4. 6. 2011
The sentence “You are at the top one time and then down at another time” can be applied quite well to our sales results in one of our recently successful territories – the Tunisian market. Our activities started to develop in this country about seven years ago. The first sales success, delivery of three sterilizers within the successful tender of the Tunisian Ministry of Health Service, was followed by a pause filled with a series of trainings, attendances on trade fairs in Tunisia, invitations of both the hospitals and the Ministry to visit our plant in Brno and reference worksites in the Czech Republic, organization of our potential customers’ excursions to foreign trade fairs, and clients’ visiting at their worksites in Tunisian hospitals. This effort resulted in gradual strengthening of our position on the market in the subsequent years which gradated in 2010 when we delivered 16 great steam sterilizers; the overall number of Sterivap devices sold there was increased to 26.
In the mentioned year, we became the number one on the market with the market share exceeding 50 %. We managed to succeed in several tenders of the Ministry of Health Service; at the same time, we also got new references in the private sector. Now it is the time to ask: “Why you say you are at the top one time and then down at another time?” This year, unfortunately, has not been successful for us. The adverse political situation is to blame at first. Like several other Arabian countries, Tunisia has also become politically instable. After the revolution in January 2011, continuous armed conflicts were prevented but there is a long-term curfew in the capital and the country has been anticipating the coming July parliamentary elections and creation of a new constitution that should form a basis doremocratic elections and new government. Due to these changes, the government projects have been suspended because this year’s financing is unclear and uncertain.
The actual results of the government tender for the delivery of 24 large steam sterilizers are the second adverse news for us. There is still some hope for cancellation of results unfavorable for us. It is our effort to do our utmost to keep our market position. We will try to make our market activity more intense through the organization of a sterilization workshop that should be held in September. If it is successful, we will then repeat it. This year, we will try to focus mainly to the private sector where we do not expect a marked fall of demand. This year’s sales plan is modest but nevertheless, we have been expecting optimistic future on this territory.