Strategies for Entering & Expanding Healthcare Market
in the UAE
Tariq Hijjawi – Roche Diagnostics Middle
East
29th.Jan.2017Agenda
• Market Overview
• Distribution Channel
• Procurements procedures ( Public sector )
• Registration & contracts ( Agents/ Distributors)
• Area of Focus
Market Overview
UAE Population/ Demography (2016):
-
Market Overview
UAE Market Size:
• The total UAE healthcare market is projected to reach
$19.5 billion (Dh71.56 billion) by 2020
• Government is extensively expanding and upgrading its healthcare systems to
match international standards
UAE Healthcare market Overview
UAE Market Size:
• The outpatient and inpatient markets are projected to reach
$12.1 billion (Dh44.4 billion) and
$7.5 billion (Dh27.5 billion), respectively, in 2020
• Increase in demand for the
number of hospital beds at nearly 3% per year to more than 13,800 beds by 2020!
• UAE government spending on healthcare was $1,569 per capita in 2013.
Insurance providers in UAE
• Daman
• Oman Insurance
• AXA
• ADNIC
• Alico, etc..
Introduction of a mandatory health insurance policy in Dubai will increase the utilization at public and private facilities which will attract investments accordingly.
Seeking Insurance coverage
Market access to expand insurance coverage
Main Player:
Main Healthcare Customers:
Public :
• SEHA (SKMC, Mafraq, Tawam, etc..)
• DHA
• MOH/HAAD
• General Headquarter (military Hospitals)
• MOI
Private
• Mubadala (Semi-Gov.)
• Cleveland Clinic – Abu Dhabi
• VPS group ( Burjeel, LLH,
• NMC Group (Royal Hospital
• Mediclinic Group
• Sulaiman Habib group
• Aster Group
• Medcare Group
• Life Pharmacy Group
• Saudi German Hospital
Distribution Channel
• Main Distributors :
Modern Pharmacy Company (MPC)
Gulf Drug
Gulf & World
Pharmatrade
Alphamed ( Al Khayat Group)
AMICO
NMC
Global Medical Supply Chain
Procurement procedures ( Public sector )
• Source of tender Information
Online Portals (www.tejari.com) (www.seha.ae) (www.moh.gov.ae)
• Tender rules & regulation
: Purchase of Tender by vendors
Meeting technical and financial requirements - Scoring system and strict criteria
- Meeting the minimum mandatory requirements
Submitting a competitive offer
• Agents / Distributors
Yearly renewal of distributor
agreement with Principal company
• Products and registration
All products require registration with MOH
Compliance with UAE customs
(http://www.dubaicustoms.gov.ae)
CE or FDA certification mandatory
Registration & contracts ( Agents/
Distributors)
Area of Focus
•Where & what to focus on?
- Tap into UAE healthcare priorities (Cardiovascular diseases, Diabetes, Obesity and Cancer) - Meeting healthcare needs
- Capturing niche markets (Nuclear medicine, Medical tourism) - Emerging opportunities (Telemedicine)
•Competitors?
- Price erosion (Shift to price oriented; no compromise on quality)
•UAE has a market- friendly business environment as well as a regulatory stability and transparency