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Medical device maker Optos believes it is closer to a sales breakthrough in the UK, now that an unnamed NHS trust has agreed to start testing the Optomap instrument.

The eye scanning firm has sold few devices in the UK because of the complexities of the NHS purchasing system, according to a report in Scotland on Sunday (July 9), but chief executive Stephane Sallmard said that was likely to change now a PCT has agreed to trial Optomap.

Approval from one trust would make it far more likely that other NHS bodies would be willing to lease the device.

'If this is successful, it will open up the market for us dramatically. One problem in the [NHS] is that there is no centralised decision-making process. This could get around that problem in a short time.'

The trial would be used to demonstrate that Optomap produced more detailed results than conventional scanners and could save resources as it could be operated by relatively junior staff, said Sallmard.

The article stated that despite making little headway with the NHS, which Optos founder Douglas Anderson had criticised as having an obstructive system for testing and purchasing innovative devices, Optos estimates it has a 17 per cent share of the relevant private health market in the UK.

Optos director of communication John MacNeil told Optician that the company had a good share of the addressable market in the UK with 400 optical practices using the system and it was keen to establish stronger links with the NHS, whose patients would benefit from the technology. 'We're just starting out and hope that the trustees will see the value, but it's too early to tell if it will work for them.'

The company recently opened a European distribution and service centre close to its Dunfermline base. It has identified Japan as its next target market and is looking for a distribution partner there.

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