“Value Promise of Partners Than Famous Brand Myth”

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Cherry Weng , Regional Sales  Manager, Mediland Enterprise Corporation in conversation with the EFY elaborates on expansion plans in the Indian market with focus on creating strong partnerships and restructuring network in India by establishing complete disinfection protocol in hospitals with their products. 

Mediland is known for providing innovative products to treat patients with curative, preventive, and palliative care. With over 36 years of experience in the healthcare industry, Mediland is said to be one of the most trusted and leading medical equipment manufacturers in Asia. 

Q. How is your business journey so far?

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Established in 1984, Mediland is one of the leading medical equipment manufacturers. From the beginning being the agent of worldwide leading medical equipment suppliers transformed to the operating room equipment manufacturer, Mediland now has reached a solid distribution network with over 150 partners in 60 countries.

Q. How do you define your product category(s), USP to customers?

We provide medical devices including operating room equipment solutions and UVC sterilisation systems to medical insiders.

For operating room equipment solutions, we provide a comprehensive and reliable product portfolio with different functionality and application approaches by abundant production and clinical practice experience; fulfil the different needs of surgeons and medical facilities. You can find the ideal product which is suitable for your budget allocation and requirement.

For our UVC disinfection robot-Hyper Light, plenty of clinically proven reports and research tell the effectiveness and reliability of the sterilisation. And our patented product design enhances the dosage and coverage of UVC for environmental cleaning.

Q. Can you share some details about its leadership team?

With currently around 200 employees, Mediland develops and produces advanced medical equipment in Mainland China and Taiwan. Founded by Chairman Mr. Chiang and currently led by Robin Chen, a professional manager who guides our global growth and will take responsibility for the team when faced with challenges, the company distributes different tasks and strategic market plans to its international and domestic teams. Product development and production led by Vincent Chiang, the executive vice president. The international team in charge of strategic segmentation includes sales experts, product managers, marketing professions, and service technicians.

Q. How is your business experience with India and What are the latest offerings for India customers?

We had been doing business with India since 2007. The first patch of our surgical lights and operating table was delivered to local hospitals via our distributors. After that we are doing business with several partners until now.

Hyper Light disinfection robot is our key solution to solve the infection and pandemic issue. The product was launched in 2016 for fighting healthcare-acquired infection. More than 99.9999% germicidal effectiveness had been clinically proven after using the robot for about 5~15 mins. The robot can be remote controlled by a tablet at a distance, and the motion sensor prevents potential accidental entry during the process. Fast, effective, and safe is our guarantee. More than 450 robots have been installed in hospitals and medical-related facilities worldwide so far.

Q. Why do you think this product is a right match for the Indian market?

Mediland has a comprehensive and reliable product portfolio with different functionality and application to fulfil the different needs of surgeons and medical facilities. Considering the outbreak situation in India now, we would like to deliver our Hyper Light to the front line of hospitals to assist with infection control. The traditional disinfection method is not enough; the innovative system with 254 nm UVC can destroy DNA/RNA of harmful microorganisms and leave us a safe and clean environment.

Q. What are your plans for partnerships, expansions in India?

Our business model is building on the strong partnership channels via distributor and agent networks. We value the promise and ability of our partners/distributors in their strategic territories rather than some famous brand myth. But if we focus on the end-users in India only, our equipment and systems have been dispatched into many public hospitals and private hospitals. Some of them are well known such as Apollo Hospital, Max Hospital, and Fortis Hospital.

We love to look for agents/partners who have strong intention and confidence to partner up with and help us spread the word about Mediland in India. They should be equipped with well-managed channels to hospitals and are familiar with the trading policy and regulation of medical devices and most importantly are skilled with tendering projects.

Those who would like to cooperate with us can contact our local hired sales representative in India first. We have a formal documentation and review process to confirm the intention and qualification.

Q. How are your exports outside mainland China?

International sales revenue is a major strategic portion that contributed to our annual revenue by about 23%. Hyper Light disinfection robot has been exported to more than 25 countries and the top 5 nations are Romania, Kuwait, Philippines, Thailand, and Japan.

Q. What are your future growth targets?

Our short-term plan is to create and restructure the partner network in India. In succession to the market in China, we believe India will become the 2nd most important medical market in Asia as well as a high-growth segment of Mediland. We believe that dynamic double-digit growth is promised by 2022.

Our middle-term plan is to establish a complete disinfection protocol in hospitals with the installation of Hyper Light and a series of clinical cooperation, thus enhancing the safety of hygiene.

Q. Do you have plans to set up operations in India, any time soon?

For the Indian market, we have a locally-hired sales representative who has rich experience and expertise in the medical territory over 10 years. We are looking forward to the prosperous results in the near future after the short and middle-term plans have been completed, then further action such as setting operations or office branches will be considered.

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