A TECHNO-ECONOMIC NEWS MAGAZINE FOR MEDICAL PLASTICS AND PHARMACEUTICAL INDUSTRY
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COVER STORY

EU MARKET SURVEY 2001 Medical Devices and Medical Disposables

Leading importers of medical devices and medical disposables in 1999 include, in order of import volume: Germany, France, the Netherlands, UK and Belgium / Luxembourg.

Imports from developing countries

In 1999 EU imports of medical devices and medical disposables from developing countries was relatively low and amounted to US$ 537 million (5.3 percent) which equalled approximately 74,000 tonnes (8.8 percent). In the period 1997-1999, imports from developing countries increased in terms of volume (from 8.1 percent to 8.8 percent) but decreased in terms of value (from 5.6 percent to 5.3 percent).

The EU imports from developing countries were particularly high for ‘Surgical gloves’ (62 percent), and to a lesser extent relatively high for ‘Surgical instruments and appliances’ (7.6 percent), ‘Wadding, gauze and bandages’ (6.9 percent) and ‘Syringes, needles and catheters’ (3.2 percent).

EXPORTS

In 1999, the EU exported 966 thousand tonnes worth US$ 11,326 million of medical devices and medical disposables. The value as well as the volume of these exports has increased by more than 25 percent since 1997. Medical disposables accounted for 63 percent of the exports, and medical devices for only 37 percent. The most important export products included ‘Nappies and similar hygiene 

products’ (32 percent), ‘Syringes, needles and catheters’ (19 percent), ‘Wadding, gauze and bandages’ (13 percent).

The leading EU exporters of medical devices and medical disposables in 1999 are Germany (28 percent), the Netherlands (13 percent), UK (11 percent), France (9 percent) and Belgium/Luxembourg (9 percent).

TRADE STRUCTURE

Distribution of medical devices and medical disposables can take place through two main trade channels:

Direct distribution
  • The manufacturer offers his products directly to the end-user, such as hospitals and buying co-operatives. (Note: A buying co-operative is a co-operation of several end-users – not independent – such as hospitals, which together form a strong and influential partner in the market. Over the past ten years, these buying co-operatives have grown substantially and have significantly improved the bargaining position of hospitals.) The kind of distribution is not very common. The company needs its own distribution channels to operate this way. Usually only large companies with subsidiaries of trans-national operating enterprises can afford this.

  • Direct trading with local distributors and wholesalers. This kind of distribution is not frequently used either. The volume of the shipment is likely to be small.

Distribution with intermediary service
  • In most cases importers or agents with a lot of knowledge of the specific market are the link between the foreign products and the buying co-operatives, agent/importer or local dealer/wholesalers. This is the most commonly used distribution channel in the EU for medial devices and medical disposables.

  • In certain cases it is possible to rent space from an agent in a bonded warehouse. The agent then administrates the products and can also arrange insurance for pilferage during transport in the warehouse or to the customer. It is even possible for an agent to use the name of the manufacturer on the invoice from that is sent out to the customer. The manufacturer then only has to open a bank account in the respective country.

This CBI programme on Medical instruments started in June 2000.

Selected Products under the Medical Devices Category include :

  1. Surgical (indanthrene) linen and/or non woven for doctors’ and/or patient use to be used in the operating theatre and/or out-patient department;

  2. Bandages, gauzes, swabs made of cotton and/or non woven and adhesive plasters of any type and description, sterile and unsterile packed, infant and adult non woven underpads and diapers for incontinence purposes;

  3. Urinary and prophylactic condoms, latex surgical and examination gloves, polythylene and/or copolymer examination gloves;

  4. Medical devices to inject or aspirate blood or other fluids (e.g. medication) including blood infusion and/or transfusion and/or administration systems, and blood sampling products;

  5. Catheters and medical tubing including suction devices drainage systems and associated products, made of various materials;

  6. Diagnostic devices such as reagents, blood sampling needles, blood pressure metres and stethoscopes (electronic and conventionel), petri dishes with or without culture media, etc.;

  7. Laboratory devices, tubing and equipment (e.g. microscopes) pertaining to medical and biological analyses;

  8. Devices for CSSD’s, such as packaging material, biological and non-biological sterility indicators as well as sterility test devices and associated products. Also included are disinfection products;

  9. Surgical stainless steel instruments and devices;

  10. General nursing patient care products and devices;

  11. Instruments and/or devices for chiropody;

  12. Instruments and/or devices and/or equipment for: anaesthesiology, cardiology, cardiopulmonary surgery, surgery (general), dermatology, internal medicine, opthalmology, ear-nose-throat (ENT), paediatrics, paediatric surgery, clinical-chemistry, pathology, lung-diseases, gastro-enterology, medical-microbiology, neuro-surgery, nuclear medical science, orthopedic surgery, corrective or plastic surgery, proctology, radio diagnostics, radiology, radio therapy, physical rehabilitation medical science, rheumatology, urology, obstetrics and gynaecology, dental and mandibulary surgery/maxilary surgery, orthodontics, mouth diseases, sport medical science.

Detailed information including the following can be obtained from : Mr. Peter J van Gilst, Programme Managr, Trade Promotion Section, Centre for the Promotion of Imports from Developing Countries, PO Box 30009, 3001 DA Rotterdam, The Netherlands. Phone: 31(0)10 2013434 • Fax: 31(0)104114081 • E-mail: cbi@cbl.nl • Internet: www.cbi.nl  

OPPORTUNITIES FOR EXPORTERS

Due to the increasing importance of time saving products and extramural health care, the EU demand for medical devices and medical disposables is expected to exhibit modest growth in the near future.

There are opportunities for these products since it is too costly for producers to produce low profile bulk goods within the EU. Moreover, some of the developing countries have important natural resources like cotton available at hand. In 1999 products from developing countries that were imported into the EU in relatively large amounts, and which have therefore good 

opportunities for exports are:

  • Wadding, gauze, bandages;

  • Surgical gloves;

  • Syringes, needles and catheters; and

  • Surgical instruments and appliances.

The trade channel offering the best chances for developing countries is the importer/manufacturer or the agent, because of their knowledge of the EU market.

EU STRATEGIC MARKETING GUIDE

EU Strategic Marketing Guide "Medical Devices and Medical Disposables". It offers a practical handbook for exporters engaged, or wishing to engage, in exporting medical devices and medical disposables to the European Union. It aims to facilitate exporters in formulating their own markets and product strategies through the provision of practical information and methodology of analysis and ready-to-fill-in frameworks.

The guide describes the requirements for access to the European market (trade-related environmental measures, and tariffs and quota). Furthermore, information on terms of trade is included. 

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