Insight into Inpeco organization structure
An interview about the healthcare industry and its market trends with Bruno Abrantes, our Business Development Manager for Central Europe, a key region for Inpeco and its partners.
Inpeco is growing fast and the Global Business Development group is growing with it. The team has recently been organized around geographic regions with relative managers to be closer to our local partners and, in parallel, to leverage emerging direct selling opportunities.
One of Inpeco’s strategic areas is Central Europe, which includes the following countries: Austria, Belgium, Denmark, Finland, France, Germany, Ireland, Italy, Luxemburg, Netherlands, Norway, Sweden, Switzerland, and the UK. The Business Development Manager for this region is Bruno Abrantes, our Portuguese colleague who joined Inpeco 2 years ago, with a key role to expand the business in Spain, Portugal, and Latin America, and since last October also taking the responsibility of Central Europe. He is a very motivated and determined person, who is passionate about his job and loves facing challenges. We have interviewed him, for our subscribers.
Hi Bruno, could you tell us something about yourself, your professional background and your role at Inpeco?
On a personal note, I was born near Porto – Portugal and I have 5 kids with ages between 22 and 16 (that’s right!). I finished my graduation in Molecular Biology and soon after I began my professional career when I joined Bayer Diagnostics as an Application Specialist in 2003. At that time, I was responsible for customer training and support, in different product areas from Clinical Chemistry to Immunoassay. During my years there, I also worked as Product Manager for Automation and IT and, when Siemens bought the business from Bayer, I became the Healthcare Solutions Manager for Portugal. More recently, I spent 4 years as Business Manager responsible for Lab Dx and just before joining Inpeco I was working as a Healthcare Consultant for both In-vitro and In-vivo Diagnostics.
Healthcare expenditure is threatening most of the European countries, the average being higher than 10% of GDP. This means that EU governments are committed to cut costs due to the current economic situation; do you think this might be a potential threat for investing in innovation in the industry?
The only truth we know is that care needs are always increasing yet Health budgets are finite and during crisis periods they tend to be cut, like any other item. The question is more about how we can make the best out of a limited budget, and in Healthcare that means providing a higher quality service whether it is in prevention, diagnosis or treatment of a disease, to more people every day. I think this is a great opportunity for the industry and especially for companies like Inpeco. Actually, Inpeco's vision is not just about eliminating errors in Healthcare (increasing the quality); it is also about making the entire process more efficient, thus reducing the overall costs and improving the measurable outcomes for organizations, its professionals and ultimately for patients as well. In Inpeco we have a holistic perspective on the Total Testing Process which allows us to be in a very good position to work directly with Healthcare Organizations to achieve what is called the Quadruple Aim: Better Outcomes, Sustainable costs, Improved Professional Experience, Healthier Patients.
We are observing several mergers & acquisitions among hospitals and laboratories in Europe, like Synlab and Labco, which buy smaller laboratories. Do you believe it might impact our business and why?
Definitely! The consolidation movements in the Lab industry have been going on for quite some years now and just when you think they could stop, that’s when new and bigger deals are announced. Healthcare is a very attractive business with safe margins that are typically very immune to the economic slowdown and crisis periods. Today you have traditional companies but also capital funds investing in the sector and expecting aggressive economic results. That creates the drive for consolidation movements which bring out critical mass power, operational benefits and ultimately profit to shareholders. To achieve this optimization, it is key to have very efficient processes that enable the delivery of fast high-quality services. Labs equipped with faster and more powerful Automation solutions have a competitive advantage over other labs more dependent on human labor.
A few weeks ago, Inpeco was present as an exhibitor at EuroMedLab in Barcelona. Could you explain the importance of attending this international tradeshow? How was your experience there?
These congresses are a unique opportunity to bring our vision and products to the market. They allow us to stand out the Inpeco brand on top of our commitments with the actual partners while interacting with hundreds of end users, many of which already have Inpeco products without even realizing it. This enables us to collect valuable insights and information on their actual limitations and needs which eventually will help us drive the development of our future solutions. For the ones who already know us, it is an opportunity to discover new areas and have a glimpse into what else is coming ahead.
On the other side, this is also an opportunity to benchmark against what other companies are presenting, what areas are receiving more attention and where the market seems to be heading. This year’s edition was very intense, with many people coming into our orange-looking booth for a chat, ProTube demo or fresh orange juice (which became quite popular over the 3 days of the conference). We had many promising leads which we will now follow up closely and could effectively promote Inpeco and our brand products at a very high level next to the IVD main players.
What do you enjoy the most about working at Inpeco?
That’s an easy answer… Inpeco is a very dynamic and innovative company where talented passionate people have the opportunity to positively impact the way Healthcare is delivered around the world. For me, it is the realization of Gian Andrea Pedrazzini’s dream to eliminate errors in Healthcare, every single day of my work.