Interview

'We Are Planning to Launch the First Portable Heart Lung Support System'

Maquet is a subsidiary of the publicly-listed Swedish group of companies Getinge AB. The Maquet organisation is to be found all over the world, with 34 subsidiaries and with over 200 specialist distributors and partner companies in sales and service representing Maquet. Their centres of excellence are located in Germany, France, Sweden, the US, Turkey and China. In 2004, Maquet started its local subsidiary— Maquet Medical India Private Limited, after its acquisition of the Siemens Life Support Systems Division. With this acquisition came the responsibility of supporting a large and a geographically wide-spread customer base. Michael Reider, Vice President- Sales and Marketing, Getinge Medical Systems speaks to Express Healthcare about his company's strategic plans. Excerpts:

Michael Reider Vice President- Sales and Marketing Getinge Medical Systems

When and how did you make an entry in the Indian critical care market?

After the acquisition of the Siemens Life Support Systems business in 2003, we took over the responsibility of a well spread out installed based in India. That's when we entered the Indian market directly through our local sales and service unit of Maquet Medical India Private Limited in 2004.

Since then, this local initiative has helped us build our market position not only in critical care, but also in our other business units -like Maquet Surgical workplaces and Maquet cardiovascular.

In which segments of critical care does your company focus on?

Our three business units contribute to various products for critical care like the much popular Servo Ventilators, Extra Corporeal Membrane Oxygenation(ECMO Systems), temporary external pacemakers, intra-aortic balloon pump systems ( through our most recent acquisition of Datascope's Cardiac Assist business)and ICU infrastructure systems such as Ceiling Service Units or Pendants.

What is the uniqueness of the technology used for these products?

From our products for critical care described above -they are all focused on specialty acute care applications. The common theme among our offerings is the singular focus on clinical technique and the drive towards enabling advanced life support capability at the bedside. All this, while giving due importance to creating an easy-to-handle user interface.

Any technology that your company pioneered in critical care?

Among other innovations from the house of Maquet, we are renowned for our pioneering work in the area of critical care ventilation. In this area, there have been several firsts to our credit like the Servo Control, PRVC or Pressure Regulated Volume Control, automode, and more recently, a new breakthrough clinical application NAVA alias Neurally Adjusted Ventilatory Assist, which is all set to change the way we look at patient-ventilator interaction.

Very soon, we are also planning to launch the world's first portable heart lung support system - the Cardiohelp which is a significant development in Extra Corporeal Membrane Oxygenation (ECMO). With the rapidly developing field of advanced life support, we are proud to be making our contribution towards empowering human effort of the healthcare staff.

What is the USP of your company?

Any amount of technology is worthless if not supported by a locally available support system. We at Maquet have recognised this quite early and set-up a well spread out service network spanning the entire country. Our service network delivers prompt break-down and maintenance services out of more than 26 locations throughout the country - supported by a 24/7 service hub in Mumbai. A toll free 1800 'Access' line along with an emergency mobile service help line 9821 Maquet - makes us easily reachable.

What are the obstacles that plague the Indian critical care market? What measures do you suggest to overcome the challenges?

The obstacles of the Indian critical care market are not very different from those of many other countries around the globe - be it related to manpower, resources or business models. The difference might be in the degrees. We, on our part, are constantly striving to make available, solutions suited for the Indian market to address these constraints, ranging from clinical education programmes and symposiums to product customisations.

In how many countries are you present and what is the company's strength in India?

Our local teams set up a service 'Response' network with a toll free helpline and a 24/7 mobile helpline. This has helped us build up our business locally. Today, we are active throughout the country with a well spread out network of our own locations and that of our business associates.

How do you upgrade your technology?

Since its foundation more than 170 years ago, Maquet has stood for innovation and technological progress in the field of medicine.

Most of our systems are based on forward-looking platforms, which makes offering upgrades a matter of incremental enhancement. Take the example of the Servo-i ventilator platform. What was introduced as a replacement to the earlier generation Servo Ventilator 300/A around the year 2000, is till date the most advanced ventilator in the international market and still upgradable to capabilities such as MRI ventilation, Air-ambulance service, NAVA and Heliox therapy.

How has the company grown over the years in India and worldwide in the critical care segment?

Over the last five years, Maquet has consolidated its position very well in the international critical care ventilation market. We have undisputedly emerged as the leader in advanced critical care ventilation not only worldwide but in most local markets including in India. Our strong focus on product design, clinical orientation and service has been well received by the markets.

What are your expansion plans? What strategies you plan to adopt for expansion?

Our most recent expansion has been through the acquisition of Datascope's IABP business. This, together with our existing Servo ventilator, temporary external pacemakers and ECMO systems allows us an opportunity to provide a more complete product offering that improves clinical outcomes and make a difference in the lives of the patients. This is a unique position in the area of critical care and advanced life support. Knowing our companies hunger for growth more such acquisitions cannot be ruled out in the near future.

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