www.almarfa.com.sa Company Profile A Subsidiary of Almarfa
Corporation Kingdom of Saudi Arabia We Came a Very Long Way In a
Very Short Time Slide 2 Solve Problems Add Value Add Value Our core
strategy is to deliver -to our market-the latest featured products
with cutting edges. A product that can solve a problem &/or add
value to the overall clinical outcome.. We are committed to our
core strategy as well as to our end-users and our business
partners. Company Vision Company Core Strategy Slide 3 A High
Performance, Energetic Healthcare Supplier with Superior and
Sustained Customer Support, dedicated for the introduction of the
latest featured medical devices with cutting edge technologies. A
device that can solve problems &/or add values for the whole
clinical outcome, Utilizing our strong Financial Status and solid
business expertise through our excellent staff to skim-off
specially-targeted market niches in the healthcare industry.
Company Vision Slide 4 If You have a solid product portfolio which
is quite innovative, well technically supported, well priced to be
such competitive. If You have aggressive plans to leverage most of
your companys competences with enough tools to support your
products. If You are equipped enough to help run a highly committed
after-sales-support. If You are convinced with real mutual
partnership with the concept of Shared Risk Strategy. You are then
most welcome to be our life-long principal business partner. Jamal
Abahussein Chairman Chairmans Message Slide 5 Company Offices
Headquarters Main Warehouse Branch Manager Sales Management Service
Head Dept. Peripheral Warehouse Main Router (MARBASE) Remote Router
Riyadh Jeddah Dammam Slide 6 Organizational Chart 1 PS Heart Valves
MICS & BHS 1 PS CVS Equip. CICU 1 DSM Central 1 PS CVS Equip.
CICU NIOBE Sales Engineer PTS Sales Engineer PTS Site Engineer PTS
Site Supervisor NIOBE Site Supervisor NIOBE Site Engineer 1 DSM
East Medical Projects Sales Manager CVS Sales Manager 1 DSM WSN
Chief Financial Controller Overseas Purchasing & Logistics
Governmental PRO Central Warehouse ChairmanChairman Managing
Director 1 PS Heart Valves MICS & BHS 1 PS CVS Instrument CVS
Supplies 1 PS VAD Tenders Sales Specialist 1 PS CVS Instrument CVS
Supplies 1 PS Heart Valves MICS & BHS Slide 7 Management
Chairman Eng. Jamal Abahussein MD, MBA, CCAS Dr. Shawkatt, has
concluded a different sets of skills to be applied to address the
companys challenges, and he deployed the company resources to
exploit the highest value opportunities. He removes all impediments
for the swift delivery of new products to the market, and
continuously aligning the sales and marketing closer to the
customers based on his strong commitment to the company vision. He
is responsible for global localization of our business partners
strategies, intl. market monitoring and development of product
portfolio. He is focusing on market trends and the ability to
identify the expected future needs, as a business development core
strategy of Almarfa Medical. Managing Director Dr. Shawkatt Raghib
Bsc. Engineering, Executive MBA The Founder of Almarfa Medical, who
consolidates the corporate infrastructure to reflect a streamlined
business and he is the key of numerous operational initiatives. The
man who provides the machinery for consultations and collaboration
on the business and monetary scenario within Almarfa Group of
Companies. With his top-notch internal audit and financial staff,
is continuously focusing to augment the business portfolio within
the group and collateral assets enhancement. As a Chairman, he is
always offering the opportunities for all to utilize the corporate
competencies in a productive way. Slide 8 Sales Force & Sales
Support Product Specialists 6 Product Specialists for the main 3
territories. Tech. Sales Specialists 3 Technical Sales Specialists,
one for each area Sales Coordinators 3 Sales Coordinators, one for
each area M.P Sales Manager 1 Medical Project Sales Manager
District Sales Managers 3 District Sales Managers for the 3 main
territories PTS Sales Engineer 1 Pneumatic Tube System Sales
Engineer NIOBE Sales Engineer 1 NIOBE {Magnetic Assisted
Intervention} Sales Engineer Site Engineers 2 Site Engineers, 1
Each for PTS & NIOBE Slide 9 Sales Force & Sales Support
Finance and Accounting Mgr Logistics Manager 1 Logistics Manager
with 1 subordinate Full Finance and Accounting Department Site
Supervisors 2 Site Supervisors, 1 Each for PTS & NIOBE Slide 10
Business Portfolio Cardiac Surgery Off-Pump Cardiac Surgery Intv.
Medicine Medical Projects TendersTenders On-Pump Cardiac Surgery
Cardiac Assist Devices CVS - OR Vascular Surgery Interventional
Cardiology Interventional Radiology PTSPTS NIOBE - MAI Medical
Equipment DisposablesDisposables
EP-Electro-PhysiologyEP-Electro-Physiology Projects Management
CVSCVS Slide 11 Business Partners Cardiovascular Surgery Slide 12
Business Partners Interventional Medicine & EP Magnetic
Assisted Intervention Slide 13 Business Partners Medical Projects
Pneumatic Tubing System Slide 14 Cardiovascular Programs Cardiac
Assist Devices Program Beating Heart Surgery Program Minimally
Invasive Cardiac Surgery Program Magnetic Navigation Intervention
Program Slide 15 International Attendance Slide 16 Local &
Regional Contribution S.A. Society of EC Technology KFAFH Intl.
Annual Cardiac Conference Slide 17 New Product Introduction Policy
Target Product: it depends actually on: - Customers Actual Needs [
Customer Driven Policy ] - Expected Future Needs & Market
Trends Product Information Package: once the product has proven as
a target, we will ask the manufacturer to present a complete
information package for our review. Product Accreditations: CE, FDA
or other country-related accreditations. Product References
Evaluation: A reference list should be submitted for cross
reference. Current Competitors Evaluation: Competitors analysis is
a very important step in approving a target product to be
integrated to our portfolio. Whats the key FABs of this target
product vs. competitors. Product Manufacturer Evaluation: Target
product manufacturer will be evaluated in respect of communication
style, responsiveness, flexibility, seriousness, pricing, product
support plans and after sales support proposal. Launching Plan: At
the time that all the above mentioned steps has fulfilled, the
target product will be supported by Almarfa Medical for a swift
delivery to the KOLs. Demonstrations: With the first positive signs
from our markets KOLs, Almarfa Medical will call the manufacturer
for a series of In-house presentations at the main reference
centers for demonstrations and clinical workshops. Intra-operative
Evaluation: A further very important step, is to evaluate the
target product intra-operatively as a mandatory step to be approved
by the end user. Feedback Verification: the final step is to
achieve end user satisfaction and approval. Decision Making : The
target product now is integrated to our portfolio to enjoy our full
support. Slide 18 Almarfa Medical is enjoying a strong financial
status. Our fully automated operation is ploughed to our strong
financial poles. Despite of our strong financial relations with our
bankers, we have never ever resorted to this mode of external
borrowings. Our financial status could overcome any shortcoming in
our operation. Bank Reference 13 monthsTotal Cycle Time 9
monthsCollection Period 3 months Stock holding 1 monthTime of
Declaration to our stores Operating Cycle Financial Strengths arab
national bank P.O.Box : 41095, Riyadh 11521, Saudi Arabia Mr.
Abdulrahman A. Al-Nashwan Manager, Commercial Banking Division Tel
: +966 1 287 5320 Fax : +966 1 287 5320 [email protected]
www.anb.com.sa Slide 19 Population: 22,023,506 includes 5,360,526
Expatriates Age structure: 0 -14 years: 43% 15-64 years 55% > 65
years 2% Popl. growth rate: 3.28% Birth rate: 37.47-births/1,000
population Death rate: 6.02-deaths/1,000 population Infant
mortality rate: 52.9 deaths/1,000 live births Sex ratio: 1.24
male(s)/female Life expectancy : 67.77 years Total fertility rate:
6.3 children born/woman Government health expenditure: US$ 9
Billion Health expenditures as % of GDP: 4.2% Per capita govt.
health expenditure: US$400 Hospitals beds per 1000 population : 2.4
Doctors per 1000 population : 1.8 Total number of beds ( Gov.) :
46.916 Total number of Polyclinics: 3.315 Total number of Doctors;
36,302 Regional Settings - Saudi Arabia uses the metric system,
both 120 and 220 volt electrical equipment is in use. Market Info.
Slide 20 Key Facts Government health expenditure: US$ 9 Billion
Health expenditures as % of GDP: 4.2% Per capita government health
expenditures: US$ 400 Hospitals beds per 1000 population: 2.6
Doctors per 1,000 population: 1.8 Total number of beds (government
hospitals): 46,916 Total number of polyclinics: 3,315 Total number
of doctors : 36,301 Governmental Business Market Governmental
HealthCare Providers MOHMinistry of Health ( 176 Hospitals )
MODAMinistry of Defense and Aviation ( 9 Hospitals ) NGNational
Guard ( 5 Hospitals ) SF Security Forces ( 3 Hospitals ) SH
Specialist Hospitals ( 5 Hospitals ) SIH Social Insurance ( 4
Hospitals ) UHUniversity Hospitals ( 4 Hospitals ) RCRoyal
Commission for J & Y ( 6 Hospitals ) MOH Institutions Private
65 % 17 % 18 % Ways of Purchasing - MOH: Majority SGH Tenders,
shortfalls and certain capital equipment through local tenders. -
Other Govt. Institutions: All purchases are done through
bids/tenders invited from registered vendors after the product
approval by the quantity assurance department. - Saudi ARAMCO /
King Faisal Specialist Hospital: Purchasing is through bids issued
locally and through their buying offices in USA and Europe.
Business Markets Slide 21 Governmental Business Market Region
Hospitals Beds Riyadh 27 5,040 Makkah 7 2,050 Jeddah 123,200 Taif
91,900 Madinah 15 2,150 Qassim 15 1,950 Al-Hassa 5 300 Hafr
Al-Baten 1 270 Aseer region 161,980 Bisha 3 450 Tabuk 9 800 Hail 7
580 Jizan 121,400 Najran 5 670 Al-Baha 8 1,110 Al-Jouf 4 535
Qurayyat 3 250 Eastern region 13 1,700 Northern region 4 580 Total
175 + 36 26,915 + 15,001 Agency Tender Direct P.O. Ministry of
health 60% 40% Ministry of defense 30% 70% Ministry of higher
education 60% 40% Saudi Arabian national guard 30% 70% Other
government agencies30% 70% Total number of private hospitals: 92
Total number of beds / private hospitals: 8, 592 Total number of
private clinics: 1, 000 Total number of pharmacies: 3,116 Total
number of doctors : 19, 005 - Its a mix of bids and direct
purchase. - lately, price become a vital concern. - Quality and
convenience of use are also highly considered. - Many hospitals buy
through annual tenders for better prices Private Business Market
Ways of Purchasing Slide 22 Cardiac Surgery Centers & Cathlabs.
in Saudi Arabia Cardiovascular Market Cathlab ProceduresOpen Heart
Surgeries 2,000 7,000 12,000 1000 4,000 8,000 Annual Achievements
3Eastern Area - Dammam 4Western Area - Jeddah 6Central Area -
Riyadh Numbers of Centers Active Cardiac Surgery Centers /
Territory 3000Total # of other cardiac procedures 5000Total # of
congenital heart defects 20Total # of heart transplantation
750Total # of valve repair without other associated procedures
1500Total # of valve replacement without other associated
procedures 750Total # of CABG with valve replacement/ repair
1500Total # of CABG off pump without other associated procedures
3500Total # of CABG on pump without other associated procedures
16000Total # of Cardiac Surgeries: 18Total # of Cardiac Centers
Slide 23 Cardiovascular Heart Transplant History in Saudi Arabia 0
5 10 15 20 25 30 35 40 198687 Whole Heart = 90 Heart for Valves =
247 8889909192939495969798992000 Slide 24 Business Milestones The
First Implantation of Totally-Implantable Artificial Heart; The
first in Middle East, Asia, Africa & North America The Giant
Reference Hospital PTS Project in the Middle East The First
Nanotechnology used in the Middle East The First Installation &
Commissioning of NIOBE, Magnetic Navigation System in the Middle
East. Slide 25 www.almarfa.com.sa Copyrights 2004, Almarfa Medical
Business References International Business PartnersContact any of
our business partners Saudi Arabia Embassy of GermanyContact Mr.
Oliver Bientzle+966 1 488 0700 Embassy of USAContact Mr. David
Hennry Rundell+966 1 488 3800 Embassy of CanadaContact Ms. Rasha
Serry+966 1 488 2288 Embassy of FranceContact Mr. Rolly Dagher+966
2 668 1560 Embassy of UKContact Mr. Gareth OBrien+966 1 488 0088
Embassy of SwedenContact Mr. Patrick el-Chiekh+966 1 488 3100
Embassy of SwitzerlandContact Mr. George F. Tohme+966 1 488 1291
Embassy of Royal DanishContact Mr. Mogens Kj rup+966 1 488 0101
Embassy of SpainContact Mr. Joaquin Manrique+966 1 488 0606 Embassy
of AustriaContact Mr. Christoph Meyenburg+966 1 480 1217 Embassy of
Czech Rep.Contact Mr. Miloslav Stasek+966 1 450 3617 Chamber of
CommerceContact the Info Disk+966 1 404 0044 Slide 26
www.almarfa.com.sa Copyrights 2004, Almarfa Medical Headquarters -
Riyadh 405 Al Umam Commercial Centre, Siteen St. P.O.Box 28481,
Riyadh 11437, Saudi Arabia Tel : +966 1 472-8000 Fax : +966 1
477-0817 Email: [email protected]@almarfa.com.sa
www.almarfa.com.sa Company Contact Addresses Branch Office - Dammam
Almarfa Commercial Centre King Faisal St, P.O. Box 63509 Dammam
31516, Saudi Arabia Tel : +966 -3- 828-5000 Fax : +966 -3- 828-6777
Email : [email protected]@almarfa.com.sa Branch Office Jeddah
9 Sharbatly Commercial Centre Hail St, P.O. Box 136708 Jeddah
21313, Saudi Arabia Tel : +966 -2- 651-0888 Fax : +966 -2-
657-70808 Email : [email protected]@almarfa.com.sa Slide 27
www.almarfa.com.sa Copyrights 2004, Almarfa Medical Thank You
