Mauricio Valero
Managing Director
Linet Group
View from the Top

Hospital Beds: Critical Medical Devices

Mon, 12/17/2018 - 12:11

Q: What will be the main challenges for the healthcare sector in the coming years and how is Linet Group addressing these?
A: Mexico and other countries in Latin America are experiencing a rapid change in their demographic pyramid, forcing healthcare institutions to adapt to the needs of an aging population. By 2030, Mexico is expected to have 10 million adults over 65 years of age, which represents a 370 percent increase compared to the 2.7 million registered in 2018. The country has approximately 4,000 hospitals, 3,000 of which are managed privately while the rest fall under government jurisdiction. Yet, public hospitals from IMSS, Seguro Popular, ISSSTE and other public institutions serve the vast majority of the population. Linet Group’s strategy to tackle the public sector is based on offering quality beds at an affordable price.
Linet Group is one of the Top 4 largest bed manufacturers worldwide, which allows the company to offer more cost-efficient proposals than its competitors. The company’s priority at the moment is to be the leader in the Americas, with growth centered on the chronic care and nursing home segments. We also want to continue developing consciousness about the importance of bed maintenance, since these are key medical devices and not just common furniture.
Q: What is Linet Group’s perspective regarding the merger between Seguro Popular and IMSS?
A: Rather than a change, this represents a simplification of the healthcare system in Mexico. This merger will create a more simplified way of managing resources and it will avoid redundancies between IMSS, ISSSTE and Seguro Popular since Mexicans can be affiliated to one or more of these institutions. Universal access to healthcare will allow the public health sector to use any available resources to address the needs of the population. Afterward, it will be easier to identify in which processes the private sector can collaborate.
Q: How has Linet Group’s relationship with Wissner-Boserhoff impacted the company’s operations?
A: Linet Group was born from the collaboration between the Wissner-Bosserhoff Group and the Linet Group, which have worked together for more than twenty years. In 2016, Linet Group expanded its business with the acquisition of a majority stake in BORCAD Medical to complement Linet Group’s and Wissner-Boserhoff’s portfolio of nursing beds and geriatric furniture with gynecology, neonatal and dialysis chairs.
Q: Why did Linet Group choose Mexico to establish a corporate office and how has that impacted your operations in the country?
A: Linet Group focused for many years on the European market and only expanded to other continents after opening an office in the US. Mexico was Linet Group’s second office in the Americas, which was a natural step due to the country’s geographic location that allowed the company to capture more clients and serve the Andean region. Linet Group later decided to open its Brazil office in Sao Paulo to target Latin America, another in Dubai to tackle the Middle East and one more in Australia. Linet Group’s goal is to be present in strategic countries and to have indirect representation in over 100 countries. Linet Group is one of four hospital-bed manufacturers worldwide with the capacity to supply any market and the know-how to develop global products.
Q: How has your international experience helped you understand the Mexican industry?
A: Contrary to common belief, the Mexican health system, its health-related processes and the way products and services are purchased to provide medical care are more similar to Turkey, for example, than to the US or Brazil. The US has no federal or state health providers, only private companies; Brazil’s commercial policies are conservative and oriented toward protectionism, posing several obstacles to foreign investment. Like Mexico, Turkey and Chile have a more open approach and have actively promoted the participation of international companies through public tenders.