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Presentation on theme: " Company Profile A Subsidiary of Almarfa Corporation Kingdom of Saudi Arabia We Came a Very Long Way … … In a Very Short Time."— Presentation transcript:

1 Company Profile A Subsidiary of Almarfa Corporation Kingdom of Saudi Arabia We Came a Very Long Way … … In a Very Short Time

2 Solve Problems Add Value 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 Core Strategy

3 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. Company Vision

4 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 Chairman’s Message

5 Company Offices Headquarters Main Warehouse Branch Manager Sales Management Service Head Dept. Peripheral Warehouse Main Router (MARBASE) Remote Router Riyadh Jeddah Dammam

6 Organizational Chart 1 PS – Heart Valves MICS & BHS 1 PS – CVS Equip. CICU 1 DSM – Central 1 PS – CVS Equip. CICU NIOBE Sales Engineer PTS Sales Engineer PTS Site Engineer PTS Site Supervisor NIOBE Site Supervisor NIOBE Site Engineer 1 DSM – East Medical Projects Sales Manager CVS Sales Manager 1 DSM – WSN Chief Financial Controller Overseas Purchasing & Logistics Governmental PRO Central Warehouse ChairmanChairman Managing Director 1 PS – Heart Valves MICS & BHS 1 PS – CVS Instrument CVS Supplies 1 PS – VAD Tenders Sales Specialist 1 PS – CVS Instrument CVS Supplies 1 PS – Heart Valves MICS & BHS

7 Management Chairman Eng. Jamal Abahussein 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. Managing Director Dr. Shawkatt Raghib 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.

8 Sales Force & Sales Support 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 District Sales Managers 3 District Sales Managers for the 3 main territories PTS Sales Engineer 1 Pneumatic Tube System Sales Engineer NIOBE Sales Engineer 1 NIOBE {Magnetic Assisted Intervention} Sales Engineer Site Engineers 2 Site Engineers, 1 Each for PTS & NIOBE

9 Sales Force & Sales Support Finance and Accounting Mgr Logistics Manager 1 Logistics Manager with 1 subordinate Full Finance and Accounting Department Site Supervisors 2 Site Supervisors, 1 Each for PTS & NIOBE

10 Business Portfolio Cardiac Surgery Off-Pump Cardiac Surgery Intv. Medicine Medical Projects TendersTenders On-Pump Cardiac Surgery Cardiac Assist Devices CVS - OR Vascular Surgery Interventional Cardiology Interventional Radiology PTSPTS NIOBE - MAI Medical Equipment DisposablesDisposables EP-Electro-PhysiologyEP-Electro-Physiology Projects Management CVSCVS

11 Business Partners Cardiovascular Surgery

12 Business Partners Interventional Medicine & EP Magnetic Assisted Intervention

13 Business Partners Medical Projects Pneumatic Tubing System

14 Cardiovascular Programs Cardiac Assist Devices Program Beating Heart Surgery Program Minimally Invasive Cardiac Surgery Program Magnetic Navigation Intervention Program

15 International Attendance

16 Local & Regional Contribution S.A. Society of EC Technology KFAFH Intl. Annual Cardiac Conference

17 New Product Introduction Policy  Target Product: it depends actually on: - Customers Actual Needs [ Customer Driven Policy ] - Expected Future Needs & Market Trends  Product Information Package: once the product has proven as a target, we will ask the manufacturer to present a complete information package for our review.  Product Accreditations: CE, FDA or other country-related accreditations.  Product References Evaluation: A reference list should be submitted for cross reference.  Current Competitors Evaluation: 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.  Product Manufacturer Evaluation: Target product manufacturer will be evaluated in respect of communication style, responsiveness, flexibility, seriousness, pricing, product support plans and after sales support proposal.  Launching Plan: 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.  Demonstrations: 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.  Intra-operative Evaluation: A further very important step, is to evaluate the target product intra-operatively as a mandatory step to be approved by the end user.  Feedback Verification: the final step is to achieve end user satisfaction and approval.  Decision Making : The target product now is integrated to our portfolio to enjoy our full support.

18 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.  Bank Reference 13 monthsTotal Cycle Time 9 monthsCollection Period 3 months Stock holding 1 monthTime of Declaration to our stores  Operating Cycle Financial Strengths 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

19 Population: 22,023,506 includes 5,360,526 Expatriates Age structure: 0 -14 years: 43% 15-64 years 55% > 65 years 2% Popl. growth rate: 3.28% Birth rate: 37.47-births/1,000 population Death rate: 6.02-deaths/1,000 population Infant mortality rate: 52.9 deaths/1,000 live births Sex ratio: 1.24 male(s)/female Life expectancy : 67.77 years Total fertility rate: 6.3 children born/woman Government health expenditure: US$ 9 Billion Health expenditures as % of GDP: 4.2% Per capita govt. health expenditure: US$400 Hospitals beds per 1000 population : 2.4 Doctors per 1000 population : 1.8 Total number of beds ( Gov.) : 46.916 Total number of Polyclinics: 3.315 Total number of Doctors; 36,302 Regional Settings - Saudi Arabia uses the metric system, both 120 and 220 volt electrical equipment is in use. Market Info.

20  Key Facts Government health expenditure: US$ 9 Billion Health expenditures as % of GDP: 4.2% Per capita government health expenditures: US$ 400 Hospitals beds per 1000 population: 2.6 Doctors per 1,000 population: 1.8 Total number of beds (government hospitals): 46,916 Total number of polyclinics: 3,315 Total number of doctors : 36,301 Governmental Business Market  Governmental HealthCare Providers MOHMinistry of Health ( 176 Hospitals ) MODAMinistry of Defense and Aviation ( 9 Hospitals ) NGNational Guard ( 5 Hospitals ) SF Security Forces ( 3 Hospitals ) SH Specialist Hospitals ( 5 Hospitals ) SIH Social Insurance ( 4 Hospitals ) UHUniversity Hospitals ( 4 Hospitals ) RCRoyal Commission for J & Y ( 6 Hospitals ) MOH Institutions Private 65 % 17 % 18 %  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. Business Markets

21 Governmental Business Market Region Hospitals Beds Riyadh 27 5,040 Makkah 7 2,050 Jeddah 123,200 Taif 91,900 Madinah 15 2,150 Qassim 15 1,950 Al-Hassa 5 300 Hafr Al-Baten 1 270 Aseer region 161,980 Bisha 3 450 Tabuk 9 800 Hail 7 580 Jizan 121,400 Najran 5 670 Al-Baha 8 1,110 Al-Jouf 4 535 Qurayyat 3 250 Eastern region 13 1,700 Northern region 4 580 Total 175 + 36 26,915 + 15,001 Agency Tender Direct P.O. Ministry of health 60% 40% Ministry of defense 30% 70% Ministry of higher education 60% 40% Saudi Arabian national guard 30% 70% Other government agencies30% 70% Total number of private hospitals: 92 Total number of beds / private hospitals: 8, 592 Total number of private clinics: 1, 000 Total number of pharmacies: 3,116 Total number of doctors : 19, 005 - 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 Private Business Market  Ways of Purchasing

22 Cardiac Surgery Centers & Cathlabs. in Saudi Arabia Cardiovascular Market Cathlab ProceduresOpen Heart Surgeries 2,000 7,000 12,000 1000 4,000 8,000 Annual Achievements 3Eastern Area - Dammam 4Western Area - Jeddah 6Central Area - Riyadh Numbers of Centers Active Cardiac Surgery Centers / Territory 3000Total # of other cardiac procedures 5000Total # of congenital heart defects 20Total # of heart transplantation 750Total # of valve repair without other associated procedures 1500Total # of valve replacement without other associated procedures 750Total # of CABG with valve replacement/ repair 1500Total # of CABG “ off pump” without other associated procedures 3500Total # of CABG “ on pump” without other associated procedures 16000Total # of Cardiac Surgeries: 18Total # of Cardiac Centers

23 Cardiovascular Heart Transplant History in Saudi Arabia 0 5 10 15 20 25 30 35 40 198687 Whole Heart = 90 Heart for Valves = 247 8889909192939495969798992000

24 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, Magnetic Navigation System in the Middle East.

25 Copyrights © 2004, Almarfa Medical Business References International  Business PartnersContact any of our business partners Saudi Arabia  Embassy of GermanyContact Mr. Oliver Bientzle+966 1 488 0700  Embassy of USAContact Mr. David Hennry Rundell+966 1 488 3800  Embassy of CanadaContact Ms. Rasha Serry+966 1 488 2288  Embassy of FranceContact Mr. Rolly Dagher+966 2 668 1560  Embassy of UKContact Mr. Gareth O’Brien+966 1 488 0088  Embassy of SwedenContact Mr. Patrick el-Chiekh+966 1 488 3100  Embassy of SwitzerlandContact Mr. George F. Tohme+966 1 488 1291  Embassy of Royal DanishContact Mr. Mogens Kj Ø rup+966 1 488 0101  Embassy of SpainContact Mr. Joaquin Manrique+966 1 488 0606  Embassy of AustriaContact Mr. Christoph Meyenburg+966 1 480 1217  Embassy of Czech Rep.Contact Mr. Miloslav Stasek+966 1 450 3617  Chamber of CommerceContact the Info Disk+966 1 404 0044

26 Copyrights © 2004, Almarfa Medical 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: Company Contact Addresses 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 : 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 :

27 Copyrights © 2004, Almarfa Medical Thank You

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