550 APBN • Vol. 7 • No. 11 • 2003

By Perry Tan

Finds Relevance in the Fight Against SARS

Polycom’sConferencing Equipment

Increased Demand for Online Conferencing

The outbreak of SARS has created an unexpectedsurge in demand for teleconferencing and video-conferencing equipment and services. This increaseddemand comes mainly from two sectors: the businesssector and the medical sector.

Many companies have either cancelled or shelvedtheir business travel plans to SARS affected areas suchas China, Taiwan, Hong Kong, Toronto and Singaporedue to the high rate of infection at these places. As theSARS virus has yet been eradicated, enterprises areturning to video, voice and web conferences to keeptheir businesses on track.

Hospitals and medical research institutes are alsoturning to high-tech online conferencing solutions inthe war on SARS. With the WHO as the coordinator,doctors and researchers from all over the globe arepooling and sharing statistics and information on thedeadly virus in the hope of finding a vaccine or cure.This is mainly done via online networks and virtualmeetings over the Internet. In the hospitals that arehandling SARS patients, video conferencing equipmentbecome the only communication tool for patients andtheir families, as visits are disallowed due to the highlycontagious nature of the disease.

Even government officials who are tasked with theresponsibility of tracking the huge number ofquarantined people who had come into contact withSARS patients are resorting to video cameras to ensurethat they do not break quarantine. Officials in Singaporehave already installed video cameras in the homes ofthe quarantined, and Taiwan is planning to do likewisesoon.

In Taiwan, domestic teleconferencing equipmentsuppliers reported a substantial 30 percent growth insales in the past two months — a clear indication thatthe increased demand is SARS-driven.

The ViewStation‚ system installed at thevisitors’ room and patient’s isolation wardin the Changi Hospital, Singapore.

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551APBN • Vol. 7 • No. 11 • 2003

Polycom, a California-based company that specializes in the manufacture of high-tech video-audioconferencing equipment, has seen increased demand and interest in their products. Because of thesignificant disruption in travel in the Asia Pacific region as a result of travel restrictions and generalparanoia, the company has received many inquiries from regional businesses and multi-nationals.Companies based in Singapore and Hong Kong — two of Asia’s most developed business centers —have shown most interest in Polycom’s products. Not surprisingly, Polycom’s sale has picked upsubstantially in the last couple of months.

The Manager of Marketing Communication and Operations, Polycom Asia Pacific, Maggie Lim,revealed that sales in the Asia Pacific region was above average in the past two months, with someregional offices receiving more orders in the first few weeks of April than the whole of the first Quarter of2003.

In Japan, Fujitsu and Takeda Pharmaceuticals were the recent clients of Polycom. In collaborationwith Polycom, one of China’s largest telephone companies has donated video conferencing and phonesystems (worth approximately US$600 000 ) to those fighting SARS on the frontline including the Ministryof Health and other departments in different regions and municipalities. The Computer NetworkInformation Center of the Chinese Academy of Sciences has developed an emergency video conferencingsystem to connect conference rooms at the Shanghai Institute for Biological Sciences and Wuhan Instituteof Virology. In Singapore, companies like American Express, Cerebos, Sears and Keppel Corporationhave adopted Polycom video conferencing systems.

Recognizing their products’ relevance to the SARS situation in Asia, Polycom has taken marketinginitiatives. The company has started working with healthcare and government organizations by providingcutting-edge equipment to help them collaborate more effectively to help bring fight the disease.

In Singapore, Polycom has offered to give two units of the ViewStation‚ video conferencing systemto the hospitals that are affected by SARS. As these hospitals have generally implemented no-visitor rulesto almost all patients, Polycom’s equipment would enable patients to be able to see and hear from theirloved ones from a TV screen. So far, Changi Hospital and Singapore General Hospital have accepted theunits. Changi Hospital has also purchased two more units in addition to the two complimentary units.

According to Maggie, this initiative by Polycom is an opportunity for the company to contribute tothe fight against SARS and provide relevant communication solutions for a challenged bio-medicalindustry.

Polycom — A Specialist in Voice, Video and Web Conferencing Tools

With his high level of accuracy in using large intestineendoscopes, Dr. Satake, Director of Tasaka Memorial Clinic,Japan, is a world-renowned expert in internal and alimentarytreatment. Due to a rise in the number of intestine cancer patientsin recent years, Dr. Satake’s expertise has become very relevant,as a large number of doctors needed his guidance in the properusage of endoscopes.

The operation of large endoscopes is best learnt directly froman expert, on a person-to-person basis. However, due to limitationsin geography, time and the cost of transportation, this is usuallynot feasible.

Dr. Satake and ViewStationMP in his room.

Japanese Medical Specialist Gives Demos Using Polycom’s Equipment

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ViewStation512 in the endoscope room.

Dr. Satake is of the opinion that large intestine endoscope operators are in short supply worldwide.He is especially keen to share his experience and expertise with doctors in other parts of the worldwith the help of videoconferencing systems.

Hence, the use of large intestine endoscopes is usually taught through videotapes at medical training sessions orvia satellite telecast at live training demonstrations. However, such methods have several inherent problems. It isdifficult for doctors based in remote geographical regions to access this training, and only a limited number ofdoctors can participate at any one time. The high cost of satellite set-ups is also a limiting factor.

The search for an efficient and economical videoconferencing solution came to an end when Dr. Satake cameacross Polycom’s systems. Using Polycom’s ViewStationsystem, Dr. Satake is able to obtain smooth, vivid images ina hassle-free single terminal.

In the current set-up in the Tasaka Memorial Clinic, aViewStation 512 unit is placed in the endoscope room anda ViewStationMP is installed in Dr. Satake’s room. The unitsare connected by internal Local Area Network (LAN). Byusing the unit in his office, Dr. Satake is able to direct theunit in the satellite room. In this way, he can project whathe wants to monitor on the screen, while instructing otherdoctors on the use of endoscopes.

Polycom’s Products Information

The Polycom Office Suite

The Polycom Office Suite is a fully integrated communication system comprising of end-to-end voice, video,data and web collaboration functions. According to Polycom, this system can offer the following benefits to users inthe Biotech/Medical Industry:

• Enhances the efficiency of exchange of information forconsultations and treatment.

• Reduces costs for patients and healthcare providers.

• Extends the availability of healthcare to remote areas.

• Increases the ability for resource sharing and reduces theneed for redundant equipment.

• Serves disabled patients with mobility problems.

• Facilitates medical training/education.

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Polycom, Inc., a NASDAQ-listed company, is based in Pleassanton, California (US) and has AsiaPacific offices in Beijing, Hong Kong, Korea, Osaka, Shanghai, Singapore, Sydney, and Tokyo.

Founded in 1990, Polycom has grown from the pioneer and market maker in audio-conferenceequipment to its current position as a leading xDSL equipment provider and the world’s marketshare leader in video and voice conferencing. The Network Access Products division, formedthrough the 1999 acquisition of Atlas Communication Engines, expands systems offerings to includehigh-function, cost-effective broadband network access devices.

Polycom is recognized internationally as an innovative market leader in endpoint voice andvideo communications. Polycom’s award-winning equipment has become a trusted, familiar partof the landscape in virtually every conference room in every Fortune 100 company.

ChinaPolycom, Inc.Beijing Representative OfficeSuite 1004, Beijing Fortune Tower5 Dong San Huan Bei RoadChao Yang District, Beijing 100004Tel: +8610 6590 8321Fax: +8610 6590 8368Video: +8610 6590 8369

Hong KongPolycom Hong Kong LtdRm 1101, MassMutual Tower38 Gloucester RoadWanchai, Hong KongTel: +852 2861 3113Fax: +852 2866 8028Video: +852 2876 9466

JapanPolycom K. K.Shiroganedai Bldg., 3-19-6 Shiroganedai,Minato-Ku, Tokyo 108-0071, JapanTel: +81 3 5421 3636Fax: +81 3 5421 3611Video: +81 3 5421 7631

SingaporePolycom Solutions Pte. Ltd.16 Raffles Quay#40-02A Hong Leong BuildingSingapore 048581Tel: +65 6323 3882Fax: +65 6323 3022Video: +65 6325 4063

United StatesCorporate HeadquartersPolycom, Inc.,4750 Willow RoadPleasanton, CA 94588-2708Tel: + 1 925 924 6000Fax: + 1 925 924 5788

EuropeEMEA HeadquartersPolycom (United Kingdom) Ltd.270 Bath RoadSloughBerkshireSL1 4DXTel: +44 0 1753 723000Fax: +44 0 1753 723010Po

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lsSome of the Suite’s components include:

• SoundPoint‚ IP: This is a high-tech IP phone that brings voice anddata to the desktop of the user. It features a variety of communication tools

and is able to deliver top-of-the-line conferencing sound quality.

• ViewStation‚ FX: Designed for the most demanding videocommunications needs, this video conferencing system is the first and only

system that delivers TV-quality video (60 fields/second). It allowsvideoconferences to be streamed on the Internet and up to four sites can be brought

in at the click of a button, and even shown simultaneously on four separate monitorscreens.

Company Profile

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With hundreds of thousands of people in Asian countries scrambling to cover theirfaces with masks to avoid being inflicted with the killer SARS virus, Indian maskmanufacturers are enjoying brisk business due to a huge surge in demand.

Exports of facemasks from India to Asian countries hit hard by SARS are soaring.Global Products, a New Delhi firm, which exports surgical and other medical equipment,says Asian sales of its facemasks have soared fivefold since the SARS threat emerged.

“We have seen an increased demand for masks in our regular exports markets likeMalaysia, Hong Kong, Singapore and Vietnam,” said Vikas Narang, director (exports) ofGlobal Products. He added, “Although we don’t have an existing export base in China, weare getting lots of inquiries from there. Our export of masks has gone up by at least four tofive times over the previous year.”

In all SARS stricken countries, the fear of SARS has prompted people to mask theirfaces so that they do not catch the virus. Many western countries are also stockpilingmasks and other protective equipment as a precautionary measure in the event that theSARS virus spread to their territory. This has translated into a huge surge in demand formedical equipment makers in India.

Companies say they are working overtime to produce World Health Organizationguidelines’ compliant surgical masks that sit closely against the face and are made todemanding standards for filtering the air of microscopic particles.

“The main problem we are facing now is that some of these importing countriesare placing huge orders for masks only on the condition that the consignment

would be delivered overnight,” said Mr. Praveen Sachdeva, of HospitalEquipment Manufacturing. “Since we outsource these equipment fromfirms located in different parts of the country, it is becoming verydifficult for to us to meet these tough deadlines,” Sachdeva added.

A spokesperson from Apothecaries Sundries ManufacturingCompany, an Indian surgical equipment exporter, also confirmed

that export of masks to China, Hong Kong and Singapore hasincreased “manifold” and “orders are pouring ineveryday”. One of the reasons for the popularity ofIndian made face masks is because of its competitiveprice — surgical masks made in western countriesare usually at least five to ten times more costlythan those made in India.

Industry watchers estimated medicalequipment makers in New Delhi alone have

exported facemasks worth over Rs200 crore (US$42million) in the last month.

Indian Mask MakersEnjoying Surge in Sales

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