Ralph Schönbächler has been CEO of Mediq Suisse AG for almost eight years. In the Stettler CEO Talk, he explains how regulatory developments in the medtech industry can be leveraged for growth, why employees should be given not only tasks but also responsibility and skills, and how he unexpectedly became an avid reader of crime novels.
Clear structures for sustainable growth in pharmaceuticals and medtech
Mediq Suisse AG has been in existence for 27 years and distributes medical products to institutions in Switzerland. Most recently, in January 2021, it acquired gd medical ag and merged it with the homecare division of Globomedica AG, which it purchased in 2016, to form a pure medtech company. The pharmaceuticals division is covered by the subsidiary Globomedica AG. Ralph Schönbächler, how do you weigh up the two divisions?
For us, both divisions stand on their own and are equally important. In order to meet this requirement, we established the pharmaceutical division as a subsidiary with its own managing director in 2021. These two entities now allow us to give each division the attention it needs so that both the pharmaceutical and medtech divisions can develop strongly.
In addition to commercial products, Mediq Suisse AG also sells a number of its own brands. How high is the share of own brands and do you want to increase this further in the future?
Our own-brand share is limited to the areas of incontinence, wound care, and personal protection, and there is clearly room for expansion. With our own brands, which stand for high-quality products at attractive prices, we will be able to play a much more important role in the future and contribute to ensuring affordability in the healthcare sector.
What influence do you perceive Mediq Suisse AG having from its parent company, the Dutch trading company Mediq B.V.?
The Dutch business culture of Mediq B.V. has a strong influence on us; it is very business-oriented, decisive, and quick to implement decisions. Mediq operates in 13 countries in Europe with very heterogeneous business models, as the healthcare systems also vary from country to country ( ). This gives local management a lot of freedom, meaning that we can largely determine our business strategy and how we implement it ourselves. As long as we operate in the three areas of home care for chronic diseases, care for institutions such as retirement and nursing homes, and the hospital sector as an exclusive partner of manufacturers, there are no limits to what we can do. The group supports us in terms of purchasing, finance, IT, HR, and quality assurance.
The medtech industry in transition
Regulatory developments, i.e., the European Medical Devices Regulation, also pose challenges for Mediq Suisse AG. How are you overcoming these?
We have been working intensively on this issue since 2017. As a member of Swiss Medtech, we also receive support from the association and, of course, from our parent company. I believe we are very well positioned today in terms of MDR and Swiss authorizations. These are extremely important issues for our approximately 20 exclusive representatives. Manufacturers need support in order to be able to implement local laws and regulatory requirements.
The consolidation trend in the medtech industry is also finding its way into Mediq Suisse AG in the form of active acquisitions of other companies. What are the next steps in this regard?
It is part of our strategy to acquire and develop further companies. I am convinced that it will become increasingly difficult for the many small companies that predominate in Switzerland to meet regulatory requirements. In addition, hospitals and nursing homes want to further reduce the number of suppliers. At Mediq Suisse AG, we have proven that we have the financial strength to handle company acquisitions. We have successfully integrated two companies without any staff reductions. Together, we have been able to grow faster and more successfully than before.
What is your vision and implementation strategy for Mediq Suisse AG in the coming years?
We will continue to grow organically and through acquisitions, always with a focus on our three core areas. We will drive forward digitalization, process optimization, and the expansion of our product range and medical expertise. We see ourselves as a partner that impresses not only with its logistics, but also with its services. As an extension of manufacturers who are not active in Switzerland, we want to bring not only the product, but also medical expertise and the corresponding advice to the customer. I am convinced that through organic growth and acquisitions, we can double in size in three to four years.
“I try to break down hierarchies”
Your team currently consists of around 30 employees. What is the focus of your management style?
My management style is open and I try to break down hierarchies. A good working atmosphere is very important to me. My employees can come to me at any time with their questions, ideas, and suggestions for improvement, even with mistakes. We learn every day and none of us are perfect. We want to promote entrepreneurship within the company. Employees should feel like entrepreneurs by being given responsibility and skills, not just tasks.
How a vacation in Sri Lanka sparked a new passion
Personally, you enjoy road cycling and mountain biking, are a wine lover, and… for several years now, you have unexpectedly become an avid reader of crime novels—one every week—how did that come about?
Yes, reading has never been one of my big hobbies, and I never thought I would become such a passionate reader of crime novels. On the other hand, I’ve always liked endurance sports and cycling. It helps me clear my head and come up with new ideas. Enjoyment and socializing are also an important balance for me. But reading… this hobby is “thanks” to a vacation in Sri Lanka… My wife and I had a very nice tour there and then added a few days of beach vacation. I missed being active, there was nothing but the beach, so I was forced to take my wife’s books and start reading. That’s how my passion for crime novels was ignited – instead of watching the news and TV, I regularly immerse myself in the world of crime novels in the evenings and search for the murderer.
Conclusion
With Ralph Schönbächler at the helm, Mediq Suisse AG is committed to clear structures, entrepreneurial freedom, and a modern management style. Responsibility instead of tasks, regulatory strength, and targeted growth form the basis for a successful future in the medtech and pharmaceutical market.
