1. Strategies for Entering & Expanding Healthcare Market in the UAE
Tariq Hijjawi – Roche Diagnostics Middle East 29th.Jan.2017

2. Agenda Market Overview Distribution Channel
Procurements procedures ( Public sector )
Registration & contracts ( Agents/ Distributors)
Area of Focus

3. Market Overview
UAE Population/ Demography (2016): -

4. Market Overview UAE Market Size:
The total UAE healthcare market is projected to reach $19.5 billion (Dh71.56 billion) by 2020
Government is extensively expanding and upgrading its healthcare systems to match international standards

5. UAE Healthcare market Overview
UAE Market Size:
The outpatient and inpatient markets are projected to reach $12.1 billion (Dh44.4 billion) and $7.5 billion (Dh27.5 billion), respectively, in 2020
Increase in demand for the number of hospital beds at nearly 3% per year to more than 13,800 beds by 2020!
UAE government spending on healthcare was $1,569 per capita in 2013.

6. Insurance providers in UAE
Daman
Oman Insurance
AXA
ADNIC
Alico, etc..
Introduction of a mandatory health insurance policy in Dubai will increase the utilization at public and private facilities which will attract investments accordingly.
Seeking Insurance coverage
Market access to expand insurance coverage

7. Main Player:

8. Main Healthcare Customers:
Public :
Private
SEHA (SKMC, Mafraq, Tawam, etc..)
DHA
MOH/HAAD
General Headquarter (military Hospitals)
MOI
Mubadala (Semi-Gov.)
Cleveland Clinic – Abu Dhabi
VPS group ( Burjeel, LLH,
NMC Group (Royal Hospital
Mediclinic Group
Sulaiman Habib group
Aster Group
Medcare Group
Life Pharmacy Group
Saudi German Hospital

10. Distribution Channel Main Distributors : Modern Pharmacy Company (MPC)
Gulf Drug
Gulf & World
Pharmatrade
Alphamed ( Al Khayat Group)
AMICO
NMC
Global Medical Supply Chain

11. Procurement procedures ( Public sector )
Source of tender Information
Online Portals ( ( (
Tender rules & regulation :
Purchase of Tender by vendors
Meeting technical and financial requirements - Scoring system and strict criteria - Meeting the minimum mandatory requirements
Submitting a competitive offer

12. Registration & contracts ( Agents/ Distributors)
Yearly renewal of distributor agreement with Principal company
Products and registration
All products require registration with MOH
Compliance with UAE customs (
CE or FDA certification mandatory

13. Area of Focus Where & what to focus on? Competitors?
- Tap into UAE healthcare priorities (Cardiovascular diseases, Diabetes, Obesity and Cancer)
- Meeting healthcare needs
- Capturing niche markets (Nuclear medicine, Medical tourism)
- Emerging opportunities (Telemedicine)
Competitors?
Price erosion (Shift to price oriented; no compromise on quality)
UAE has a market- friendly business environment as well as a regulatory stability and transparency

14. Any Questions?