Helping Zeiss sharpen their focus in China

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.

Massive opportunities
“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.”

Strategic partnership
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.”

Looking out for each other
But a true partnership runs deeper than mutual goals and interests. Two other things are important to Liu when working alongside another company.

“First, trust: we have frequent and open communications with DLL. Especially about challenges, which we face together as one team. And secondly, respect: this is about how you treat one another. For example, some deals are higher risk, with a greater danger that a hospital may not be able to pay back. And though it’s not easy, as it could mean losing the deal, we’ll always let DLL know about that risk. Because we look out for each other, by being open and honest.”

Mutual growth engine
Developing such a successful collaboration and maintaining a strong relationship calls for hard work. Liu: “DLL has a dedicated lead person who looks after our business and understands our needs”. That understanding is deepened by monthly reporting sessions and yearly sales training and kick-off sessions where sales people involved with healthcare finance learn from each other. Liu: “The way I see it, Zeiss and DLL are continuously learning together. In that sense you could say DLL is one of the growth engines of Zeiss!”

Not everything everywhere
Zeiss and DLL also share a vision about how you achieve growth. Liu: “The Chinese government’s development plans mean huge upcoming possibilities. So we need to explore business opportunities together, but in a good way: we share a philosophy that says you shouldn’t only focus on increasing the numbers or pushing products regardless. It’s not about ‘everything, everywhere’. We must also always focus on quality. That’s always been a key factor in the success of both our companies.”