CHAPTER 2

INDUSTRIAL PROFILE:

Companies in this industry manufacture medical equipment and supplies, including

surgical and medical instruments, dental equipment, and surgical appliances. Major
companies include Baxter International, Boston Scientific, Johnson & Johnson, and
Stryker (all based in the US), as well as B Braun (Germany), Essilor Luxottica (France),
Smith & Nephew (UK), and Terumo (Japan).Global revenue for makers of medical
equipment and supplies is about $350 billion. Major markets include the US, Japan,
Germany, France, the UK, Italy, and China. The US medical equipment and supplies
manufacturing industry includes about 10,500 establishments (single-location companies
and units of multi-location companies) with combined annual revenue of about $92
billion.

The industry does not include manufacturing of x-ray or electromedical equipment and
devices, such as ultrasound equipment, pacemakers, and electrocardiographs, which is
covered in a separate industry profile. As pressure to lower health care costs grows,
companies are challenged to create more effective medical equipment while controlling
price increases. Consolidation is widespread as larger companies look for economies of
scale in manufacturing and R&D. Small companies can compete successfully by
specializing in a particular market segment, or through technical innovation. The US
industry is concentrated: the 50 largest companies account for about 60% of
revenue.Imports of medical equipment and supplies account for about 39% of the US
market; exports represent about 36% of US production. Leading sources of imports
include Mexico, China, and Ireland.

Biomedical engineers may design instruments, devices, and software; bring together
knowledge from many technical sources to develop new procedures; or conduct research
needed to solve clinical problems.
They often serve a coordinating function, using their background in both engineering and
medicine. For example, in industry, they may create products for which an in-depth
understanding of living systems and technology is essential. Also, they frequently work in
research and development or in quality assurance.Biomedical engineers design electrical
circuits, software to run medical equipment, or computer simulations to test new drug
therapies. They also design and build artificial body parts such as hip and knee joints. In some
cases, they develop the materials needed to make the replacement body parts. They also design
rehabilitative exercise equipment.
The work of these engineers spans many professional fields. For example, although their
expertise is based in engineering and biology, they often design computer software to run
complicated instruments, such as three-dimensional x-ray machines. Alternatively, many of
these engineers use their knowledge of chemistry and biology to develop new drug therapies.
Others draw heavily on mathematics and statistics to build models to understand the signals
transmitted by the brain or heart.
Some specialty areas within biomedical engineering include bioinstrumentation; biomaterials;
biomechanics; cellular, tissue, and genetic engineering; clinical engineering; medical imaging;
orthopedic surgery; rehabilitation engineering; and systems physiology. Some people with
training in biomedical engineering become professors. For more information, see the profile on
postsecondary teachers.

No one dreams about working as a sales engineer after graduating as a biomedical engineer, but
with limited options available one may try his hand at this job. Biomedical being such a huge
industry and its product base being enormous the companies are in need for sales and marketing
people. Many national and multi-national companies have set their base and there are distributors
for the products of these companies, so the job opportunities are always available. Having said
this it is always better to work for a Parent company than for a distributor .A dream job would be
getting an opportunity to work for Draeger, Maquet, GE, Philips, Smiths Medical, Olympus.

Sales engineer presents the technical aspects of how the product solves specific customer
problem.
Sales engineer combine technical knowledge with marketing and sales skills to provide advice
and support on products. However you are not a Medical Representative (MR). You will be
educating the doctors about the new technologies, new equipments, in fact you will be providing
solutions to them. The doctors do appreciate this (there are some exceptions). You develop good
communication as well as convincing skills.

Experience plays a big role while deciding the salary package. Package offered by the Parent
company is much more than the dealer.To be successful in sales you need to be able to convince
people that your product is just so utterly indispensable that they have to buy it, no matter what.
You need to be super-confident, very articulate and love meeting new people face-to-face and
over the telephone.

 Cold calls: searching for new clients who might benefit from company products or
services
 Get all the contact details of the clients, customers.
 Identify the contact, identify the decision maker. When promoting anesthesia machine
you will have to meet the anesthetist or for ventilator you will have to contact the
intensives.
 Identify the need. Educate the client.
 Organize a demonstration of your product.
 Identify the purchase time frame.
  Submit a quotation.
 Do follow ups.
 Negotiate.
 Win the deal.

Your company will emboss targets upon you. Sometimes these targets maybe hard to achieve as
the order depends on the requirement of the customer.
Biomedical engineers may design instruments, devices, and software; bring together
knowledge from many technical sources to develop new procedures; or conduct research
needed to solve clinical problems.
They often serve a coordinating function, using their background in both engineering and
medicine. For example, in industry, they may create products for which an in-depth
understanding of living systems and technology is essential. Also, they frequently work in
research and development or in quality assurance.
Biomedical engineers design electrical circuits, software to run medical equipment, or
computer simulations to test new drug therapies. They also design and build artificial body
parts such as hip and knee joints. In some cases, they develop the materials needed to make the
replacement body parts. They also design rehabilitative exercise equipment.
The work of these engineers spans many professional fields. For example, although their
expertise is based in engineering and biology, they often design computer software to run
complicated instruments, such as three-dimensional x-ray machines. Alternatively, many of
these engineers use their knowledge of chemistry and biology to develop new drug therapies.
Others draw heavily on mathematics and statistics to build models to understand the signals
transmitted by the brain or heart.
Some specialty areas within biomedical engineering include bioinstrumentation; biomaterials;
biomechanics; cellular, tissue, and genetic engineering; clinical engineering; medical imaging;
orthopedic surgery; rehabilitation engineering; and systems physiology.
Some people with training in biomedical engineering become professors. For more
information, see the profile on postsecondary teachers.

COMPANY PROFILE:

ABABIL Healthcare Private Limited was born with a guiding philosophy: Trust, Dedication, and
Integrity to customers. Building on this philosophy, ABABIL Healthcare deals with Operation
Theatre, Intensive Care Unit, Cardiology and Home care products that are well suited to today's
health care market.
ABABIL Healthcare brings together some of the world’s most respected medical devices and
services. We have the talent and resources to deliver on its promises of delighting customer care
through our guiding philosophy. We connect the needs of caregivers and their patients with real-
life integrated solutions. We offer value to our customers through a broad range of products and
services that assist you in delivering the highest quality patient care as efficiently as possible.

Our Vision:

"To be the Most Admired Company in Healthcare Industry"

Mission:

“Our purpose is to enable Individual’s Doctors, Nursing homes and corporate hospitals to
manage the critical care departments with state of the art medical equipments. We provide
products and services tailored to meet today’s changing landscape of consumerism, technology
and regulation - a combination that requires a fundamental revamp of business processes and
technology investments. We will realize this mission by setting the highest standards in service,
technology, reliability, safety and cost containment in our industry”

Products

ECG

TMT

DEFEB

VENTILATORS

PATIENT MONITOR

INFUSION PUMPS

SYRINGE PUMPS