. Oliver Bientzle
+966 1 488 0700
 Embassy of USA
Contact Mr. David Hennry Rundell
+966 1 488 3800
 Embassy of Canada
Contact Ms. Rasha Serry
+966 1 488 2288
 Embassy of France
Contact Mr. Rolly Dagher
+966 2 668 1560
 Embassy of UK
Contact Mr. Gareth O’Brien
+966 1 488 0088
 Embassy of Sweden
Contact Mr. Patrick el-Chiekh
+966 1 488 3100
 Embassy of Switzerland
Contact Mr. George F. Tohme
+966 1 488 1291
 Embassy of Royal Danish
Contact Mr. Mogens KjØrup
+966 1 488 0101
 Embassy of Spain
Contact Mr. Joaquin Manrique
+966 1 488 0606
 Embassy of Austria
Contact Mr. Christoph Meyenburg
+966 1 480 1217
 Embassy of Czech Rep.
Contact Mr. Miloslav Stasek
+966 1 450 3617
 Chamber of Commerce
Contact the Info Disk
+966 1 404 0044
Copyrights © 2004, Almarfa Medical
www.almarfa.com.sa
Company Contact Addresses
Headquarters - Riyadh
405 Al Umam Commercial Centre, Siteen St.
P.O.Box 28481, Riyadh 11437, Saudi Arabia
Tel : +966 1 472-8000
Fax : +966 1 477-0817
Email: [email protected]
www.almarfa.com.sa
Branch Office – Jeddah
9 Sharbatly Commercial Centre
Hail St, P.O. Box 136708
Jeddah 21313, Saudi Arabia
Tel : +966 -2- 651-0888
Fax : +966 -2- 657-70808
Email : [email protected]
Branch Office - Dammam
Almarfa Commercial Centre
King Faisal St, P.O. Box 63509
Dammam 31516, Saudi Arabia
Tel : +966 -3- 828-5000
Fax : +966 -3- 828-6777
Email : [email protected]
Copyrights © 2004, Almarfa Medical
www.almarfa.com.sa
Thank You
Copyrights © 2004, Almarfa Medical
www.almarfa.com.sa