酷兔英语


While Western companies like General Electric Co. and Royal Philips Electronics NV are busy selling expensivemedicalequipment in emerging markets like China, Chinese upstart Mindray Medical International is moving into their backyard, slowly winning over customers like Hoboken University Medical Center in New Jersey with machines that cost 40% less than mainstream alternatives.


当通用电气(General Electric Co.)和皇家飞利浦电子(Royal Philips Electronics NV)等西方企业忙着在中国等新兴市场销售昂贵的医疗器械时,中国的新创企业迈瑞医疗国际有限公司(Mindray Medical International)却走进他们的后院,用低于主流价格40%的产品慢慢抢去一些客户,比如,新泽西州的霍伯肯大学医学中心(Hoboken University Medical Center)。



The Shenzhen-based company has expanded from the beachhead it established in 2004 with a small office in Seattle. In 2006, the company was listed on the New York Stock Exchange.


迈瑞的总部位于深圳,2004年在西雅图设立了一个小小的办公地点,以那里为滩头阵地开始扩张。2006年,该公司在纽约证券交易所(New York Stock Exchange)上市。



In 2008, it bought Mahwah, N.J.-based Datascope Patient Monitoring for $200 million, acquiring a direct sales force and expertise in navigating the U.S. regulatory process.


2008年,迈瑞以2亿美元的价格买下新泽西州莫沃市(Mahwah)的Datascope Patient Monitoring公司,获得一支直销队伍,以及如何走通美国医药行业监管流程的专业知识。



'They're extremely ambitious,' says Wayne Quinn, vice president of U.S. sales for Mindray. 'They see a big opportunity to grow the business in the U.S.'


迈瑞美国营销副总裁奎因(Wayne Quinn)说,他们非常有野心,他们认为他们在美国市场很有增长潜力。"



Although Mindray is small and still has to overcome concerns about the quality of its patient monitors and ultrasound machines, Mr. Quinn says pressure on reimbursements has many hospitals on the lookout for lower-priced equipment. Mindray bids aggressively for business, helped by cheaper labor and parts as well as a decision to sacrifice some margin to win deals.


虽然迈瑞的规模还不大,另外还需要消除客户对其监护仪和超声波检测仪在质量方面的疑虑,但奎因表示,医疗报销方面的成本压力让很多美国医院不得不去寻找性价比更高的医疗设备。迈瑞在人工和零部件方面拥有成本优势,同时也愿意牺牲一些利润来换取订单,因此在报价上很有竞争力。



Mindray's ambitions illustrate how China is evolving from just a big market into a potentialcompetitor for sales.


迈瑞的雄心反映出中国正在从该行业一个单纯的庞大消费市场转变成为一个与西方企业争夺市场的竞争对手。



The company set up shop in Shenzhen, an electronics hub where the iPhone and other high-tech devices are assembled, in 1991. It grew rapidly by selling less expensiveequipment to lower-tier hospitals in China while top hospitals were buying costlier, full-featured equipment from such global players as GE, Siemens AG and Philips.


该公司1991年在深圳创立。深圳是一个电子设备的制造集散地,iPhone等高科技设备就在那里组装。迈瑞通过向中国一些层次较低的医院销售价格较低的医疗设备而获得快速发展,中国的顶级医院则向通用电气、西门子(Siemens AG)和飞利浦等跨国公司采购功能齐全但价格更高的设备。



Mindray founders Xu Huang, 47 years old, and Li Xiting, 58, were engineers at a state-owned maker of medical instruments in the 1980s. They have turned themselves into entrepreneurs worth roughly $1 billion each, with the bulk of that wealth tied up in company shares.


47岁的徐航和58岁的李西廷是迈瑞公司的创始人,他们在20世纪80年代都在一家国有医疗设备制造企业做工程师,现在已经成功转型为身家约10亿美元的企业家,财富主要体现为所持有的公司股票。



A chief aim is expanding abroad. The company's sales rose 10.5% in the first six months of the year to $325 million, even as revenue in China fell. The U.S. accounted for a fifth of Mindray's sales last year, and the company would like to boost that to 30%.


迈瑞的主要目标是开拓海外市场。虽然在中国市场的收入有所下跌,但公司2010年上半年整体销售收入增长10.5%,达到3.25亿美元。2009年,美国市场占公司销售额的五分之一,公司希望将这一比例扩大到30%。



Mindray's top sellers include devices that monitor patient heart rates and blood pressure; central-systems products that store patient data; and ultrasound machines, including the hand-carried M7.


迈瑞的销量冠军主要有检测心电图和血压的各种设备、存储病人数据的中央数据系统产品,以及包括M7手持设备在内的超声波检测仪等。



Its 400-person operation in the U.S. is run by David Gibson, who used to head the patient-monitoring division at Datascope. He spent six years as a U.S. Navy officer on a nuclear submarine and another six working for GE Healthcare.


迈瑞的美国公司有400名员工,这个团队由吉普森(David Gibson)带领,他曾是Datascope的监护仪业务部门负责人,此前是一名美国海军军官,在一艘核潜艇上服役六年,并在通用电气医疗集团(GE Healthcare)工作过六年。



Although GE and Philips easily lead the $1.1 billion U.S. ultrasound market and Mindray's share is only 3%, Mr. Gibson believes there's room to win business. 'We've been able to find gaps' in their customer service, he says.


虽然通用电气和飞利浦在美国价值11亿美元的超声波检测仪市场稳坐头两把交椅,迈瑞的市场份额仅为3%,但吉普森相信,公司在美国市场大有所为。他说,我们能在客户服务方面找到突破口。



Hoboken University Medical Center, a 328-bed hospital in Hoboken, N.J., switched from all Philips monitoring equipment to 95% Mindray last year.


霍伯肯大学医学中心是新泽西州霍伯肯市一所拥有328个床位的医院。该医院的监测设备本来全是飞利浦的,但去年将95%的设备换成迈瑞公司的产品。



James Genovese, director of biomedicalengineering, says Mindray's quote on dozens of monitors and other equipment came in at $900,000, 44% less than the quote the hospital got from Philips. Now, he says, the hospital is considering Mindray ultrasound machines.


霍伯肯大学医学中心生物医学工程部门的主管吉诺夫斯(James Genovese)表示,迈瑞针对医院数十台监测仪和其它设备的整体报价为90万美元,比飞利浦公司的报价低44%。他说,医院也正在考虑购买迈瑞的超声波检测仪。



'Their support and service are absolutely phenomenal,' Mr. Genovese says. 'They respond 10 times faster than any of the other [companies] we have ever had to deal with.'


吉诺夫斯说,这家公司的客户支持和服务绝对是一流的。他们的响应时间要比我们接触过的其它公司快10倍。



Some U.S. medical officials question the quality of the Chinese products. They worry that the quality-control problems China has had with toys and other consumer goods could be devastating if they showed up in health-care products.


美国医疗监管部门的一些官员质疑中国产品的质量,担心中国在玩具和其它消费品上的质控问题也会发生在医疗产品上面,这样的后果将是灾难性的。



'This is a tremendous point of vulnerability for this country,' says Johnathan Rose, president of Group Associates, a consulting firm in Miami that advises hospital systems on strategy. 'You have to be very careful if they're building [products] to compete economically.'


迈阿密医疗系统战略咨询公司Group Associates的总裁罗斯(Johnathan Rose)说,质量控制是中国产品的一个巨大弱项。我们必须非常小心,防止他们为了竞争而降低产品质量。"



Harvey Klein, the proprietor of Klein Biomedical Consultants Inc. in New York, says Mindray has only just cracked the Top 10 for ultrasound market share globally, and he predicts it will take three years before Mindray rivals GE, Philips and Siemens on image quality.


纽约克莱恩生物医学咨询公司(Klein Biomedical Consultants Inc.)创始人克莱恩(Harvey Klein)表示,迈瑞刚刚进入全球超声波检测仪市场的前十位,他预计,在质量形象方面迈瑞要花三年时间才能与通用电气、飞利浦和西门子等竞争对手分庭抗礼。



'To compete in ultrasound and other segments, they need better performance, and they know it,' Mr. Klein says.


克莱恩说,要想在超声波检测仪和其它医疗设备上与对手展开竞争,迈瑞需要做得更好,他们也知道这一点。



Tom Bielan, the chief financial officer for Mindray in the U.S., says the company pays close attention to quality. It has been spending roughly 10% of its revenue each year on research and development in six centers around the world, and it has introduced an average of eight new products a year.


迈瑞美国公司的首席财务官白兰(Tom Bielan)说,公司非常关注产品质量,每年将约10%的营业收入投入到产品研发方面,在全球拥有六个研发中心,平均每年推出八款新产品。



It also aims to expand into other product areas, including digital radiography, defibrillators and MRI machines.


公司还致力于扩张到其它产品领域,包括数字X光设备、除颤仪以及磁共振显影仪等。



'I have a lot of respect for them,' says Omar Ishrak, president of GE Healthcare Systems. GE aims to expand in patient monitoring in China, where Mind ray has a 49% share of the market, and it needs to fend off Mindray in ultrasound.


通用电气医疗保健系统集团(GE Healthcare Systems)总裁伊什拉克(Omar Ishrak)说,我非常佩服这家公司。通用电气的目标是在中国扩大监护仪业务,而迈瑞在这个市场占据49%的市场份额口;此外,通用电气还需要在超声波检测仪方面抵御来自迈瑞的竞争。



'We have more options and price points. We can compete above and below them,' Mr. Ishrak says. 'Their play is essentially from what we see an attempt to produce low-cost products.'


伊什拉克说,我们拥有更多的定价选择,有能力在一定区间内进行价格方面的竞争。我们认为,迈瑞的竞争策略主要是生产低成本的产品。



But Mindray executives bristle at such comments, contending that large rivals are slow to innovate in emerging markets, Mr. Quinn, the U.S. sales executive, compares GE and Philips to Coke and Pepsi. 'When you only have two major players in the marketplace, people crave an alternative,' he says.


然而,迈瑞的管理层对这种说法不以为然,他们争辩说,大公司在新兴市场的创新速度很慢。迈瑞美国销售渠道的负责人奎因将通用电气和飞利浦比作可口可乐和百事可乐公司,他说,如果市场上只有两家主要竞争对手,人们会迫切希望有第三种选择。



Paul Glader
  • western [´westən] 移动到这儿单词发声 a.西的;西方的 (初中英语单词)
  • expensive [ik´spensiv] 移动到这儿单词发声 a.费钱的,昂贵的 (初中英语单词)
  • medical [´medikəl] 移动到这儿单词发声 a.医学的;医疗的 (初中英语单词)
  • equipment [i´kwipmənt] 移动到这儿单词发声 n.装备,设备 (初中英语单词)
  • international [,intə´næʃənəl] 移动到这儿单词发声 a.国际的,世界的 (初中英语单词)
  • jersey [´dʒə:zi] 移动到这儿单词发声 n.毛织运动衫;毛线衫 (初中英语单词)
  • extremely [ik´stri:mli] 移动到这儿单词发声 ad.极端地;非常地 (初中英语单词)
  • overcome [,əuvə´kʌm] 移动到这儿单词发声 vt.战胜,克服 (初中英语单词)
  • pressure [´preʃə] 移动到这儿单词发声 n.压榨 vt.对...施压力 (初中英语单词)
  • illustrate [´iləstreit] 移动到这儿单词发声 vt.加插图;举例说明 (初中英语单词)
  • wealth [welθ] 移动到这儿单词发声 n.财富,财产 (初中英语单词)
  • abroad [ə´brɔ:d] 移动到这儿单词发声 ad.海外;到处;广泛 (初中英语单词)
  • monitor [´mɔnitə] 移动到这儿单词发声 n.班长 v.监控;检查 (初中英语单词)
  • working [´wə:kiŋ] 移动到这儿单词发声 a.工人的;劳动的 (初中英语单词)
  • customer [´kʌstəmə] 移动到这儿单词发声 n.顾客,买主,主顾 (初中英语单词)
  • director [di´rektə] 移动到这儿单词发声 n.指导者;....长;导演 (初中英语单词)
  • absolutely [´æbsəlu:tli] 移动到这儿单词发声 ad.绝对地;确实 (初中英语单词)
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  • tremendous [tri´mendəs] 移动到这儿单词发声 a.可怕的;巨大的 (初中英语单词)
  • compete [kəm´pi:t] 移动到这儿单词发声 v.比赛,竞争,对抗 (初中英语单词)
  • performance [pə´fɔ:məns] 移动到这儿单词发声 n.履行;行为;工作 (初中英语单词)
  • financial [fi´nænʃəl] 移动到这儿单词发声 a.金融的,财政的 (初中英语单词)
  • research [ri´sə:tʃ] 移动到这儿单词发声 n.&vi.调查;探究;研究 (初中英语单词)
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  • margin [´mɑ:dʒin] 移动到这儿单词发声 n.边缘;空白;余地 (高中英语单词)
  • potential [pə´tenʃəl] 移动到这儿单词发声 n.&a.潜在的;可能的 (高中英语单词)
  • competitor [kəm´petitə] 移动到这儿单词发声 n.竞争者;比赛者 (高中英语单词)
  • roughly [´rʌfli] 移动到这儿单词发声 ad.粗糙地;毛糙地 (高中英语单词)
  • billion [´biljən] 移动到这儿单词发声 num.万亿 (高中英语单词)
  • revenue [´revinju:] 移动到这儿单词发声 n.税收;收入 (高中英语单词)
  • submarine [´sʌbməri:n] 移动到这儿单词发声 a.海中的 n.潜水艇 (高中英语单词)
  • engineering [,endʒi´niəriŋ] 移动到这儿单词发声 n.工程技术;工程学 (高中英语单词)
  • consumer [kən´sju:mə] 移动到这儿单词发声 n.消费者;用户 (高中英语单词)
  • proprietor [prə´praiətə] 移动到这儿单词发声 n.所有人;业主;经营者 (高中英语单词)
  • expand [ik´spænd] 移动到这儿单词发声 vt.张开;膨胀;扩大 (高中英语单词)
  • bristle [´brisəl] 移动到这儿单词发声 n.鬃 vi.发怒 (高中英语单词)
  • winning [´winiŋ] 移动到这儿单词发声 n.&a.胜利(的) (英语四级单词)
  • lookout [´lukaut] 移动到这儿单词发声 n.警戒;景色;前途 (英语四级单词)
  • considering [kən´sidəriŋ] 移动到这儿单词发声 prep.就...而论 (英语四级单词)
  • essentially [i´senʃəli] 移动到这儿单词发声 ad.本质上,基本上 (英语四级单词)
  • strategy [´strætidʒi] 移动到这儿单词发声 n.兵法;战略 (英语六级单词)
  • cracked [krækt] 移动到这儿单词发声 a.有裂缝的;碎的;粗哑 (英语六级单词)