Could you give us some insights into the global ultrasound market in general and Vietnam’s in particular? What is the significance of upgrading and integrating high technologies into lower-segment models in Vietnam?

Ultrasound machines are the most widely-used medical diagnostic devices due to their non-radiative nature, portability, and real-time imaging capabilities. They are also affordable, making them more accessible to patients in remote areas compared to other medical imaging devices like MRI, CT, or X-ray machines. Consequently, the global ultrasound market is vast, estimated at around $8 to $10 billion.

In the ASEAN region, the ultrasound market is developing rapidly, with an estimated size of around $200 million, making it one of the fastest-growing markets globally.

Vietnam is an important market for Siemens Healthineers, with an estimated size of around $40 to $50 million. It is the fastest-growing market in ASEAN, driven by Vietnam’s economic growth and advancements in science and technology as well as the increasing skills and knowledge of Vietnamese doctors.

Siemens Healthineers has been a pioneer in ultrasound technology since the 1950s and continuously enhances its technology to provide the best care for patients.

It also upgrades and integrates advanced technologies into lower-segment models to reduce equipment costs in Vietnam. This approach aligns with our philosophy: by initially developing high-end equipment, we can transfer advanced technologies to lower-end, more affordable models. This strategy helps bring advanced medical technology to more people and patients.

Siemens Healthineers recently launched two new ultrasound systems - ACUSON Maple and ACUSON Origin. Do these devices help doctors better diagnose diseases?

Vietnamese authorities have approved the importation of ACUSON Origin and ACUSON Maple. ACUSON Origin is an ultra-premium cardiovascular ultrasound machine and the first ultrasound device to integrate AI.

With ACUSON Origin, we have integrated this advanced technology into a cardiovascular ultrasound machine. Cardiovascular diseases are potentially the leading cause of death in Vietnam, with many patients suffering from coronary artery disease and heart conditions. The advanced technology in ACUSON Origin provides Vietnamese doctors with the best tools for early diagnosis and treatment guidance, helping prevent severe cardiovascular diseases and reducing mortality rates. It can also help reduce the healthcare burden on the Vietnamese Government by enabling accurate early-stage diagnosis, thereby preventing diseases from progressing to more severe stages that require more expensive treatments.

As for ACUSON Maple, it has been developed to meet the specific needs of the Vietnamese market. This device features affordable technology suitable for financially-constrained areas. ACUSON Maple also applies AI technology similar to the premium ACUSON Origin.

An important feature of ACUSON Maple for the Vietnamese market is its integrated battery that allows scanning for over an hour. This feature is particularly useful in rural areas where power shortages are common.

Are advanced devices like these part of Siemens Healthineers’ ‘AccessToCare’ strategy for the Vietnamese market?

Yes, they are indeed part of the “AccessToCare” initiative from Siemens Healthineers. This initiative underscores our commitment to providing the best care for Vietnamese patients, ensuring that advanced medical technology is accessible to everyone, regardless of location. This dedication is reflected in a statement by Mr. Bernd Montag, CEO of Siemens Healthineers: “As a leader in the healthcare industry, it is our privilege and obligation to enable healthcare for everyone, everywhere.”

It seems that Siemens Healthineers’ business activities in Vietnam are mostly transferred to agents/distributors. How would you evaluate these agents in Vietnam?

Working with business partners or distributors is a key part of our strategy, especially in the field of ultrasound. This strategy aligns perfectly with our AccessToCare initiative. By collaborating with multiple distributors, we leverage their capabilities to extend our reach not only in major cities like Ho Chi Minh City and Hanoi but also in remote areas.

Most of the agents are hardworking and dedicated to providing the best possible service to customers. They are the ones who directly implement the AccessToCare initiative. Without their efforts, AccessToCare would just be words. For example, An Thinh, a distributor of Siemens Healthineers, has brought many additional advantages to our strategy.

This strategy is not only applied in Vietnam but is also widely implemented across Southeast Asia.

How has the An Thinh Medical agency you mentioned demonstrated additional advantages, and what qualities do they need to develop for better collaboration?

An Thinh has a deep insight into the market and a clear understanding of its specific needs. They provide critical feedback on developing products suited to the Vietnamese market and offer essential services to both doctors and patients. This ensures that our efforts align with local requirements and improve healthcare access.

We recognize that long-term partners like An Thinh have achieved success, and we will continue to develop these long-lasting relationships rather than short-term arrangements lasting only a year or two. By working closely with our business partners, we can gain valuable market feedback and develop products that truly address the challenges faced by healthcare professionals.

To enhance the effectiveness of our business partners within our strategy, I believe they need to improve their clinical knowledge. This will help them communicate more effectively with doctors, using a common language and better understanding the challenges doctors face. Enhancing clinical knowledge will further strengthen our AccessToCare initiative and ensure the best possible care for patients and the Vietnamese population.