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Q. Facing the present drastic competition in China’s ventilation and anesthesia market, how do you differentiate Drger Medical 's product concept with others?

Mr. Frahm: There are two additional key differentiators on top of the strengths of Drger Medical mentioned earlier already.

The first key differentiator is the fact that Drger Medical has developed from a supplier of individual devices, like anesthesia workstations, into a solution provider for the different CareAreas™ in the hospital. Let's take the Operating Room as an example to explain this a little bit more in detail:

Most hospitals can only survive by increasing efficiency and enhancing the quality of outcome. The Operating Room plays a key role in this process. It has a greater impact on the quality of therapy than any other link in the patient care process and accounts for up to 50% of the overall cost of an operated patient. In times of limited hospital budgets, new OR concepts will help to efficiently handle the growing numbers of patients, improve the quality of therapy and make up for the shortage of well trained medical staff.

Solutions offered by Drger Medical support the design of the workplaces for the surgeon and the anesthesiologist as well as the processes in the Operating Room regarding the patient , equipment, and information flow.
Drger Medical offers equipment, which allows a flexible and ergonomic design of the OR. The state-of-the-art ceiling supply units, Agila, Movita and Forta, and innovative docking technology make fast reconfiguration of surgical and anesthesia workplaces possible. Furthermore Drger Medical offers video and display systems, Sola OR lights and OR tables, which allow ergonomic and intelligent workplace designs to suit the specific needs of each customer. Drger Medical is setting the standard in China for anesthesia delivery with our two comprehensive anesthesia platforms Fabius and Primus and since the joint venture with Siemens Medical Solutions was established last year Drger Medical combines high-quality anesthesia delivery with continuous patient monitoring and hospital-wide data integration with the Infinity Patient Monitoring System™.

The Infinity Patient Monitoring System™ offers workflow enhancement by meeting the needs of any type of patient and any acuity level with one device. Infinity provides acute point of care patient information from induction to the PACU (post-anesthesia care unit) and saves precious time otherwise spent retrieving the information from multiple networks and devices. Unique Pick and Go® functionality provides hospital-wide continuous monitoring, no matter if the patient is moved inside the OR unit on mobile OR tables or transferred to the ICU. The Infinity Patient Monitoring System™ eliminates multiple reconnections of the patient and the need for an additional transport monitor because our monitor travels with the patient.

These solutions offer tremendous potential to improve efficiency in the OR –the safety aspects need to be additionally considered, as the probability for human errors can be reduced due to the synchronization of the human interface to the different system components.

Today Dräger Medical is already one of the leading suppliers for OR CareArea™Solutions in China and China is already today one of the largest markets for Dräger Medical for such kinds of solutions. Dräger Medical is committed to further contribute to the development of a state-of-the-art infrastructure for Operating Rooms in Chinese hospitals, which will enable them to benchmark their performance on an international level.

The second key differentiator is the commitment to strongly develop the support functions especially Education & Training and After Sales Services in China.

There is a strong demand in China to offer education and training support to our customers, which is not only related to the device training after installation of the equipment in the hospital but even to the clinical application of our equipment during daily operation in the Operating Room or Intensive Care Unit. We have now a number of dedicated training specialists in China, who do nothing else than perform interactive education and training seminars together with our customers all over China. We have entered into a joint co-operation with some famous Teaching and University Hospitals in order to have access to the clinical expertise from doctors and nurses, enabling us to build up powerful networks between experienced and professional users of our equipment and those who have a strong need to get more education and training.

Furthermore we are in the process to continuously improve a strong service network with competent field service engineers, who not only respond fast to our customers, but who also have the competence to fix almost any problem - ideally at the first time. We measure the performance of our service organization continuously in order to derive the right priorities for further improvement programs. Customer satisfaction is strongly influenced by the service performance of any supplier and service performance offers a great opportunity to differentiate your company from any competitor.

part1 | part2 | part3   


For more details , please contact: Maggie( marketing)
Tel: 86 021-58990798 Ext:292

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