Strongly changing customer requirements, regulations, cost pressure and the associated disruptive changes to entire ecosystems pose great challenges for medtech companies. ROI finds appropriate answers to these challenges for its medical technology customers.
ROI's customers include leading companies in the healthcare and medtech industry.
We currently see three challenges for medtech companies:
- Complex market situation: Costs in the health system are reduced. Significant short-term increases in demand result from pandemic events (e.g. the current COVID 19 pandemic).
- High price pressure through global competition, alternative products and low-cost suppliers. Increasing buyer power through purchasing groups at hospitals and pharmacies, concentration in retail and offers via digital platforms.
- Increasing cost pressure through high wage costs (especially at German locations) and ongoing investment in product and service innovation and digitization.
In parallel to these challenges, digitization, especially at the customer interface, must be pushed forward.
- Digital transformation is an essential lever for expanding the market position as well as improving the competitive position. We work with our customers to (further) develop the existing business model with new products and services. Medtech companies benefit here from the cross-sector experience of ROI, e.g. from mechanical and plant engineering as well as from the automotive industry, which covers all facets of Smart Factory and Industry 4.0.
Maintain and expand market position
- Customer understanding and sales strategy. For medtech companies, understanding the needs of different customer groups - from hospitals to patients - is essential. ROI/EFESO brings experience from projects with service providers (hospital management and logistics) and thus the perspective of the customers in their function as users and purchasers of medical technology. The culturally induced changes in the image of the patient and the role of the doctor as an innovation driver are taken into account. The development of specific customer journeys according to customer groups and channels forms the basis for an ultimately closed sales strategy.
- Optimized product portfolio and product life cycle. A product portfolio that is aligned and optimized to customer needs is the prerequisite for an efficient and effective customer offering and the basis for focused complexity management in products and processes (operational excellence).
- Access to new markets and expansion of the ecosystem. The growth opportunities in new markets (especially emerging markets) are particularly high for medtech companies. ROI helps its customers to assess the opportunities and risks associated with market entry and to configure the product and service portfolio to suit the specific market.
Improve cost position
- Cost reduction: ROI realizes cost savings with an effect on earnings across the entire value chain of medtech companies. This includes the structured processing of material and personnel costs (direct/indirect) as well as other expenses.
- R&D Organization. ROI supports its customers in the definition of a global R&D strategy as well as in the optimization of the R&D process and organizational structure. The range of services also includes make-or-buy decisions within the scope of development services.
- High-speed adaptation and COVID 19 program. Against the background of the worldwide pandemic, we help medtech companies stabilize their supply chains and make global production and logistics networks adaptive and lean.
Quality in production
A medical technology company had to reduce the number of errors on the production line for one of its top products by a factor of ten. Strict market regulations limit the means at their disposal.
Quality is not negotiable, regardless of complexity. To bring quality management to a new level, the right combination of proven measures and new technologies needs to be found.
Building a digital twin
One automotive supplier improved the transparency of work and organisational processes in its manufacturing plant for dashboards. The task was to identify and eliminate errors and efficiency losses with a high number of variants and at high speed.
Portfolio compass for future security
A medical technology manufacturer has successfully positioned itself internationally as market leader. With thousands of products, the Group offers a portfolio with many variants worldwide, thus covering a wide range of applications. However, in the innovation-driven and dynamically growing medical technology market, portfolio size alone is no guarantee of future security and growth.
To MDR-compliant product life cycle management in nine months
With the entry into force of the European Medical Device Regulation (MDR), this strategy must change fundamentally. This is because all products that do not meet the new EU requirements are threatened with extinction - in this case a whole 90 percent of the portfolio is "on fire". The company is reacting quickly and is focusing on the introduction of a new, MDR-compliant Product Lifecycle Management (PLM).
Big Data for personalized medicine, Smart Data for fitness and nutrition; precision and telemedicine, AI solutions or intelligent assistance systems. The healthcare market is measured by its pulse. Here, too, ROI is the right partner for identifying and evaluating future potential - e.g. when using digital tools at the customer interface or 3D printing in the context of precision medicine.