Inpeco goes America


An interview with Maricel Roberts, Business Development Manager for North America

Inpeco’s Business Development activities in North America are managed by Maricel Roberts. Her professional career started in the management of Open Heart/Heart Transplant, and Abdominal Transplant specialties, culminating in a nursing management role over these areas at The Ohio State University Medical Center in Columbus, Ohio. Thereafter, Maricel led the Healthcare Solutions team responsible for the technical sales of StreamLab and Aptio at Siemens Healthineers and then at MedTest, where she held executive roles in operations and general management. Maricel’s focus on delivering outstanding patient care and her passion for organizational excellence enable her to optimally support our distribution partners and develop new business in North America.

Hi Maricel, why did you choose to pursue a career at Inpeco and how is your team structured?

As a former transplant nurse, speed to organ transplantation is key to make sure the organ remains operationally viable once implanted. The organ-patient match is confirmed by several blood tests, where full traceability and sample control are crucial. This is the reason why I aspired and now feel privileged to be at Inpeco. Gian Andrea Pedrazzini’s vision of traceability and sample control is a shared passion that I keep top of mind, even though my focus is business development today. Through our solutions, we positively impact the patient experience and facilitate driving the highest clinical outcomes. This is also why I’m so proud of our US team and the message of the Inpeco Vision they bring to North America. Our team of eight employees has collective experiences in sales, service, workflow consulting, and project management - and they also share a sharp focus on our customers and the patients our customers serve.

The American healthcare industry has experienced significant changes in recent years. As more patients are responsible for a larger portion of their healthcare bill, they naturally demand better services from their providers. How are hospitals impacted by that?

With increasing demands for high-quality care and rising costs, the world of healthcare in the U.S. is forced to change, and the clinical laboratory is changing with it. The traditional, transactional model continues to serve as a foundation, but there is a shift required by the federally run Centers for Medicare and Medicaid from a “fee-for-service” to a “value-based healthcare model”. The emerging Clinical Lab 2.0 business model leverages longitudinal laboratory data to produce actionable, clinical insights, driving better outcomes for patients, providers and financial stakeholders alike. It re-engineers the role of the lab in the care continuum, elevating it to a major contributor to value-based healthcare. The goal of this movement, as it intersects all the departments in the health system, is to improve not only the clinical outcomes of patients, but to ensure hospitals have also met customer satisfaction, cost, and quality outcomes as well.

Automation continues to play a transforming role in clinical labs today, by increasing efficiency and providing error-free results faster. How does this affect lab workers?

US labs are experiencing a critical shortage of licensed medical technologists today. Employment trends within laboratories show there are more medical technologists retiring from the field than new graduates are entering. Laboratories are striving to implement efficient and effective workflows that focus medical technologists on performing workflows appropriate to their license and technical expertise; which is the verification and distribution of results to the clinician. Automation removes the manual, error-prone activities from a medical technologist’s workflow and enables their ability to consistently and predictably deliver high-quality results to clinicians.

A month ago, Inpeco was an exhibitor at AACC in Anaheim, California. Could you tell us about your experience and why this congress is so important worldwide?

The American Association for Clinical Chemistry is one of the most important congresses in the world because it is the premier meeting in the field of laboratory medicine. Attendees not only benefit from a stunning line-up of expert speakers and scientific sessions, but they can also see a vast array of emerging technologies and products at the world’s largest exhibition for in vitro diagnostics. This year, there were over 800 exhibitors who attended the AACC. The show was an opportunity to highlight Inpeco’s innovative solutions to end-users, strengthen our partnership with Siemens and Abbott and explore automation and IT solutions presented by other IVD vendors. It was very exciting to see the rising interest of labs and vendors in open automation solutions. For sure, open connectivity and our capability to offer full traceability across the Total Testing Process to guarantee secure test results are what differentiates Inpeco from the competition.

What do you see as the most challenging aspect of your job at Inpeco?

It’s making sure our region strategy and execution have the right balance to manage Inpeco’s growth trajectory, now that we have a direct market presence in the U.S. Phases of rapid growth are exhilarating and challenging, but it’s exciting to have “good problems” to solve. My aim is to promote and build a strong, engaged team, and create a differentiated strategy with flawless execution. Strengthening our engagements with our distribution partners is key, while not competing with them. My team and I are passionate about our roadmap and are ready for the challenges ahead because we keep our “eye on the prize…”. Customers are at the center of our daily work, and we promote Inpeco’s vision of an error-free Total Testing Process within the game-changing solutions we offer to the American market.