may edition file

vast country with varied needs and priorities depending
on the profiles of different regions, optimising the
market opportunities will depend on the adaptability
of the players. Still, I feel the country offers ample
opportunities for both national and international
companies.
As you know, India is also a very competitive as
well as value conscious market with so many players,
including foreign and local brands in the ophthalmic
segment. So, what made you the largest and how do
you maintain the leadership?
The key factor that made us the market leader is
the unparalleled reach that we have in this market. We
are present in every corner of the market, spanning
from one end to the other in the length and breadth
of the country. In addition, we have the entire portfolio
of products catering to every disease and age groups.
The other important factor is the quality and innovation
that we maintain in every class of product knowing our
partners’ needs and helping them consistently with the
latest technologies, enhancing their choice of practice.
That’s why the surgeons love to work with us.
bringing cost regulation on most
medical devices, implants and
health equipment?
A couple of thoughts on this.
No doubt, the intention of the
government is noble as it wants to
expand the access of healthcare
to every stratum of society. But I
would say, the opportunity in India
for every segment is big enough
for everybody. In general, I think
the changes in market dynamics
will ultimately depend on how
these are rolled out and how agile
are the companies to adapt to the
changing requirements. India as a
The key factor
that made us the
market leader is
the unparalleled
reach that we have
in this market. We
are present in every
corner of the market,
spanning from one
end to the other in the
length and breadth of
the country.
What are the key challenges in this market?
In the current context, one of the challenges is how
do you ensure that our products and services are
available in the same quality across the country. For
example, if we want to sell or service our products in
Imphal or Mandya, Srinagar or Lakshadweep, I want
to ensure the same quality of service that I provide in
Mumbai or Delhi. But, managing the logistics of that is
a big challenge in such a vast country. Just to explain
the technical aspect of it, I would take the example
of a cataract surgery, where there are two important
equipment required—the main equipment and the
library of implants. In this case, we have to reach the
entire library even if the surgeon uses just one particular
implant, which is decided at the surgery table. So, we
need to make the stock available so that the doctor can
do the surgery without compromising the quality. And
this is about every geography and climatic conditions.
Similarly, the doctors, though fundamentally they are
the same everywhere, in India often need to balance
the quality of work as well as the value proposition
as the majority of the patients here still pay out of
pocket. While the lack of patient awareness is a
problem, the work pressure that is often faced by the
overstretched surgeons in this branch of medicine is
another big challenge. In India, there are only 12 to 13
ophthalmologists for a million patients, which is much
below the global average. So, we aim to overcome
these challenges, both at the patient side as well as the
clinical side using more innovative technologies.
May 2019 / FUTURE MEDICINE / 59