Hemotech Inc., the Indian distributor for Haemonetics Corporation, USA, world leaders in blood processing technology is looking at the Indian market seriously with its platelet transfusion therapy for cardiology/neurology surgeries and stem cells collection for organ transplant and oncology treatment.
After having tapped the large hospitals in India in the first phase of business development here, it is now targeting mid-sized hospitals and blood banks with its mobile plasma and stem cell collection device and the cell saver, an autologous blood recovery system.
"The Indian market holds immense potential as the doctors have not had access to such blood processing technologies which aid faster recovery and prove to be cost-effective for the patients and hospitals since hospital stay is reduced," informed Sanjay Ganapathy, advisor, Hemotech Inc.
The company, which has made significant inroads in India with a market share of 55 percent for its disposables and machines, will now focus on the new plasma and stem cell collector- 'Mobile multi-Component Collection System' (MCS+), which has better therapeutic benefits. The portable equipment, which weighs 30 kg is used to collects platelets, red cells, plasma and stem cells. Being lightweight, it is ideal for blood banks to transport the equipment to hospitals for oncology and neurology treatment.
The procedure of collecting blood and stem cells with the Mobile multi Component Collection System' is less invasive, and has no infection risk, informed Ganapathy. The unique features of the machine are its large, easy to read display screen, haemo calculator that customises collection parameters, procedure statistics and an on-line help screen with detailed messages.
Platelet transfusion therapy, which helps decrease bleeding in severe thrombocytopenic patients with less platelet production, is the main application of Hemotech's technology. The platelets are taken from a donor, returning all the other unnecessary blood components to the donor, and then transfused to a patient to treat certain bleeding and coagulation disorders and the procedure costs approximately Rs.10, 000," said Ganapathy.
Government hospitals like All India Institute of Medical Sciences (AIIMS), Safdarjung in New Delhi, Kidwai Memorial Institute of Oncology (KMIO), National Institute of Mental & Neuro Sciences (NIMHANS) are using Hemotech equipment.
The other promising area of business for Hemotech in applying the Cell Separation technology is the World Health Organisation (WHO) and National AIDS Control Organisation (NACO) which are focusing on this therapy worldwide, said Ganapathy.
Cell salvage is the fastest growing area in the country for Hemotech and has bagged 65 percent market share. It is useful in cardiac, orthopaedic, neurological and transplant surgeries. It minimizes loss of blood during surgeries, avoiding transfusion of wrong blood group and other infections. In the last one-year procedures using the technology have increased from 350 to 1,800. In India, around 50,000 of the procedures are performed and Hemotech has a large market to tap, "informed Ganapathy.
As a part of its marketing strategy, Hemotech has been organising programmes like Therapy on Demand and Safety on Demand at Pune, New Delhi, Mumbai, Chennai, Hyderabad and Bangalore where its equipment are used by hospitals, and medical camps for various procedures.
The company has registered revenues to the tune of Rs. 4.5 crore and aims to double its turnover next year. The blood equipment is priced around Rs. 22 lakh, but according to Ganapathy once the demand rises in India the prices will come down. "Hemotech is trying to capitalise on the presence of small number of blood donors and unavailability of blood in India," he added.
Hemotech also organises a three-day training for doctors and para-medical staff once the equipment is installed. Haemonetics Corporation, USA holds 50 percent of the worldwide market and its closest competitor is Baxter for blood equipment.