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작성자 최고관리자 17-11-20 17:41 조회5,567회 댓글16건

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UNITED IMAGING社 R&D센터 첸친 CEO·아시아태평양 데니스 장 부사장

|메디칼타임즈 정희석 기자| “CT MRI PET-CT PET-MR과 같은 첨단 진단영상장비와 AS를 합리적인 가격과 비용으로 제공해 더 많은 사람들이 혜택을 볼 수 있도록 전 세계 헬스케어서비스를 향상시키는 것이다.”

국내 ‘비앤비 헬스케어’(BnB Healthcare)와 합작법인을 설립해 내년 한국시장 진출을 선언한 중국 의료기기 로컬기업 ‘UNITED IMAGING’社의 철학이자 미션이다.

이 회사가 중국은 물론 글로벌시장을 무대로 GPS(GE·PHILIPS·SIEMENS)와의 치열한 경쟁을 예고한 이유가 바로 이러한 철학과 미션 때문이다.

국내 진단영상장비시장 약 90%를 GPS가 장악한 상황에서 UNITED IMAGING의 한국시장 진출은 고가의 장비 가격과 AS를 얼마나 합리적인 비용으로 끌어내릴 수 있을지가 관전 포인트.

이는 오랜 시간 견고하게 구축된 GPS의 시장점유율을 얼마나 단기간 내 뺏어올 수 있느냐가 관건이다.

비앤비 헬스케어와 UNITED IMAGING은 지난달 30일 중국에 이어 지난 17일 그랜드 인터컨티넨탈호텔 서울 파르나스에서 양사 임원들이 참석한 가운데 ‘UNITED IMAGING Healthcare Korea’(UIHK) 조인트 벤처 체결식을 가졌다.

기자는 체결식에 앞서 UNITED IMAGING 연구개발센터 첸친 CEO·아시아태평양지역 글로벌사업부 데니스 장 VP를 단독 인터뷰했다.

첸친 CEO는 미국 뉴욕대에서 24년간 교수로 재직하면서 MRI 관련 기술개발을 연구했다.

데니스 장 부사장은 지멘스에서 근무하다 올해 1월 UNITED IMAGING에 전격 합류했다.

먼저 UNITED IMAGING 회사 규모나 제품 경쟁력을 고려할 때 지사 설립을 통한 독자적인 한국시장 진출이 가능했음에도 불구하고 한국 업체와의 조인트 벤처를 결정한 배경에 대해 물었다.

▲ 사진 왼쪽부터 아시아태평양지역 글로벌사업부 데니스 장 부사장과 연구개발센터 첸친 CEO

데니스 장 부사장은 “UNITED IMAGING은 회사 직원만 2800명에 달하며 중국 의료기기기업 중 가장 빠른 속도로 성장하고 있다. 회사 규모만 봤을 때 지사 설립을 통한 직접 진출도 충분히 가능했다”고 말했다.

이어 “하지만 중국 기업이 한국에서 영업·마케팅·서비스를 제공하는 건 무리가 따르고 효율적이지도 않다고 판단했다”며 “우리의 기본적인 철학과 정책은 해외 로컬사업을 현지 문화, 언어, 소비자 성향을 잘 아는 로컬회사가 맡는 것”이라고 말했다.

그러면서 “다행히 이 조건을 충족하는 한국 파트너를 만나 합작법인을 설립하게 됐다”며 “UNITED IMAGING은 자금과 장비를 제공하고 연구개발을 지원한다”고 덧붙였다.

2010년 설립된 UNITED IMAGING이 짧은 역사에도 불구하고 CT MRI PET-CT PET-MR을 상용화할 수 있었던 가장 큰 이유는 막강한 자본력을 바탕으로 단기간 내 집중적인 연구개발(R&D) 투자가 이뤄졌기 때문.

UNITED IMAGING은 본사가 위치한 중국 상해 시정부로부터 2억3000만위안(약 380억원)을 펀딩 형태로 자금지원을 받았다.

상해 시정부는 현재 이 회사 지분 29%를 보유하고 있다.

UNITED IMAGING은 또한 국책과제로 진행되는 다수의 대규모 연구개발 프로젝트를 수주해 막대한 연구자금을 지원받고 있다.

특히 이 회사는 중국과학기술부 등 국책과제로 ▲5.0T MRI ▲새로운 형태의 PET-CT· PET-MRI ▲영아전용 MRI ▲저선량 DSA(Digital Subtraction Angiography) ▲디지털 맘모그라피 등 7개 주요 연구개발 프로젝트를 수행 중이다.

첸친 CEO는 “UNITED IMAGING의 연구개발 인력은 전체 직원 2800명 중 1300~1400명에 달해 약 50%를 차지하고 있다”며 “또 연구개발 인력 중 절반은 석사 혹은 박사급이며, 200여명의 박사급 인력 중 110명은 해외근무 경력자들로 채워졌다”고 설명했다.

현재 중국 내 UNITED IMAGING 연구개발센터는 3곳으로 ▲상해 ▲우한 ▲심천에 있다.

더불어 미국에는 ▲휴스턴 ▲샌프란시스코 ▲클리블랜드에 해외 연구개발센터를 운영 중이다.

그는 “우리는 전체 매출액 중 50%를 연구개발에 투자하고 있다”며 “UNITED IMAGING은 중국시장에서 1~2위를 하는 것이 아니라 글로벌시장에서 GPS와 경쟁하는 것이 목표”라고 목소리를 높였다.

그러면서 “비교적 신생기업에 속하는 UNITED IMAGING이 GPS와 경쟁하기 위해서는 단기간 내 집중적인 연구개발 투자를 통해 그들과의 기술수준을 동등 또는 그 이상 확보하는 것이 중요하다”고 강조했다.

한국에서 ‘중국산’에 대한 인식은 여전히 부정적이다.

“가격은 저렴하지만 혹시 제품의 질이 떨어지지 않을까”는 중국산 의료기기에 대한 한국 의사들의 선입견 또한 배제할 수 없는 법.

진단영상장비의 유효성·안전성을 평가하는 CE·FDA 인증 여부를 묻지 않을 수 없었다.

데니스 장 부사장은 “기본적으로 CFDA는 물론 미국을 제외한 대부분의 국가에서 통용되는 CE 인증은 모두 받았다”고 밝혔다.

덧붙여 “FDA 인증은 진행 중”이라며 “CT·MRI는 올해 말 또는 내년에, PET-CT·PET-MR 역시 내년 중반까지 대부분 승인 받을 것”이라고 내다봤다.

UNITED IMAGING은 GPS가 장악한 한국시장에서 살아남기 위해 어떠한 카드를 꺼내들을까?

고가의 GPS 장비 가격과 AS비용에 대한 불만이 적지 않은 현실에서 가장 강력한 무기로 차별화된 ‘가격경쟁력’을 내세울 가능성이 높다.

이 회사 철학이자 미션에서 알 수 있듯 한국에서도 CT MRI PET-CT PET-MR과 같은 고가의 의료기기를 합리적인 가격과 AS를 제공해 GPS와 경쟁할 것으로 예상된다.

데니스 장 부사장은 “일단은 혁신적인 제품과 좋은 AS가 한국시장 첫 관문을 뚫을 수 있는 경쟁력이 될 것”이라며 “이후에는 강력한 영업마케팅이 중요하다”고 밝혔다.

그는 특히 “UNITED IMAGING은 GPS 장비와 비교해 동등 또는 그 이상의 품질을 갖춘 진단영상장비를 한국시장에 공급할 것”이라며 “후발주자로서 병원 고객들에게 당연히 GPS 보다 훨씬 더 유리하고 메리트 있는 합리적인 장비 가격과 AS를 제안할 것”이라고 밝혔다.

중국도 마찬가지지만 한국의 상급종합병원과 의사들이 GPS 장비를 신뢰하는 이유는 수많은 논문과 임상데이터를 통해 진단 정확도와 안전성을 인정받았기 때문.

UNITED IMAGING 역시 한국 주요 메이저병원·의사들과 다양하고 심도 깊은 학술교류와 연구협력을 통해 신뢰를 쌓아가겠다는 복안이다.

첸친 CEO는 “UNITED IMAGING은 올해 월드 와이드 연구개발센터를 설립해 전 세계 파트너 병원과 대학 연구기관들을 찾고 있다”며 “이미 한국에서도 성균관대학교 이미징 랩과 7.0T MRI 연구협력을 하고 있다”고 말했다.

이어 “우리는 한국 메이저병원들과의 긴밀한 연구협력을 강력히 기대하고 있다”며 “UNITED IMAGING의 뛰어난 연구개발 능력과 한국 병원·의사들이 생각하는 아이디어를 반영한 의료기기를 개발하고 싶다”고 덧붙였다.

기자는 마지막 질문으로 한국에서의 시장점유율 목표를 물었다.

데니스 장 부사장은 “UNITED IMAGING社는 중국에서 제품별 다소 차이는 있지만 필립스를 제치고 시장점유율 3위를 차지하고 있다”며 “특히 우리의 해외진출 국가 중 한국은 호주시장과 같은 규모의 마켓으로 결코 작지 않은 시장”이라고 설명했다.

이어 “한국의 GPS 시장점유율을 모두 가져오려고 하고 있다(웃음)”고 농담을 던진 뒤 “현실적으로 5년 내 시장점유율 25%를 목표로 삼고 있다”고 밝혔다.

원문기사 바로가기 : http://www.medicaltimes.com/News/1115190

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Jackiejep님의 댓글

Jackiejep 작성일 24-08-11 15:54

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Jackiejep님의 댓글

Jackiejep 작성일 24-08-14 09:25

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Jackiejep님의 댓글

Jackiejep 작성일 24-08-20 16:58

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RichardVow님의 댓글

RichardVow 작성일 24-08-27 15:45

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RichardVow님의 댓글

RichardVow 작성일 24-08-28 15:09

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