French firms meet German buyers
As neighbours of Germany, France and its manufacturers have the advantage of quick accessibility, similar traditions and a European presence.
This October, to further trade relations, the Department for Economy and Trade at the French Consulate in Dusseldorf, invited German hospital buyers to meet French companies. ‘We see ourselves as mediators between companies and purchasers,’ Bertrand Le Tallec, head of Economics and Trade Department, told Denise Hennig of European Hospital ‘We represent small and medium-size French companies -- those with around 50 employees -- young, innovative companies that want to do business in Germany. We support the companies and their customers, to match the right supplier with the right purchaser. During this event both sides have the chance to get to know one another, swap ideas and – if the product-range permits – do future business.’Apart from the organisation of such events, the Department for Economy and Trade has a comprehensive network in France, comprised of 24 regional foreign trade representations, 175 Chambers of Industry and Commerce, Ubi France, the most important trade associations and close contacts in French industry.
Since the introduction of the DRG system in Germany in 2006 purchasers’ expenditure inevitably tightened. Merging with purchasing associations means that better prices can be negotiated with industry. ‘You can’t really change much about the prices of products,’ said Ulrich Schiedeck, a Managing Director at AGKAMED. ‘However, you can optimise processes to save costs.’ AGKAMED, one of Germany’s biggest purchasing associations, serves 128 hospitals, 65 residential homes for the elderly and runs 18 centres of competence with 50 doctors and purchasers.
Thomas Klein, a managing director at UNICO and head of the Department for Material Science at the Düsseldorf University Hospital, added: ‘UNICO is a purchasing association for 13 well known university hospitals in Germany and has 13 managing directors dealing with the various areas within the association. One important aspect is communication between all those involved, because purchasers don’t automatically know which products are particularly in demand with nurses and doctors and which are not. The cost factor obviously cannot be ignored. However, if an initially more expensive product turns out cheaper in the end, because it lasts longer, its handling is easier for doctors, or the patient benefits from it for longer, then price is not decisive.’In hospitals, purchasing departments were often found in basements, simply ordering whatever hospital department heads wanted. Today’s purchasing manager handles the department’s own budget and must closely monitor market developments. Events such as the French gathering, add to that knowledge, and also help businesses. ‘Without this event,’ agreed Sandrine Grange, Sales Director of Deltalyo Valmy, Eric Barrey, Managing Director and Alain Jampi, Sales Manager of Locometrix, ‘we would have only remote chances of presenting our products to the managing directors of different purchasing associations.’
Europe has abolished many barriers and streamlined terms and conditions of business. European Contract Law stipulates that master contracts must largely be issued via official tenders, and at such meetings lie opportunities for international cooperation.
29.10.2008
