This document provides market data on the cardiovascular group in Pakistan. It summarizes the number of cardiac surgery centers and various procedures performed annually. It also outlines the major competitors in key product areas like oxygenators, cardioplegia, and hem concentrators, along with each company's market share and average selling price. Unit sales volumes for various Medtronic cardiovascular products are listed from April 2015 to March 2016. Challenges in the market and types of support requested from Medtronic are outlined at the end.

1. CARDIO VASCULAR GROUP
By Mohammad Ilyas
NSM

2. MARKET OVERVIEW
1 NO. OF CARDIAC SURGERY CENTRES 40
2 TOTAL NO OF OPEN HEART SURGERIES (on pump) 20,000
3 TOTAL NO OF OPEN HEART SURGERIES (off pump) 1,500
4 TOTAL NO CUSTOM PACK WITH FILTERS 13,000
5 TOTAL NO CUSTOM PACK W/O FILTERS 7,000
6 TOTAL NO OF CARDIOPLEGIA (with heat exchanger) 8,000
7 TOTAL NO OF HEMOCONCENTRATORS 4,000
PAKISTAN

3. MARKET OVERVIEW
40
20,000
1,500
13,000
7,000
8,000
4,000 NO. OF CARDIAC SURGERY CENTRES
TOTAL NO OF OPEN HEART
SURGERIES (on pump)
TOTAL NO OF OPEN HEART
SURGERIES (off pump)
TOTAL NO CUSTOM PACK WITH
FILTERS
TOTAL NO CUSTOM PACK W/O
FILTERS
TOTAL NO OF CARDIOPLEGIA (with
heat exchanger)
TOTAL NO OF
HEMOCONCENTRATORS

4. Market Share & Prices Oxygenators with Custom Pack
Compa
nies
Market
Share
USD Objective-
2016
Objective-
2017
Objective-
2018
Medtron
ics
45% USD 175
Sorin 35% USD 180
Maquet 4% USD 185
Terumo 12% USD 220 17% 22% 25%
Nipro/
Medos
4% USD 160

5. Market Price Oxygenators with Integrated Filter & Custom Pack
Companies USD
Medtronics USD 220
Sorin USD 230
Terumo USD 285

6. Cardioplagia Competitors
Company Name Market Share Average
selling price
USD
Medtronics 40% USD 70
Sorin 30% USD 70
Terumo 10% USD 85
Others 20% USD 60

7. Hem concentrators Competitors
Company Name Market Share USD
Sorin 60% USD 55
Nipro 25% USD 45
Terumo 2% USD 74
Others 13% USD 40

8. Unit wise Ach April-2015 to March-2016
752
1,252
1042041,460
92
204
252
400
396
246
20
2 2
5 CX-DB311 Capiox Custom Tubing Pack
Adult
35-00-1170-00C Custom Tubing Pack
Adult
35-00-1163-00 REV-B Custom Tubing
Pack Peadiatric
35-00-1171-00 REV-B Custom Tubing
Pack Peads
SX18R HOLLOW FIBER OXYGENATOR
SX18RX (Coated) HOLLOW FIBER
OXYGENATOR
SX10R HOLLOW FIBER
OXYGENATOR
CX*RX15RE30 HOLLOW FIBER
OXYGENATOR
CX*FX25RWC HOLLOW FIBER
OXYGENATOR
CX-FCP41 Cardioplegia
62556 Cardioplegia
195240 Level Sensor Pads
86023 Hypothermia Machine

9. Unit wise Ach April-2015 to March-2016
ARTICLE DESCRIPTION QTY.
CX-DB311 Capiox Custom Tubing Pack Adult 752
35-00-1170-00C Custom Tubing Pack Adult 1,252
35-00-1163-00 REV-B Custom Tubing Pack Peadiatric 104
35-00-1171-00 REV-B Custom Tubing Pack Peads 204
SX18R HOLLOW FIBER OXYGENATOR 1,460
SX18RX (Coated) HOLLOW FIBER OXYGENATOR 92
SX10R HOLLOW FIBER OXYGENATOR 204
CX*RX15RE30 HOLLOW FIBER OXYGENATOR 252
CX*FX25RWC HOLLOW FIBER OXYGENATOR 400
CX-FCP41 Cardioplegia 396
62556 Cardioplegia 246
195240 Level Sensor Pads 20
86023 Hypothermia Machine 2
5589 Sterile Sternal Saw Blades 2
5756 Non Sterile Sternal Saw Blades 5
Total Achievement in Value - US$ 739,782.72

10. CHALLENGES
• Incomplete Range for CABAG (pack)
• Price Competitive Market
• PPRA Regulations
• Package Demand
• Cancent Decree for HLM

11. SUPPORT REQUIRED
• Competitive offer price
• Availability of Canula Range
• Sponsorship of top cardiac surgeons & Per
fusionists through out the country per year.
• Participation in local cardiac congresses.
• Participation in perfusinist meeting 2 /Year
• Support for Marketing/Promotion Activities
• Logistics Support/consolidated shipments
• Minimum Supply Time