파나마 의료기기 시장

 

보고일자 : 2008.2.23.

윤의정 파나마무역관

freedom@kotra.or.kr

 

 

ㅇ 시장 개요

 

  - 파나마는 인구 318만명의 소국으로 품목별 수요 규모는 대체적으로 제한돼 있음

 

  - 한편 제조업 기반이 약하기 때문에 대부분의 공산품은 해외에서 생산된 것을 수입하고 있으며 간단한 제품을 제외한 의료기기 역시 전량 수입품에 의존

 

  - 여러 국가로부터 다양한 제품이 수입되고 있기 때문에 좁은 시장에서 이들과의 경쟁은 높은 편

 

  - 인체에 영향을 주는 모든 의료기기, 의약품, 식품, 화장품, 건강보조식품 등은 파나마 보건부로부터 판매 승인을 받아야 하는데, 이 절차는 시간이 매우 오래 걸리며 조건 자체도 까다롭기 때문에 반드시 파나마 수입상과 함께 진행해야 하며 수입상이 요청하는 서류, 제품 샘플 등은 즉시 제공할 수 있는 자세를 갖추어야 함.

 

  - 신제품 혹은 고기술 제품 도입은 늦어지는 편이며 품질이 좋다는 것을 인정하면서도 쉽사리 시장에 도입시키려는 노력은 부족

 

  - 의료기기의 경우 일부 상류층을 대상으로 하는 것이 아니라 저소득층의 대중을 상대로 해야 하기 때문에 가격 조건에 따라 구매 여부가 정해짐.

 

  - 가장 큰 수요처는 파나마 보건부 및 사회보장기구로 주로 입찰 형태로 제품 구입. 다른 민간병원에서도 직접 수입하는 경우가 있으나 규모가 작기 때문에 인근국에서 수량 발생 시 소량으로 수입

 

 ㅇ 시장진출 방안

 

  - 대부분의 경우 의료기기 제조 회사가 파나마내 유통 딜러를 통해 제품을 수출. 제품 도입 전 딜러는 충분한 파나마 시장조사를 통해 제품 수입 여부를 결정하고 판매가 가능하도록 파나마 보건 등록을 함. 제품에 대한 사양, 가격 등을 확보하고 있는 딜러는 정부 입찰 및 일반 병원 구매 프로젝트에 참여하는 등 판매 활동을 벌임.

 

  - 규모가 큰 다국적 기업이나 대기업의 경우 파나마내 지사를 설립, 지사를 통해 각종 입찰에 참여하거나 일반시장에 제품 판매. 이 경우 가격 경쟁력을 확보할 수 있으며 신속히 제품 공급할 수 있다는 장점 보유

 

  - 콜론자유무역지대를 통해 파나마 보건 등록을 하지 않고 다른 중남미국으로 재수출도 가능하나, 각 수입 국가별 보건 등록 여부 및 절차가 다르기 때문에 중남미 진출이 쉽지 않기 때문에 콜론의 주요 거래 품목은 아님

 

 ㅇ 수입 통계

 

  * 파나마가 보유한 세계 2위 자유무역지대인 콜론 시장의 교역통계는 파나마 교역 통계와는 별도로 관리되고 있음. 콜론시장으로 수입되는 제품의 경우 수입 관세가 면제되나, 콜론에서 파나마 내수 시장으로 들어갈 경우 파나마 수입 관세가 적용됨.

 

  HS Code 9031.80(Other Instruments, Appliances and Machines.(This H.S. Code comes from the H.S. Code 9031 that include: Measuring or checking instruments, appliances and machines, not specified or included elsewhere in this Chapter; profile projectors))

 

국가별 파나마 수입추이(콜론지역 제외)

            (단위 : US$, %)

국가명	2004	2005	2006	점유율*	증가율**
전체	280,416	315,048	690,927	100.00	119.31
미국	58,533	97,774	492,876	71.34	404.10
독일	3,744	13,150	57,150	8.27	334.60
캐나다	10,272	0	46,185	6.68	0.00
콜론자유무역지대	44,063	44,274	36,315	5.26	-17.98
베네수엘라	16,789	3,315	16,259	2.35	390.47
이스라엘	0	0	13,404	1.94	0.00
콜롬비아	285	0	8,441	1.22	0.00
쿡 아일랜드	0	0	5,864	0.85	0.00
스위스	0	0	5,481	0.79	0.00
멕시코	3,272	129,116	3,981	0.58	-96.92
스페인	0	265	2,368	0.34	793.58
브라질	4,294	2,788	1,071	0.16	-61.59
중국	1,225	3,665	545	0.08	-85.13
영국	0	0	529	0.08	0.00
대만	1,068	1,188	287	0.04	-75.84

자료원 : 파나마 감사원

주 : * 2006년 전체 수입 규모에서 각 나라별 차지하는 비중

      ** 2005년 대비 2005년 규모의 증가율

 

국가별 콜론자유무역지대 수입 추이

       (단위 : US$)

국가명	2004	2005	2006. 1~3
전체	204,265	739,742	174,741
대만	53,377	129,315	65,702
중국	83,361	281,206	41,553
홍콩	49,394	117,619	33,567
인도네시아	9,157	127,339	31,588
칠레	0	252	774
미국	185	62,769	0
한국	0	13,107	0
파나마	0	4,870	0
독일	0	1,587	0
브라질	0	905	0
인도	0	132	0
멕시코	1,200	0	0

자료원 : 콜론자유무역지대 관리청

 

 ㅇ 효과적인 시장진출방안(일반사항)

 

  - 파나마에는 중남미 최대 중계무역지인 콜론이 소재하고 있음. 파나마 내수시장 및 콜론자유무역지역 진출시의 유의사항은 다음과 같음.

 

  - 파나마 바이어는 자동차부품과 같은 assorted 오더가 필요한 경우를 제외하고 일반적으로 무역업체보다는 지속적인 거래관계 유지가 가능한 생산업체와의 거래를 선호함.

 

  - 대부분의 파나마 바이어는 초기 단계에서는 소량 주문의 형태를 취하면서 수출업체의 약속 이행 여부, 품질준수 여부 등 거래의 기본 요소를 점검한 뒤 신뢰가 구축된 후 주문량을 늘이는 것이 관행임. 따라서 초기진출 단계에서는 최소주문 수량을 신축적으로 운영하는 것이 바람직함.

 

  - 상담 시에는 반드시 카탈로그 및 샘플 준비가 필요함. 최근 세계적으로 인터넷 사용이 급증하고 있으나 파나마 바이어는 아직까지 홈페이지를 통한 상품 설명보다는 카탈로그 및 샘플을 통한 상담을 선호함.

 

  - 콜론중계무역시장 진출 시에는 콜론자유무역지대로부터 같은 제품을 다른 나라로 재수출해야 하는 가격경쟁이 극심한 시장이기 때문에 바이어가 가격에 매우 민감하다는 것을 감안해야 함.

 

  - 현재 파나마는 외상거래 요구가 빈번함. 바이어들은 첫 거래는 T/T, at sight L/C를 수용하지만 거래 관계가 유지되면 D/A 등 외상거래를 요구하는 경우가 많음. 따라서 T/T나 L/C 거래만을 고집해 거래관계를 중단하기보다는 바이어의 신용도를 확인해 수출보험을 활용, D/A 거래를 수용하는 방안을 사전에 검토하는 것이 바람직함

 

ㅇ 관련 바이어

 

TEKMEDIC (Servitek Medical / Biomedical Support and Systems / MW, S. A.)

Address: 68 Street, San Francisco, Los Crisantemos Avenue, House #110.

P. O. Box: 6-3892, Zone 6A, El Dorado, Republic of Panama.

Telephone Number: (507)226-1623/ 226-7928

Fax: (507)226-7236

E-mail: techmed@cableonda.net / luis.espinosa@tekmedicsa.com

Home Page: N/A

Contact Person: Mr. Alonso Diaz/ General Manager

                          Mr. Luis Espinosa / Sales Manager

Type of Business: Import, Distribution and Retail.

Primary Line: Medical and Laboratory Equipment.

Established Year: 2,000

Number of Employees: 10

Countries of Importation: Japan, Korea, United States.

Annual Import Amount: N/A

Import from Korea: Yes

 

La Casa del Medico (Medica Internacional, S. A.)

Address: 44 East Street and Justo Arosemena Avenue, Panama City.

P. O. Box: 1689 Zone 1, Panama, Republic of Panama.

Telephone Number: (507)207-6300

Fax: (507)227-5682

E-mail: gicaza@casamedic.com.pa

Home Page: N/A

Contact Person: Mr. Gabriel Icaza / General Manager

                          Mr. Jorge Morgan / Equipment Manager

                          Mrs. Luisa de Navarro / Assistant

Type of Business: Import, Distribution, Wholesale and Retail

Primary Line: Hospital, Medical and Laboratory Equipment and Supplies and

Pharmaceuticals.

Established Year: 1945

Number of Employees: 40

Countries of Importation: Germany, Korea, United States.

Annual Import Amount: N/A

Import from Korea: Yes

 

HOSPITALIA (GRUPO ODONTOMEDICA)

Address: Bella Vista Avenue, 51 Street, Panama City.

P. O. Box: 5172, Zone 5, Panama, Republico f Panama.

Telephone Number: (507) 223-9618 / 223-9619 / 223-9622 / 6674-2245

Fax: (507) 223-9621

E-mail: hrodriguez@grupoodonto.com / h_rodriguez29@hotmail.com

Home Page: www.grupoodonto.com

Contact Person: Mr. Iran Rodriuez / General Manager

                          Mr. Romeo Sainz/ Purchase Manager

Type of Business: Import, Wholesale, Distribution, Retail and Service.

Primary Line Products: Medical Equipment, Security Equipment and Silk Shop Products

Years in Business: 36

Number of Employees: 25

Import Countries: United States, Korea, Taiwan, Spain and many other countries.

Import from Korea: Yes

Annual Import Amount: N/A

 

GRUPO DMD

Address: Balboa Avenues, Behind Boulevard Restaurant, Panama City.

P. O. Box: 0816-00027,Panama, Republic of Panama

Telephone Number:(507) 225-3110

Fax: (507) 227-1246

E-mail: ventas2@dmd.com.pa

Homepage: www.dmd.com.pa

Contact : Mrs. Maryori Bonilla / Sales Manager Medical Equipment Division

Type of Business: Import, Distribution and Representation

Primary Line: Medicines, Medical Products, Pharmaceutical Products and Supplies

Established Year: 1950

Number of Employees: 30

Countries of Importation: Honduras, El Salvador, Guatemala, Colombia and many other

 countries in Latin America.

Annual Import Amount: N/A

Import from Korea: Yes

 

Medical Depot

Address: Aquarius Building First Floor, 47 Street, Bella Vista.

P. O. Box: 551376, Paitilla, Republic of Panama.

Telephone Number: (507)223-4264/ 223-8256

Fax: (507)265-2826

E-mail: estelasan@sinfo.net

Home Page: N/A

Contact Person: Mrs. Estela Sanjur/ Sales Manager

                          Mr. Abel Almanza / Sales Manager Assistant (615-0596)

Type of Business: Import and Distribution

Primary Line: Hospital and Medical Products.

Established Year: 1995

Number of Employees: 10

Countries of Importation: United States and England

Annual Import Amount: N/A

Import from Korea: No

 

Productos y Servicios Medicos, S. A. (PROSEMED)

Address: Alberto Navarro Street, Raphin Building, Panama City.

P. O. Box: 6-5732, Panama, Republic of Panama.

Telephone Number: (507) 214-3944

Fax: (507) 214-3820

E-mail: prosemed@cwpanama.net

Home Page: N/A

Contact Person: Mr. Jose Fernando de Gracia/ General Manager

Type of Business: Import, Retail and Distribution

Primary Line: Medical Equipment and Supplies.

Established Year: 2000

Number of Employees: 10

Countries of Importation: China, Thailand, United States, Korea, Brazil and others.

Annual Import Amount: N/A

Import from Korea: Yes

 

Inversiones Sagrav, S.A. (Agencias Nebur)

Address: Casa Blanca Urbanization, Santa Elena Avenue, Panama City.

P. O. Box: 2515, Zone 9A, Panama, Republic of Panama.

Telephone Number: (507)233-0902/ 233-3265

Fax: (507)233-5685

E-mail: sagrav@sinfo.net

Home Page: N/A

Contact Person: Mr. Rub? Delgado/ General Manager

                          Mr. Guillermo Villareal / Purchase Manager

                          Miss Diva / Assistant

Type of Business: Import, Distribution, Wholesale.

Primary Line: Hospital, Medical and Laboratory Equipment and Supplies and
                           Pharmaceuticals.

Established Year: 1991

Number of Employees: 15

Countries of Importation: United States, England, Europe.

Annual Import Amount: N/A

Import from Korea: No

 

EQUIP SUPPLIERS

Address: El Dorado, Aventura Building, Second Floor, Panama City.

P. O. Box: 6-4498, E lo Dorado, Republic of Panama

Telephone Number: (507) 236-7018

Fax: (507) 236-7018

E-mail: esuppliers@cableonda.net

Home Page: N/A

Contact Person: Mr. Ernesto Villareal / General Manager

Type of Business: Import, Retail and Distribution

Primary Line: Medical Equipment and Supplies.

Established Year: 1987

Number of Employees: 10

Countries of Importation: United States and Europe

Annual Import Amount: N/A

Import from Korea: No

 

Fulservice International, Inc.

O. Box: 4483,Zone 5,Panama,Republic of Panama

Phone Number:(507)264-1753/(507)264-0762

Fax:(507)264-0767

 E-mail: fulvia@fulservice.com

Home Page: N/A

Contact Person: Mrs. Fulvia de Sucre / General Manager

Type of Business: Import, Distribution and Retail.

Primary Line: Medical and Laboratory Equipment.

Established Year: 1998

Number of Employees: 15

Countries of Importation: Japan, United States and Europe.

Annual Import Amount: N/A

Import from Korea: No

 

Alpha Mediq, S.A.   

Address: El Dorado, La Amistad Avenue, Psari Plaza, Place #8.

P. O. Box: 60-2363 Zone 6-A, El Dorado, Republic of Panama.

Telephone Number: (507)236-5846 / 236-5286

Fax: (507)236-3586

E-mail: walker@alphamediq.com / alphamediq@cwp.net.pa / rvaughan@alphamediq.com

Home Page: N/A

Contact Person: Mr. Ricardo Vaughan / General Manager

                          Mr. Walker Sizemore / Sales Manager

Type of Business: Import, Retail and Distribution

Primary Line: Medical Equipment and Supplies.

Established Year: 1,999

Number of Employees: 20

Countries of Importation: United States, Europe and Asia

Annual Import Amount: N/A

Import from Korea: No

 

Procient, S.A.

Address: 3 Street Perejil, Sambony Building, First Floor

P.O. Box: 2842 Balboa-Ancon, Panama, Republic of Panama.

Phone Number:(507)223-4893

Fax:(507)223-3216

E-mail: procient@cwpanama.net

Home Page: N/A

Contact Person: Mrs. Iveth Batista/general manager

Type of Business: Import, Distribution, Wholesale and Retail

Primary Line Products: Medical and Laboratory Equipment and Supplies

Established Year: 1993

Number of Employees: 15

Import Countries: United States

Annual Import Amount: N/A

Import from Korea: No

 

GRUPO MAYFER, S. A.

Address: 60 Street, Obarrio Urbanization, Ines Building, Panama City.

P. O. Box: 6-7515,El Dorado, Panama, Republic of Panama.

Phone Number:(507)269-8066/(507)214-9186

Fax:(507)269-8075

E-mail: gmayfer@cwpanama.net

Home Page: N/A

Contact Person: Mrs. Gloria de Diaz/General Manager

Type of Business: Import, Distribution and Retail

Primary Line: Pharmaceutical Products, Medicines, Medical Equipment and Supplies.

Established Year: 1,983

Number of Employees: 25

Countries of Importation: United States, Germany and some countries in Asia.

Annual Import Amount: N/A

Import from Korea: No

 

MEDICA, S. A.

Address: Mejico Avenue and 29 Street, Panama City.

P. O. Box: 6-2520, El Dorado, Panama, Republic of Panama.

Telephone: (507) 225-3167 / 641-3584

Fax: (507) 225-4505

E-mail: alliedpi@pty.com   

Homepage: N/A

Contact Person: Mr. Absalon Rodriuez de Leon/ President

Type of Business: Import, Distribution, Wholesale, and Retail

Primary Line: Medical Supplies

Established Year: 1988

Number of Employees: 20

Countries of Importation: United States, Italy, Taiwan, Thailand, Korea and many other

 countries.

Annual Import Amount: N/A

Import from Korea: Yes

 

PROMED

Address: Costa del Este, Industrial Park, Promed Building, Second Street.

P. O. Box: 6281 Zone 5, Panama, Republic of Panama

Telephone Number: (507)271-3100

Fax: (507)271-3111

E-mail: fcentanaro@promed.com.pa / ravila@promed.com.pa

Home Page: www.promed.com.pa

Contact Person: Mr. Ren?Avila/ General Manager

                          Mr. Fernando Centanaro/ Medical Equipment Specialist

Type of Business: Import, Distribution, Wholesale, Retail.

Primary Line: Medical and Laboratory equipment and accessories.

Established Year: 1968

Number of Employees: 100

Countries of Importation: Korea, United States, Holland, Denmark, Findland and

other countries in Europe.

Annual Import Amount: $16,000,000.00 (Sales Year 2,003)

Import from Korea: Yes

 

Servi Medic Panama, S. A.

Address: Argentina Avenue and 26 Street, Villa Verde Building, First Floor, Panama City.

P. O. Box:6-9073, El Dorado, Panama, Republic of Panama.

Telephone Number: (507)223-0403 / 223-0688

Fax: (507)223-0409

E-mail: servimed@sinfo.net

Home Page: N/A

Contact Person: Mrs. Yanina Lee/ General Manager

                          Mrs. Judith Ng. / Sales Manager

Type of Business: Import, Distribution and Retail.

Primary Line: Medical and Laboratory Equipment.

Established Year: 1997

Number of Employees: 10

Countries of Importation: Japan, United States and Europe.

Annual Import Amount: N/A

Import from Korea: No