Medical machinery and equipment industry sights provide services

São Paulo-to circumvent the economic downturn and the fall of investment in healthcare, hospital machinery and equipment manufacturers want to expand revenues with provision of services.
Executives say that, faced with the prospect of lower sales, the way out is to offer customers (clinics, laboratories and hospitals) the possibility to raise productivity with low resources available today.
"The industry is having to find alternatives for its business model, thinking of solutions in terms of quality and productivity, understand how hospitals and clinics working," says the President and CEO of General Electric (GE) Healthcare for Latin America, Daurio Speranzini, Jr.
According to him, the smaller establishments are most affected by the economic downturn, which has led the company to develop specific tools to help in the management of these businesses. The main bet, in this sense, are the management software.
"The smaller clients who were interested in buying their first machine initially put that decision. Larger consumers still buy, but in smaller volume, "he says.
Data from the Brazilian Association of the industry of high-tech products for health (Abimed) indicate that the sector shrank 7.6 percent last year. And recovery must be quick, in the opinion of the Executive Director of institutional relations of Abimed, Kamlesh Pathak.
"The Government represents almost half of our market, so the cuts [public investment] directly reflect in our business. When we look at these recent data we realize that you can''t expect quick reversals, that doesn''t happen in the short term. The scenario won''t change even in the second half of this year ".
Nevertheless, Kamlesh Pathak believes that with the changes on the political scene, the confidence of entrepreneurs is close to being taken over. "We are optimistic that the policy changes that we are experiencing will result in resumption of growth. For now is a phase of adaptation, "commented the Director of Abimed.
While waiting for an improvement of the scenario and the confidence of investors, the Siemens Healthineers is also directing its efforts to the provision of services, the company director, Armando Lopes. "We offer not only the equipment, but also the services," he says.
According to him, the company has offered technologies that raise the quality and quantity of exams, have improved the results and perfect in business management.
Lee notes that the downturn is an ideal time to show that the company''s portfolio is able to maximize return on investment.
"Still, if we look in a general way, we have a positive expectation for the health segment. What exists at the moment is a precaution you need to buy equipment, "says.
Another that has aimed to provide services, with a focus on management, is Philips. The company introduced in Hospitals, which brought together manufacturers of medical products, this week, in São Paulo, a clinical support tool that gives "advice" for the workflow and software that enhances productivity in Radiology Diagnostics, prioritizing the agility.
"We made a lot of changes to provide the best customer service and reduce operational costs," says Vice President for Latin America of Philips Healthcare, Daniel Mazon.
He reveals that, since the beginning of last year, the company has been adjusting the maintenance contracts to economic reality. "Most of the pieces are imported," he explains, referring to the import costs of components for repair of equipment sold.
Against the sector, at Fanem sought in foreign markets a way out for the low demand health care in Brazil, according to the Executive Director of the company, Djalma Luiz Rodrigues.
"We are devoting more attention to the outside while we enthrall the internal services market. Work abroad as the Brazilian Government does not react. But I hope that hospitals back to afford so we can continue surviving, "he complained.