Trade Talk Today Medica & Compamed Day 3

00:00:00:

00:00:03: Welcome to Trade

00:00:04: Talk Today, your daily inside.

00:00:09: This show is brought to you by Nordcine.

00:00:20: When you have global players from the healthcare and medical technology sector who are facing different challenges.

00:00:27: You put on a fantastic trade fair, CompaMed and Medica, and with that, welcome to the third day of the fair and the third day of trade talk today with great guests on the show.

00:00:39: Later on, I'm going to be welcoming Michael Gavakin, who is business development manager, Norton EFD.

00:00:45: And now, I'm very happy to have you on the show.

00:00:47: Christian Estame, organizer of the wearable technologies show, and you have been here for a couple of days.

00:00:53: There's so much you've already experienced, you've so many things you've already seen.

00:00:56: First of all, I hope you're doing really, really well.

00:00:58: I'm doing very well.

00:00:59: Emily, and thanks for the invitation.

00:01:01: Absolutely.

00:01:02: To get us warmed up, I'm going to ask you some quick fire questions.

00:01:05: No worries, nothing too difficult, but we want to get to know you a little bit better.

00:01:08: We want to get to know, you know, what kind of person you are.

00:01:11: And I'm going to start with the first one.

00:01:13: Easy one, tear coffee.

00:01:14: Coffee.

00:01:14: Coffee, OK.

00:01:16: Telemedicine or in-person care?

00:01:19: Those, those.

00:01:20: Absolutely.

00:01:21: Mountains or ocean?

00:01:23: It's difficult in the winter mountains, in the summer oceans.

00:01:26: Okay, that's fine.

00:01:27: You can do both.

00:01:29: You can get them together and do both at the same time.

00:01:32: Maybe some places are... If you

00:01:33: are the right place.

00:01:34: Exactly.

00:01:34: Barcelona.

00:01:35: Exactly,

00:01:36: perfect.

00:01:36: For example.

00:01:38: Travel for work or stay local?

00:01:42: Stay local, act global.

00:01:44: Very good.

00:01:45: Classic or modern?

00:01:48: Modern with a few on the classic.

00:01:51: Very good.

00:01:52: Wearable device or implantable device?

00:01:55: Both.

00:01:56: Okay.

00:01:58: Early meeting or late meeting?

00:02:02: Late is better.

00:02:03: Reading a book or watching videos?

00:02:07: Videos.

00:02:08: Okay.

00:02:09: Innovation or tradition?

00:02:11: Innovation.

00:02:12: Always.

00:02:13: Laptop or tablet?

00:02:16: Laptop.

00:02:17: Okay, thank you so much.

00:02:18: We got to know you a little bit, not too much, but a little bit, but it's good to know where we're headed in this direction.

00:02:24: As I just said, you are organizer of the wearable technologies show, and you've been doing this for quite a couple of years, for sure, and... Twenty.

00:02:32: Twenty, exactly.

00:02:33: That's quite a long time.

00:02:34: So how has it evolved in the last twenty years?

00:02:37: How did you start, and where are we now?

00:02:39: I mean, I mean, if you look at the twenty years, everyone I think who is watching has a smartwatch, I believe.

00:02:46: And this was a big, big first wave.

00:02:48: I don't, by

00:02:49: the way.

00:02:50: You don't even have one at home under your desk or somewhere.

00:02:54: Nope.

00:02:54: That's another story.

00:02:55: But OK,

00:02:56: perhaps you are the first five percent of the

00:02:59: and after this show, I will have one for sure.

00:03:01: OK, perfect.

00:03:01: I will introduce you to the right.

00:03:03: Yeah.

00:03:04: But that was the first big wave of the wearables worldwide.

00:03:07: We were also writing this way.

00:03:08: with our activities.

00:03:10: And now we are coming really to the area of healthcare and medical devices.

00:03:15: So a lot of medical device manufacturers and then pharma companies are looking in the way of space to optimize, for example, the treatment or also the medication.

00:03:27: You can track the medication.

00:03:29: You can see directly a feedback of the medication.

00:03:32: And based on that, the patient care is becoming much better.

00:03:36: This is the second big wave and we see there also the chance for a lot of startups entering that wave.

00:03:43: because in the consumer business where we had the first wave with the smartwatches and the smart bands and now the upcoming smart glasses and so on.

00:03:50: This is a consumer business.

00:03:51: This is a very, very hard and tight business.

00:03:54: where you.

00:03:55: directly in the first step, you are you're fighting against the big consumer electronic companies.

00:04:00: Yeah.

00:04:00: And most of them have a lot of patterns around.

00:04:03: And so it's very difficult to enter as a startup into this market and only a few manage that in the past.

00:04:09: We name it a Fitbit.

00:04:11: These are companies which manage it even in this hard area, but out of thousands, thousands of companies who tried it.

00:04:18: In the medical space, you need certification.

00:04:21: There's a much better area for a lot of suppliers and product owners for the future to enter this market because there won't be this extreme mass volume effect from the consumer electronic side.

00:04:35: And this is interesting for a lot of startups, for a lot of innovation, which is coming up because you need the medical certification, which is a barrier to overcome.

00:04:43: But we see that a lot, a lot of companies are entering the stage.

00:04:47: And this is a huge basis for a show, for a show like the Medica.

00:04:53: So that means that the... companies, the consumer based companies are not going into this area because of the regulations and they're saying it's too much trouble.

00:05:00: Let's stay away from that.

00:05:01: Yeah, we all know what what Apple is doing and is trying to get in.

00:05:05: I mean, I mean, they got from the FDA clearance for the blood for the for the heart rate variability measurement or easy G measurement on the Apple watch, but it's just a software which is certified is not the watch itself.

00:05:20: So they have not FDA or CE mark cleared healthcare device.

00:05:25: even an Apple not but they are entering.

00:05:27: and this is a big fight which is going on between the consumer electronic companies and the medical device manufacturers at the moment.

00:05:34: You hosted a startup events yesterday and the day before.

00:05:39: so tell me what are the most exciting things happening in the industry?

00:05:41: what are the things you've seen here or even also other places where you say oh my goodness this is amazing.

00:05:47: what have happened in

00:05:47: the in the medical wearable area.

00:05:50: It's interesting to see that we are really able or the companies are able to treat all the NCDs we have in the world and you know the WHO is looking into how to get down from this big volume of NCDs and the most non-communicable disease could be treated in the prevention already very well.

00:06:07: I mean especially cancer for example if you do enough sports, if you eat well and so on and so on you can do a lot not to become too early.

00:06:14: cancer and all the others cardiovascular disease and even mental disease could be prevent it, treat it, and also inter-rehabilitation done with wearables.

00:06:24: And this is very interesting.

00:06:25: So we have one company there which is treating depression via a micro stimulation of your brain.

00:06:33: So things are possible.

00:06:34: And directly, fifty percent of the medication is gone if you treat the person with such a device.

00:06:41: And there you see a bit how treatment and medication belongs together in this new kind of wearable space.

00:06:49: It is a very fast progressing area also because of artificial intelligence which is something good but can also be dangerous if it goes too fast.

00:07:00: Is that something a sentence you would also agree with or use?

00:07:03: Would you say that is not right and we're really good that we have artificial intelligence?

00:07:07: So

00:07:08: per se wearable technologies are hardware devices.

00:07:10: So hardware oriented devices.

00:07:12: So we are not talking now in this chat about AI agents and then things like that or the AI doctor.

00:07:18: We are talking more about algorithms and optimization of our devices.

00:07:23: So all smartwatches, smart bands and all these things will have sooner or later large language models.

00:07:29: with tiny language models in the device itself embedded to get better algorithms, to get better understandings out of your device.

00:07:36: And we have a very nice example.

00:07:38: For example, a hot topic is at the moment continuous blood pressure monitoring.

00:07:44: It's possible at the moment to wear just a band and to get continuous blood pressure monitoring.

00:07:49: But at the moment, before you use this device, you have to use a normal cuff.

00:07:54: you calibrate this cuff.

00:07:55: The cuff is calibrating at least this small band on your arm and then you can run autonomously this band for four weeks.

00:08:04: After four weeks you have to use again the cuff.

00:08:07: Putting AI in, it could be that then afterwards you can use perhaps this band without the cuff for two months or we believe perhaps in five years forever.

00:08:17: Yeah, that's the point.

00:08:18: So you don't have to do calibration anymore in that kind of way.

00:08:22: And therefore AI is fantastic.

00:08:25: And that's also why it's important to bring together startups and traditional companies, research institutes and get them together.

00:08:32: And that's what you're doing at the Pavillion.

00:08:34: So tell me.

00:08:36: How the conversations have been?

00:08:38: Have you already heard about, I don't know, a traditional company talking to a startup saying, let's get together and make something new?

00:08:44: That happens every hour.

00:08:45: Every hour.

00:08:46: Every hour.

00:08:47: And I can tell you, it's unbelievable how much is going on there.

00:08:51: And there's a lot going to be going on for the next two days.

00:08:54: So it's great to have you here today.

00:08:56: I wish us all lots of success, because I think it's really important for all of us.

00:09:00: And every area of the medical area, because you just talked about longevity, it's not only about when you're sick, it's about not getting sick and so many other things.

00:09:07: So, Christian, thank you so much for being here today.

00:09:09: As I said, I wish you a great time.

00:09:11: And I don't know if you had time to look around the halls very much, but we have.

00:09:16: And we're going to show you what we saw at the compliment.

00:09:18: So take a look.

00:10:22: So many amazing things to see at compliment and of course at Medica.

00:10:25: And it's great to have so many great guests on our show.

00:10:28: And I'm so happy I already introduced you before.

00:10:31: Michael Gavakin, Business Development Manager at Norton EFT.

00:10:34: It's great to have you here.

00:10:35: I hope you're doing well.

00:10:36: I hope the first two days of the fair have been good for you.

00:10:39: Thank you, Emily.

00:10:39: It's great to be here.

00:10:40: The first two days have been fantastic.

00:10:42: And you know what's happening now.

00:10:44: We're going to have some quick fire questions to get you know a little bit.

00:10:47: Let's start with sweet or savory?

00:10:49: Sweet.

00:10:50: Sweet.

00:10:51: Conference booth or keynote?

00:10:53: Conference booth.

00:10:54: Okay.

00:10:55: Beach or mountains?

00:10:57: We go for mountains in the winter and beaches in the summer.

00:11:00: Okay, that's fine.

00:11:01: We can deal with that.

00:11:02: Diagnostic tool or therapeutic device?

00:11:05: Diagnostic tool.

00:11:07: Morning workout or evening workout?

00:11:09: Definitely a morning workout.

00:11:11: And you do that this morning as well?

00:11:12: Oh, absolutely.

00:11:12: Absolutely.

00:11:13: Very good.

00:11:13: Well done.

00:11:14: Coffee or tea?

00:11:15: Coffee.

00:11:16: Coffee.

00:11:17: Team meeting or solo work?

00:11:20: Solo work.

00:11:21: Oh, okay.

00:11:21: And team meeting depending on the situation.

00:11:25: That's fine as well.

00:11:26: I think you have to have both otherwise it's not going to go anywhere.

00:11:28: Absolutely.

00:11:29: You have to be productive too.

00:11:30: Innovation or optimization?

00:11:32: Innovation.

00:11:33: Hundred percent.

00:11:34: Email or phone call?

00:11:36: Phone call.

00:11:37: Laptop or tablet?

00:11:39: Laptop.

00:11:39: Okay.

00:11:40: Well done.

00:11:41: Thank you very much.

00:11:41: Thanks for having me.

00:11:42: We've got to know you a little bit.

00:11:43: And we don't know Norton so well yet, at least I'm not sure that all our viewers do.

00:11:47: You're a global leader in precision technology and fluid management.

00:11:51: And maybe you could give us a bit of insight on what the company does.

00:11:54: Yeah,

00:11:54: so Norton are a pioneer in assembly operations.

00:11:58: We deliver consistent precise amounts of adhesives, lubricants, sealants and novel fluids into every, I guess, every conceivable assembly operation in the manufacturing process.

00:12:12: Medical manufacturing is one of our core competencies and our engineered fluid dispensing systems are building safer, lighter and smaller next generation medical devices.

00:12:25: So the full gamut of our manual and automated dispensing systems can deliver micro level dispensing into making the next generation of devices that we see today.

00:12:38: So can you give us a couple of examples so we can get a better idea?

00:12:40: Well think of blood glucose monitoring, think of continuous glucose monitoring, think of the wearables, the wearable technology that enables better diagnosis and makes patients' lives better today.

00:12:53: So we know that MediComponent are bringing together innovation across the entire medical supply chain.

00:12:58: What key technologies or solutions are you showcasing this year and what makes them stand out?

00:13:05: and why are people coming to your stand and saying, oh my goodness, this is amazing.

00:13:09: That's great.

00:13:10: Yeah.

00:13:10: Well, we're really excited.

00:13:11: We have a great stand over at ADA D-Zero-One, where we're piloting our brand new and most advanced ProPlus automated dispensing system, which is a vision guidance.

00:13:22: system, and this will be used to showcase four demonstrations that we have on our stand.

00:13:27: So the first one is a needle bonding, which is quite a complex process, and involves the dispensing of a UV adhesive into the well of a hub, which is joining a hypodermic needle to that.

00:13:37: So it prevents the needle from falling out, and it also prevents fluid leakage for that dispensing needle.

00:13:42: That's a really complex and exciting one to show our guests to the stand.

00:13:47: The second demonstration that we have is UV dispensing into a blood glucose monitoring strip, which is quite exciting also.

00:13:57: It's niche and very precision.

00:13:59: The third demonstration that we have is the protective sleeve on a continuous glucose monitoring device.

00:14:06: The fourth involves the dispensing onto a cardiac care card, which has an intricate design.

00:14:13: And I suppose it demonstrates our micron level precision onto that cardiac card, and we dispense that with UV.

00:14:21: with other fluids that we have on the stand as well.

00:14:23: So it's exciting.

00:14:24: We're looking forward to receiving guests to show off our automated dispensing technology and these niche applications.

00:14:31: So many things you're showing.

00:14:33: Tell me about how these things come together, especially when we talk about how they have to be produced nowadays, reliability, sustainability, all these factors play a role.

00:14:42: Is it the customers coming to you saying we need this?

00:14:45: is it are you developing them?

00:14:46: how do they all come?

00:14:47: so

00:14:47: yeah reliability sustainability is very important to us.

00:14:51: it's it comes to the four.

00:14:53: so micro precision dispensing is is our forte.

00:14:57: so we have partnered over the last couple of decades with fortune five hundred companies and medical startups to I guess deliver state of the art products working.

00:15:09: using them to drive our innovation.

00:15:11: so what we the learnings we get from those interactions with those fortune five hundred companies and those those startups we use to drive our own product development but also to advance technology into the foreseeable future.

00:15:24: and fluid dispensing micro fluid dispensing yeah.

00:15:27: And how.

00:15:28: quick can these innovations be implemented?

00:15:31: meaning how much do you have to test them to make sure that they really work the way they're supposed to be working and how you know?

00:15:36: how do you go about it making sure that they really are reliable?

00:15:39: and you know

00:15:40: yeah so we use our our experience.

00:15:43: so we have extensive experience and we we are fluid dispensing experts.

00:15:47: so we do work with these clients to introduce rigorous validation measures to ensure that they're product development process is streamlined with our micro precision dispensing technology.

00:15:59: We are very familiar with the rigors of the regulatory process and we quite know and understand the regulatory landscape for medical device development.

00:16:07: So we use that know-how and we use our process fluid experts or a fluid process experts rather and we use our validation laboratories which we have located globally and we bring those all together with our know-how to develop these products for the clients.

00:16:23: The regulations are not the same globally everywhere.

00:16:26: So how do you work with that?

00:16:28: Do you have one way you go and that works for everybody or do you adhere to the different regulations in different countries?

00:16:35: Well, we look at the regulations with the greatest rigor and we roll that out across the different territories and globally.

00:16:42: But really when it comes down to it, we adapt or know how to fit that regulatory requirements.

00:16:51: Not only concerning what you've talked about in the last couple of days here at the fair, what would you say?

00:16:56: What is shaping the future?

00:16:57: Where are we headed?

00:16:58: What can we look forward to?

00:16:59: Yeah, so it's an exciting time right now.

00:17:01: So devices, we're getting smaller and lighter.

00:17:04: And with that, that small and likeness, there's an introduction with electronics and micro precision dispensing.

00:17:11: So clients tend to rely on Norton now for expertise.

00:17:15: So they do not have that domain expertise with which to bring devices to the market.

00:17:19: So they rely on know-how and the know-how of our fluid process experts.

00:17:24: To come to our validation laboratories and from there we can develop a world-class product for them.

00:17:30: And that sounds like something that is going to be a big success also in the future for you.

00:17:35: I wish you lots of success

00:17:36: and lots of

00:17:37: luck with it.

00:17:37: Exactly.

00:17:38: Fruit process professionals are very rare, so they are.

00:17:41: And precision food dispensing is what we do.

00:17:43: So that's where we tend to have such a heavy input into the future and these wearables and this future smaller technology.

00:17:52: And that's why we're really happy to have you here at Medica CompaMed.

00:17:55: So great to have you.

00:17:55: It's fantastic

00:17:56: to be here.

00:17:57: Thanks a lot for your time today and all the best.

00:17:59: for the future and we're looking forward to what you will present in the next years.

00:18:03: So I hope we talk again sometime soon.

00:18:05: Excellent, we have to say at that point.

00:18:07: Excellent.

00:18:08: Absolutely excellent.

00:18:08: And tomorrow is also going to be excellent at the fair.

00:18:11: We have the sports hub in hall four and the International Hospital Day as part of Medica and the German Hospital Day, focusing on China.

00:18:19: And we also have, of course, a great show tomorrow.

00:18:21: Trey Tark today is going to be welcoming Axel Weber, VP Medical Robotics KUKA.

00:18:28: we're going to be talking to Mr Bin Yu, the president of the Linear Emotion G-Con Europe.

00:18:33: And that is also going to be very exciting with great topics.

00:18:37: So until then, stay healthy, take care, and have a good time.

00:18:41: And I hope to see you on Trey Talk today, tomorrow.

00:18:44: This show was brought to you by Nordson.