In the past, advanced medical visualization technology was out of reach for many Chinese hospitals. A novel partnership between Zeiss and DLL is changing all that with innovative healthcare finance. It’s creating new opportunities for Chinese healthcare and for both companies.
Bringing healthcare finance to China
Zeiss realized that to help their hospital customers in China gain access to advanced medical equipment, they needed to be as revolutionary in their thinking about the financial side of things as they are in their approach to technology. They asked DLL to help them introduce healthcare finance, a concept largely new to the Chinese ophthalmological hospital sector, and that has opened many new doors.
“Equipment leasing allows many more of our hospital customers to use the latest and best equipment available. That has opened up new markets for us,” explains Maxwell Liu, VP of Zeiss China, who is based in Shanghai. And with the government hoping to nearly double the capabilities of private hospitals nationwide by 2020, the already massive Chinese healthcare market is set to become even bigger. “But more importantly, the Chinese government also wants to raise hospital standards. Amongst other things that means better equipment and more advanced technology.”
Zeiss collaborated with DLL to provide healthcare finance solutions for 26 mid-size to large hospitals in China in 2014 and their goal is to become the market leader. As part of its growth strategy for China, Zeiss believes that 10% of revenue should come from financial solutions. But with so many finance companies active in China, why choose to work with DLL?
“DLL is our first choice because, besides an efficient operational mechanism, they also partner us in terms of market development. It’s a win-win-win situation: a win for our customers, a win for DLL and a win for Zeiss.”