torsdag 18 oktober 2018

#ICYMI: Be sure not to miss out next time

Incredible India. Thirteen Swedish health care representative traveled to India last week - in addition to the 17-person tech delegation arranged by SIBC to Bangalore, so Swedish presence was particularly high on the sub-continent - in order to begin preparations for increased collaborations during our Jubilee year 2019. With three separate tracks focused on regional collaborations, partnerships in order to achieve the Sustainable Development Goals, and private sector opportunities, the agenda for these Mini Delegations was incredibly packed.

The delegation trip itself would not have come about without the close collaboration between Swecare Foundation, Socialdepartementet, and the Embassy of Sweden in New Delhi as well as InnovatioCuris. The visibility and credibility of the delegation increase significantly when we work towards a common goal while planning these visits.

Program Overview - Track 1

The Swecare trip started with InnoHealth2018, organized by our Central Baltic Health Access partners InnovatioCuris and led by Target Market Coach, Sachin Gaur. The Swedish Ambassador to India, the inimitable Klas Molin, opened the two-day conference in Gurugram with a passionate plea to delegates to innovate together, across borders, towards a common goal. The conference's strength in fact lies attracting those who are willing to put in the time, resources, and skills to do exactly that and the B2B sessions are unparalleled in their focus on action points. Special attention was given to affordable and simple solutions, especially with regards to management of chronic disease.

The following week included study visits to Indraprastha Apollo HospitalAll India Institute of Medical Sciences (AIIMS) New Delhi, and Max Hospital Saket where the delegation had the honor of touring radiology, oncology, and infection control units at the leading hospitals in the country. The warm welcome we received touched the delegation and we hope to return the favor when these counterparts visit Sweden.

We also had very high-level access to two leading diagnostic brands in Delhi.
Dr Lal's National Reference Laboratory has arguably the most extensive network across India and we got to visit their state-of-the-art flagship center in Rohini. Dr Lal himself received our small delegation. This was followed up by a visit to the more specialized Mahajan Imaging where we had an intimate dialogue about premium Indian market, AI, and quality assurance.

After constructive discussions with a large team at the Public Health Foundation of India (PHFI) cutting across a vast range of subjects from nursing to eHealth, we ended the day with a roundtable among Swedish life science companies in India, hosted by the Swedish Chamber and Business Sweden, and a reception at the Ambassador's Residence

Program Overview - Track 2

Socialdepartments trip started with WHO's 2nd World Conference on Access to Medical Products - Achieving the SDGs 2030, where we met the leadership at the Indian Ministry of Health and Family Welfare during the inauguration. Niclas Jacobson, Socialdepartementet, spoke on Sweden's commitment to these issues and Pavan Aslapuram, EMPE Diagnostics, presented the case for Swedish colloborative structures.

The first day ended with a Team Sweden dinner hosted by our Ministry, where we got a chance to realign our objectives for the week and the year ahead.

    Representatives from Socialdepartementet, Embassy of Sweden - Economic Affairs, Swecare, eHälsomyndigheten, Business Sweden, and Forte traveled to Jodhpur on the second day, along with Joint Secretary Sunil Sharma, to conduct a site visit to the AIIMS Jodhpur. The group were treated to dinner by the Indian Ministry at the foot of the Jodhpur Fort. A visit was also made to two Health and Wellness Centers which Sweden plans to 'adopt' in order to test, and eventually showcase, Swedish solutions in the Indian context. We were very happy to see Elekta, Sectra, and Hemocue products already in use in Jodhpur.

    The delegation returned to Delhi to join the others at the Roundtable and Reception at the Embassy. And with this renewed energy and commitment, we entered into what was to be one of the most productive Joint Working Group meeting in this MoU's history on the morning of the last day.

    Program Overview - Track 3

    Representatives from Läkemedelverket and Folkhälsomyndigheten stayed back in Delhi in order to present at the WHO conference and meet with CDSCO and Safdarjung Hospital respectively. They rejoined the larger group for the Roundtable, Reception, and JWG meeting. The entire trip was rounded off by a Team Sweden meeting at the Embassy in order to debrief and delegate immediate action points.

    Most common issues raised
    • Nurse Training
    • Doctor Exchange
    • Clinical Decision Support (AI)
    • Early Screening
    • Elderly Care
    • AMR / Environmental Impact

    Much of the reason for the success of this delegation trip rests with the participants - a dedicated set of smart, funny, and flexible individuals. Thank you for coming!
    • Karolinska University Hospital
    • Getinge
    • Aleris
    • DocOnline
    • eHealth Agency
    • Public Health Agency
    • Medical Products Agency
    • FORTE
    • Socialdepartmentet
    • Swecare Foundation
    Special Mention
    • Embassy of India in Sweden
    • EMPE Diagnostics
    • Gothenburg Business Region
    • AstraZeneca
    • Sweden-India Business Council
    • Swedish Chamber of Commerce in India (SCCI)
    • Business Sweden
    • Vinnova
    For those interested in India - come check-out India-Sweden Business Day

    torsdag 11 oktober 2018

    Workshop on Nordic Sustainable Healthcare in collaboration with NCSH

    With funding from Nordic Innovation, the Nordic Center for Sustainable Healthcare, NCSH is writing a Nordic White paper on sustainable healthcare. During the project they will give an introduction to sustainability within Nordic healthcare, put it in a global context as well as point to areas of certain interest and future innovation areas. To gather information and best practice examples NCSH had invited hospitals, suppliers and other stakeholders to workshops in all Nordic countries. In Stockholm, Sweden this was done in collaboration with Swecare. The day was started with an introduction to the project by Linnea Turnstedt and Daniel Eriksson from NCSH and a short presentation from Swecare on the global demand on Nordic solutions in this sector.

    After which
    Arvid Løken from Nordic Innovation presented their Welfare Solutions program, and how Nordic companies can benefit from participating. After which we listened to company pitches from sustainable companies from Sweden, Denmark and Finland.

    To get the perspective of the procurers on the role and need of sustainability Gustav Eriksson, Head of Environmental Departement at Karolinska University Hospital and Charlotta Brask, Head at Sustainability at Stockholm County Council, and Linn Josefsson, Upphandlingsmyndigheten presented some mindboggling stats and the take-home message that right now facilities energy consumption is optimized but on the utilities and medical devices the potential energy savings are enormous. The need is there, the solutions available, so lets close the chasm for a better future! 

    måndag 8 oktober 2018

    Swedish-Hungarian Medtech & Digital Health Symposium builds bridges between two classic Life Science nations

    It was a joyful group of delegates that met with key stakeholders in Stockholm at the welcome reception at the residence of H.E. dr. Adrien Müller Ambassador with the aim of increasing cooperation and partnerships.

    The symposium was honored by the opening words of H.E. dr. Adrien Müller Ambassador and our CEO Maria Helling, after which the attendants learned about the Hungarian development in Medtech and Digital Health and the active work of Medical, Dental and Wellness tourism to Hungary by speakers Eszter Kovacs from Semmelweiss Medical University and Imre Varadi from Infoter.

    After which Ylva Wide from the Swedish eHealth Agency and Karina Tellinger McNeill from the Swedish Association of Local Authorities and Regions (SALAR) explained their key roles in the Swedish eHealth ecosystem and the Swedish vision on eHealth2025.

    After presentations from academia, public sector and NGO´s there was presentations on the business aspects. Janos Rajki from Hungarian Investment Promotion Agency delivered interesting stats and was followed by a case example from Björn Söderberg who had been working with Tensiomed and then company pitches from 77 Elektronika, Iron Rooster Technologies, Meduscmart and Solecall and subsequent speeddating.

    The day was wrapped up by a visit to H2 Health Hub for presentations by the CEO Paul Beatus and Per Lek from Stockholm Science City where they presented the development of Hagastaden, and there was some time for companies to talk to the hub-companies. All in all a productive day and a good start for building lasting partnerships.

    tisdag 2 oktober 2018

    Bridgehead made to US. East Coast

    Celebrating 200 years of diplomatic relations between USA and Sweden, Swecare Foundation and Swedish Medtech signed a multilateral MoU with Maryland Department of Commerce as part of the CB Health Access Program.
    Deputy Secretary, Benjamin Wu welcomes both Swedish and the central-baltic companies to Maryland, and offer supporting them as part of the joint agreement and with the and 2019 is just around the corner making the connection is a great way of preparing yourself and your company.

    While on the business mission our colleague had several fruitful meetings in Philadelphia and Baltimore identifying key organisations and people (such as Bruce Ellsworth ) for entering into the US market and attending as supporting partner together with   where former PM Tony Blair reminded that Healthcare reforms are the hardest thing you can do in politics because vested interests are also important in public sector and inertia. So there is plenty of work left to do but some first strides have been made for our mutual aim to improve healthcare.

    fredag 21 september 2018

    Inkommande delegation från Ryssland

    Det var med stor entusiasm som delegationen ledd av Sergey Aleshchenko, Vice ordförande i Social Security Fund of the Russian Federation besökte Swecare och lärde sig mer om hur det svenska vårdsystemet fungerar.

    En stor del av frågorna gällde såklart rehabilitering, och vilken roll publika och privata aktörer har för att erbjuda bra lösningar för befolkningen. Man berätta även om det system de arbetat med att få en kontinuitet i vårdkedjan och samarbetet mellan vårdgivare och deras motsvarighet till försäkringskassan. Detta är ett område där det finns möjlighet för kunskapsutbyte.

    Vidare fanns stort intresse för Vision eHälsa2025 och vikten av att ha bra interoperabilitet och modern lagstiftning för att kunna ta vara på digitaliseringens möjligheter, och skapa bra grund för innovativa företag inom området.

    Dmitry Selivanov, Head of the IT Department berättade att man tittar noga på utvecklingen i Estland och Finland  som man ser som föregångare inom området patientjournaler med tonvikt på integritets- och cybersäkerhetsfrågor. Ett området man var överraskad att Sverige inte kommit längre i med tanke på den ledande positionen Sverige har inom e-recept. 

    Den kommande Life Science Strategin och arbetet med Vision eHälsa2025 bör kunna flytta fram Sveriges position även inom patientjournaler och andra plattformar som möjliggör en mer kontinuerlig vård för patienten och anhöriga. Det finns en god grund för fortsatt erfarenhetsutbyte.

    på återseende! до свиданья! 

    torsdag 20 september 2018

    Nätverkslunch för internationalisering med Stockholm Digital Care

    I måndags bjöd Stockholm Digital Care in till en nätverkslunch om "Välfärdsteknik goes global" i samarbete Swecare. Stockholm Digital Care är ett EU-projekt med mål att skapa tillväxt för SMEs i Stockholmsregionen som arbetar med välfärdsteknik. Ett större utbud av välfärdsteknik för äldre ska samtidigt bidra till ett självständigt liv och välbefinnande för äldre som bor kvar hemma.

    Swecare fick äran att hålla första presentationen efter en introduktion av Ann-Sofie Mårtensson på Stockholm Digital Care. Det var bra uppslutning av främst lite mindre företag som fick höra mer om olika aspekter på internationalisering.

    Ann-Sofie Mårtensson från Stockholm Digital Care
    Vi berättade förstås om hur Swecare jobbar för att öka kontakter och samverkan mellan svenska företag och relevanta aktörer på andra marknader. Därefter kom Adam Edström på RISE med matnyttig information om av Enterprise Europe Network (EEN) kan erbjuda för stöd för ambitiösa SMEs som vill växa internationellt. I detta ingår stöd till partnersök och nätverkande, råd om bla lagar och standards, marknadsinformation samt stöd för att hitta finansiering - och mycket mer. Titta på för mer information!

    Adam Edström, RISE om EEN

    Andra delen av seminariet bestod av två utmärkta presentationer från Camanio Care och Zenicor. Camanio Care AB utvecklar innovativa lösningar för omsorg i hemmet med individen i cdntrum och fokus på aktivering, måltid och digital omsorg. Zenicor Medical Systems AB har utvecklat ett system för tidig diagnos av arytmier och strokeprevention.

    Dessa två Swecare medlemmar har gett sig ut på en internationell resa med något olika strategier. Camanio arbetar främst via väl valda distributörer i Asien, Mellanöstern och ett 10-tal europeiska länder. USA är undantaget, där man valt att etablera ett dotterbolag. Zenicor har istället satsat på att bygga upp en egen internationell försäljningsorganisation och finns idag i 10 länder i Europa. I övrigt fanns det flera gemensamma nämnare i presentationerna, såsom fokus på personliga relationer, gör läxan: samla marknadsinformation, ta reda på vem som betalar och vem som är kunden. Pioritera sedan marknaderna baserat på detta men även vilken kunskap och kompetens som företaget har tillgång till (eller kan skaffa sig), var beredd att anpassa affärsmodellen utifrån marknaden, och sist men inte minst: ha uthållighet.

    Jasmine Dahlberg från Camanio Care och Caroline Mellstig Theimer från Zenicor samtalar med Ann-Sofie

    Alltihop avslutades med ett livfullt nätverkande, där visitkort utbyttes, frågor bollades och kaffe dracks.

    onsdag 19 september 2018

    Collaboration across borders to new markets - CBHA Final Seminar

    The Central Baltic Health Access program has been part of our work at Swecare for a couple of years now. This interesting collaboration with Swedish Medtech and similar organizations in Finland, Estonia and Latvia to facilitate entry to new markets for our companies, has now come to an end. More information about the program can be found below, or check the label CBHA for all blog entries relating to the program.

    The program has involved 65 companies and included home market coaching, target market coaching, tailor-made market information and business missions to all four target markets: India, USA, South Korea, and Uganda. There have even been some sales - not bad considering the long lead times in life science and health care - and several partnership agreements, in addition to the MoUs between the Baltic partners and coaches and organizations in the target markets.

    The seminar began with a welcome by Malin Hollmark from Swedish Medtech and Piret Hirv, our program partner from Estonia who was also the moderator of the event. The seminar consisted of presentations from a coach for each market, as well as the sharing of experiences by one or two participating companies per market.

    Sachin Gaur from InnovatioCuris, Target Market Coach for India, led the discussions. He presented his recommendations under the title: ´The good, the bad and the ugly´ which was appreciated by the audience. With a population of 1.3 billion and a 90% out-of-pocket expenditure on health care, there is great need for products and services at low prices.

    Pavan Asalapuram presented EMPE Diagnostics' story and how their test kits can provide rapid information about drug-susceptibility in TB patients, which simplifies and assists doctors in providing the right treatment. The product has been received with great interest in the market and he will continue to work with Sachin to enter the Indian market. Pavan listed some of the advantages of the program, such as getting exposure and valuable contacts, proper guidance and access to local authorities.

    The next market discussed was USA and Nima Jokilaakso, the Swedish local coach from Swecare, presented lessons learned and recommendations for entering the market. Some conclusions were that companies must realize that competition is really fierce in the US market and that in order to succeed you need to do business the "American Way" (don't be shy), to partner with local associations in order to use their network and in-house competence, and make sure you have legal coverage "for when you get sued".

    Priit Kruus from the Estonian company Dermtest, that empowers general practitioners in fighting melanoma, expressed his struggle with being a small but growing company and the difficulties in prioritizing. Rasmus Hautala from Finnish Labrotex also shared his experience from the program. Their clearly defined goal of targeting the right key opinion leaders has enabled the company to reach their desired position.

    This was followed by an inspirational speech from Birgit Linnamäe, both based on her experience from assisting and preparing companies to enter the South Korean market, as well as her reflections on cultural differences. Interactions between two people can be interpreted in many ways. How people perceive things such as time, space, temperature, family, truth etc are some examples she lifted.

    Thomas Lööw from Swedish company Lifeclean presented their CBHA journey which has led to the shipping of one 40 feet container full of Lifeclean disinfectants to South Korea. Thomas mentioned that the program gave Lifeclean the opportunity to be part of a group, and he now realizes how important regular contact and relationships are for the process, both between company and coach, and with partners in the target market. The South Korea part of the seminar was concluded by Julie Yi, target market coach who gave her view of the program.

    The last market was Uganda, where Anna Riby from Swecare presented some defining characteristics of the Ugandan market which has a heterogeneous and less regulated structure, with stark differences between city / country, private / public, and high out-of-pocket spending. Important things to consider for market entry are to offer the relevant product for the patient segment and an adapted business model. She also urges companies to use WhatsApp as a means of communication rather than emails and to persevere - it will take time!
    Nina Nilsson from Bactiguard began her presentation by discussing September 13 - World Sepsis Day. Every day, every 3rd second someone dies of sepsis. With that said, she gave her input on how Bactiguard is looking at the Ugandan market potential. She described Bactiguard's process for market assessment and distributor selection. They focus on private hospitals since their buying power is much stronger. She confirmed that the process is slow, but they have not given up hope on landing a deal in the future, as demand for high-quality health care is increasing. 
    Continuous training for medical staff in infection control and use of the products will be necessary when there is a sale.

    The participants were divided into smaller groups for lunch in order to discuss and agree on recommendations for the CBHA team with regards to the program structure, coaching, and common challenges.

    After lunch, the group discussions were summarized and the common-thread for all four markets seem to be the advice that a company wanting to access the market has to be willing to spend time onsite – with potential partners – sending occasional emails is not enough. Companies should consider their own resources, collaboration is key, and the local coaches invaluable. Also, it is important to spend time to “teach the coach” – the target market coach needs to understand your needs, your products, and your offer. Plan regular meetings with the both target market coaches and local coaches.

    Before bidding farewell, Memoranda of Understanding with partners in the US market were signed by the partners on this side of the Atlantic. The American partners, the Commonwealths of Maryland and Pennsylvania and target market coach Bob Anthony, will sign during a ceremony which is part of the follow-up business mission to the US in a couple of weeks.

    The last activity of the program will be a follow-up mission to India, organized by Swecare with the support of InnovatioCuris, after which this segment of the program will be wrapped-up. However, we will continue developing the contacts and networks that the project has resulted in and the Baltic partners have agreed to apply for a second phase, covering new markets, for which the input from the final seminar will be invaluable. So even if this was the Final Seminar, we hope that it will only be one step in the ongoing collaboration with partners in the Baltics and in target markets, so that we can support companies in reaching those distant markets!

    CB Health Access program was initiated in 2016 between Estonian, Finnish, Latvian and Swedish organizations to support entrepreneurship in health technologies. The program has facilitated the entry of Estonian, Latvian, Swedish and Finnish health, med and bio- tech companies to distant markets – South Korea, USA, India and Uganda. CB Health Access provided the companies with an introduction of the target market, individual coaching both from the home country and from target market experts, market information, business missions, and support in identifying and contacting potential partners. The program has had a strong focus for the companies to achieve sales in the chosen market. The program is financed by the Central Baltic Interreg Program.