One-On-One

'We Are Maintaining A Steady Growth Graph'

Sanrad is the established leader in providing economic solutions to its healthcare customers in India for their high-end medical equipment needs like CT scanners and MRI. The company's current focus is on multi-slice CT scanners (16 Slice), Open Magnet MRI systems (0.3 T and 0.45 T) and Digital Radiography systems. Ratish Nair, Director of Sanrad International (India), Medical Electronics Division, shares his views about the growing medical equipment segment in India and future ventures of his company. Excerpts:

Ratish Nair Director of Sanrad International (India)

When and how did you make an entry in the Indian radiology market?

Entered the Indian radiology market in 1988.

Any technology that you pioneered in radiology ?

Yes. We pioneered the mobile CT scanners in India, designed and manufactured for Indian conditions.

What market opportunities and trends do you witness in Indian radiology market? How do you plan to tap it?

The market is growing at approx 15 per cent per annum, with growing installations and satisfied customers, we are able to tap more than 60 per cent of the refurbished CT scanner business and creating foundation for new business with latest technology products being introduced into the Indian markets.

What are the obstacles that plague the Indian radiology market? How do you plan to overcome them?

Capital cost of equipment and uprgadation to latest technology are the hurdles in the radiology medical industry. Very soon, we would be introducing a soft payment option (with support from a Japan-based Company) for our customers, whereby the customers do not have to avail loans from various banks at high rates of interest. Also, we have planned for indigenous manufacturing/ assembly of hi-tech products in India and hopefully get the cost down by 25 per cent (approximately).

In how many countries are you present and what is the company's strength in India ?

We are presently selling in India only and providing service support to most of the Asian countries like, Bangladesh, Mauritius. We have an installed base of more than 225 CT scanners in India, seven MRI and two Digital Radiography units.

How many sales office and employees do you have in India?

We have four sales office and total employee strength is approximately 60, out of which 27 are engineers.

How do you upgrade your technology?

All newer and latest technology equipment are first tried out at our trial centre in Mumbai. After undergoing the evaluation process, subsequently our engineers undergo training for several months for almost six months after which the product is introduced in the market for customers. Very often, we provide buy-back of old system from existing customer and install few systems initially and then after one year the marketing of the product is carried out.

How has the company grown over the years?

In the last few years, the growth rate has been on the increase and we are maintaining a steady growth graph. Our business in increasing approx 15 to 20 per cent per annum.

What are your expansion plans? What strategies you plan to adopt for expansion

Sanrad has expanded its facility in New Mumbai (Vashi) and has simulatenously ventured into manufacturing of radiology products at their new plant in South India and very soon we will be launching few indigenously manufactured products from April 2009 onwards.