Swiss Medtech Report 2012 - Medtech Switzerland

Swiss Medtech Report.

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CONTENT
INTRODUCTION
INvENTION
From the laboratory to the marketplace
Patents – sound basis for negotiation
Creating a culture of innovation
PRODUCT DEvElOPMENT
Ingredients for a successful product creation process
Medtech design – bring life to the innovation process!
MaNUfaCTURINg
Manufacturing – precision is our specialty
Additive manufacturing – the magic formula for success
MaRkETINg & MaRkET aCCESS
From product sellers to solution providers
The market counts
REgUlaTION & HEalTHCaRE
Navigating the regulatory jungle
Between quality demands and cost pressures
fUNDINg & fINaNCINg
faCTS & fIgURES
The Swiss medical technology industry
Swiss Industry Guide

INTRODUCTION
Switzerland, like many other industrialized countries,
is facing big challenges in healthcare. Under
the current economic and demographic framework
Switzerland must guarantee that its population have
access to an optimal healthcare system both now
and in the future.
Even in Switzerland the rapid increase in healthcare
expenditures requires measures for sustainable
funding of medical care. Due to a careful financial
and expenditure policy and stable economic growth,
Switzerland has until now been able to secure
enough funding to ensure that its whole population
has access to one of the leading international health
systems. In the next few years, however, Switzerland
will hardly be able to escape the economic turbulence
endemic in the rest of Europe and in the long
term, the resulting demographic changes which will
occur as a result. With both economic and demographic
changes unfolding, a higher level of strain
on the health system can be expected.
In this changing environment it is essential to improve
the overall efficiency of the health system
which can be achieved in part through medical
technology. Efficient cutting edge medical technologies
offer patients and doctors new solutions
which increase the standard of care, reduce costs
and increase domestic exports. Based on its industrial
heritage particularly from the watch and
machine industry, Switzerland has acquired de -
cades of knowledge in the areas of precision mechanics
and materials and electronics. Combined with
the high standard of university research and medical
training, the inventive talent and entrepreneurship
of often family-managed businesses has burgeoned
an attractive environment for both the Swiss
medical technology industry and foreign investors.
A tight network of training, research institutes,
suppliers, manufacturers, distributors, specialized
service providers and leading hospitals ensure that
innovative solutions are found which help to significantly
increase efficiency in healthcare. Therefore,
I am confident that we will succeed in overcoming
the challenges we will face in future years. A strong
Swiss medical technology industry can contribute to
ensuring access to healthcare services for a growing
percentage of the Swiss and global population.
Federal Councillor Johann N. Schneider-Ammann,
Director of the Federal Department of Economic
Affairs
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INTRODUCTION
The Commission for Technology and Innovation
(CTI) is the federal agency responsible for encouraging
innovation through the provision of funding,
consulting and networks. It also works to ensure that
scientific research contributes to economic growth.
CTI supports innovation within the Swiss economy
for the Swiss economy.
CTI offers companies a wide range of continuing
education and training options as well as coaching.
It also provides funding for R&D projects con ducted
by companies and higher education institutions
working as partners. In addition, CTI networks and
platforms enable optimal knowledge and technology
transfer. CTI support accelerates the process
of transforming research findings into marketable
products and services. It also helps companies to
improve their innovation capacities, achieve greater
added value and create new, high-value jobs.
In order to support innovation and competiveness
in the Swiss medtech sector and to stimulate the
transfer of knowledge between centers of higher
edu cation, medtech firms, start-ups and SMEs the
CTI Medtech initiative was launched in 1997.
Today CTI Medtech is acting as part of the CTI
Life Sciences program and has been supporting up
to 35 medtech projects annually. These are characterized
by significant investments of the collaborating
economic partners.
4
In addition every year 10 to 20 medtech start-up
companies are enrolled in the CTI Start-up and Entrepreneurship
program. These activities are further
complemented by the CTI Voucher program,
introduced in July 2011 at the initiative of the Federal
Council. As part of this pilot project vouchers
were issued in 2011 to five medtech companies.
In late 2011, the Federal Council launched a special
innovation program: CHF 100 million in additional
funding granted to CTI to counteract the effects of
the strong franc. This was also a great success for
the medtech sector. 35 additional projects could be
realized starting January 1, 2012, with federal support
totalling CHF 15 million and industrial matching
funds of more than CHF 20 million.
Every year CTI hosts its Medtech Event, which
brings together the knowledge and expertise of the
Swiss medtech sector and provides a platform for
connecting people.
It is our pleasure to support and take part in this
Swiss Medtech Report, which introduces you to one
of the most innovative sectors in the Swiss econ -
omy.
Lutz Nolte
Head CTI Medtech
Contact: life.sciences@kti.admin.ch

INNOvaTIONs
FORIMTECH SA is a
leading developer of new
generation intra-operative
probes using novel particle
detection techniques.
FORIMTECH’s probes are
used by surgeons during an
operation to quickly locate
cancer tumors, metastases
or sentinel lymph nodes
labelled with radiopharma-
ceuticals and remove them
with minimal impact to
surrounding healthy tissues.
The primary advantages of
FORIMTECH’s products are
cost, precision, compact-
ness, ease-of-use and dis-
posability.
FORIMTECH SA
Gold Sponsor of the
Swiss Medtech Report 2012
5

Invention
Product
Development
From the laboratory to the
marketplace
Though Switzerland is a small country it produces a high volume of
cutting edge research and innovative medical therapies. By building
active collaborations across multiple disciplines the Swiss medtech
industry exploits its intellectual resources to produce maximum innovation
potential.
CORE sTRENGTHs Many groundbreaking
in novations happen at the interface between engineering,
medicine and biology. To make optimal
use of synergies, the ETHZ founded the Department
Health Sciences and Technology (D-HEST)
in January 2012 to combine teaching and research
in health sciences and medical engineering. Natural
scientists and engineers work together in food and
nutrition science, medical engineering, movement
and sports sciences and neurosciences. The focal
area ‘Technology and Knowledge for Health’ will
be promoted during 2012–2016 with the transfer of
these topics to hospitals being the final goal.
BRaIN MEETs TECHNOLOGY At the EPFL
in the Laboratory of Cognitive Neuroscience, a mul -
tidisciplinary team of biologists, psychologists, medi -
cal doctors, physicists, engineers and computer scientists,
are investigating the functional and neural
mechanisms of body perception, corporeal awareness
and self-consciousness. They combine psychophysical
and cognitive paradigms with state-of-the-
art neuroimaging techniques. The goals are to develop
neuroscientific models of body perception,
corporeal awareness and self-consciousness by linking
complex phenomenological experience of body
and self to brain mechanisms of multisensory corporeal
perception.
The Blue Brain Project, a co-operation with IBM,
where researchers reconstructed the brain piece by
piece to build a complete virtual brain in a supercomputer,
achieved worldwide recognition. After
five years of work, the team can create realistic models
of processes within the human brain.
At IBM Research Zurich, scientists pursue exploratory
and applied research to pave the way for future
innovations in IT. They collaboratively work on
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Manufacturing
Facts & Figures
Marketing &
Market Access
Regulation &
Healthcare
Funding &
Financing
pro j e cts to tackle some of the bigger challenges on
our planet. The experimental biosciences team applies
their expertise in micro and nanotechnologies
to solve problems in biology, medicine and life scienc -
es. For instance the team has developed a flexible,
non-contact microfluidic probe made from silicon
which serves as a unique tool to help researchers and
pathologists in investigating critical tissue samples
accurately for disease diagnostics and drug discovery.
The eight-millimeter-wide, diamond-shaped
probe delivers an antibody in a highly specific area
of a tissue. A few picoliters – one trillionth of a liter –
of liquid containing antibodies is sufficient for each
analysis spot.
The CSEM is at the interface between research
and industry. Specialized in micro and nanotechnology,
system engineering, microelectronics and
communication technologies, its scientists and engineers
transfer custom-made innovative solutions
to industry. Transfer examples are portable human
vital signs monitoring systems, point-of-care systems
for multi-parameter biochemical monitoring
or miniaturized sensing, processing and packaging,
and wireless communication technologies to serve
the needs of a non-invasive and mobile healthcare
service. Product concepts for disabled people, such
as artificial retinas, hearing aids and ambient assisted
living-related smart sensors, are increasing in
demand. Future trends are the integration of human
vital signs monitors and biochemical data for mobile
health services, as well as implantable devices
with neurostimulation. Emphasis is placed on mental
and neurological disease monitoring and artificial
organs, such as the artificial kidney, developed
within the European project Nephron.
CLOsE TO CUsTOMERs Besides education
and training, listening closely to SMEs and deliv-

ering the solutions they need to run their business
more efficiently is the task of the Universities of Applied
Sciences. The R&D projects depend on intensive
cooperation between physicians, engineers and
computer scientists and create the framework for
many interdisciplinary works for bachelors or masters
degree students. A good example is the Institute
for Human Centered Engineering, HUCE, whose
research groups combine new technologies in close
cooperation with industry and hospitals to create
innovative products such as a complete recording
system that measures ECG signals from inside the
esophagus close to the heart.
To support both the cooperation with the private
sector and the commercialization of research results,
the Swiss universities set up the Swiss Technology
Transfer Association, or SWITT. In Switzerland
which is a country poor in natural resources,
it has become clear that intellectual advancements
and teamwork create the success of the Swiss medtech
industry.
Patents – sound basis for negotiation
Medical technology developments present patent agents with a challenge
as they differ from other technical domains. The particularities
have to be known and taken into account when drafting a patent
application, rather than dealing with them later in a legal wrangle.
EssENTIaL DIFFERENCEs Medical technology
was named the ‘top technical field’ in 2011
with 9,351 European patent applications filed, and
Switzerland ranking third in Europe in terms of absolute
number of filings. This year, however, there
is a decrease of 5.9% of granted patents published
compared with the previous year. Just because an
invention is technically and creatively possible does
not necessarily mean that it is patentable. The development
has to be new and satisfy a long-term need
or overcome a prejudice of the experts in the field.
It has to be suitable for commercial application, offer
an economic or ecologic solution or stand out
from the grey average with an excellent concept and
an innovative approach. Candidates for a patent
are for instance devices for surgery, diagnosis and
therapy. Excluded from patentability are medical
treatments, diagnosis and therapies for the human
or animal body. A patent is a ‘negative protection’
in the sense that it prevents others from using our
invention for commercial purposes, for instance for
manufacturing or selling products with the same or
similar features. The claims – written statements –
are part of the patent application and define what
the invention is and what it can do.
PROTECTIvE sHIELD? It’s true that a patent
can give protection against plagiarism and the theft
of ideas by competitors making it a useful tool for
technologies sales over the longer term. However,
in a rapidly changing technological environment
where an invention becomes obsolete within 1 or
2 years, when it is difficult to copy or when the patent
is vulnerable, it should consider whether a patent
is the best solution. Today, the Asian markets are
the focus of much intellectual property (IP) attention.
“For the Asiatic regions, obtaining a patent is
extremely important,” states Dr. Peter Felder, European
Patent Attorney with expertise in medical
device technology. “The life of a patent is 20 years,
calculated from the date of its filing. Therefore, the
patent protection should not be neglected with the
argument that Asian manufacturers disregard protection
rights. In China IP rights, for instance, can
also be enforced. We detect a positive trend in this
area.”
More importantly, the number of patent applications
filed by Chinese companies in China shows an
enormous increase. “To operate successfully in the
Chinese market, a proactive patent strategy is indispensable,”
comments Felder, who also lectures at
the University of Zurich on the subject of protection
of intellectual property. “Such a patent strategy includes
not only the registration of property rights,
but also the monitoring and – if necessary – the intervention
against patent applications of competitors.”
CLEvER IDEas If the Swiss medical technology
industry wants to be a leading global player in
the future, it needs efficient structures to transfer
the newest research results into pioneering products
and services to achieve maximum market success.
Such an institution is Unitectra, the technology
transfer organization of the Universities of Basel,
Berne and Zurich. They support scientists in their
collaboration with private industry and other public
or private research institutions. As a non-profit company
they offer researchers a helping hand in the
protection and management of intellectual property
and other related services. Only with a continuous
flow of fresh and unconventional ideas can successful
concepts for the future be created, and the high
quality be constantly improved.
7

Creating a culture of innovation
Switzerland is a country poor in natural resources but rich in intellectual
assets. Dependent on the export of intelligent and sophisticated
technologies, Switzerland has become one of the major global
players in the creation of solution-driven products and techniques in
the medical technologies sector.
sMaLL – sMaRT – sWITZERLaND Be
canny and flexible and adapt yourself quickly to a
changing environment. This philosophy has been
the motto for Swiss industry since 1541, when the
influential French theologian and pastor Jean Calvin
demonized the wearing of jewelry. In response
to this change the highly skilled Swiss goldsmiths
and jewelers rolled up their sleeves and concentrated
their expert knowledge on watch-making. By the
end of the century their precise, reliable and highquality
watches were famous all across Europe.
Today about 51,000 people put their knowledge and
commitment into high quality, precision, and reliability
in the medical technology sector. With roughly
880 medical technology manufacturing and supply
companies contributing, Switzerland maintains
the highest density of medtech enterprises per capita
in the world. In the fields of implants, hearing aids,
diagnostics, laboratory instruments, and systems for
minimally invasive surgery and surgical navigation,
Swiss companies continue to provide cutting edge
technologies which drive global innovation. The recipe
for Switzerland’s success is in part due to the
high level of expertise and skills endemic in the
industry. Supported by a blooming medtech infrastructure
which links and supports industry players
across the whole value chain, Swiss medtech
companies have access to the industry partners and
resources they need in order to grow. In manufacturing
for instance, novel developments and high
precision, high-quality design are supported by
inte g ration into the value chain network through
collaborations with research institutions and universities,
strong connections to quality-driven Swiss
suppliers, and orchestrated access to purchasers. By
working as a team, industry players can have fast
feedback from customers, accelerate new research
concepts and integrate corresponding changes to
efficiently improve product design, sales, and business
activities.
8
FEDERaL FUNDING To promote and support
innovation, two public funding programs exist. The
Swiss National Science Foundation (SNFS) is the
major funding body for scientific research in Switzerland.
Established and funded by the Swiss federal
government, SNFS provides grant money to all scientific
disciplines ranging from philosophy and biology
to nanotechnology and medicine. Since 2001,
SNFS has supported the second major funding body
for technology in Switzerland, the National Centers
of Competence in Research (NCCR). NCCR sponsor
programs with a technology innovation focus
such as the “CO-ME – Computer Aided and Image
Guided Medical Interventions” project. CO-ME is
focused on improving surgical navigation and imaging
technologies through funding research which
leads to less invasive surgery techniques, increased
accuracy of a technique, advanced simulation tools
for preoperational planning, and novel therapeutic
approaches. CO-ME researchers work closely with
surgeons and medical practitioners to fine tune instruments
and bring them rapidly to market. To
date, the NCCR have generated three medical technology
centers at ETH Zurich and at the Universities
of Berne and Basel, to continue the collaboration
after the conclusion of the NCCR.
sUPPORT The Commission for Technology and
Innovation (CTI) is the Swiss Confederation’s innovation
promotion agency. CTI supports market-
oriented R&D projects and entrepreneurship, as
well as development funding for start-up companies.
In 1997, the CTI launched its medtech initiative
which grants funding to collaboration projects between
the universities and industry. Since CTI’s initiation
340 medtech projects have been funded and
every year 10–20 medtech start-ups have enrolled in
our program.

CENDREs+MéTaUx sa
Cendres+Métaux, a mid-
sized company located
in Biel, produces micro-
mechanical components
from high-quality materials
characterized by a high
level of purity, homogeneity
and Swiss precision. Since
its foundation in 1885,
Cendres+Métaux has built
up considerable know-how
in the processing of small
parts made from titanium,
precious metal alloys or
high-performance polymers.
In August 2011, the company’s
most current product develop-
ment, a novel bone-anchored
port for hemodialysis, was
nominated for the CTI Medtech
Award, one of the most signif-
icant awards in the industry.
Cendres+Métaux SA
Gold Sponsor of the
Swiss Medtech Report 2012
9

Invention
Product
Development p
Ingredients for a successful product
creation process
Modern Switzerland still boasts the spirit of the 16th century watchmakers
through the nurturing and continued growth of its highquality,
high-precision medical technologies sector. With innovation
and cutting edge technologies as the cornerstone for its competitive
edge, Swiss medtech will likely remain one of the global leaders in
medtech.
CONTRaCTING Across the globe medical technology
companies are encountering challenges of
increasing intensity. New emerging technologies,
increasing specialization and high interfaculty, continuously
changing regulations, and growing competition,
all contribute to the industry’s high-impact
and high-risk business climate. Staying at the cutting
edge of medical technology calls for innovative,
unconventional ideas with a multidisciplinary
approach. Managing these current challenges individually
is virtually impossible which is why successful
companies seek expert help with cooperation
networks of independent engineering contractors,
medical and regulatory consultants, ergonomists, in-
dustrial designers, technology providers, and manufacturing
partners in order to develop products and
processes which satisfy actual customer needs.
Young, dynamic start-up companies rarely have
the infrastructure or the personal resources to build
up the development capabilities and quality management
processes required to realize an innova -
tive medical product in a timely manner. Medtech
or pharmaceutical companies who sell diagnostic
or therapeutic products where a medical device is
an instrument for selling the drug or reagent must
find a contract partner to develop the device as the
device is not part of their core business. Characteristic
of medical technology is the particularly long
engineering, development, and clinical testing/
validation times which for a new generation product
can take 3 to 7 years or even longer. As such, partnering
with another company who can provide expertise
can reduce cost and increase efficiency.
sINGLE sOURCE Another difficulty often encountered
is having enough specialists at hand dur-
10
Manufacturing
Facts & Figures
Marketing &
Market Access
Regulation &
Healthcare
Funding &
Financing
ing each phase of product development as the creative
minds you need in the beginning of a process are
not always the experts required in the final phase. It
is virtually impossible that one single person has all
the talents necessary to implement innovation which
include the roles of researchers, engineers, business
and finance expertise, and an entrepreneurial spirit.
In order to overcome these deficits, a medtech company
can take advantage of the cross-sectional and
interdisciplinary knowledge of an independent consultancy
in order to increase its innovation capabilities
for new developments. Such solution providers
understand how the right ingredients come together
to create a marketable innovation cocktail through
the creation of a development team with project
managers, creative innovators and expert engineers
who are able to implement visionary ideas swiftly
and successfully. Experience has shown that investment
in an expert team quickly pays off.
Important for the success of a product is the implementation
of precision, quality and innovation in
the development process. Today, medical regulations
require stringent project management which
requires companies to produce detailed information
on their development processes and demonstrate
proof of design control, traceability, and risk management.
The best way to stay on target is through a
step by step procedure based on specialization and
networked, interdisciplinary thinking. In the design
and engineering phase, an experienced engineering
team on board from the very start can save a lot of
money and time by avoiding design short-falls and
adapting the medical device design for manufacturability
and optimal assembly. An adequate product
housing developed by a dedicated industrial design
firm additionally serves as a business card and re-

flects the product language and corporate spirit of
a company. The next strategically valuable step is
to test the design with a prototype of the device
which can considerably reduce the time-to-market.
In short, the development stages which bring a device
from the initial prototype to the manufacturing
stages include concept, design and testing. Last is
the manufacturing of a pilot series and finally, when
all the bugs have been worked out, the device enters
production.
sUCCEssFUL PRODUCT sTRaTEGY
The subsequent validation of the processes, tools,
and clinical assessment involved in a device help
ensure that the development process obtains the
desired results in the production process. A manufacturing
company can expect the full support
of the engineering partner for a seamless transfer
from the development to the production phase.
Throughout the whole development and completion
process the responsible experts will continually
inspect the product quality.
It’s a tricky task to find the right product development
strategy as it varies accordingly to the defined
project and the applied technology. Whatever the
type of strategy that is applied, however, there are
six sticking points which must be considered: 1. the
time to market, as the gap between product development
and market launch has to be as short as
possible, 2. the cost of goods and manufacturing, as
the product will be developed according to its lowest
cost or its highest value, 3. the low development
cost, or developing the product at its minimal cost,
4. product performance, technology and innovation,
as the product has to comply with the strictest
requirements both in terms of its function and its
effectiveness, 5. quality, reliability and robustness,
which satisfies customer needs, and 6. service, responsiveness
and flexibility, which support good
customer service practices.
Medical technology is a unique industry in that no
other industrial domain is as strictly regulated. Due
to eventual use of a device on humans it goes without
saying that safety and reliability must have the
highest priority. Innovation requires creativity but
comes with risk. Often the best products and solutions
appear where a development team is given
free rein to creative ideas at a very early stage in development
with minimal ideological, bureaucratic,
hierarchal, and administrative blocks or simply the
fear of new things.
11

Medtech design – bring life to the
innovation process!
In medical technology, product design sensibilities are heightened.
Generally patients are stressed by medical procedures and unfami l -
iar instruments. To make their experience as pleasant as possible,
the design of a medical product should be considered from the beginning
of the development process.
TRaNsLaTING IDEas INTO DEsIGN
Emotion is the magic word of Britta Pukall and
Therese Naef, the creative spirits at Milani Design
& Consulting AG. From the beginning, when
Francesco Milani created the unique white-blue
product language for the Dräger Company, design
for medical equipment has been a favorite focus.
Today, medical technology and investment goods
make up about 60% of the agency’s portfolio.
For owner-manager Britta, medical technology is
a challenge: “We create very simple solutions for
complex tasks.” With this in mind, the Milani group
does not focus on one single product, but tries to
understand the client company in its entirety, to
work out and to visualize its personality. “The exciting
thing is not to modify the shape, but to evolve
the idea behind it, to tell a story,” Naef notes. “That
way, the company becomes understandable and
tangible.”
The company Meyer-Hayoz Design Engineering
AG stands for strategic and market-oriented solutions
in complex design processes in medical technology
and high-tech industry. This is ensured by
the target-oriented deployment of the five core competences
of the enterprise: design strategy, indus -
trial design, user interface design, temporary architecture,
and communication design.
Institutions which might be of interest to you
12
Creaholic
2503 Biel
www.creaholic.com
Empa
8600 Dübendorf
www.empa.ch
Forimtech SA
1208 Genève
www.forimtech.ch
Erdmann Design AG
5200 Brugg
www.erdmann.ch
Gsell Medical Plastics AG
5630 Muri AG
www.gsell.ch
In a world which is becoming more virtual in so
many areas, tangible design qualities which are advantageously
based on design synergies and which
integrate the corporate culture aspect as an ambassador
are the best investment for building up and
cementing sustainable confidence in a brand. As
such, a strategic value design approach is of crucial
importance for economic success.
When companies consult Erdmann Design, they do
not ask to make a developed idea more attractive to
costumers but instead want to create ideas that better
meet consumer needs. This is a strategy that
leads to dramatically new forms of value. “We involve
individuals from three environments in design
thinking,” states Raimund Erdmann. “Market environment
research as the playground for new product
innovations, professional environment research
where ideas are tried out, mistakes are made and
the knowledge gained is quickly fed into a design
solution, and social environment research, where we
grasp ideas from different user groups with specific
needs.” Being invited to imagine the future and to
feed information and ideas into the design process
allows Erdmann Design to craft new solutions. By
integrating design thinking into the corporate culture
of a company, employees become part of the innovation
process and bring life to it on a daily basis.
Helbling Technik Bern AG
3097 Liebefeld-Bern
www.helbling.ch
HELVETING AG
6331 Hünenberg
www.helveting.com
Meyer-Hayoz
Design Engineering AG
www.meyer-hayoz.com
Noser Engineering AG
6039 Root
www.noser.com
Sonceboz SA
2605 Sonceboz
www.sonceboz.com

sURFaCE TECHNOLOGY
KKS Ultraschall AG was
founded in 1982 with the
vision to develop and manuf-
acture ultrasonic generators
and transducer systems.
The continuous develop-
ment over 30 years led to
a company which is devel-
oping and producing inno-
vative cleaning and surface
treatment equipment for the
medical industry.
Today KKS also operates
a Medical Surface Center
where several thousands
of surgical implants and
instruments get treated
daily.
KKS Ultraschall AG
Gold Sponsor of the
Swiss Medtech Report 2012
13

Invention
Product
Development
Manufacturing – precision is our
specialty
Switzerland’s open economy is highly competitive and is known across
the globe for producing a number of high-quality products. The
success of its medical technologies sector relies on a highly skilled
workforce and its dedication to precision. Realizing productivity
gains helps the industry to counterbalance the effects of the global
financial crisis in major Swiss export markets
OUTDOING THE COMPETITION In 2010,
the World Economic Forum in Davos ranked Switzerland
as the most competitive country in the world
and the most innovative country in Europe. Switzerland
offers one of the most stable economies in
the world which is in part based on its highly qualified
work force. A skilled labor force helps the Swiss
medtech manufacturers maintain a competitive edge
and acts as a magnet for foreign investment. Despite
the high cost of living and high wages, companies
often relocate their international or European headquarters
to Switzerland and build up major plants
or research & development activities. Switzerland
is in the top ten list for medical manufacturing
companies and is home to many medtech giants
such as the US-based Johnson&Johnson Medical,
Zimmer, Medtronic, Stryker and B. Braun. The
reason for the success of the medtech industry in
Switzerland is multi-faced and was recently investigated
by the Swiss Medical Technology Indus-
try (SMTI) survey. One of the primary findings
of the SMTI was that much of the medtech industry’s
success was due to access to a highly skilled
workforce.
Switzerland’s highly educated work force stems from
the demanding professional and university education
in the dual education system which combines
apprenticeship in a company with vocational education
at a University of Applied Sciences, leading to
advanced education in medical technology, mechanics,
precision machining and general engineering
expertise. The excellent engineering schools and
the variability in education and training result in a
group of young trainees who are motivated, full of
curiosity and ready to break new ground. This outcome
is reflected in the number of patent applica-
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Manufacturing
Facts & Figures
Marketing &
Market Access
Regulation &
Healthcare
Funding &
Financing
tions and a growing number of medtech start-up
companies every year.
NETWORKING – a PRECIOUs assET
Thanks to Switzerland’s dual education system,
young engineers establish a network with other
universities, users and physicians very early in their
career and learn to understand consumer needs.
Many of them take a job in the medtech company
they got to know while working on their master
or doctoral thesis. Medtech companies are also well
networked with healthcare facilities and hospitals
which perform top level research and play an active
part in technological developments. Expertise in
materials and processing techniques coupled with a
high degree of automation know-how shape the success
of the manufacturing sector. Another contributor
to industry success as a whole is the cutting edge
suppliers sector which is largely composed of small
and medium-sized companies. For many manufacturers,
including foreign companies, the stable economic
and political environment, the skilled work
force and the possibility to introduce and register a
new product at a rapid pace make Switzerland an
attractive place to grow a business. The high degree
of integration along the value chain is a characteristic
feature of Swiss medtech manufacturing.
LET’s MOvE UP a GEaR Despite its success
in recent years, however, Switzerland has not been
immune to the global financial crises and endured
heavy exchange losses in 2011, which is why the year
was marked by declining investments. New strategies
to handle the decline have become a primary
focus of the industry in recent months as manufacturing
costs and high wage costs are not expected
to decline. More than ever Swiss companies are

focused on achieving a high level of excellence and
product quality to ensure market competitiveness
and achieve high added value. To accomplish this,
the transfer of knowledge between science and industry
has to be intensified and the tried and tested
dual education system strengthened. Medtech manufacturing
companies have to achieve more competences
in regulatory systems, engage themselves
even more in environmentally sound production
and top quality, and cooperate closely with clinics
for patient-centered product development.
A key feature of a successful future will be efficient
management of manufacturing which focuses on
bolstering activities that create value and reduce
waste. Products that demonstrate value from the
point of view of the end customer must remain the
aim, with the steps of the value stream for every
product family assessed, and activities which do not
create value eradicated. Industry survival will also
mean the application of reliable and cost-effective
technologies and processes which guarantee a high
quality, ensure an efficient and smooth product flow,
and maintain a culture of continuous improvement.
In short, Swiss medtech companies are shifting into
the role of what the market now urgently wants –
total solution providers.
Additive Manufacturing –
the magic formula for success
Additive Manufacturing (AM) offers enormous potential, particularly
where a greater freedom is essential for new, innovative designs.
With higher complexity of the design and higher individuality
of the product, the produced volumes are getting smaller which is
where the economic efficiency of AM increases.
NOvEL aPPROaCHEs Swiss manufacturers
are currently facing an extraordinary challenge;
confronting the global economy and the growing
competition from emerging countries, they have
to introduce ever more complex and tailor-made
products onto the market very rapidly to satisfy
customer demands. In the last few years, different
technologies known as additive manufacturing AM
(formerly rapid manufacturing) have been introduced,
specially aimed at shortening the design
and production cycle where limited quantities of
precision components are required. The advantages
with this technique are obvious as AM makes the
costly and time-consuming process of tool-making
unnecessary by creating parts directly from computer-generated
3D CAD models. Designers enjoy
more freedom in their creations and can implement
changes flexibly at any time without leaving behind
obsolete parts. There is no waste in production, no
increase in cost or a time delay because of expensive
and time-consuming tool changes.
TaILORED TO REQUIREMENTs AM
makes sense where the output of conventional
methods is unsatisfactory. Due to the fact that AM
operates flexibly and with minimal tools it is especially
suited for user-specific, custom-designed
products. Ideal applications are instruments with
complex internal structures with integrated drainage
ducts or complicated tube geometries otherwise
very difficult to produce with traditional methods.
In the hearing aid industry, AM triggered a revolution
as the in-the-ear hearing aids have to be
tailor-made for each customer and produced in
low part quantities. Even so, success did not happen
overnight but rather gradually as manufacturers
searched for better ways to make the hearing
aid shells as innovative as pos s ible and adapted the
process to their needs.
Selective Laser Sintering (SLS) is a technique in
which parts are built layer by layer and has become
a commercial success in medical technology. The
basic material consists of powder with particles of
about 50 µm in size. After deposition of the successive
powder layers, a CO 2 laser beam scans the
surface and selectively melts the powder particles
together. At the Institute for Rapid Product Development
(IRPD) at Inspire AG in St. Gallen, engineers
help to prepare for complex skull surgeries by
using SLS to create accurate models of a patient’s
skull derived from CT and MRI data, which serve
to plan and perform a ‘dry-run’ of the surgical procedure.
With SLS, standard implants are made custom
and immediately available during the operations.
In another area additive printing methods have appeared
is in tissue engineering. Although still in its
developmental stage, very promising initial steps are
15

eing made at the ZHAW Wädenswil with the organomimetic
skin model production based on a novel
bioprinting technology.
NECEssITY DRIvEs INvENTION Incorporating
novel technologies is not only a choice, but
also a necessity. For instance, nowadays many surgeons
rely on AM models of bones or tissue to develop
strategies for their operations. When designing
a new device it can be difficult to explain or even
to visualize a design from a 3D drawing. But when
a client can hold a physical object they will quickly
grasp the essentials of the idea and AM only needs a
few hours to produce this effect. Few things rival the
experience of handing over a new device to engineers
and designers so that they can feel if the shape
is to their liking, if joints can easily be attached
and if the device is really user-friendly. AM offers
a fast way for a manufacturer to communicate a
new device to both patients and doctors and receive
instant feedback concerning functionality, appearance
and color before a single device is built.
Prototyping processes like milling or vacuum forming
also have great potential. Sophisticated 5-axis
automation systems are developed exclusively for
the efficient handling and milling of dental blanks.
With the blank milled in the absolute center of the
machine, an optimal cutting force is ensured, while
high-performance servo and torque motors guarantee
dynamics and speed.
Institutions which might be of interest to you
MedTec
16
Andres AG
4573 Lohn-Ammannsegg
www.andresag.ch
Borer Chemie AG
4528 Zuchwil
www.borer.ch
Cendres+Métaux SA
2501 Biel/Bienne
www.cmsa.ch
ERAM AG
4123 Allschwil
www.eram.ch
Ivers-Lee MedTec AG
3400 Burgdorf
www.ilmedtec.com
It’s most telling that a company like Medtronics
Sofamor Danek, world leader in spinal and cranial
medical technologies, has in-house access to a FDM
(fused deposition modeling) machine, which is not
only appreciated by their medical technologists,
but also cuts down on miscommunication.
FUTURE COMPETITIvENEss Additive
technologies are developing consistently from pure
prototyping methods to cost-effective production
methods. At the international level, topics like AM
are now strongly recommended for total quality
management purposes. “It is not only the medtech
branch, but also patients who benefit from AM,”
states Ralf Schindel, director of the IRPD. “Patientspecific
models for pre-surgical planning and drill
templates assure that knee implants are aligned correctly
and make an intervention quicker and safer,
reducing the risk of infection.”
AM offers great potential for the direct manufacturing
of patient-specific implants on the basis of CT
and MRI data. This fabrication technology makes
nearly every product design possible. A pioneer in
this field is the University of Missouri-Colombia,
as Ralf Schindel comments: “For a number of
years, the researchers have been creating blood
vessels consisting of endothelium, muscle and fibroblast
cells with ‘organ printing’, an additive process.
Therefore: think additive!”
KKS Ultraschall AG
6422 Steinen
www.kks-ultraschall.ch
MEDMIX SYSTEMS AG
6343 Rotkreuz
www.medmix.ch
MULTIVAC Export AG
6331 Hünenberg
www.multivac.com
RIWISA AG
5607 Hägglingen
www.riwisa.ch
Wandfluh Produktions AG
3714 Frutigen
www.wandfluh.ch

ZIEMER GROUP
Founded in 1998 in the heart
of the Swiss watchmaking
valley of Bienne, the Ziemer
Group has rapidly become
a leader in high-precision
ophthalmic femtolaser sur-
gery and diagnostic devices.
In 2011, Frank Ziemer, found-
er and CEO of the com-
pany, was awarded “Swiss
Entrepreneur of the Year.”
Famous products are the
FEMTO LDV providing the
well-known Z-LASIK treat-
ment, the GALILEI imaging
devices, the AMADEUS II
microkeratome and the
PASCAL Dynamic Contour
Tonometer.
Ziemer Ophthalmic Systems AG
Gold Sponsor of the
Swiss Medtech Report 2012
17

Invention
Product
Development
18
Manufacturing
Facts & Figures
From product sellers
to solution providers
Marketing &
Market Access
Regulation &
Healthcare
Funding &
Financing
Six medtech production companies operating in Switzerland discuss
their marketing organizations and strategies. Despite growing price
pressures, they continue to focus on personal advice, a high degree
of professional competence and product quality. Extra and bundled
services are increasingly important. And more communication is
taking place electronically.
Highest demands for quality and safety along with
mounting cost and competition pressures, the medtech
industry is in a state of upheaval. So marketing
and sales become more important. On that, Smith &
Nephew, Covidien, Zimmer, Ziemer Ophthalmic
Systems AG, Seca and B. Braun (Medical) all agree.
Whether a global conglomerate or a Swiss small-tomidsize
company, the six manufacturers surveyed
cover the classic range from market research to distribution.
As always, field sales activities are of primary
importance. Here, there has been a clear shift
away from pure product sales to target-segment-spe -
cific communication focusing clearly on added value
for the customer. Above all, personalized support on
site is increasing. Thus physicians and surgeons are
accompanied in the operating room in their use of
medtech products. Just as important are the training
and advice that are also included in the provider’s
service bundle. Precision work, in-depth knowledge
and a high level of motivation on the part of the professional
personnel are decisive elements for success.
COUNTRY-sPECIFIC IMPLEMENTaTION
Smith & Nephew, a British marketer of orthopedic,
endoscopic and wound care products, Zimmer,
a US manufacturer primarily of orthopedic implants,
and Covidien, an international manufacturer
of medical and pharmaceutical products with group
headquarters in Ireland, maintain marketing and
sales units worldwide. The three companies carry
out market research mainly in their key markets,
while customer service and product management
are locally performed. For Covidien and Zimmer,
Switzerland holds a strong position in trade and
sales. The latter company serves the EMEA sales
region from its European headquarters and pro-
duction site in Winterthur. Each of the three
manages its global marketing strategy from its
Anglo-Saxon parent company, but the implementation
is country-specific and the products, customer
events and training sessions are adapted to the
various local customs and practices, cultures and
languages. Seca, a supplier of medical scales and
measuring systems, is also transferring its marketing
activities from its home base in Hamburg to, among
other places, Switzerland. Ziemer, the specialist in
femto second laser devices and diagnostics for ophthalmology,
manages its worldwide marketing and
sales from its headquarters in Port. B. Braun, located
in Lucerne, has one marketing department for
each sales division in medical consumer goods.
BETWEEN PUsH aND PULL All those surveyed
emphasize a healthy marketing mix, consisting
of “product, price, place and promotion”. They
alternate between push and pull approaches – depending
on the product’s life cycle, sales are promoted
and priced accordingly. For certain innovations,
the market must first be sensitized and developed
(push). At the same time, customers’ needs must be
elicited via market research or direct contact (including
after-sales) and the products adapted accordingly
(pull).
The six companies all pursue a competitive strategy
so that the manufacturers and distributors of more
exclusive products are differentiated from their
competitors through the use of varied forms, materials
and innovative technologies. Part of the profiling
concept is to take over the market leadership in
an area, to be the “original” or, like Seca with its
bioimpedance analysis, to specialize in new areas of
medicine. There is a tendency towards standing out

from the competition by supplying additional services,
but it is taboo to do so through lower prices.
Even in the commodity sector, it is the practice –
but only to a limited extent – to adopt a “me-too”
approach, differentiating solely on price. Covidien,
with many products that are no more than three
years old, maintains its innovation cycle at a high
level.
BUNDLED sERvICEs For implants, the market
prospects are in decline. Internationally, a bitter
price war is raging. At Smith & Nephew, prices are
currently far below the respective country’s consumer
price index. The continuing erosion of profit
margins is also forcing the other market participants
to revise their cost structures. Yet, despite increasing
pressures, the companies surveyed are determined
to maintain their quality standards whilst not cutting
service levels. Instead of granting discounts that
cut to the bone, the companies are putting together
attractive packages and bundling together more
and more services under the same conditions. For
example, Seca offers hospitals their own hotline and
maintenance services. B. Braun is creating more
benefit for customers with its tailor-made product
systems such as anesthesia sets and scientifically
conducted courses. Ziemer Ophthalmic Systems AG
equips the device platform to meet the needs of eye
clinics, providing additional functions or applications
on a modular basis and offering a variety of
financing models.
INCREasING PROCEss EFFICIENCY
Those surveyed are adapting their sales to the adjusted
purchasing strategies and case-based rates
(SwissDRG) that result mainly from new hospital
financing. Fixed costs are highly dependent on volumes,
which in Switzerland are comparatively small.
The general feeling is that even the emerging purchasing
consortiums do not change the quantities
ordered, and at the most produce advantages or savings
because of the efficiencies of shorter transport
distances.
Thanks to a 90% vertical integration in manufacturing,
B. Braun itself can optimize manufacturing
costs. But for companies that have exhausted their
product efficiency savings, processes in the hospitals
can be improved. Together with the partners there,
logistical and holistic solutions can be developed, for
example in supply chain management, just-in-time
delivery of items, or a reduction in operation times
and hospital stays.
INTEGRaTED COMMUNICaTION The companies
surveyed pursue an integrated communications
approach using all available channels. Personal cus-
tomer contact through a company’s own field sales
force or through the trade is the most important distribution
channel.
In addition, Seca keeps itself in the public eye with
strong advertising, uses posters and newspaper ads,
and publishes technical reports. B. Braun addresses
its target audience, among other ways, with sales
folders and direct mail. Since 2010 Ziemer Ophthalmic
Systems AG has been intensifying its marketing
and also provides clinics and doctors with kits
for the devices complete with PR tools and training
documents.
PROMOTION REsTRICTIONs But marketing
has its limits. Medical devices that are dispensed
only by prescription and may be used solely by professionals
can only be promoted to them. Thus it
is not allowed, for example, to publicize implants
along side a company logo. Instead, the products
are promoted discreetly or indirectly, informational
events and open houses are held, and appropriately
worded brochures are distributed to patients.
In general, PR measures with scientific expertise are
the preferred option. Electronic channels and new
media are increasingly being used here. So each
company has a well-constructed website. B. Braun
exchanges knowledge with customers over the web
and uses apps to familiarize users with product innovations.
Some companies also have blogs targeted
to patient issues. Social media such as Twitter and
Facebook, for example, help Zimmer to keep cus -
to m ers informed about trade shows.
sTRICT COMPLIaNCE CONDITIONs
Sponsoring activities, too, must be evidence-oriented.
Training and continuing education for healthcare
professionals are used just for information’s sake.
All the companies surveyed stated that they adopt
ever stricter compliance regulations for the granting
of subsidies. The minimum standards for internal
guidelines in Switzerland are the ethics principles of
the industry’s “Code of Business Conduct”.
aWaRENEss TRaINING A change in marketing
strategy is called for, not solely because of the
difficult economic and regulatory climate. Also in
light of the instances of harmful products, which all
lead to a need to restore the battered image of the
medtech areas concerned, and for that – as with the
implant awareness campaign in Switzerland – some
targeted training needs to be carried out. But irrespective
of isolated crises, there is a call for the entire
industry to publicize itself through an active communication
approach.
19

The market counts
The Swiss medtech industry is characterized by its short access process
and its market-friendly reimbursement practice.
Medtech companies achieve more than half their
sales with products that are no more than three years
old. For a new medical device to be sold in the Swiss
market quickly, it still does not have to undergo a
time-consuming official approval process like the
one for drugs. Rather, a declaration by the manufacture
of the product’s conformity with the applicable
standards must be submitted, and the medical device
must be labeled in accordance with CE regulations.
For certain non-hazardous medical devices (in
Class I), the review of conformity may be undertaken
by the manufacturer itself. For those with a
higher risk potential, it must call in an external,
government-certified and recognized conformity
assessment body (also called a Notified Body). Under
the Bilateral Treaties 1, Switzerland has agreed
with the EU on the reciprocal recognition of their
conformity assessment bodies. Thus the 5 Notified
Bodies recognized by the Swiss accreditation body
SAS and the 76 internationally accredited Notified
Bodies of signatory states may be used.
The standards applicable in Switzerland are to be
found mainly in Federal Law 1 on Drugs and Medical
devices (Therapeutic Products Act – “Heilmittelgesetz”),
in the Swiss Regulation on Medical De-
v ices (Medizinprodukteverordnung) and in the Reg -
ulation on Clinical Trials with Therapeutic Products.
FREELY NEGOTIaTED PRICEs In contrast
to the reimbursement for drugs or medications by
the compulsory health insurance (OKP), there is in
principle no approved list for medical devices. Nor
are the prices set by the government, but instead
freely negotiated in a market that is upstream of
the healthcare market. Therefore, service providers
Institutions which might be of interest to you
buchs&sachsse
Innovations-Kommunikation
20
buchs&sachsse
4153 Reinach
www.buchs-sachsse.ch
Creapole SA
2800 Délemont
www.creapole.ch
DePuy Synthes
www.depuysynthes.com
Hocoma
8604 Volketswil
www.hocoma.com
such as hospitals and physicians can in principle
decide for themselves which products they will use,
and pass the cost on to the health insurers as part of
their services to the patient.
EFFECTIvE, ExPEDIENT aND ECONO-
MICaL The insurers are obliged to reimburse
the services described in the Health Insurance Act
(Krankenversicherungs-Gesetz) such as examinations
conducted in hospitals, treatment or care services
(cf. Art. 25 ff. Health Insurance Act). These
must be effective, expedient and economical, i.e. the
so-called “EEE” criteria must be fulfilled (Art. 32
Par. 1 Health Insurance Act), which is, in principle,
assumed. In this system, health insurers generally
do not pay for medical devices as a separate
item, but rather as part of prices that are negotiated
among service providers (doctors, hospitals, etc.).
TARMED – the price schedule for individual medical
services – covers the outpatient sector. For acute
somatic services provided in an inpatient setting,
the diagnosis-related case-based rates pursuant to
the SwissDRG have applied since the beginning
of 2012. This means that costs are no longer reimbursed,
but rather clearly defined medical services.
ExCEPTIONs The exception to the reimbursement
prac tice is materials and items (such as bandages,
measuring devices, stoma supplies, incontinence,
hearing, and vision aids) used by the insured
person at a doctor’s prescription but without the aid
of professionals (Art. 55 Health Insurance Regulation).
For these there is a positive list of materials
and items (MiGeL), with reimbursable product
groups. MiGeL lays down a maximum reimbursement
amount that the compulsory insurance must
pay for each product.
ISS AG
2562 Port
www.iss-ag.ch
Straumann Holding AG
4052 Basel
www.straumann.com
Ziemer AG
2562 Port
www.ziemergroup.com

sWIss MaDE
Switzerland is the world’s
second largest per capita
consumer of healthcare.
From advanced diagnostics
and implantables to low-tech
consumables, many of the
products and materials used
in the Swiss healthcare in-
dustry are also manufactured
in Switzerland.
A growing internal health-
care market helps Swiss
medtech companies initiate
business activities in a com-
petitive local environment
while preparing for the even-
tual next steps of growth
through global export. In-
terest and demand in new
technologies drive market
growth and push innovation.
21

Invention
Product
Development
22
Manufacturing
Facts & Figures
Marketing &
Market Access
Regulation &
Healthcare
Navigating the regulatory jungle
Funding &
Financing
The Swiss medtech market is traditionally characterized by fast time
to market. With increasing regulatory and safety requirements, however,
this is changing. Swissmedic, the supervisory authority, addresses
this fact by providing information, training and recommendations
and consulting firms such as ISS support companies in the efficient
management of authorization procedures and quality controls.
On its passage through the development, manufacturing
and delivery chain, a medical device has to
meet countless requirementst to protect patients and
users. For marketing authorization alone, there are
numerous provisions on the tolerability of materials
(biocompatibility), functionality, quality and sterility
to be complied with. For example, cleanroom requirements
for assembly or the safety of packaging for
items such as syringes are subject to validation by
specific tests.
Sticking on a Band-Aid is not associated with the
same risks as the use of walkers or even a cardiac
pacemaker. When a medical device is scrutinized in
terms of compliance for marketing purposes, it is
subject to requirements, the stringency of which is
dependent on its risk class. The potential risk is also
a factor which determines how it is tested in humans.
For example, clinical trials with implants must fulfill
the highest scientific and ethical criteria, as well as
statutory requirements in terms of patient information
and insurance coverage for injuries.
10,000 PaGEs OF DOCUMENTaTION
Whether for the development, composition or functionality
of a product and for liability reasons as
well, all relevant information must be meticulously
documented in manuals and regularly updated. Depending
on the risk class up to 10,000 pages may
be required for technical and clinical documentation.
In addition, manufacturers of products on the
market are obliged to maintain a system for product
surveillance. In this system, information on safety,
quality, stability and performance of medical de -
vi c es in actual use must be collected and evaluated.
Here traceability is becoming ever more critical. It
serves as proof of quality and allows for the efficient
recall of products.
Serious adverse events and measures taken to correct
them must be reported by manufacturers and
users to Swissmedic, the Swiss authorization and regulatory
authority for therapeutic products, and/or
coordinated with it. Some 1,800 reports on medical
devices are registered annually, i.e. nearly twice as
many as in 2005. The largest increase was recorded
between 2009 and 2010, resulting from the revision
of the Swiss Regulation on Medical Devices (Medizinprodukteverordnung).
Through implementation
of the changes to European law, this entailed, among
other things, the reclassification of a few surgicalinvasive
products from Risk Class IIa to Class III.
Besides erroneous classifications, the most frequent
causes of undesirable events are labeling and packag-
ing problems, incorrect product descriptions and
software errors. Once the corrections carried out,
they are published by Swissmedic, which also issues
safety alerts on its own, for example if a manufacturer
is faced with bankruptcy.
CONsCIENTIOUs MaNUFaCTURERs
“In principle, the manufacturers take their responsibilities
seriously. The surveillance system works, and
the SIRIS implant register provides another valuable
instrument for quality control,” says Karoline
Mathys, a member of Swissmedic’s Management
Board. Hans-Jörg Riedwyl, CEO of Integrated
Scientific Services (ISS) AG, also stresses that Swiss
medtech companies have a strong tradition of quality
and safety consciousness with respect to patients.
For this reason, he cannot imagine cases of fraud,
such as that of the PIP implants in France.
INNOvaTION-FRIENDLY sWITZERLaND
“With a time to authorization of only a few months –
in contrast to Japan where it takes up to two years –
Switzerland offers an environment that is conducive
to innovation. It often serves as a test market
for international companies before they enter other
countries,” says Ulrich Hofer, head of Regulatory
Affairs & Science at ISS. Despite years of effort to
achieve the global harmonization of laws covering

medical devices, there are still very different regulatory
systems and hurdles to overcome. In the USA
the federal government’s Food and Drug Administration,
the FDA, controls the market and developing
medtech countries, such as Brazil or China,
barricade themselves against foreign companies by
tightening conditions for authorization.
“As a result of increasing global integration and the
development of new technologies, such as in the nano
range, changes in the regulatory environment are
accelerating,” according to Riedwyl. Following incidents
with defective products, regulations are being
strengthened worldwide, entailing a correspon d ing
increase in administrative expenses. From the validation
of the production process to the conformity
certificate for authorization the costs per product
run from four to six figures.
REGULaTORY aFFaIRs aRE TOP PRI-
ORITY “In view of the growing complexity of the
requirements, a good knowledge of the laws and directives
is needed,” emphasizes Mathys. It is here
that Swissmedic provides information, training and
regular recommendations. In order for a company
to make its way through the thicket of important
regulations, the subject should be part of the business
strategy from the start and should be handled
Between quality demands
and cost pressures
by management. A start-up must bear this in mind
even before the development of its first product, and
must train employees to deal with it. Larger companies
recruit a regulatory affairs officer and quality
manager or form their own departments. On the
other hand, small and midsized companies will, for
financial reasons or due to a lack of medical knowledge,
have to seek other solutions. This is all the
more so since, as with pharmaceutical products, any
review of efficacy requires ever increasing clinical
know-how.
sTREaMLINED QUaLITY MaNaGE-
MENT Companies like ISS can provide support
in the form of specialized advice and software to
small and midsized companies and so help them
build a streamlined quality management structure
for rapid market entry. “ISO Standard 13485 for
the design and manufacture of medical devices already
offers an efficient basis for certification,” says
Hofer. Given well-prepared documentation, the pro -
cess for entry into as many markets as possible can
be reduced significantly. In addition, thanks to the
know-how provided by specialists, classification into
a higher risk class, or recalls of a medical device can
be prevented, which represents a great cost saving to
the company concerned.
Switzerland, with its healthcare system, its number of hospitals and
physicians, but also its use of medical technology, is a world leader.
High-value services have always had top priority. But with increasing
cost pressures, solutions are being sought to increase quality and
efficiency, an area in which medtech users and manufacturers must
work together closely.
Today Switzerland has more than 310 hospitals,
of which at least 130 are for acute care, more than
180 specialized clinics and more than 1,500 care
facilities. In addition, medical devices are sold via
10,000 doctors’ practices and laboratories, as well
as over 1,700 pharmacies. The hospital sector is the
biggest customer, buying goods and services to the
tune of approx. CHF 6.8 billion annually. Of this,
a large part consists of medical technology. Among
the medical consumables used are bandages, syringes
and surgical instruments, as well as implants,
which comprise about a third of the total. Aside
from this, hospitals on the scale of the Hirslanden
Group use thousands of devices and systems, primarily
in diagnostic imaging.
HIGH DENsITY OF CaRE IN sWITZER-
LaND Healthcare in Switzerland is at a very high
level. In the OECD list, Switzerland occupies fourth
place, with over 40 hospitals per million inhabitants.
It shares second place with Germany when it comes
to limiting the length of hospital stays. It also holds
fourth place in the number of practicing physicians,
and is number one in number of nursing personnel.
The high density of care comes at a price. According
to forecasts by KOF, the Swiss Economic Institute
(ETH-Konjunkturforschungsstelle), dated November
2011 the Swiss healthcare system will cost CHF 1.7
to 2 billion more than in the previous year. According
to the OECD, healthcare costs, at 11.4 percent
of gross domestic product, are two percent over the
23

OECD average, and per-capita expenditures of
USD 5,270 put the country in third place, behind
the US and Norway.
The use of medical technology is another indication
of the above-average level of care and expenditure
in Switzerland’s healthcare market. The availability
of diagnostic technologies has grown tremendously
over the last years. With over 30 computerized
tomography (CT) and 18 magnetic resonance
imaging (MRI) devices per million inhabitants, as
well as the number of hip and knee operations, the
country leads the world.
HIGH-TECH DEvICEs Thanks to rapid advances
in many fields, such as tele medicine, surgeons
can now follow every step of an operation on
a screen, and have push button control of all devices.
With the aid of cameras, endoscopes and more flexible
instruments, complex procedures can be carried
out in a minimally invasive and precise manner.
At the same time, the requirements for product
stability, robustness and maneuverability continue
to increase.
In view of mounting healthcare costs and at the latest
with the introduction of the new hospital finan c -
ing at the beginning of 2012, with case-based rates
(SwissDRG), innovation has become crucial to success
in terms of increased efficiency. As part of cost–
benefit analyses, each innovation is reviewed for
its economic benefit. Will automation produce the
desired result? How often will that clever robot be
used? “Today, the right tool must be standing by in
the operating room, and the price has to be right
as well,” says Fritz Schiesser, head of Logistics and
Purchasing at the Hirslanden Group. The goal is to
assure the availability of products and at the same
time to optimize process flows and procurement
costs.
sUPPLY CHaIN MaNaGEMENT Already
in 1999, the Hirslan den Group comprising 14 private
hospitals began centralizing its ordering and
purchasing services. Logistics and strategic purchasing
were transferred to management, and thus
achieved a higher position in the organization. Another
innovation was to place orders for all 14 centers
through one purchasing office. In addition,
24
Hirslanden invested in technical equipment. Central
management of master data was used as the
basis for electronic processes, e-procurement with
various supply-chain solutions was set into motion,
barcode-scanning for internal ordering procedures
and a system for electronic billing were established.
“For further collaboration with suppliers, one of the
essential requirements is to have systems capable of
being integrated into the hospital procurement system,”
stresses Schiesser. Already 40 of the 50 partners
have introduced the international standard
for electronic data interchange. Another important
prerequisite is the labeling of products with bar and
matrix codes, in order to make them readable and
identifiable.
TaILOR-MaDE PRODUCT sETs According
to Schiesser, medtech companies are responding
to the high demands and are reliable partners.
There is a particular need for modular systems
and product sets tailored to a hospital’s needs, for
example with materials specific for an operation.
The greatest challenge today is to keep prices to a
minimum, whilst maintaining the same (at least)
level of quality, something which requires flexibility
as well as support from suppliers. Even given the
case-based rates of the SwissDRG, logistics head
Schiesser hopes to cut costs by 40 percent by the end
of 2012. The key suppliers have already made innovative
proposals to this end. For usability reasons,
as well as liability, Hirslanden will stay on the one
hand with its existing partnerships and on the other
hand with domestic products. Not least of the reasons
for this is “not to compromise the high quality
of Swiss healthcare.”
In the management of instruments and devices,
too, the Group calculates precisely what is more
efficient – repair and maintenance or repeated reconditioning
or replacement of items? In addition,
Hirslanden plans to concentrate its logistics even
further and to consolidate its hospital warehousing.
By having manufacturers deliver to one location, it
could benefit from quantity discounts and achieve
greater efficiency. “One thing is certain. In order to
successfully address the challenges of the future, all
those involved along the value-creation chain must
work more closely together,” stresses Schiesser.

sUPPORT
Financing of young technolo-
gies and life science compa-
nies in Switzerland is a co-
ordinated activity supported
by multiple institutions and
funding pools.
From start-up funding
through grants to the listing
of a company on SIX Swiss
Exchange, the fiscal infra-
structure in Switzerland pro-
vides accessibility to funding
opportunities which support
and strengthen a company
along every step of its
life cycle.
25

Invention
Product
Development
Funding and financing
Switzerland is a European entry point for foreign investors and plays
an important role in the funding and financing of innovation, notably
in high-tech industries such as the medical technology industry.
With over 10,000 new founded companies each year, Switzerland’s
attractiveness as a place to do business, its strengths as a financial
center and its thriving medical technology industry are all consequences
of the collaborative activities between industry, academia,
and the financial sector.
From the very beginning, a Swiss company’s development
is linked to and supported by academic
and industrial partners. Many companies in Switzerland
emerge from innovative technologies created
from academic projects in institutions such as
the ETH Zürich and the EPFL in Lausanne and
are nurtured into young enterprises through both
public and private development and funding programs.
Easy access to funding resources, innovative
and competitive financial products, and the availability
of highly qualified staff all contribute towards
lucrative business activities and Switzerland’s
strengths as a financial center. The Swiss financial
center maintains a global network and progressive
capital market which aids the development of both
the country as a whole and its medical technology
sector. Because Switzerland is closely networked and
internationally oriented, it has become an attractive
financial center for both domestic and foreign companies
seeking capital.
BUsINEss-DEvELOPMENT L IFE CYCLE
Medical technology companies have varying capi t al
needs based on the timeline to profitability as they
progress through various stages of development. As
such, the stages of the business development life
cycle must be filled with appropriate and adequate
forms of capital. Medical technology companies
whose early developmental stages are typically
longer than those of firms outside the life sciences
26
Manufacturing
Facts & Figures
Marketing &
Market Access
Regulation &
Healthcare
Funding &
Financing g
sector require more equity or risk capital to make it
through the critical phases of early business.
EaRLY sTaGE FINaNCING A company in
the pre-marketing phase of any product development
is generally looking for seed capital. During
this stage the company has a new product or technology
with positive market potential though often
limited financial resources and business expertise
to boost R&D activities and to commercialize the
product. Overall, seed money amounts to ~ 30 mil-
lion Swiss francs per year or less than 0.1% of the
Swiss GDP. Switzerland’s financial industry offers
several possibilities to get funding during the
seed stage such as grants through the Swiss National
Science Foundation (SNSF) for basic research,
and early stage funding through universities and
the two Swiss Federal Institutes of Technology via
their specific start-up and entrepreneur consulting
departments. These departments maintain strong
relationships to a multitude of investors, industry
associations, government agencies and state-funded
economic development programs such as the CTI
Invest Private-Public-Partnership. Swiss companies
can also find seed money through the globally
growing pool of business angels who provide specific
industry know-how, a network of industry contacts,
and pure capital financing. Various foundations
play a similar role in supporting research projects
with outstanding pioneering potential.

The start-up financing phase funds companies in
their initial development stage and market i ng efforts.
The major players in funding start-ups are
venture capital firms specialized in managing risk
or providing capital. The Swiss venture capital
scene is represented by two leading financing platforms
for Swiss high-tech start-ups: the CTI Invest
and the SECA chapter “Seed Money & Venture Cap-
ital”. These private platforms organize match-making
events and coordinate relationships between
venture capital firms and companies in the start-up
phase. The European Innovation Scoreboard (EIS)
indicates that 0.2% of the Swiss GDP is invested
in early-stage venture capital which is significantly
higher than that of its geographic neighbors:
Germany (0.06%), France (0.11%), Italy (0.03%),
EU27 (0.12%). Additionally, the Swiss Confederation
supports venture capital companies and private
investors by reducing their direct federal tax burden,
waiving stamp duty and offering assistance in
securing cheaper bank loans by granting debt guarantees
via assigned cooperatives. In conjunction
with this almost every Swiss bank offers at least one
financing instrument for start-up companies in the
form of loans with no or minimal interest, or various
consulting services aimed at corporate finance activities.
While recently developed seeding and funding
concepts like crowd funding or hybrid models
are still in the early stages in Switzerland, a huge
funding potential remains unused and will develop
in the future.
LaTE sTaGE FINaNCING The expansion
stage is typically characterized by the extension
of the production capacity, further product devel-
sTaGEs OF THE BUsINEss DEvELOPMENT LIFE CYCLE
Profit
Financing
stage
Phase
Seed
Product
development
State-funded research
and development
Business angels
Early stage Late stage / exit stage
Startup
Formation of
an enterprise
First
stage
Market launch
Expansion stage
Second
stage
Venture capital, alternative funding concepts
opments and by an increase of marketing activities
to boost sales. Similar to the early stage financing
phase, late stage financing is also supported by venture
capital investors in addition to smaller private
equity funds. Switzerland offers a very dynamic
private equity industry with many funds focused on
investments in the life sciences and medical technology
sectors. Approximately 0.3% of Swiss GDP is
invested by the private equity industry.
ExIT sTaGE FINaNCING Financing of the
expansion step in the company’s life cycle usually
requires investment by a larger and more diversified
investor group such as larger institutions and
sometimes private investors or a strategic buyer.
The purchasing of a company often means a liquidity
event for the venture capital and private equity
investors. This liquidity event or exit can be an initial
public offering or trade sale to a strategic buyer.
In this event, the SIX Swiss Exchange offers an attractive
listings product and allows for an inclu s ion
in its main benchmark index, irrespective of the
company’s place of incorporation and/or asset and
revenue base. The life sciences sector on SIX Swiss
Exchange accounts for about one-third of the total
market capitalization and even as much as 40% of
the overall European sector market capitalization.
Specialized life sciences sector indices (SXI Life Sciences
and SXI Bio and Medtech indices) allow for
higher visibility of companies and support a fair valuation
of listed companies. The maximum weighting
of any given stock in this sector index is limited
to 10%, which allows for greater visibility of small
and medium-sized companies.
Third
stage
Extension of the production
capacity, new distribution
channels & diversification
Mezzanine capital
IPO
Bridge/
buy-outs
Bridge financing
take-overs
27
Time

Overall, the Swiss financial center creates an attractive
bonus for domestic and foreign companies
seeking capital: it is compact, closely networked,
the local banks have strong financing and placing
power, and it facilitates a unique and fast regula-
PERFORMaNCE COMPaRIsON OF INTERNaTIONaL LIFE sCIENCEs INDICEs
(Total return index on monthly basis, CHF-adjusted)
340%
300%
260%
220%
180%
140%
100%
60%
Sep 02
Sep 03
SXI LIFE SCIENCES AMEX HEALTHCARE DJ STOXX 600 HEALTHCARE
Sep 04
28
Sep 05
Sep 06
Sep 07
Sep 08
Sep 09
PRIvaTE EQUITY INvEsTMENTs IN sWIss COMPaNIEs
250
200
150
100
50
0
186
2007
214
2008
Transaction
Volume (EURm)
215
2009
222
2010
Number of transactions
tion process when considering a listing. In addition,
Switzerland comprises an international investor
base with roughly CHF 4 trillion of assets available
for investment.
Ernst&Young (www.ey.com) and SIX Swiss Exchange (www.six-swiss-exchange.com) are the authors of this
chapter.
245
2011
Sep 10
Sep 11
Sep 12
Source: Bloomberg, SIX Swiss Exchange
Source: seco.admin.ch and EVCA Yearbook 2012

HOTsPOT
Switzerland boasts one of
the highest concentrations
of medtech companies in
the world. Employing 51,000
people, the industry em-
bodies 2.1 percent of the
Swiss GDP. Medtech indus-
tries in Germany, the UK, the
US and even Europe as a
whole still fall second to the
Swiss medtech industry’s
employment percentage,
medtech exports, and per-
cent contribution to GDP.
With continued growth in the
sector, the Swiss medtech
industry is expected to keep
its reputation as a global hot-
spot for medtech production
and innovation.
29

Invention
Product
Development
Approximately 1,600 companies in Switzerland are part of the medical technology industry.
Making up this number are 480 suppliers to medtech manufacturers, 400 medtech
manufacturers, 340 distributors, and 400 specialized service providers to the medtech
industry.
The split of suppliers by competence shows how the two main roots of the Swiss medtech
industry evolved from watchmaking and machine engineering and manufacturing. 26%
of suppliers are supplying components/systems, 9% are specialized in providing surface
treatment, 22% are specialized in metal processing, and 12% in manufacturing specialized
machines/automated devices for the medtech industry. Swiss medtech manufacturers
cover a broad field of medtech products, technologies and competences. Leading in
numbers are companies manufacturing implants which is one of the most technologically
demanding fields within medtech (15% of medtech manufacturers produce dental
implants, 10% inactive implants). Specialist’s know-how and cutting edge research done
at Swiss universities additionally fuel the launch of new products in this field.
51,000 employees are working for the medtech industry with an annual growth rate of
more than 1.5% seen over the last two years making it one of the fastest growing industrial
activities in Switzerland.
The Swiss medtech industry is growing significantly faster than the overall Swiss economy.
Overall Swiss economic Estimated growth of turnover in the
growth rate Swiss medtech industry
2008 5.0% 6%
2010 3.6% 10%
2012* 1.4% 6%
* forecast
30
Manufacturing
Facts & Figures g
Marketing &
Market Access
Regulation &
Healthcare
The Swiss medical technology
industry
Funding &
Financing
Switzerland is among the global hotspots for medical technology
Compared to its size Switzerland shows a high degree
of industrial specialization in medical technology.
Its open and export dependent economy makes
it one of the dominant players on the global medtech
market. Not only in relation to its size but also in
absolute numbers, Switzerland is regarded as one of
the leading locations for the development, manufacturing
and practical use of medical technology.
Source: Data from the Swiss Medical Technology Industry 2012 survey,
Swiss Economic Growth Data from SECO 2012

Source: Data from the Swiss Medical Technology Industry 2012 survey
NEW
Number of
Manufacturers Suppliers
1 - 2
3 - 4
5 - 6
> 6
Geneva
Lausanne
The relative share of the medtech industry in contributions to employment, GDP and
exports is higher in Switzerland than in other globally important medtech manufacturing
nations like the US and Germany.
Switzerland
Germany
1 - 2
3 - 4
5 - 6
> 6
UK
EU
USA
Switzerland
Germany
UK
EU
USA
% of GDP (gross domestic product)
0.4
0.6
Constant investment into R&D and the launch of cutting edge innovative medical devices
is one of the competitive advantages of Switzerland. On average, Swiss medtech
manufacturers invest 13% of their turnover on R&D – a figure that has remained stable
for several years (2008: 12%, 2010: 12%).
For research into novel technologies and the development of new products, 59% of Swiss
medtech manufacturers collaborate with the ten universities and the two Federal Institutes
of Technology (ETHZ/EPFL). Through these academic collaborations companies are able
to stand at the forefront of R&D. Client and user collaborations make up the next largest
subset of partnerships (55%), followed by collaborations with suppliers.
Investment into R&D and active collaboration leads to the young product portfolio of Swiss
medtech companies. On average, half of the products are less than three years old which
demonstrate the constant effort to secure and expand their market position with new innovations.
sEvERaL REGIONs WITHIN sWITZERLaND HavE a HIGH DENsITY OF MEDTECH
Berne
Basel
Lucerne
Foreign medtech and life science companies looking
to invest in Switzerland are supported by local econom-
ic promotion agencies like the GREATER GENE-
VA BERNE area or the Greater Zurich Area which
offer a broad range of services to interested investors
0.8
0.7
% of total export value
n.a.
1.1
1.8
2.1
2.9
Zurich
Zug
% of total employment
Switzerland
Germany
UK
EU
USA
0.4
0.2
0.2
0.2
Lugano
1.1
5.5
31
0 25 50 km
ALPGIS AG, 09.08.2012
ranging from setting-up a legal Swiss entity to finding
the right location. Existing medtech companies can
benefit in some of the Swiss cantons from financial
contributions for attending international trade shows
as well as other services.

Swiss Industry Guide
Swiss members of Medical Cluster and FASMED
MaNUFaCTURERs OF BRaNDED PRODUCTs WITH PRODUCTION IN sWITZERLaND
a–C D–L
Abbott AG
www.abbott.ch
Accuratus AG
www.accuratus.ch
Adoptics AG
www.adoptics.ch
Aïmago SA
www.aimago.com
Alcon Switzerland SA
www.alconlabs.com
allshape AG
www.allshape.ch
32
Degonda Rehab SA
www.turbo-twist.ch
Degradable Solutions AG
www.degradable.ch
Dräger Medical Schweiz AG
www.draeger.com
Edwards Lifesciences AG
www.edwards.com
Embru-Werke AG
www.embru.ch
epimedical (Switzerland) AG
www.epimedical.ch
Antia Therapeutics AG Exactech International Operations AG
www.exac.com
ANTON MEYER & CO LTD
www.meyco.ch
Ardo medical AG
www.ardo.ch
ATEC INGENIEURBÜRO AG
www.swisstrac.ch
B. Braun Medical AG
www.bbraun.ch
Baitella AG
www.baitella.com
Balgrist Tec AG
www.balgrist-tec.ch
Bernafon AG
www.bernafon.ch
Bien-Air Dental SA
www.bienair.com
Biodenta Swiss AG
www.biodenta.com
Biotronik Schweiz AG
www.biotronik.com
Borer Chemie AG
www.borer.ch
Carbagas AG
www.carbagas.ch
CAScination AG
www.cascination.ch
Cendres + Métaux SA
www.cmsa.ch
Chrisofix AG
www.chrisofix.ch
Closemo AG
www.closomat.ch
CODAN Medical AG
www.codan.ch
CRAMMTEC GmbH
www.crammtec.ch
CSL Behring AG
www.cslbehring.ch
FUJIFILM (Switzerland) AG
www.fujifilm.ch
Geistlich Pharma AG
www.geistlich.ch
Gomina AG
www.gomina.ch
Gribi AG
www.gribi.ch
Haag-Streit Holding AG
www.haag-streit.ch
Hader SA
www.hader-swiss.com
Hocoma AG
www.hocoma.com
Hoga Roll AG
www.hogaroll.ch
Hutman Diagnostics AG
www.hutmandiagnostics.com
ILS Services Switzerland Ltd
www.integralife.eu
Imetric 3D GmbH
www.imetric.com
Ing. Büro M. Kyburz AG
www.kyburz-classic.ch
IVF HARTMANN AG
www.ivf.hartmann.info
Johnson & Johnson AG
www.jnj.ch
Küschall AG
www.kueschall.ch
LEVO AG
www.levo.ch
Lima Switzerland SA
www.lima-switzerland.ch
LINK Implants AG
www.link-implants.ch
Lysoform
www.lysoform.ch
Source: Swiss members of Medical Cluster and FASMED (July 2012)

Source: Swiss members of Medical Cluster and FASMED (July 2012)
MaNUFaCTURERs OF BRaNDED PRODUCTs WITH PRODUCTION IN sWITZERLaND
M–s s–Z
M3AT
www.m3at.com
Manufactures D‘Outils Dumont SA
www.outils-dumont.ch
Mathys AG Bettlach
www.mathysmedical.com
Max Jung AG
www.maxjung.ch
Max Stäubli AG
www.maxstaeubli.ch
Medacta International SA
www.medacta.ch
Medartis AG
www.medartis.com
Medela AG
www.medela.ch
Médilec SA
www.medilec.ch
Medtronic (Schweiz) AG
www.medtronic.ch
Meridian AG
www.meridian.ch
Naviswiss AG
www.naviswiss.eu
Nobel Biocare Management AG
www.nobelbiocare.com
Nouvag AG
www.nouvag.com
Oertli Instrumente AG
www.oertli-instruments.com
Orbiswiss AG
www.orbiswiss.com
orthopunkt ag
www.orthopunkt.ch
Ortho-Team AG
www.ortho-team.ch
Orthotop – Technische Orthopädie
www.orthotop.ch
PanGas Healthcare
www.pangas-healthcare.ch
Pantec Biosolutions AG
www.pantec-biosolutions.com
PB Swiss Tools GmbH
www.pbswisstools.com
Pnn Medical SA
www.pnnmedical.ch
Reha Technology AG
www.rehatechnology.com
Roche Diagnostics International AG
www.roche.ch
Safrima AG
www.safrima.ch
SALZMANN AG
www.salzmann-group.ch
Samarit Medizintechnik AG
www.samarit.com
SANITAS
www.bottaweb.ch
Schaerer Medical AG
www.schaerermedical.ch
Schiller AG
www.schiller.ch
Schülke & Mayr AG
www.schuelke.com
SciCan Medtech AG
www.scican.com
Seca AG
www.seca.com
Sectra Medical Systems GmbH
www.sectra.com
SENECTOVIA Schmidlin AG
www.senectovia.ch
SKS Rehab AG
www.sks-rehab.ch
Smith & Nephew AG
www.smith-nephew.ch
SpineWelding AG
www.wwtechnology.ch
SQ Products AG
www.sqproducts.ch
StereoTools SA
www.stereotools.com
Steris AG
www.steris.com
Straumann Holding AG
www.straumann.com
Swiss Dental Specialties GmbH
www.swissdentalspecialties.ch
Synthes GmbH
www.depuysynthes.com
team.sacon gmbh
www.team-sacon.ch
Thommen Medical AG
www.thommenmedical.ch
Topol AG
www.topol.ch
Ulrich AG
www.ulrich-swiss.ch
Wernli AG
www.weroswiss.com
Ypsomed AG
www.ypsomed.com
Ziemer Group AG
www.ziemergroup.com
Zimmer Schweiz GmbH
www.zimmer-orthopedics.ch
33

sUPPLIERs
a–F F–L
Agie Charmilles
www.gfac.com
Aloxyd AG
www.aloxyd.ch
AMAX Automation AG
www.amax.ch
AMG Studen SA
www.amg-studen.ch
Amsonic AG
www.amsonic.com
Andres AG Präzisionsdrehteile
www.andresag.com
Azurea Technologies Bévilard SA
www.azurea.ch
Bamotec AG
www.bamotec.ch
Blaser Swisslube AG
www.blaser.com
Bumotec SA
www.bumotec.ch
Buser Oberflächentechnik AG
www.buser-ot.ch
BWT Aqua AG
www.bwt-aqua.ch
Cellpack AG Kunststofftechnik
kunststofftechnik.cellpack.com
c-mill technologie AG
www.c-mill.ch
Composites Busch SA
www.compositesbusch.ch
createch ag
www.createch.ch
DECTRIS Ltd.
www.dectris.com
Diener AG Precision Machining
www.diener-ag.com
ECR AG
www.ecrag.ch
Enics AG
www.enics.com
Eram AG
www.eram.ch
Ernst Roser AG
www.roser.ch
espisa ag
www.espisa.ch
Estoppey-Reber SA
www.estoppey.ch
EuropTec Polymer AG
www.europtec.com
F + L Bachmann AG
www.flb.ch
Faulhaber Minimotor SA
www.faulhaber.com
Femron AG
www.femron.ch
Fischer Söhne AG
www.fischersoehne.ch
FLUBE AG
www.flube.ch
34
forteq Nidau AG
www.forteq-group.com
Fraisa SA
www.fraisa.com
GEHRING CUT AG
www.gehringcut.com
GEMÜ GmbH
www.gemue.ch
Grossenbacher Systeme AG
www.gesys.ch
Gsell Medical Plastics AG
www.gsell.ch
Gut Metallumformung AG
www.metallumformung.ch
Hagmann Maschinenbau AG
www.hagmann-machines.com
HAKAMA AG
www.hakama.ch
Häni + Co AG
www.hanitec.ch
Härterei Gerster AG
www.gerster.ch
HARTING AG
www.harting-mitronics.ch
Hemmann Schleiftechnik GmbH
www.hemmann-schleiftechnik.ch
Hempel Special Metals AG
www.hempel-metals.com
HERA AG Kunststofftechnologie
www.heratech.ch
hn+m gmbh
www.hn-m.ch
Hoffmann + Krippner Schweiz GmbH
www.tastatur.ch
Hoffmann Neopac AG
www.hoffmannneopac.ch
icotec ag
www.icotec.ch
Iftest AG
www.iftest.ch
innotool & greminger ag
www.innotool-greminger.ch
Insys Industriesysteme AG
www.insys.ch
Ionbond Switzerland
www.ionbond.com
Ivers-Lee MedTec AG
www.ilmedtec.com
Jossi Orthopedics AG
www.jossi-orthopedics.ch
KKS Ultraschall AG
www.kks-ultraschall.ch
Klöckner Pentaplast Schweiz AG
www.kpfilms.com
Komax Systems LCF SA
www.komaxmedtech.com
Lamineries Matthey SA
www.matthey.ch
Lanz-Anliker AG
www.lanz-anliker.com
Source: Swiss members of Medical Cluster and FASMED (July 2012)

Source: Swiss members of Medical Cluster and FASMED (July 2012)
sUPPLIERs
L–P P–s
Lastec AG
www.lastec.ch
LAUENER & Cie SA
www.lauener.ch
Leitner AG
www.leitner-ag.ch
Marposs AG
www.marposs.ch
Mawatec AG
www.mawatec.ch
maxon motor ag
www.maxonmotor.com
Mécaplast SA
www.mecaplast.ch
Medipack AG
www.medipack.ch
MEDMIX SYSTEMS AG
www.medmix.ch
MEISTER + Cie AG
www.meister-ag.ch
Metallux SA
www.metallux.ch
Metallveredlung Kopp AG
www.kopp-metallveredlung.ch
Metoxit AG
www.metoxit.ch
MICHEL ITC AG
www.michelitc.ch
Micro Crystal AG
www.microcrystal.ch
Micro Systems Technologies Management AG
www.mst.com
Microdul AG
www.microdul.com
Mikron Group
www.mikron.com
Moser Mechanik AG
www.moser-mechanik.ch
Moser-Baer AG
www.mobatec.ch
Motorex AG Langenthal
www.motorex.com
MPS Micro Precision Systems AG
www.mpsag.com
Multivac Export AG
www.multivac.ch
Mythentec AG
www.mythentec.com
NOVOPLAST AG
www.novoplast.com
Oerlikon Heberlein Temco Wattwil AG
www.heberlein-ceramics.com
Paoluzzo AG
www.paoluzzo.ch
Patric inox SA
www.patric-inox.ch
Précipart SA
www.precipart.ch
Preciswiss AG
www.preciswiss.com
ProWaTech AG
www.prowatech.ch
regenHU Ltd.
www.regenhu.com
Riwisa AG
www.riwisa.ch
ROFIN-LASAG AG
www.lasag.com
Rolla Microgear AG
www.microgear.ch
Rösler Schweiz AG
www.rosler.ch
roth medical ag
www.rothmed.ch
Rotomed AG
www.rotomed.ch
Ruetschi Technology AG
www.ruetschi.com
Rychiger AG
www.rychiger.com
Safrima AG
www.safrima.ch
Samaplast AG
www.samaplast.ch
Sandmaster AG
www.sandmaster.ch
Saphirwerk Industrieprodukte AG
www.saphirwerk.com
Schwarz AG Feinblechtechnik
www.schwarzag.ch
SDI Surgical Device International GmbH
www.sdigmbh.ch
Signer Titanium AG
www.signer-titanium.com
Sintron-Polymec AG
www.sintron-polymec.ch
SMC Mould Innovation AG
www.smc-mould.ch
Sonceboz SA
www.sonceboz.com
Stainless Suisse SA
www.stainless.eu
Stettler Sapphire AG
www.stettler-saphir.ch
Stoppani AG
www.stoppani.com
Sulzer Mixpac AG
www.sulzerchemtech.com
SuSoS AG
www.susos.com
SWAN Isotopen AG
www.swantec.ch
Swisstronics Contract Manufacturing AG
www.swisstronics.ch
Synair AG
www.synair.ch
SYNBONE AG
www.synbone.ch
Synergy Health Däniken AG
www.synergyhealthplc.com
35

sUPPLIERs
s–U v–Z
Systems Assembling SA
www.sysa.ch
Teuscher Kunststoff-Technik AG
www.teuscher-ag.ch
ThyssenKrupp Materials Schweiz AG
www.thyssenkrupp.ch
Tornos S.A.
www.tornos.ch
Turck duotec S.A.
www.turck-duotec.com
UCM AG
www.ucm-ag.com
Utilis AG
www.utilis.com
sERvICEs & CONsULTING
a–B B–E
adbodmer ag
www.adbodmer.ch
ADS GmbH
www.ads-gmbh.ch
AFC Air Flow Consulting AG
www.afc.ch
Aligned AG
www.aligned.ch
Altran AG
www.altran.ch
Anagram Consultants AG
www.anagram.ch
ANS Architekten und Planer SIA AG
www.ans-architekten.ch
aRc management SA
www.arc-sa.ch
archimed medical communication ag
www.archimed-communication.com
Art of Technology AG
www.aotag.ch
Atefos AG
www.atefos.ch
Atelier Roue Libre SA
www.atelier-rouelibre.ch
awtec AG für Technologie und Innovation
www.awtec.ch
Axxos GmbH
www.axxos.ch
b-cube AG
www.b-cube.ch
Besser-leben-GmbH
www.bl4.ch
Bestminds GmbH
www.bestminds.de
Binder Corporate Finance AG
www.binder.ch
BioMedPartners AG
www.biomedvc.com
Bogensberger Patent- & Markenbüro
www.bpm.li
Brönnimann Heimsoft AG
www.heimsoft.ch
36
Valtronic Technologies (Suisse) SA
www.valtronic.com
Volpi AG
www.volpi.ch
W. Hänni Q-Oberflächenveredelungen AG
www.w-haenni.ch
WANDFLUH Produktions AG
www.wandfluh.com
Waterjet Holding AG
www.waterjet-group.com
Ypsotec AG
www.ypsotec.com
ZMT Zurich MedTech AG
www.zurichmedtech.com
Burckhardt+Partner AG
www.burckhardtpartner.ch
BV Holding AG / BVgroup
www.bvgroup.ch
bytics ag
www.bytics.ch
CADFEM (Suisse) AG
www.cadfem.ch
Carag AG
www.carag.com
CAS Clean-Air-Service AG
www.cas.ch
Casalini Werbeagentur AG
www.casalini.ch
Chemgineering Business Design AG
www.chemgineering.com
cobra software ag
www.cobrasw.ch
Cofely AG
www.cofely.ch
Confarma AG Schweiz
www.confarma.ch
confinis ag
www.confinis.com
Creaholic SA
www.creaholic.com
CSA Engineering AG
www.csa.ch
Damedics GmbH
www.damedics.ch
DE BORD LTD.
www.debord.ch
DetecMed SA
www.detecmed.com
Die Ergonomen Usability AG
www.ergonomen.ch
e. gross consulting gmbh
EMH Schweizerischer Ärzteverlag AG
www.emh.ch
Erdmann Design AG
www.erdmann.ch
Source: Swiss members of Medical Cluster and FASMED (July 2012)

Source: Swiss members of Medical Cluster and FASMED (July 2012)
sERvICEs & CONsULTING
E–M M–s
Ernst & Young Ltd.
www.ey.com
Exhibit & More AG
www.exhibitandmore.ch
Flextronics International GmbH
www.flextronics.com
FRIKART Engineering GmbH
www.frikart.ch
gasteiger-science GmbH
www.gasteiger-science.com
GEWA Stiftung für Berufliche Integration
www.gewa.ch
Gimelli Engineering AG
www.gimelli.ch
Globomotion Ltd. Liab. Co.
www.globo-motion.com
GO! Express + Logistics (Schweiz) AG
www.general-overnight.ch
Gribi Messtechnik AG
www.gribimesstech.ch
Helbling Technik Bern AG
www.helbling.ch
HELVETING Engineering AG
www.helveting.ch
HMT Microelectronic AG
www.hmt.ch
IBM Schweiz AG
www.ibm.ch
ICHI GmbH
www.ichi.ch
IE Industrial Engineering Zürich AG
www.ie-group.com
inmedis GmbH
www.inmedis.ch
Inspire AG
www.inspire.ethz.ch
Integrated Scientific Services ISS AG
www.iss-ag.ch
Intersteri AG
www.intersteri.ch
Invision Private Equity AG
www.invision.ch
konplan systemhaus ag
www.konplan.ch
Leancom GmbH
www.leancom.ch
legal & medical partner gmbh
www.legalmedical-partner.ch
Lutz Medical Engineering
www.lutzmedicalengineering.ch
MAJESTY Software GmbH
www.majesty.ch
MathWorks GmbH
www.mathworks.ch
MDS Medical Device Solutions AG
www.mds-ag.ch
Mediatum Schweiz GmbH
www.mediatum.com
meditec Consulting GmbH
www.meditec-consulting.ch
Medivation AG
www.medivation.ch
MedTech Composites GmbH
www.medtechcomposites.ch
Meister Executive Search AG
www.meister-consulting.ch
MEM Media Foundation
www.memmedia.ch
Messe Luzern AG
www.medtech-forum.ch
METALING SUISSE GMBH
www.metaling.de
Meyer-Hayoz Design Engineering AG
www.meyer-hayoz.com
milani design & consulting AG
www.milani.ch
MISO GmbH
www.miso-gmbh.ch
mt engineering gmbh
www.mt-engineering.ch
Niutec AG
www.niutec.ch
Noser Engineering AG
www.noser.com
Nowak Engineering GmbH
www.nowak-engineering.ch
OGP AG
www.ogpnet.ch
Peter Schüpbach GmbH
www.schupbachltd.com
pinPlus ag
www.pinplus.ch
Plaschko + Partner AG
www.plaschkopartner.ch
Plast Competence Center AG
www.plastcc.ch
PostLogistics AG
www.postlogistics.ch
PROCESS PRODUCT DESIGN AG
www.process.ch
Prodym Solutions SA
www.prodym.com
Qualis-Laboratorium AG
www.qualis-laboratorium.ch
Reha-Consult GmbH
www.reha-consult.ch
RFZ Engineering AG
www.rfz-engineering.ch
RMS Foundation
www.rms-foundation.ch
Rolitec AG
www.rolitec.ch
Ruffner Engineering
www.ruffner-engineering.com
Schwabe AG
www.schwabe.ch
SDN AG easyLEARN
www.sdnag.com
Sedax AG
www.sedax.ch
37

sERvICEs & CONsULTING
s T–Z
sermaX AG
www.sermax.ch
SigmaRC GmbH
www.sigma-rc.com
Sleep & Health SA
www.sleep-health.ch
Sobek Executive Search & Consulting AG
www.sobek-consulting.ch
spine surgical GmbH
www.spinesurgical.ch
Swiss TS Technical Services AG
www.swissts.ch
SWISSCONSULT Executive Search HealthCare
www.swissconsult.org
swisselect ag bern
www.swisselect.ch
DIsTRIBUTION & saLEs
a–B B–E
3M (Schweiz) AG
www.3m.com/ch
A. Riegger AG / ERKA CH
www.riegger-medizintechnik.ch
ADMEDICS Advanced Medical Solutions AG
www.admedics.com
Advance AG
www.advance-omron.ch
aegis medical technologies gmbh
www.aegismedtec.com
Aichele Medico AG
www.aichele-medico.ch
AMO Switzerland GmbH
www.amo-inc.com
Anandic Medical Systems AG
www.anandic.com
Anklin AG
www.anklin.ch
Apotheke Dr. Portmann AG
www.portmann.ch
Arthrex Swiss AG
www.arthrex.ch
Astra Tech SA
www.astratech.ch
Auforum AG
www.auforum.ch
Bard Medica SA
www.bard.com
Bauerfeind AG
www.bauerfeind.ch
Bayer (Schweiz) AG
www.bayer.ch
Becton Dickinson AG
www.bd.com
Bigla AG
www.bigla-care.ch
Bimeda AG
www.bimeda.ch
Binder Rehab AG
www.binderrehab.ch
38
TEK Innovative Solutions
www.teksolutions.ch
Tribecraft AG
www.tribecraft.ch
units IM-Technology AG
www.units.ch
Vogel Business Media AG
www.vogel-media.ch
Wassmann AG
www.wassmannag.ch
Werax Service AG
www.werax.ch
you-can export development gmbh
www.you-can.biz
Zühlke Engineering AG
www.zuehlke.com
Biomet Orthopaedics Switzerland GmbH
www.biometorthopaedics.ch
Boston Scientific AG
www.bostonscientific.ch
Brütsch/Rüegger Werkzeuge AG
www.brw.ch
CMS+ logistique santé
www.cms-plus.ch
Cochlear AG
www.cochlear.com
Coloplast AG
www.coloplast.ch
ConvaTec (Switzerland) GmbH
www.convatec.ch
Cook (Switzerland) AG
www.cook.ch
Cosanum AG
www.cosanum.ch
Covidien Switzerland Ltd.
www.covidien.com
Desopharmex AG
www.desopharmex.ch
Diamex AG
www.diamex.ch
DIHAWAG
www.dihawag.ch
Diversey Europe B.V., Utrecht
www.diversey.com
Dolder AG
www.dolder.com
Domed GmbH
www.domed.ch
Dürr Dental Schweiz AG
www.duerr-dental.ch
Dynavita GmbH
www.dynavita.ch
EchoWorld
www.echoworld.ch
Ecolab (Schweiz) GmbH
www.ecolab.ch
Source: Swiss members of Medical Cluster and FASMED (July 2012)

Source: Swiss members of Medical Cluster and FASMED (July 2012)
DIsTRIBUTION & saLEs
E–H H–N
Eizo Nanao AG
www.eizo.ch
Endotell AG
www.endotell.ch
ERBE Swiss AG
www.erbe-swiss.ch
Favoterm AG
www.favoterm.ch
Fresenius Medical Care (Schweiz) AG
www.fmc-ag.com
G. Weinmann AG
www.weinmann.de
Galenica AG
www.galenica.com
Galexis AG
www.galexis.com
Galmag AG
www.galmag.ch
Gambro Hospal (Schweiz) AG
www.gambro.com
GE Medical Systems (Schweiz) AG
www.gehealthcare.com
Gelbart AG
www.gelbart.ch
Gibraltar Trading GmbH – Division MedHealth
www.medhealth.ch
Ginova medical ag
www.ginovamed.ch
Gloor Rehabilitation & Co. AG
www.gloorrehab.ch
Granger Médical SA
www.granger-medical.ch
Grauba AG
www.grauba.ch
Hausmann Spitalbedarf AG
www.hausmann.ch
HealthWatch Swiss AG
www.healthwatchswiss.eu
Heiland Schweiz AG
www.heiland.ch
heimelig betten AG
www.heimelig.ch
Heinz Stampfli AG
www.heinzstampfli.ch
Hélios Handicap Sàrl
www.helioshandicap.ch
Hermap AG
www.hermap.ch
Hilfsmittel-Markt GmbH
www.hilfsmittelmarkt.ch
Hilfsmittelstelle Bern
www.hilfsmittelstelle.ch
Hilfsmittelstelle Burgdorf
www.hms-burgdorf.ch
Hitachi Medical Systems Europe Holding AG
www.hitachi-medical-systems.ch
hock’n roll ag
www.hocknroll.ch
Hologic Suisse S.A.
www.hologic.com
HomeCare-Medical GmbH
www.homecare-medical.ch
Hospitec AG
www.hospitec.ch
ICU Scandinavia Schweiz GmbH
www.icu.ch
Invacare AG
www.invacare.ch
Jomes – Reha
www.jomes.ch
KCI Medical GmbH
www.kci-medical.ch
Laubscher & Co AG
www.laubscher.ch
Leuag AG
www.leuag.ch
Liberty Medical (Switzerland) AG
www.hollister.ch
Lukas Jenni GmbH
www.lukas-jenni.ch
Maquet AG
www.maquet.ch
Marcel Blanc & Cie SA
www.marcel-blanc.ch
MaxiMed Sàrl
www.maximed.ch
MCM Medsys AG
www.mcm-medsys.ch
Medical Systems Solution GmbH
www.medicalss.net
Medical Vision AG
www.medicalvision.ch
Medicare AG
www.medicareag.ch
Medicor Medical Supplies GmbH
www.medicor.ch
Medidor AG
www.sissel.ch
medi-lan ag
www.medi-lan.ch
medilas ag
www.medilas.ch
Mediq Suisse AG
www.mediqsuisse.ch
Méditec SA
www.meditec.ch
Mediwar AG
www.mediwar.ch
MedPlast SA
www.medplast.ch
MF Réhabilitation Sàrl
www.mfrehab.ch
Miracor Sales & Marketing GmbH
www.miracormedical.com
Mölnlycke Health Care AG
www.molnlycke.com
MVB Handels AG
Naropa Reha AG
www.naropa-reha.ch
39

DIsTRIBUTION & saLEs
N–R R–T
NL Neolab SA
www.neolab.ch
NOSAG AG
www.nosag.ch
Novimed AG
www.novimed.ch
Novo Nordisk Pharma AG
www.novonordisk.ch
Novomed GmbH
www.novomed.ch
Nufer Medical AG
www.nufer-medical.ch
Olympus Schweiz AG
www.olympus.ch
Omniprax AG
www.omniprax.ch
Ortho plus GmbH
www.orthoplus.ch
Orthoconcept SA
www.orthoconcept.ch
Otto Bock Suisse AG
www.ottobock.ch
Paradigm Spine Switzerland AG
www.paradigmspine.de
Permobil AG
www.permobil.com
Philips AG Healthcare
www.philips.ch/healthcare
Plus Surgical AG
www.plussurgical.com
Polymed Medical Center AG
www.polymed.ch
PromediTec Sàrl
www.promeditec.ch
Promefa AG
www.promefa.ch
PROreha
www.proreha.ch
RAUMEDIC AG
www.raumedic.com
RegioMed
www.regiomed-be.ch
Reha Med AG
www.rehamed.ch
Reha mobil GmbH
www.rehamobil.ch
REHABIL AG
www.rehabil.ch
Rehabilitations-Systeme AG
www.rehasys.ch
Rehadis GmbH
www.rehadis.ch
Reha-Hilfen AG
www.reha-hilfen.ch
Reha-Huus GmbH
www.rehahuus.ch
Rehatec AG
www.rehatec.ch
Reha-Technik Alex Hofer
www.rehatechnikhofer.ch
40
ResMed Schweiz AG
www.resmed.ch
Roll-Star 86 Sagl
www.roll-star.ch
RS-Hilfsmittel GmbH
www.rsgmbh.ch
Sanaclean AG
www.sanaclean.ch
Sanitätsgeschäft Beck AG
www.sanbeck.ch
Sanitätshaus Sanbor AG
www.buchli.ch
Santé-Confort
SCA Hygiene Products AG
www.sca.com
Siemens Schweiz AG
www.siemens.ch
Six Sigma Tools AG
www.sixsigmatools.ch
Sodimed SA
www.sodimed.ch
Sonotech Haltiner & Pitteloud
www.sonotech.ch
SORIN Group International SA
www.sorin.com
SRS SA
www.srs-handilift.ch
St. Jude Medical (Schweiz) AG
www.sjm.com
Strack AG
www.strack.ch
Stryker Osteonics SA
www.stryker.ch
Sunrise Medical AG
www.sunrisemedical.ch
Synmedic AG
www.synmedic.ch
Systagenix Wound Management LLC
www.systagenix.com
Teleflex Medical AG
www.teleflex.com
TeMeCo Services AG
www.temeco.ch
Teomed AG
www.teomed.ch
Terumo Deutschland GmbH
www.terumo-europe.com
Theo Frey AG
www.theo-frey.ch
Theramed AG
www.theramed.ch
Tornier AG
www.tornier.ch
Toshiba Medical Systems AG
www.toshiba-medical.ch
Treier Endoscopie AG
www.treier.com
trendreha ag
www.trendreha.ch
Source: Swiss members of Medical Cluster and FASMED (July 2012)

Source: Swiss members of Medical Cluster and FASMED (July 2012)
DIsTRIBUTION & saLEs
v W–Z
Valteo SA
www.valteo.ch
Vermeiren (Schweiz) AG
www.vermeiren.ch
Vygon Schweiz GmbH
www.vygon.com
REsEaRCH & EDUCaTION
a–G I–Z
AO Foundation
www.aofoundation.org
Berner Fachhochschule – Technik und Informatik
www.ti.bfh.ch/medizintechnik
EMPA
www.empa.ch
Fachhochschule Nordwestschweiz
www.fhnw.ch
Gesundheitszentrum Schönberg Gunten AG
www.schoenberg.ch
NON-PROFIT
a–M M–Z
Aargau Services Standortförderung
www.aargauservices.com
FASMED
www.fasmed.ch
Fondation SEREI
www.serei.ch
Gewerkschaftsbund der Stadt Bern & Umgebung
www.gkb-gsb.ch
IPQ Institut für praxisorientierte Qualifizierung
www.ipq.ch
IWAZ
www.iwaz.ch
Medical Cluster
www.medical-cluster.ch
INDIvIDUaLs
Weita AG
www.weita.ch
ZweiPlus Medical GmbH
www.2plusmedical.com
Inselspital – Universitätsspital Bern
www.insel.ch
Institut für Medizinal- und Analysetechnologie
www.fhnw.ch/ima
Sonnenhof AG Bern
www.sonnenhof.ch
Universität Bern
www.unibe.ch
Medtech Switzerland
www.medtech-switzerland.com
OSEC
www.osec.ch
OTC Foundation
www.otcfoundation.org
Fred-Rainer Grohmann Marcel Scacchi
Alfred Kammer
www.kk-cc.ch
Standortförderung des Kantons Zürich
www.standort.zh.ch
UK Trade & Investment, British Embassy Berne
www.ukti.gov.uk/invest
Wirtschaftsförderung Kanton Bern
www.wfb.ch
Wirtschaftsförderung Kanton Solothurn
www.standortsolothurn.ch
Margit Widmann
sUPPORTING PaRTNERs OF THE sWIss MEDTECH REPORT 2012
GREATER GENEVA BERNE area
www.ggba-switzerland.ch
Greater Zurich Area
www.greaterzuricharea.ch
Kommission für Technologie & Innovation
www.kti.admin.ch
41

IMPRINT
sTEERING COMMITTEE
Patrick Dümmler (Medtech Switzerland)
Peter Biedermann (Medical Cluster)
Melchior Buchs (Fasmed)
PROJECT MaNaGEMENT
Patrick Dümmler (Medtech Switzerland)
Jonas Frey (Medtech Switzerland)
Patrizia Fischer
TExT
Heinrich Christen
Kathrin Cuomo-Sachsse
Marco Estermann
Elsbeth Heinzelmann
Kevin Meile
Christian Ryf
LaYOUT
Dominique Durtschi (Medical Cluster)
PHOTOs
Peter Mosimann
PRINT
Schwabe AG
sELECTED LITERaTURE
The Swiss Medical Technology Industry 2012 – In The Wake Of The Storm
Authors: Dr. Patrick Dümmler and Beatus Hofrichter
Publisher: Medical Cluster
Partners: Medical Cluster, Medtech Switzerland, IMS Consulting Group, Commission for Technology & Innovation CTI
FRONT PaGE
Mathys has been developing, producing and distributing products for joint replacement since 1958. The Swiss
family company sets its values on highest quality and ground-breaking innovations – like the with vitamin E stabilized
highly cross-linked polyethylene or the recently developed short hip stem.
PHOTOs WITH KIND PERMIssION OF
Schiller AG (page 21)
forteq Nidau AG (page 25)
B. Braun Medical AG (page 29)
© Medtech Switzerland, 2012
42

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