Episode’s transcript

Julio Martinez: 0:00

Welcome to the Latin Metech leaders podcast. A conversation with Metech leaders who have succeeded or plan to succeed in Latin America. Please subscribe on your favorite podcasting platform, apple podcast, Spotify, Google podcast. Amazon music is teacher tune in. I heard radio Pandora or

Julio Martinez: 0:20

Welcome to the Latin met leaders podcast. A conversation with leaders who have succeeded or plan to succeed in Latin America today. Our guest is Orlando za from Peru is the CEO and founder of the, a group of companies. Orlando is a dentist, a service provider for the local dentistry sector and a medical device shooter of innovative dental products. Orlando's academic credentials include a global executive MBA from ESA business school in Barcelona, Spain, and a fellowship in endodontics and a degree in dental surgery. So Roland is a real pleasure to have you here today. I look forward to our conversation today. Welcome to the show.

Rolando Ganoza: 1:03

Thank you very much. It's my pleasure. I'm looking forward to talk with you.

Julio Martinez: 1:09

Excellent Rolando. Beautiful. All right. So let's talk about your involvement with the medical device, uh, business in, in Peru.

Rolando Ganoza: 1:19

I'm gonna tell you my, my short story because I have a long one. Yes, my, my in short, when I finish my MBA, um, I, I make a, a turn at 180 degrees turn because, uh, at the beginning I wanted to live the, the health sector. Then I realized, uh, that in the health sector in countries like man, Peru is gonna be an explosion of technology innovation. It's gonna be the, the, the, the, the, the epicenter of the quake. So, um, I, I, I re re remake my plans. So I, eh, relaunched my dental clinic, making a investment with digital dentistry, technological cat for, for my lab and scanner. We, we go completely to digital something different here in Peru at five years ago, I'm talking about five years ago. So, uh, in the process, we were discovering some problems in the market. For example, uh, with the lab at the beginning, we make a very good passage, but, uh, it was, uh, it was too big for our needs. So friends of mine start coming here asking for, Hey, what I, what I do with this machine, tell me I want to make a job. Okay. And, and then the, the dental lab start making a, a turn alone start, start working alone, done. Okay. That's good. But in the process, we found that, eh, there was, there were no enough, uh, eh, products to be mailed, to be, uh, worked on. So we start importing goods. We make all the certification need by the Peruvian country or the Peruvian government. And we start importing Sarnia, uh, PMA and different, uh, materials for our cat system. So, um, we start dealing with the government and, uh, with the permissions licenses and registers, uh, that was our beginning. Then, eh, we start making our own brand, uh, we start representing different brands from Brazil, uh, Germany, uh, China, Italy in the, um, health sector, specifically in dentistry. Uh, now we want to expand a bit, not only for cat camp, we jump on the orthodontics appliance and, uh, also with, um, uh, protected over implant. It's a very possible, we are working in niche in very specific niche. Part of our business is develop the market because, uh, sometimes the, the doctors, the dentists are not aware about this technology about this solution. So half of our time is, is spending in, um, teaching and spending

Julio Martinez: 4:02

Educating. Yeah, yes.

Rolando Ganoza: 4:04

Hmm. And this is, this is gonna happen for the next, uh, 10 years. We are living now in the, uh, industry 4.0, the fourth industrial revolution in one generation, we will need to change the mind of the people working on health, specifically health sector, because it is spread around the world. And it's very difficult. The, the, the, the, the dentist and the doctors, they love the, the comfort zone. Uh, it's difficult to take out them for, for the comfort zone, but, eh, eh, in more in countries like, like mine, that, uh, we are very conservative in, in, in, in our mind. So we are looking for people who want to take the risk to jump out the comfort zone, and they will lead because we are like this. They are leading another guys and another doctors to jump out the, the zone. So the, this is now our situation H how we, um, ended in, uh, in medical devices sector.

Julio Martinez: 5:06

Okay. Very good. Nice story. All right. So what trends do you see happening in Latin America, in Peru, in, in terms of economic, social, um, disease issues? I mean, what do you see that is, that is happening in the region?

Rolando Ganoza: 5:23

Latin America has been, uh, uh, roughly, uh, heated by, by, by the pandemic. We, we have a, had very big problems in the health sector. Any, any national health system has been enough, uh, qualified to, uh, confront to front the, the, the, the pandemic. So, uh, in, in countries like Peru, for example, where 90% of the population is covered by the national health system, and only 10% is by private. Uh, these 90% has been very, very, very damaged and, uh, the national health system as well, they basically close, uh, any other, uh, uh, any other treatment, more than COVID. So a lot of surgeries, a lot of, uh, um, chronic, uh, PA patients were, were put aside. So it is, it is very tragic now they are recovering. So this is an opportunity as well, to, uh, improve the system, to, to change. They already know that, uh, the, the lack of beds, the lack of hospitals, uh, has been put in, in, on, on the lights now. So they need to work hard in the national health systems. Uh, they unify the health system, uh, to, to improve the services, to, to get better. One of the things where the, the crucial, the crucial key here is digitalization to the, the digital transformation, be able to, eh, uh, uh, get more patients with the same resources, eh, because the resources are always limited, uh, more than governments like ours. So we need to improve the, the, the healthcare delivery quality, uh, to those people. All those is made by technology is the only way yes.

Julio Martinez: 7:16

Yeah. Telemedicine and things of that. Yes. Especially in a country like Peru, that is in the Anden region. People are for remote, um,

Rolando Ganoza: 7:25

Locations, right. Specialists, the doctor who are very specialized, they don't want to go to, to very remote province.

Julio Martinez: 7:33

Only Lima. Yes.

Rolando Ganoza: 7:34

That's it.<laugh> Lima. Lima has the third of the population of Peru. It is a huge city and concentrated all the resources. It's not good. So if, if you want to, the telemedicine is, is, is a, a huge resort. We didn't go, go, go down. We didn't dig in, in, in Peric because, uh, still they don't, we don't have this, neither the connectivity. We have a problem with the connectivity. Let's start from the beginning. We don't have internet in the rural songs. So we need to make them come into the technology with internet. At least then we can talk about daily medicine. So deployment here is huge, but I, anytime I see a problem, I see an opportunity,

Julio Martinez: 8:17

An opportunity. Yeah. Yeah, yeah. And, and how do you see the new government? What trains do you see with the new government with federal

Rolando Ganoza: 8:24

Federal Castillo? Um, yes. New government Castillo is very, very left, very lefty, uh, is, it has been a surprise for us, but, uh, well is what we have. We, they have only three weeks, maybe one month. Yeah. In the government. Yeah. They start with the left foot as well. So we hope they<laugh>, they will change these things and start making good things. Uh, they were not prepared for government. They were, they, they didn't have the, the enough people that, well, I think they need to a bit, um, understand that sometimes you want some of the requirements they have are totally agreed. They, we need, we need to get out, uh, people for the, for the poverty. Totally agree. But sometimes the, the mean the way they are proposing is notebook, but they need, and the, the proposal was to, uh, get stronger national health system to improve the, so this is gonna be opportunity to sell medical devices, to improve the, the, the, the health, the, the attention to the patients. So, sure. Yeah. I think we, we,

Julio Martinez: 9:43

And, and, and to build hospitals, I guess you're gonna start building hospitals in rural areas and all that.

Rolando Ganoza: 9:48

The last hospital build here one, five years ago is, is incredible. We, they, they, then they get stuck with the new ones for legal problems. So they need, they need to, to enact this, this, all this, uh, barriers and, and, and work with, with, along with companies who will supply, uh, medical device and, and get better. This has to be attached to, uh, training programs, because most of the doctors here are not training to use, uh, high-end technology,

Julio Martinez: 10:23

High end technology. Okay. And also the other trend that I imagine is happening in, in, in Peru, Orlando is since the middle class is growing, Peru has had a huge economic growth in the past few years, actually before the pandemic. So the middle class has been growing and adopting more Americanized, more westernized lifestyles, you know, eating hamburgers, fast food. Yes. Yes. The GFAS in the corner.

Rolando Ganoza: 10:47

<laugh> the, the numbers, the numbers in, in, in economics. Uh, and I, and I realized that when I was outside abroad in, in, in taking the MBA, the numbers are very good. Uh, sometimes you look better at the numbers from outside that from

Julio Martinez: 11:05

Inside. Exactly. Okay. Yeah.

Rolando Ganoza: 11:07

Uh, yes, we have improved a lot. We need to improve much more and we need to insist in the same economical model for at least 20 or 30 years to get out of our situation. Um, we need to be patient. I hope the new government will understand this and, uh, and insist with, um, some, uh, freedom. Some, uh, we, we call the, this, um, uh, freedom of economics because people need to work. People, the people need not, not need, they want to be free to make business. And it's very important. All the pools now this week, uh, are, are heading to that people need, or they want, they ask for freedom. Um, and the government is thinking in another way, they, they, they want the, the, the government or the states take over some part of economy and rule of them.

Julio Martinez: 12:04

Yeah.

Rolando Ganoza: 12:05

Yeah. And I, I, I strong, I am strong. I am a stronger believer in, um, uh, rules of the economy of the free economy, like, uh, free

Julio Martinez: 12:14

Exactly. The free market dynamics. Yes.

Rolando Ganoza: 12:16

Yeah, totally agree. But that, the problem here is also we, the, the health factor is overregulated, this is a problem. Not only for, uh, um, the, the, the issues, the medicines, the equipment also for the services. So, um, that's the problem in part, the problem in part, we need to adapt as, as, as usual. So yes, the regulation is, is, is, is hard. Is the regulation is, is they have a lot, sometimes is contractory, but with a good lawyer, with a good equipment, we, we always find a way to proceed with the, uh, licenses with the registers.

Julio Martinez: 12:59

Okay. So let's, I guess you already answered my third question that I usually ask my guest, which, which is, how do you see Peru as a place to do either clinical trials or to commercialize medical technologies? So, uh, do you wanna expand on that? Do you know anything about clinical research in Peru? Do

Rolando Ganoza: 13:17

You know? Yes. Yes. Even if I'm a, a strongly believer of the free of the freedom in the commerce, uh, when you are in this register systems, you are protected by the barriers. So you to get one, uh, sanitary register for, uh, medical equipment could take like, uh, I don't know, eight months, one year, once you get it. Yes. Yes. It's, it's, it's, it's complicated. Once you get it, you are protected because the other guy who wants to jump in the market needs to pass through this one year process. Uh, it's not good for the client. It's not good for, it's not good for innovation, it's it have a lot of problems, but for the company, for the, for the brand who already has the, the sanitary register is very good because they are protected.

Julio Martinez: 14:15

Yes. And the name of the regulatory ISIT right.

Rolando Ganoza: 14:19

DEIT

Julio Martinez: 14:22

The sumos medicals.

Rolando Ganoza: 14:24

Yes. The problem is for the, is, is, uh, overloaded by the, at the beginning, they said the pandemic, we are just focusing in co issues and co goods. But now I don't know why they are still are delaying the losses. I don't know, 45 days. And they took eight months. Um, okay. Wow. Yes. They don't have one dentist in their staff. So we need to explain. Yes, no one. So if we want to, to, to import braces for ATIC appliance, we need to explain what different between different prescription or brackets. So it is like a, they, they are good people. They are, they, they, they are making their job very careful. They're professional. Yeah. Yes. But, uh, they don't have the resources or they, they will make, they, I would love to see them working in a team with different professionals in different areas to improve. And to be quick, they need to study from the, from scratch. What's a bracket. What, what is a bracket? What understand what they are signing because they are signing. They, they are giving the authorization because one, they director signed this. If there's any problem, the director will get a shoe. This is not, it's not, it's complicated. So they are Puting themselves. When we understand how they work, we get better things at the beginning, we were very confrontational with them, eh, but no, we need to understand what is the reality of the DEIT? What are they doing? Why are they doing the, the Perian legislation is a copy and paste of the European. It's the same. The problem is not legislation is the people who, uh, read or who interpret, who, who, who, who, who explains the, and implement, implement the, the, the legislation. So they sometimes have a different approach. They need, they, they want more information. Um, we were working with Germans, uh, brands with, uh, Brazilian Brazil is very complicated as well, but Peru is more, um, and, and visa. I think the name of the Brazilian authority, the, the guys we were working with, they already have the am visa, uh, number that this registration, but here they are, they said, it's no way they are. They are asking you for this. This is like this. So we talk with them. We, we have the, the, um, the ability to talk with the reg with the, with the guys here and ask them before sending the, the, the file. What do you want, how do you want? So we make it better for them. We, uh, uh, rise, more information. We put it like they want to, we express the families because we trying to make families with the registrations at, as, as they want. So at, at to, to make it easier, we don't want to, uh, spend four, three months and get an, an, um, uh, a letter from them asking for more information. This is terrible. Cause it, it send us to the square one. We don't want it. So we try to make better at the beginning to talk with them, asking what do you want? How do you want it? And, and, and giving them, even if we want to fight with the provider, because at the end, we, we make some tension with the provider, because we are asking for some as amount of, of information that they say, what are you asking for me? We are, you want to copy me? No, I, I don't want to can't copy you. I just want to send information to the<inaudible> authorities. It's a process. Uh, we need to understand, we need to live with this. Uh, and we have the resources for

Julio Martinez: 18:35

That. Okay. Are, are there any initiatives to improve the Heit work by the new government? Yes,

Rolando Ganoza: 18:41

They are talking. They are talking about to make a change because the pandemic also discover this, uh, we have some problems with the vaccines.

Julio Martinez: 18:51

Yeah.

Rolando Ganoza: 18:51

So, so yes, they have talked to change it, but, uh, nobody knows how know when sometimes the, uh, uh, the medicine is worse than the, the sickness. So I, I hope I, yes, no, I, I, I hope they will. They will make better. Uh, it's very easy. Uh, uh, but we dunno.

Julio Martinez: 19:19

Okay. Okay. So let, let's talk about the, the approval process, the pathway we already discussed that, uh, it will take about a year, a to 12 months. And, um, does it matter what type of, uh, device it is, a low risk, high risk device?

Rolando Ganoza: 19:36

Uh, basically we are working with, yeah. With class two and class three, uh, class one. They don't need it doesn't need any, any registration? Uh, really?

Julio Martinez: 19:46

Oh, that's

Rolando Ganoza: 19:46

Great. Yes. Class one, no class two and three. Yes. Uh, for example, uh, theit has, has a list. They, they sometimes work in, in the other way. They have a list of goods, uh, who doesn't need orientation. This, this list is actualize it every six months, every three months. So we are always looking, looking at that list. See if, if we have, uh, any opportunity there, but the other, the other thing, class two and class three, we, of course, class two is easier. Class two is class three is a bit difficult, but it's no problem. It's no problem.

Julio Martinez: 20:25

OK. Okay. Is it a reference country that they need to see? Like the United States approval, FDA, C mark from Europe.

Rolando Ganoza: 20:33

It's better when they have a FDA and C, but no, if, if not necessary, it's not mandatory.

Julio Martinez: 20:39

It's not needed. Oh, okay. Okay. So you can, you can have home country approval. Yes. Let's say you have a product from China and they don't have FDD market. I can get it in the market. Okay. Very good.

Rolando Ganoza: 20:51

Yeah. Actually we have also like country, we have a treatment of free agreement, uh, with Europe, with China, with United States. So there is a called valor in Peru could be from six to 11 or 12 with this

Julio Martinez: 21:13

Import.

Rolando Ganoza: 21:15

Don't pay that so less in, in taxes at the moment, importation at the moment we import the goods. And also,

Julio Martinez: 21:27

Could you repeat

Rolando Ganoza: 21:27

That when with countries with, uh, no, uh, three free agreement, uh, we have to pay 6% of the ad valorem. It means, uh, okay, got in the safe value. We have to pay 6% at the moment we get the yes, here in customs, we need to take up of customs. We need to pay the VA, the VT tax and the valor. We, if, if we can demonstrate with, uh, origins, origin certificate, that these goods come from a country, uh, is a tricky thing because it's not only a country, it's the city in the country, which we have a agreement. Yes. Because we have a problem with a Chinese provided. They send us the good from Hong Kong and they are in Ze and the certificate was in Ze. And he say, no, but this in Hong Kong, but come on. It's China. No, no. It's a different cities that they are always trying to, to hit you with

Julio Martinez: 22:34

It.

Rolando Ganoza: 22:36

We learn.

Julio Martinez: 22:38

Yeah. Yeah. You learn, you learn. So do you use a regulatory first consultant or you do this, uh, yourself, your

Rolando Ganoza: 22:45

Company. We need a, we, we, we, we use a consultant. It's it's we use a consultant for, for the, uh, regulatory issues. We need a consultant for a lawyer. For law. We need a, we have a consultant for, for import, for, uh, customs as well. No, we love, we love to work with guys who are very, very skills in sector. It's I, it was not for customs. We are maybe in the company working with, uh, we didn't match good, or we didn't have the feedback, or we didn't have the service we asked for at the beginning. So we changed. We changed. We like, um, Steve Joseph fell often fell quickly.

Julio Martinez: 23:33

Well said, yes,

Rolando Ganoza: 23:36

Yes, we, we try it. Doesn't work. Okay. Next. And, and, and so on, because it's a problem. And it it's the same with the regulatory issue. Uh, we get a company with a couple of, uh, guys, very John, very, very, very, very clever with contacts. They love to work. They handle these things very good. So we are now very, really, very happy with we, the team we have built with them.

Julio Martinez: 24:03

Very good. Very good. So let's talk about the market in, in Peru. How big is the market? How big is the population? How percentage of the population is covered by insurance? How is the reimbursement in the system? Can you talk about that please?

Rolando Ganoza: 24:16

Yes. The, we are, um, more than 30 million people, uh, okay. Most on most of them in the Peruvian coastal, uh, we have like a 2000, uh, more than maybe 3000 kilometers of coast in the Pacific ocean. Uh, the country is more than 1 million, uh, square kilometers. It's a big one. Uh, and it's very hard. Geography is very complicated. We have, uh, like, uh, uh, dorsal spine going to north from north to the, and yes, we, the people is living there and separated country to the desert coast and the Amazonian rainforest, um, with rivers in the Masonian, it's impossible to think about the highway, for example, the, they use rivers or the highway. Yes. It's. And also we have a lot of, uh, national reservation, uh, reservation for, for forest and animals and all this stuff,

Julio Martinez: 25:15

National parks and all this. Yeah.

Rolando Ganoza: 25:17

Yes. And, um, the, like I, I said before, 90% of the population is covered by the national, uh, health system is a problem because it's not integrated. Actually we have three or four entities in the national health system. The, the government or the state, uh, own health system is Salude is a, some type of insurance, uh, for, for workers standalone. They have their own hospital doctors, their systems paid by the workers, by the companies and the military, and, uh, Navy police. They have their own systems. And the, in, in, uh, more than 15 years ago, we start making, we call the decentralization process. So, uh, the government received for years, a lot of critics because they, they lead, they manage everything from Lima. So they start the, the political division of Peru regions. We have a lot of regions, maybe 12, and, uh, they start giving autonomy to the regions, uh, basically in the budget. And part of this budget was, uh, the health system. They start, eh, managing the budget in, in the health sector, health sector, in each region. The problem was they have the money, but they don't have the skills. So they start to ate the health system. Now they are talking about re integrate in one piece, all the national health system. So this is the status<inaudible> know. So they regions very good. They ares very, very bad working with this in the, in the, in the private sector, we have 10%, it's the high end, the, the, the<inaudible> class, uh, they are, we have four or five, uh, insurance company. Um, there was a gap here in the law because the law allows them to allow them to, uh, integrate vertically all the, yes, it's not good because the comp, the insurance company start buying medical clinics. So they not, not only, uh, they provide the service and they pay for the service. This is not good because they, uh, adjust the tariff so hard because they don't care if they lose money in the clinics, they will earn money in the top, in, in the company, in insurance company. But what happened with the clinics with no rooftop? Like, uh, then, uh, like an insurance, they

Julio Martinez: 27:53

Okay. Damages the market is a price down competition. Yeah.

Rolando Ganoza: 27:57

Yes. So the reimburses working here. Okay. We, they have a different tier of, of cleaning, no tier one, maybe they own clinic. You maybe you don't pay anything or you pay just a five or 10% of the, of the bill, another type of clinic you pay maybe 50% with higher tile tariff because they negotiated. And, uh, the out of pocket in Peru is very high for

Julio Martinez: 28:26

It's very

Rolando Ganoza: 28:26

High. Not, not only in private, only in the health, the national health system, because what

Julio Martinez: 28:31

Happened? Not in the public. Yes.

Rolando Ganoza: 28:33

For example, my, my mother, my father was a Navy officer. So my mother is in the Navy system. In the, in the, in the, so

Julio Martinez: 28:41

Regime. Yeah.

Rolando Ganoza: 28:42

Yes. I, I went to the Navy hospital to get their medical because she's 85 and she had some chronical disease. She's very fine, but she had some chronical disease. So I went for the, and sometime they don't have this, this appeal. We don't have it now. We don't have it. Okay. I don't have problem to, I'm gonna buy the medicine for my mother, but what happened with the guy who doesn't have his resources?

Julio Martinez: 29:08

Exactly.

Rolando Ganoza: 29:09

Yeah. But that's a problem. Theoretical theoretically. Yes, they are. She is covered, but in the practice, mm-hmm,<affirmative> not so much.

Julio Martinez: 29:18

Mm, okay. I see. But is, is healthcare constitutional right? Improved?

Rolando Ganoza: 29:26

Yes. Yes.

Julio Martinez: 29:27

Okay. So everybody has access to the system, regardless. I mean, in paper,

Rolando Ganoza: 29:31

Health and education. Yes. But the problem is the quality,

Julio Martinez: 29:37

The quality. Yeah.

Rolando Ganoza: 29:38

We are not going to talk about the quality, but we problems in the quality in the, in the private and, and the public sector. But, uh, the, the coverage is not good. Let's start from the beginning. Okay. Let's start for the coverage. It's not good. It's not, it's not, uh, 100%. And, uh, uh, the other side, the quality is, is complicated.

Julio Martinez: 30:01

Okay. What about reimbursement? What about, what if I bring a new medical device and I wanna get in a code for, in the system so I can get reimbursed by the system. And there are actually four different systems or something like that. So you have to get reimbursement in each one of them or what

Rolando Ganoza: 30:17

Some of them do not allow to make any reimbursement. The, the specifically the public sector. Actually, we have a huge problem now, uh, with the COVID because the national health system, uh, run out of, uh, uh, BES for, uh, intensive care, ICU

Julio Martinez: 30:36

Vets,

Rolando Ganoza: 30:37

ICU vet. I see you bets. I see you bet. Yes. I see you bet. So they, they, they went for the private, they will all also collapse it, but by the people have said, no, it's not possible the private sector. So they, okay. The government say, I'm gonna pay, uh, for, for the guys, I'm gonna send guys to the, to the private, well, they send some, I don't know, maybe, maybe 100, they didn't pay anything, but they still have process. Yes. Wow. One thing is when they say, and the other thing is they do.

Julio Martinez: 31:06

Yeah.

Rolando Ganoza: 31:07

So it is maybe it's not a problem of, of the good intentions. Sometimes they have good, good intentions. The problem is the system is so complicated that now we need to reimburse to the clinics with the 100, or maybe you have five, you have 10. Okay. The process is very complicated. You have to demonstrate to the government or to the national health system, you made this design. They, they start looking for any error in the, in the medical history. No, you didn't do that. You file is a problem.

Julio Martinez: 31:46

Yeah. Yeah. But in your case, you are in the private sector, you sell cash. Yes. Right. To other dentists and all that. And, and, and their patients pay cash. So it's a cash system where you are<laugh>.

Rolando Ganoza: 32:00

Yes. Actually one of, one of the things we made at the, from the beginning is our products will, will be sell in cash. Why? Because we trying to lower as much as possible prices have people, uh, in charge to, uh, call you for the bill is gonna cost me. Okay. I don't want that cost you if you want that you want credit. Okay. You have to pay for that. You have to pay for the system who is gonna call you to pay the bill if, if you are making numbers and, and you see, okay, this, this gonna cost me this, uh, uh, amount of this amount of this. Okay. I, I want to be very efficient. I want to have the best price in the market with the best product I have to took out all these over coasts overheads, but because we are working in a niche, but if we need a, a huge machine, um, a million machine, for example, we're talking about maybe$500 here,$5,000 here. Uh, we are talking with the bank to make a lease, for example, because we don't want to, uh, we are not expert. We don't have expertise with, uh, credits. So we, I prefer to go to the bank and pay the bank. What, what they are going to ask me and make a list with them.

Julio Martinez: 33:21

They're expert at that.

Rolando Ganoza: 33:22

Yes. Yes.

Julio Martinez: 33:24

Yeah. All right, Rolando, we're close to the end of the show. And usually the last question I usually, um, ask my guest is your, your words of wisdom. Uh, if you had the CEO of a medical device company from the United States or Europe, that is just looking at Peru as a place to do business as a place to commercialize, uh, his or her medical technology, what would be your best advice to him or,

Rolando Ganoza: 33:51

Well, first you have to find a partner, a reliable partner here. We have been talking about the, the spaghetti. This is spaghetti, all, all this national health system and regulations, and is the, but we have also the, the, the source, the pesto all is the corruption. So this, all, this is involving corruption. So for example, we, as company, we want to be as far as possible from the corruption, we want to work fair. It's, it's important. Not only for my company, because I don't want to destroy my company. I don't want to destroy also the brand I am representing. So this is important for any, any, any, uh, company coming to Peru to be very, very, uh, acute, very clever. I said, I don't want corruption. I want to play fair. I want to, to go. Even if it's the longest way I want to, to go through, through all this process by law. So this is my best recommendation. Find a good partner, uh, get know him, uh, and go, go, go, go with them sometimes and follow the law. Yes. When yes, yes. By the book, you, if the it's it's complicated, but it's not impossible,

Julio Martinez: 35:14

It's not impossible. And it's worth it because it's a huge market. 30 million people.

Rolando Ganoza: 35:18

Yes. Yeah. Yes. And we need to develop this a lot. So the I'm, we are working in dentistry, in data dentistry, not to, uh, fight our competitors. We are working to increase the, the pie to increase the market outside are more people that inside actually, that this is an opportunity for all devices in medical as well.

Julio Martinez: 35:42

Excellent, excellent. Rolando, I, I really loved our conversation. And how can people get in contact with you? Uh, email LinkedIn?

Rolando Ganoza: 35:50

Yes. I'm in Linkin. I am in Facebook. I am in Instagram. My name is Orlando GZA. Uh, I, I will share with you the, the, my contest, but whatever you need, I'm open to discuss, to talk, to give you my advice.

Julio Martinez: 36:07

Excellent. Fernando, thank you. Thank you. The industry needs more people like you<laugh>

Rolando Ganoza: 36:11

Oh, thank you very much.

Julio Martinez: 36:13

The whole idea of my show is to show Latin America's land of opportunity. And one of the problems here in the region in Latin America, including Peru, is that patients have not access to innovative medical technologies. So interviews like this with people, with experts like you help or in, in contribute in one way or another to, to, to have patients better access to medical innovation and to make companies in the us or Europe aware of the opportunity that Peru represents.

Rolando Ganoza: 36:45

Thank you very much. Yeah, I really,

Julio Martinez: 36:47

All right. Thank you so much, Orlando, have a great day

Rolando Ganoza: 36:51

Byebye.