How long has Atmos been in India?
We have a sizeable presence in the Indian market. ATMOS MedizinTechnik GmbH has been around for almost a century now. We have had a very long relationship with India and recently we brought strategical changes to support the market. In India, we have been active through our sales channels for about 30 years and we established our representative office here in 2012.
Do you have plans to open a manufacturing unit in India?
We have our headquarters in Lenzkirch, Germany and we manufacture all our products there. At present we do not have plans to open a manufacturing unit in India.
Several OEM’s have used reverse innovation to tailor-make products for emerging markets. Do you have any plans for the same?
We develop solutions for the world market, which are not only affordable, but also reduce treatment costs by providing the medical professionals with optimal operational processes to speed up the treatment. Like I said, our products are best in quality and I don’t think we want to compromise on that. Having said that, we also realise the needs of our clients. We have not yet made tailored products for emerging markets but we do give our clients options in terms of basic tools and softwares to high-end multi-functional products. The price varies for basic to high-end models of the equipment and thus the client is at freedom to choose.
What are the segments you are currently present in? Are there any new segments that you would be exploring?
We make innovative products for three segments ENT, surgery care and gynaecology. In India, our primary product is an ENT work station. The quality of our products is very high and the equipment lasts for about 20-25 years. In fact, one of our machines in India has been working excellently for the past 30 years. It was installed in 1984 and is still functional. Our clients see our products as long term investment with minimal repair.
What is the size of market for these segments in India?
Currently, about 50 per cent of the worldwide produced medical technology products are used in the US. The markets in Asia, Africa and Latin America are growing with a growth rate of 15 per cent per year.
What are your plans for the Indian market?
In terms of sales, a small percentage of our total revenue comes from India but in the future it can attain double digit growth. We want to invest in the market and hope to attain full coverage of the continent in terms of sales and service structure.
At present we have nine channel partners who specialise in specific products and we have a liaison office in Bengaluru. Depending on the sales in the region our expansion plans will gather pace. We want to have offices in other bigger cities.