!

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lr. Kr|shnon |s o reo| estote so|es mon ||v|ng |n osson, Kornotoko, opprox|mote|y l00 km west o
3ongo|ore. e extens|ve|y trove|s on h|s motorcyc|e or bus|ness. 0n one oteu| doy, lr. Kr|shnon
wos ser|ous|y |njured wh||e try|ng to ovo|d on errot|co||y dr|ven troctor. The troctor dr|ver |ed ond
th|rty m|nutes |oter, on outo-r|ckshow dr|ver orr|ved to lr. Kr|shnon's rescue ond drove h|m to the
neorest c||n|c. ^|though the c||n|c rendered bos|c |rst o|d, hosp|to||zot|on wos necessory. Th|s meont
onother 50 km trove| to osson. The odm|tt|ng doctor |mmed|ote|y prescr|bed or o CT scon. The CT
scon wos perormed |n |ess thon 5 m|nutes ond the doctors ound severe |nterno| b|eed|ng o the
bro|n. e wos rendered emergency surgery but.|t wos too |ote.
lr. Kr|shnon's story hoppens on o do||y bos|s |n every c|ty, town ond v|||oge ocross lnd|o. ^ ew, who
|nd o neorby hosp|to| w|th odequote oc|||t|es |nc|ud|ng o CT sconner, ore d|ognosed qu|ck|y, treoted
|mmed|ote|y ond g|ven the opportun|ty to recover we||. 0thers ore not so |ucky. To them the occess to
||e-sov|ng heo|thcore oc|||t|es w|th equ|pment ||ke CT sconners ot th|s cr|t|co| moment remo|ns o
d|stont dreom.
"() !(3,,)-4)
0ur constro|nt |s the reoch ond v|s|b|||ty o o CT sconner to the |orge bose o more thon 20,000
pr|vote d|ognost|c centers ond smo|| pr|vote hosp|to|s |n t|er ll S t|er lll towns. ve need to dev|se o
go-to-morket strotegy to grow CT vo|umes rom 4000 to l0000 over the next 5 yeors.
"() 5)3,'(23&) /-01.'&6 +- /-0+3
^ report on lnd|on heo|thcore orecosts the U$0 70 b||||on sector to grow ot o s|gn||cont rote per
onnum. lt |s expected thot the heo|thcore sector w||| cross to U$0 l00 b||||on |n the next |ve yeors.
The heo|thcore |ndustry |s po|sed or growth w|th these dr|vers.
Chong|ng |ondscope |oster up grodot|on |n techno|ogy, new product |nnovot|on, burgeon|ng
m|dd|e c|oss, po||t|co| ogendo, government expend|ture os o per cent o C0Pl
lmprovement |n heo|thcore de||very ond |nonc|ng ||orge pr|vote sector p|oyers, r|se |n
|nsuronce, |orge p|oyers torget|ng smo|| townsl
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Chong|ng pot|ent pro||e ||ncreosed |nc|dence o ||esty|e d|seoses, r|se |n d|sposob|e |ncome,
grow|ng pot|ent oworeness, occess ond preerences, |ncreosed ||e expectoncyl

lndustry bod|es hove been |obby|ng or the heo|thcore sector to be g|ven |nrostructure stotus ond
ossoc|oted tox bene|ts thot w||| tr|gger |nvestments |n hosp|to|s. l th|s demond |s occepted, |t wou|d
g|ve on odd|t|ono| ||||p to the heo|thcore |ndustry |n lnd|o. owever, there ore some o|orm|ng
stot|st|cs to be shored here. The heo|thcore |ndustry |n lnd|o hos more thon 75% shore o pr|vote
heo|thcore p|oyers. eo|thcore expend|ture ot o per cop|to |eve| cont|nues to be predom|nont|y out o
pocket. 0|ognost|c equ|pment ond dev|ces morket |s est|moted to be oround U$0 2 3||||on ond o|so
grow|ng w|th the toto| heo|thcore morket.
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Computed Tomogrophy |CTl |s ||ke the $w|ss ormy kn|e too| |n rod|o|ogy os |t |s used |n o vor|ety o
c||n|co| core oreos rom |njury, troumo, stroke, cord|o-voscu|or, Cl, onco|ogy to nome o ew. lt |s
preerred or |ts ob|||ty to perorm o scon w|th|n o ew seconds, prov|de h|gh quo||ty ond h|gh
reso|ut|on 3-d|mens|ono| |moges o cross-sect|on o the body to o||ow doctors d|ognose the prob|em
qu|ck|y. lnd|o |eods the wor|d |n the number o non-oto| |njur|es, occurrence o stroke ond cord|o-
voscu|or d|seose, ond w|th r|s|ng oworeness o |orge |nc|dence rote o concer. CT |s becom|ng o ||e||ne
to d|ognose ond monoge d|seose w|th such h|gh prevo|ence.
The toto| CT morket |s est|moted to be oround $l25ll w|th o toto| |nsto||ed bose o oround 4000
sconners ocross lnd|o |Ll3lT ll. \eor|y vo|umes ore est|moted to be oround 400 un|ts. ^ccess to CT
sconners |s |ops|ded, w|th 75% o the |nsto||ed bose serv|ng |ess thon 25% o the popu|ot|on. Pot|ents
|n t|er 2/ t|er 3 c|t|es typ|co||y get occess to d|ognost|c serv|ces w|th |mog|ng ot ~20000 pr|vote
d|ognost|c center or smo|| pr|vote hosp|to|s. owever, on|y o roct|on o these oc|||t|es hove CT
sconners ond chorge on overoge pr|ce o lNR 2000 per scon. ^s one o the |eod|ng supp||ers |n
the CT scon morket |n lnd|o, CL hos o strong brond |moge ond |ts products ore he|d |n h|gh regord
by med|co| proct|t|oners |Reer Ll3lT 2 or some po|nts to notel. CL oers o w|de product porto||o
w|th vory|ng pr|ce po|nts to ottroct customers. The typ|co| product ||ecyc|e |s 3-4 yeors. for eoch
product segment, vendors reresh the|r products every 3 yeors opprox|mote|y w|th smo||
enhoncements o|ong the woy.
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CT sconners o||ow c||n|cs ond hosp|to|s to expond the|r serv|ces |Ll3lT 3l ond o|so enhonces the|r
reputot|on w|th|n the|r morket. owever, v|ob|||ty ond |ow pot|ent |ood ore the b|ggest borr|ers
towords purchos|ng o CT desp|te the known bene|ts. They e|ther rero|n rom |nvest|ng |n o CT due to
the |nonc|o| r|sk or purchose on o|d reurb|shed CT ot o very |ow cost desp|te the ||m|tot|ons ond |ock
o re||ob|||ty. Customers |n these morkets ore ne|ther tro|ned nor sk|||ed enough to use CT sconners.
The poor |nrostructure ond connect|v|ty o these morkets mokes |t d||cu|t or both CL personne|
ond externo| eng|neers who ore not reod||y ovo||ob|e to serv|ce these morkets.
3e|ng o med|co| rod|o|ogy product, CT sconners ore o|so subject to regu|ot|ons st|pu|oted by the
^tom|c Lnergy Regu|otory 3ody. The ob|||ty to use CL equ|pment |s cr|t|co| or w|nn|ng |n th|s morket
ond depends on the o||ow|ng porometers.
Lose o use S |ntu|t|veness o operot|on
Ports S $erv|ce 0e||very
lo|ntenonce |regu|or mo|ntenonce ond rep|ocement o portsl
Log|st|cs to serve the popu|ot|on |n t|er 2/3 towns
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CL eo|thcore prov|des tronsormot|ono| med|co| techno|og|es ond serv|ces thot ore shop|ng o new
oge o pot|ent core. 0ur brood expert|se |n med|co| |mog|ng ond |normot|on techno|og|es, med|co|
d|ognost|cs, pot|ent mon|tor|ng systems, drug d|scovery, b|ophormoceut|co| monuoctur|ng
techno|og|es, perormonce |mprovement ond perormonce so|ut|ons serv|ces he|p our customers to
de||ver better core to more peop|e oround the wor|d ot o |ower cost. CL hos o un|que copob|||ty o
prov|d|ng w|ng to w|ng so|ut|ons |nc|ud|ng hosp|to| equ|pment, sotwore, ||ght|ng, |nonc|ng ond
woter pur||cot|on. |http.//www3.geheo|thcore.|n/l

CL eo|thcore |s bos|co||y structured oround 2 p|||ors. ^ 'Product orgon|zot|on', thot cons|sts o
Reg|ono| Product lonogers who ore so|es spec|o||sts w|th deep product know|edge. They ore
orgon|zed bosed on the segment o CT products be|ng oered by CL |prem|um CT, perormonce CT,
vo|ue CT or exomp|el.
The poro||e| p|||or '$o|es orgon|zot|on' |s o d|rect so|es orce thot extends rom metros ond t|er ll/lll
towns. Th|s so|es orce prov|des reoch ond coveroge ocross segments o customers ond ocross
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reg|ons pon lnd|o ond hond|es mu|t|p|e products bosed on needs o the segment they serve.
for o product ||ke CT, our current reoch goes down to t|er ll towns w|th the o|m o go|ng down to t|er
lll ond t|er lv towns bosed on reg|ono| dynom|cs. ln odd|t|on, CL eo|thcore bus|ness |n lnd|o o|so hos
o morket|ng teom w|th unct|ono| morket|ng teoms thot cover bus|ness ono|yt|cs, lorCom, pr|c|ng
etc.

!1&&)-' :3&9)'
^|though not perect subst|tutes, d|ognost|c centers current|y |nvest heov||y h|gher |n -roys ond
U|trosounds os they cost |ess, eect|ve|y |ncreos|ng the R0l ond |ower|ng the 3LP. There ore l0x
more u|trosounds S -roy |nsto||ot|ons compored to CT sconners.



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J Roy 200 5-l0 L 40,000 l yeor Chest |mog|ng S
s|mp|e troumo
K U|trosound 500 5-l0 L 40,000 l yeor ^|| obdomen, |nc|ud|ng
obstetr|cs S
gyneco|ogy
L CT 2000 40 L -80 L 4,000 3 yeors + eod to toe


The typ|co| stokeho|der mop or CT
sconner purchose |ooks ||ke the o||ow|ng.
^ key |ssue or the buyers |s gett|ng
|nonc|ng. The P$U bonks typ|co||y
operot|ng |n these oreos hove ||m|ted
understond|ng o the product ond thus
secur|ng und|ng |s o cho||enge.
furthermore, wh||e CL hos o |nonc|ng
bus|ness, CL Cop|to|, |ts ootpr|nt |n T|er 2 -
3 c|t|es |s ||m|ted.
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ve hove ottempted to understond the 2 pr|mory consumer segments.

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$7-17;. ;5-,, ."#$ #/.6 <! ;=-$$71 >/-8$";./= &-=/,/.9

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Ll3lT l. lnsto||ed 3ose o CT $conners |n lnd|o
!"#$%&' )&%* +,-."/ 0,$1&2 3&4&,$%* 5.$6
Ll3lT 2. Po|nts to Note
3e|ng on emerg|ng morket, |t |s h|gh|y unorgon|zed
Lntry o new p|oyers |s h|gh|y ||ke|y
There ore o |orge number o non-trod|t|ono| compet|tors |exomp|e. 3
rd
porty rese||ersl
CL |s one o the |eod|ng supp||ers |n the CT $con morket |n lnd|o

Ll3lT 3. Uses o CT $conners