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Russian dental market

时间:2007-12-14 1:18:13 共有 991人次浏览 出自:globaldentalsources.com
  
Russia or the Russian Federation is a transcontinental country extending over much of northern Eurasia (Europe and  Asia). With an area of 170,075,400 km x km, Russia is the largest country in the world , covering almost twice the total area of the next-largest country, Canada, and has large mineral and energy resources combined with the world’s ninth-largest Population.
The Russian Federation comprises 85 federal subjects.
Russia is one of the key players in international relations. As one of five permanent members of the UN Security Council. Russia has a special responsibility for maintaining international peace and security. Russia plays an important role in helping mediate international conflicts through the Quartet on the Middle East and Six-party talks. Russia is a member of the Group of Eight (G8)  industrialised nations and is  a member of a large number of other international organizations, including the Council of Europe, OSCE and APEC. Russia usually takes the leading role in the organizations d on the territory of the former USR; the CIS, EurAsEC, CSTO, and the SCO.
While the possibility of Russia joining the European Union in future has been advocated and discussed, Russia aspires to be an equal partner with the EU rather than a member.
There are 13 cities in Russia with population over 1 000 000 people:
Moscow, St.Petersburg, Volgograd, Ykaterinburg, Kazan, Nizhniy Novgorod, Novosibirsk, OMmsk, Perm, Rostov-na-Donu, Samara, Ufa, Chelyabinsk.
Russian Economy
More than a decade after the collapse of the Soviet Union in 1991, Russia is trying to further develop a market economy and achieve much more consistent economic growth. Russia ended 2006 with its eight straight year of growth, averaging 6.7 annually since the financial crisis of 1998. High oil prices and a relatively cheap ruble initially drove this growth, however, since 2003 high consumer demand and, more recently, investment have played a significant role.
In 2006 the Russian economy has once again outperformed expectations, and the international Monetary Fund and World Bank forecast that Russia’s GDP will grow by at least 7 in 2007 .
Russia has the largest known natural gas reserves of any state on Earth, along with the second largest coal reserves, and the eighth largest oil reserves. It is the world’s leading natural gas exporter and the second leading oil exporter. Russia is well ahead of most other resource-rich countries in its economic development, with a long tradition of education, science, and industry.
In January-June 2007, foreign investment in the Russian economy doubled year-on-year, reaching 460.3 billion. In 2000 total investment in fixed assets was $40 billion, giving growth of 300 by 2006. Since 2003, exports of natural resources started decreasing in economic importance as the internal market has strengthened considerably, largely stimulated by intense construction, largely stimulated by intense construction, as well as consumption of increasingly diverse goods and services. A simpler, more streamlined tax code adopted in 2001 simplified the taxation system and reduced the tax burden on people, and resulted in dramatically increased government revenue. Russia has a flat income tax rate of 13 percent, one of the lowest rates in the world, and its implementation has been so successful that it has been widely emulated by other countries.
The economic development of the country has been extremely uneven geographically: the Moscow region contributes one-third of the country’s GDP while having only a tenth of its population. While the huge capital region of Moscow is an affluent metropolis, much of the country, especially indigenous and rural communities in Asia, lags significantly behind. Nevertheless, market integration is being felt throughout the country. The middle class has grown from just 8 million in 2000 to 55 million in 2006, estimates Expert, a market research firm in Moscow.
Over the last five years, fixed capital investments have averaged real gains greater than 10 per year and personal incomes have achieved real gains more than 12 per yea. During this time, poverty has declined steadily and the middle class has continued to expand. Russia has also improved its international financial position since the 1998 financial crisis.
Russia’ macroeconomic performance in recent years has been impressive. High oil prices and large capital inflows have contributed importantly to this success, but a principal factor has been the combination of strong growth in productivity, real wages, and consumption. Very high levels of education and societal involvement achieved by the majority of the population, including women and minorities, secular attitudes, mobile class structure, and better integration of various minorities into the mainstream culture set Russia far apart form the majority of the so-called developing countries and even some developed nations.
Russia has more higher education graduates than any other country in Europe.
Over a quarter of the world’s scientific literature is published in Russian. It is also applied as means of coding and storage of universal knowledge 6070 of all world in formation is published in English and Russian languages. Russian is still one of the official languages of the United Nations.
Russia’s constitution guarantees free, universal health care Russian citizens. While Russia has more physicians, hospitals, and health care workers than almost any country in the world, it has struggled to provide high levels of health care services.
Russian Dental Equipment and Supplies Market
Dentistry as a branch of Russian health care is becoming one of the most advanced and promising areas of Russian medicine.
The Russian dental industry is highly privatized. There is very little government-funded dental treatment. State dental clinic, which provide some free dental services, receive payment for the either from Mandatory Medical Insurance Funds or Voluntary Medical Insurance Programs. Private dental clinics or fee-for-service departments if state dental clinics. Which provide the majority of dental services in large cities, charge patients directly. As disposable incomes intensively grow, dentistry is becoming a spending priority not only for high-income, but also for middle-income and low middle-income groups.
The Russian dental market has an impressive potential. The numbers of clinics, practicing dentists, technicians and patient visits are quite high.  According to our estimations there are 11,000 state and 6,000 private dental clinics in the country. There are more than 85,000 dentists and more than 20,000 technicians who work in state dental clinics and more than 20,000 dentists and more than 10,000 technicians who work in private dental clinics. The number of patient visits is more than 150 million a year. There are 4.5 dentists for every 10,000 people in Russia.
The dental market is one of the most highly controlled and organized markets in Russia. Professional dental industry associations play a significant role. The Russian Dental Association has 69 regional divisions. Dental Industry Association (RDI ROS) was funded in 2000 and has 50 members.
In the last ten years Moscow’s dental market experienced rapid growth. Presently, over 700 private clinics offer a wide range of dental treatment. However, according to industry experts, the market is not yet saturated for the segment of clinics, which service the middle an d low middle-income classes. Elite clinics experience fierce competition and suffer for a lack of patients. The number of state clinics in the city is not more than 30. The price difference in state and private clinics may be as high as 4-20 times. For example, a metal and ceramic prosthesis in a private clinic costs from $200 to $1000 while the same prosthesis in a state clinic costs from $50 to $150, in the majority of state clinics patients pay only 1-5$ for treatment of one caries tooth, in private clinics the price for treatment of one caries tooth is 50-100$. Private clinics buy modern equipment, including dental lasers, modern X-Ray equipment and tooth-bleaching systems. Advanced private clinics offer implantation and oral hygiene treatments and generally company with Western standards. Implants and orthopedics are the most demanded services in dentistry. Monthly returns of dental office working with implants is $100 thousand. There are tens of Western dental clinics operating in Moscow.
The major dental University is Moscow State Medical and Dental University, the Sechenov Medical Academy is training level professional as well.
CNIIS Rosmedtehnology is one of the major scientific centers focused on the dentistry field.
Western materials, equipment, and techniques are now widely employed in private clinics, narrowing the gap between the services available in Russia and other European countries. The rapid growth of this sector during the early and mid-1990s, interrupted by the August 1998 ruble crisis, has recovered and the turnover of Russian dental market for today is 1 000 000 000$ and will increase to over 2 000 000 000$ during next 10-15 years.
The growth has pushed the market to generate a significant demand for imported supplies and equipment. Private clinics, the primary purchasers of imported dental equipment and supplies, continue to provide a significant amount of all dental service. Domestic products are generally of lower quality than imported products and meet only about 20 percent of demand. Currently, substantial opportunities exist for U.S. manufacturers of dental equipment and supplies seeking to enter the Russian market or expand their reach there.
Many large US and transnational companies have their own local offices in Russia:
Densply, 3M ESPE, Sirona, KaVo, Colgate, Eastman-Kodak, Procter and Gamble, Discus Dental, SS Whitem, Philips/Sonicare, Oral B, Wrigley, etc.
Current Russian legislation is not a significant barrier to importers of dental equipment. Customs duties for the majority of dental products are currently 5 percent. Exceptions concern IV sets, and disposable syringes for medical equipment, including dental equipment, which is VAT-exempt.
Imported products account for approximately 80 percent of the Russian dental market. U.S. manufacturers are among the leading sellers in Russia, along with those from Germany, Italy, France, Switzerland, Japan, Spain, and Finland. Dental products from Brazil, Argentina, korea, China, Slovenia, and Turkey provide competition in the lower-price range. The demand for dental products in the mid-price range is steady, and both state-run and private clinics are continually upgrading their facilities and services. Thus, the market is receptive to dental equipment and materials that use the most advanced technologies and have a high quality/price ratio.
Despite strong competition from Western manufacturers, especially from Germany and Italy, U.S. products enjoy a sound reputation in Russia as having good quality and reliability.
European products are competitive in certain categories of equipment; geographic proximity plays a significant role in their companies’ ability to favorably position products on the market.
A positive factor for U.S. manufacturers is the nature of the industry as highly privatized. This means that it relies mainly on private financing out-pocket payments, and does not suffer from the significant funding constraints that can hamper other medical purchases in Russia.
Currently, the Russian market is very receptive to imported good in the following areas:
Dental chairs, cabinetry, and delivery systems; equipment for dental laboratories; endodontal devices and supplies; polymerizing lamps; and micromotors. There are no Russian producers of high-quality equivalents for these products. Private clinics consider that imported fumiture, particularly dental chairs, is necessary for shaping their image and attracting clients. Clinics are open to making significant investments in such equipment. Moreover, clinics that initially purchased simple, imported workhorses are upgrading to models in the $15.000-30.000 range.
X-ray equipment and supplies. Interoral x-rays. Radiographs, modern ultrasound equipment, and dental lasers.
Anesthetics (local and topical) and syringes. Anesthetics are widely used in Russian dentistry and demand far exceeds domestic production capabilities. Moreover, Russian brands are widely considered to be low quality, so clinics prefer imported products.
Cosmetic dentistry, bleaching, and restoration are relatively new to the Russian market, but are gaining popularity. There is a growing demand for hygiene and scaling instruments, instruments and material for modern aesthetic dentistry and tooth hygiene, teeth whitening and bleaching products. As the industry modernizes, the popularity of routine hygiene services is growing, creating demand for the materials and equipment necessary for all aspects of hygiene. Similarly, pediatric sealants, previously unknown in the Russian market, are coming into wider use.
The demand for endodontic materials and the need for removable and permanent prostheses, such as dentures and bridges, are currently strong and expected to grow.
The present market for implants is weak because of the procedure’s high price, as well as a lack of familiarity with the procedure among patients and doctors. As with prostheses, though, the generally poor level of dental health drives the potential growth in the field of implantology. The implants and generally implangology maket is one of the most perspective markets in Russia as it is in the world.
Orthodontics, there is a substantial demand for used dental equipment, particularly ultrasound equipment, dental complexes, panoramic tomography devices, and other equipment and instruments for dental office. Mid and high-end clinics prefer to purchase new equipment as it is an integral part of the clinic’s image. Therefore, the best potential end-user for refurbished equipment are state clinics.
Marketing Strategy and Promotion
The most efficient way to reach both dealers and dentists is to take part at one of the important dental exhibitions in Russia Dental-Expo or Dental Salon which are help in Moscow in fall and spring respectively. Organized by the Company “Dental-Expo” and supported by The Russian Dental Association and RDI ROSI, these events are the ideal platform for the promotion of products and finding partners in Russia.
An efficient way of reaching dentists is holding educational seminars featuring the manufacturer’ product because many firm have already established clienteles. In fields with complex procedures, such as implantology,  orthodontics, and use of articulators, dentists have considerable interest in new materials and techniques, but lack the training necessary to incorporate these products into their practices, Venues for introductory seminars are major trade shows. The organization of seminars separately from the major exhibitions is very expensive and it is hard to convoke professionals.
Big potential have joint productions based on technologies of assembling of space on the factories based in Russia. It allows decreasing of the customs taxes on import. Professionals think than market capacity of dental units assembled with these technologies is 5000 dental units per year.
As follow:
 


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