Alejandra Groff
Director General
View from the Top

The More Connected, the Healthier

Wed, 09/05/2018 - 10:31

Q: In what therapeutic areas does the GMMC portfolio focus?

A: We provide solutions for different areas. For example, we sell diagnosis devices for private practices. Seventy percent of our sales go to the private market and the rest to the government. We generally participate in tenders through our distributors. We are wholesalers, we import and supply for smaller distributors. Our most popular products are surgical instruments, equipment for cardiology, and devices for stress tests or spirometry.

Q: What is GMMC’s criteria for which brands it chooses to distribute?

A: Technology is very important to us. We evaluate the needs of the market and try to follow those trends. Now, we are leaning toward telemedicine. The country of origin is also important to us. Most of the brands we work with are from the US and Europe. We are not closed to Asian manufacturers; however, the government does not accept these products but the private market is more open.

Q: What purchasing trends have you identified among institutions?

A: In 2016, the market focused on cheaper products; the criterion was not quality, but price and both the public and private sectors demonstrated this behavior. However, in 2017, with a more stable exchange rate, brands became important again. The challenge now is to better promote our brands.

Q: What are the main therapeutic areas in which clients are interested?

A: Hospitals are investing a lot in cardiology, post heart surgery care and cardiac rehabilitation. They also invest in diagnosis, but the prices for this area have decreased, so it is not necessary to make large investments to acquire good products. In our case, sales have grown mainly in surgical instruments and cardiology devices, with the purchase of devices for the emergency area becoming increasingly popular.

Q: How do you rate access to technology in the Mexican healthcare sector based on the medical devices institutions acquire?

A: I think we need to focus on a younger generation of health professionals because many who have been in the system refuse certain technologies and are afraid of change. Mexico remains behind in the application of telemedicine. GMMC has tried doing a few projects with a group of doctors. One was for performing remote diagnosis for cardiology, but it was hard to accomplish results. We also try to work remotely with fetal monitors, but it is very complicated for different reasons, such as internet connectivity.

Q: What complementary services do you offer?

A: We offer advice on equipment purchases. When a client requests a product, we elaborate a study to know what they really need. In addition, we provide training to the professionals who will use it. We have engineers who can do maintenance work and we are ready to respond as fast as possible; we give aftersales service and preventive maintenance.

Q: With what type of products would you like to expand your portfolio?

A: We would like to include more products for telemedicine. We need to stop selling boxes and start selling systems that provide solutions. So far, we have contributed to protocols for laser devices in urology, gastro and gynecology. We have shared experiences with other companies to understand the market and to identify in which direction the industry should grow.

Q: What are your expectations for purchasing behavior in 2018?

A: Importers will suffer the most. Without NAFTA changes that gave us a zero tariff, we will need to rethink our plans, although we have to wait. Asian products might have advantages attributed to more aggressive prices but the government could continue saying no to the Asian market and only buy from the US and Europe.