Asia and especially China are high-potential markets for German medical technology companies. Experience in and with China is an indispensable asset for good business development in China.
“Asia – growth engine or danger?” was the main topic of the medical technology conference, which took place with around 50 participants at the end of February Corona conditionally virtual.
In order to provide the GHA members with deep insights into the country, there were presentations on basic & current issues, on framework data on China, on the challenges and opportunities arising from the RCEP free trade agreement, on the current situation for German companies in China as well as on German-Chinese cooperation in military medicine. Speakers from the GTAI Shanghai, the Mercator Insitute for China Studies and the Command Medical Mission Support were also available to answer members’ questions.
Members who are not yet so present on the Chinese market could particularly benefit from the two presentations given by two GHA members. Björn Salwat, Protec GmbH & Co. KG and Maik Greiser, Atmos Medizintechnik GmbH & Co. KG reported to the participants on their many years of experience in and with China, providing deep, individual insights into what has helped them to succeed.
Björn Salwat reported on Protec’s 30 years of experience in China. As success factors of Protec, Salwat named openness for adaptation to local conditions, making price concessions, cooperation with local partners, control of the own local office and perseverance.
Maik Greiser warned: “We must no longer rest on ‘Made in Germany'”. China is now one of the leading countries in terms of technology. China wants to be the most powerful world economic nation in 2025. To do good business in China, Greiser advised understanding and respecting the culture, as well as doing justice to the hierarchical structure. “The business card counts! That’s where the boss has to go in person,” then business can be done. “Staff retention is a key factor for success in China in this regard.”