Markus Müller, Vice President Sales & Services, WEINMANN Emergency Medical Technology GmbH, presented growth strategies of a German MedTech SME in China, which provides innovative high-tech products for emergency medical services. Since the founding of the Chinese subsidiary in 2006, WEINMANN developed a tailored market-specific strategy to provide various emergency medical solutions such as transport ventilation, defibrillation, and monitoring devices. Key steps to realise constant growth of market shares included the establishment of a nationwide sales network, conclusion of a joint venture agreement with a local manufacturer and distributor in 2021 and the start of local production this year.
Müller also shared insights on key challenges for international MedTech players, such as a quickly changing regulatory environment, effects of policies and regulations focusing on local procurement, protection of intellectual property rights, and an increasingly competitive landscape. However, he emphasized that market size is still growing and open for new technologies. Enterprises need to be present in China, including people from German headquarters, and they need to develop market-specific strategies and unique selling propositions. The Chinese market is and will remain an important growth driver for WEINMANN Emergency Medical Technology.
The keynote speeches were followed by an interactive Q&A session that made clear that international companies from the MedTech sector are facing similar challenges to be successful in the Chinese market. We are happy to provide a platform for exchange of best practices from businesses for businesses.