Australian manufacturer signs 10-year agreement with Chinese medical distributor
22 Jan 2020
Queensland-based Capricornia Contact Lens has signed a 10-year strategic
distribution agreement with one of China’s leading pharmaceutical and
medical equipment distributers, Shenzhen Relin Medicine.
Relin Medicine, located in Shenzhen, distributes medicines and medical
equipment to over 3,000 hospitals and medical clinics to treat
ophthalmology, orthopaedic, otorhinolaryngology problems and other
illnesses such as digestive disorders. The company also supports work to
assist disadvantaged patients regain sight through access to medical
consultations and technologies.
Capricornia Contact Lens is a prescription contact lens manufacturing and
distribution company. The firm’s designs include lenses for
Orthokeratology, irregular corneas and specifically the treatment of
Keratoconus. Capricornia also manufactures a comprehensive range of custom
soft and rigid gas-permeable lenses using state-of-the-art
‘There are currently no satisfactory solutions to keratoconus at the middle
and late stages in China and to ametropia after keratoplasty,’ says Xintao
Xia, General Manager, Shenzhen Relin Medicine.
‘We had been looking for the right partners across the globe in Australia,
the United States, Japan and Europe to help resolve these clinical pain
points. With the assistance of leading ophthalmic experts in China and
colleagues from Austrade, we were connected to Capricornia, a professional
company in the field of contact lens with a history of 35 years.
‘The sclera lens Capricornia produces solved the issue perfectly. As
Capricornia is also looking to develop in Asia and bring their premium
products to China, we happily reached a consensus on cooperation,’ says
‘We are very excited to be collaborating with Relin and their partners,’
says Tony Capitano, Managing Director, Capricornia Contact Lens.
‘There is huge scope for us to make a positive impact in the treatment of
eye disorders throughout China through our current advanced processes for
lens manufacture but also by combining our research capability. Large
diameter scleral lenses are relatively new to China and at Capricornia we
have a long history and huge experience in this specialty lens sector.
‘It is early days and there is much to do, including relevant regulatory
approvals and understanding the China hospital and eye clinic environments
but we believe it's a great first step and important for the future growth
and continued internationalisation of Capricornia,’ adds Capitano.
In April 2018, China’s State Council released a policy allowing Hainan
Province to develop a special pilot zone to develop its international
medical tourism industry. The State Council has allowed the Hainan
provincial government to directly approve the import of certain medical
devices which are in need by medical organisations, but not previously
registered and approved by the
National Medical Products Administration
. This policy will allow foreign medical device firms market access to
China via Hainan first, before needing to meet the necessary requirements
for access to China as a whole.
Relin executives on the negotiating team acknowledged the important role
played by Austrade as a neutral third party to assist with communications,
advice and leveraging networks important to concluding the deal.
Contact Selina Yuan, Austrade’s Business Development Manager in Shenzhen, for more information
on doing business in Shenzhen.