260403_Stefan 미팅

Jun 10, 2026 01:42 · 1:02:36 · English · Whisper Turbo · 3 Talare
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0:00
S… Speaker 1 (260403_Stefan 미팅)
Henke was very stable,
0:01
S… Speaker 1 (260403_Stefan 미팅)
the management was very stable,
0:03
S… Speaker 1 (260403_Stefan 미팅)
the relationship that we got was very stable.
0:06
S… Speaker 1 (260403_Stefan 미팅)
In 2017,
0:13
S… Speaker 1 (260403_Stefan 미팅)
I think,
0:14
S… Speaker 1 (260403_Stefan 미팅)
Henke says Wolf is a family -owned business.
0:18
S… Speaker 1 (260403_Stefan 미팅)
And for many years,
0:20
S… Speaker 1 (260403_Stefan 미팅)
the second generation,
0:21
S… Speaker 1 (260403_Stefan 미팅)
Mr.
0:23
S… Speaker 1 (260403_Stefan 미팅)
Bush was the owner of the company,
0:27
S… Speaker 1 (260403_Stefan 미팅)
not in the daily management,
0:29
S… Speaker 1 (260403_Stefan 미팅)
but he was the owner of the company.
0:31
S… Speaker 1 (260403_Stefan 미팅)
In 2017,
0:33
S… Speaker 1 (260403_Stefan 미팅)
he decided to hand over the
0:37
S… Speaker 1 (260403_Stefan 미팅)
shares in the ownership of the company to the two
0:41
S… Speaker 1 (260403_Stefan 미팅)
daughters.
0:42
S… Speaker 1 (260403_Stefan 미팅)
And the two daughters took over
0:46
S… Speaker 1 (260403_Stefan 미팅)
more and more responsibilities starting in 2017.
0:49
S… Speaker 1 (260403_Stefan 미팅)
And it's the third generation and
0:53
S… Speaker 1 (260403_Stefan 미팅)
they are not really related
0:59
S… Speaker 1 (260403_Stefan 미팅)
to the business.
1:00
S… Speaker 1 (260403_Stefan 미팅)
They are shareholders but they don't understand a lot about the business and
1:05
S… Speaker 1 (260403_Stefan 미팅)
they tried to get help from outside
1:09
S… Speaker 1 (260403_Stefan 미팅)
consignment and they start to do a lot of changes with
1:13
S… Speaker 1 (260403_Stefan 미팅)
Henke.
1:14
S… Speaker 1 (260403_Stefan 미팅)
So Henke was for many many years very stable and in 2017
1:18
S… Speaker 1 (260403_Stefan 미팅)
they started to do changes and a
1:24
S… Speaker 1 (260403_Stefan 미팅)
lot of changes
1:25
S… Speaker 1 (260403_Stefan 미팅)
with the endoscope business,
1:27
S… Speaker 1 (260403_Stefan 미팅)
with the veterinary business,
1:28
S… Speaker 1 (260403_Stefan 미팅)
with a lot of other things that you don't realize but one of the changes
1:33
S… Speaker 1 (260403_Stefan 미팅)
they also did in 2017 was that they
1:37
S… Speaker 1 (260403_Stefan 미팅)
decided within the
1:41
S… Speaker 1 (260403_Stefan 미팅)
syringes not to work on the human
1:45
S… Speaker 1 (260403_Stefan 미팅)
medical hospital market.
1:49
S… Speaker 1 (260403_Stefan 미팅)
because they considered this too complicated,
1:52
S… Speaker 1 (260403_Stefan 미팅)
too risky because of medical device regulation and they wanted
1:56
S… Speaker 1 (260403_Stefan 미팅)
to focus only on veterinary and laboratory market.
2:01
S… Speaker 1 (260403_Stefan 미팅)
And I don't know if you
2:05
S… Speaker 1 (260403_Stefan 미팅)
know my colleague Fabian Miller who was handling the
2:09
S… Speaker 1 (260403_Stefan 미팅)
human disposable syringe business for Henke
2:13
S… Speaker 1 (260403_Stefan 미팅)
and I was handling the veterinary syringe
2:17
S… Speaker 1 (260403_Stefan 미팅)
business.
2:19
S… Speaker 1 (260403_Stefan 미팅)
We were both surprised by this decision
2:23
S… Speaker 1 (260403_Stefan 미팅)
that they would stop the human business.
2:27
S… Speaker 1 (260403_Stefan 미팅)
And unfortunately,
2:31
S… Speaker 1 (260403_Stefan 미팅)
Fabian and myself
2:35
S… Speaker 1 (260403_Stefan 미팅)
were not involved in that decision process.
2:38
S… Speaker 1 (260403_Stefan 미팅)
So the owners discussed
2:42
S… Speaker 1 (260403_Stefan 미팅)
veterinary and human and nobody discussed
2:46
S… Speaker 1 (260403_Stefan 미팅)
laboratory.
2:47
S… Speaker 1 (260403_Stefan 미팅)
They forgot about laboratory.
2:50
S… Speaker 1 (260403_Stefan 미팅)
And then this market was decided
2:55
S… Speaker 1 (260403_Stefan 미팅)
and in 2017 you were informed,
2:57
S… Speaker 1 (260403_Stefan 미팅)
sorry, you cannot order products from Henke anymore
3:01
S… Speaker 1 (260403_Stefan 미팅)
because B -Brown is taking over.
3:03
S… Speaker 1 (260403_Stefan 미팅)
But that was not totally true because laboratory was not really
3:07
S… Speaker 1 (260403_Stefan 미팅)
considered in all that discussion.
3:10
S… Speaker 1 (260403_Stefan 미팅)
When B -Brown was taking
3:14
S… Speaker 1 (260403_Stefan 미팅)
over the human syringe business,
3:16
S… Speaker 1 (260403_Stefan 미팅)
they acquired the brands,
3:18
S… Speaker 1 (260403_Stefan 미팅)
Nomjet.
3:20
S… Speaker 1 (260403_Stefan 미팅)
So NormCheck is still a brand,
3:24
S… Speaker 1 (260403_Stefan 미팅)
but this brand is owned by B -Bron.
3:26
S… Speaker 1 (260403_Stefan 미팅)
And Fabian and myself,
3:31
S… Speaker 1 (260403_Stefan 미팅)
we sat together and said,
3:33
S… Speaker 1 (260403_Stefan 미팅)
how can we do business with the syringes if
3:37
S… Speaker 1 (260403_Stefan 미팅)
we don't own the brand?
3:39
S… Speaker 1 (260403_Stefan 미팅)
That's not good.
3:40
S… Speaker 1 (260403_Stefan 미팅)
So let's create a new brand,
3:42
S… Speaker 1 (260403_Stefan 미팅)
AnchorCheck, so that we can continue working
3:46
S… Speaker 1 (260403_Stefan 미팅)
on the laboratory market.
3:48
S… Speaker 1 (260403_Stefan 미팅)
And that's what you see here.
3:50
S… Speaker 1 (260403_Stefan 미팅)
Webron acquired the brand Nomeject,
3:54
S… Speaker 1 (260403_Stefan 미팅)
but they are not using the brand.
3:55
S… Speaker 1 (260403_Stefan 미팅)
They are just the brand owner,
3:57
S… Speaker 1 (260403_Stefan 미팅)
but they are not using the brand.
3:58
S… Speaker 1 (260403_Stefan 미팅)
For them,
4:00
S… Speaker 1 (260403_Stefan 미팅)
it's the only opportunity and option to
4:04
S… Speaker 1 (260403_Stefan 미팅)
keep Henke out of that business because the brand is owned by
4:08
S… Speaker 1 (260403_Stefan 미팅)
Webron, but they are not using it.
4:10
S… Speaker 1 (260403_Stefan 미팅)
They are using Inject.
4:11
S… Speaker 1 (260403_Stefan 미팅)
And for Webron,
4:15
S… Speaker 1 (260403_Stefan 미팅)
or for Almo,
4:17
S… Speaker 1 (260403_Stefan 미팅)
the production,
4:19
S… Speaker 1 (260403_Stefan 미팅)
side,
4:19
S… Speaker 1 (260403_Stefan 미팅)
it was getting more and more complicated to produce disposal
4:24
S… Speaker 1 (260403_Stefan 미팅)
syringes.
4:24
S… Speaker 1 (260403_Stefan 미팅)
The best is if you have one brand.
4:27
S… Speaker 1 (260403_Stefan 미팅)
The machine is running all the time.
4:29
S… Speaker 1 (260403_Stefan 미팅)
But if you have inject,
4:31
S… Speaker 1 (260403_Stefan 미팅)
an object,
4:32
S… Speaker 1 (260403_Stefan 미팅)
Henke -ject,
4:33
S… Speaker 1 (260403_Stefan 미팅)
so many changes.
4:35
S… Speaker 1 (260403_Stefan 미팅)
The
4:40
S… Speaker 1 (260403_Stefan 미팅)
changes within Henke continued and a
4:44
S… Speaker 1 (260403_Stefan 미팅)
lot of people changed and in 2023,
4:48
S… Speaker 1 (260403_Stefan 미팅)
in February,
4:50
S… Speaker 1 (260403_Stefan 미팅)
March,
4:51
S… Speaker 1 (260403_Stefan 미팅)
I decided,
4:52
S… Speaker 1 (260403_Stefan 미팅)
I talked with the owners and I decided that after almost
4:57
S… Speaker 1 (260403_Stefan 미팅)
30 years,
4:58
S… Speaker 1 (260403_Stefan 미팅)
a hand came.
5:00
S… Speaker 1 (260403_Stefan 미팅)
the business is changing so much that I cannot continue
5:04
S… Speaker 1 (260403_Stefan 미팅)
working at Henke and I left Henke in
5:08
S… Speaker 1 (260403_Stefan 미팅)
March 2023 and from March
5:12
S… Speaker 1 (260403_Stefan 미팅)
2023 to December 2023 I
5:17
S… Speaker 1 (260403_Stefan 미팅)
was not allowed to do anything I had to stay
5:21
S… Speaker 2 (260403_Stefan 미팅)
home and wait what's
5:25
S… Speaker 1 (260403_Stefan 미팅)
going to happen and I had a lot of time to think about what I can do myself
5:31
S… Speaker 1 (260403_Stefan 미팅)
And in January 2024,
5:34
S… Speaker 1 (260403_Stefan 미팅)
I started my own consulting business.
5:36
S… Speaker 1 (260403_Stefan 미팅)
And many people contacted me
5:40
S… Speaker 1 (260403_Stefan 미팅)
in 2023 and said,
5:43
S… Speaker 1 (260403_Stefan 미팅)
you know, the market's in 30 years,
5:45
S… Speaker 1 (260403_Stefan 미팅)
you know all the manufacturers,
5:47
S… Speaker 1 (260403_Stefan 미팅)
you know the products very well,
5:49
S… Speaker 1 (260403_Stefan 미팅)
you have a lot of knowledge.
5:50
S… Speaker 1 (260403_Stefan 미팅)
We would like to work with you to help us.
5:54
S… Speaker 1 (260403_Stefan 미팅)
to understand this market better or to find suppliers or to find
5:58
S… Speaker 2 (260403_Stefan 미팅)
customers.
5:59
S… Speaker 1 (260403_Stefan 미팅)
So I decided to start my own consulting
6:03
S… Speaker 2 (260403_Stefan 미팅)
business.
6:04
S… Speaker 1 (260403_Stefan 미팅)
In 2023,
6:08
S… Speaker 1 (260403_Stefan 미팅)
after I left,
6:12
S… Speaker 1 (260403_Stefan 미팅)
Henke decided to stop working
6:16
S… Speaker 2 (260403_Stefan 미팅)
together with BMIT.
6:17
S… Speaker 1 (260403_Stefan 미팅)
I don't know the exact reason why,
6:21
S… Speaker 1 (260403_Stefan 미팅)
because that was a good relationship for many,
6:24
S… Speaker 2 (260403_Stefan 미팅)
many years.
6:26
S… Speaker 1 (260403_Stefan 미팅)
But I don't know the reason because the decision was made when I was already gone.
6:31
S… Speaker 1 (260403_Stefan 미팅)
But I know the BMED
6:35
S… Speaker 1 (260403_Stefan 미팅)
people very well.
6:37
S… Speaker 1 (260403_Stefan 미팅)
I know the owners,
6:38
S… Speaker 1 (260403_Stefan 미팅)
I know the management team,
6:39
S… Speaker 1 (260403_Stefan 미팅)
I know them since many years.
6:41
S… Speaker 1 (260403_Stefan 미팅)
And they contacted me and were quite surprised because
6:45
S… Speaker 1 (260403_Stefan 미팅)
BMED was producing.
6:49
S… Speaker 1 (260403_Stefan 미팅)
those 30 and 50 mil syringes only for Henke.
6:53
S… Speaker 1 (260403_Stefan 미팅)
It was the only exclusive customer and they were only producing it
6:57
S… Speaker 2 (260403_Stefan 미팅)
in the Henke brand,
6:58
S… Speaker 2 (260403_Stefan 미팅)
no bean in the brand.
7:00
S… Speaker 1 (260403_Stefan 미팅)
And when Henke decided to stop,
7:04
S… Speaker 1 (260403_Stefan 미팅)
they told them,
7:05
S… Speaker 1 (260403_Stefan 미팅)
we decided to stop and we stop buying today.
7:08
S… Speaker 1 (260403_Stefan 미팅)
So it was totally shock for them.
7:12
S… Speaker 1 (260403_Stefan 미팅)
And I helped them to think about the situation
7:16
S… Speaker 1 (260403_Stefan 미팅)
and I helped them to do their own
7:20
S… Speaker 2 (260403_Stefan 미팅)
registration,
7:21
S… Speaker 1 (260403_Stefan 미팅)
MDR,
7:23
S… Speaker 1 (260403_Stefan 미팅)
ISO certification and creating their
7:27
S… Speaker 1 (260403_Stefan 미팅)
own brand for the syringes,
7:29
S… Speaker 1 (260403_Stefan 미팅)
the Beeman brand.
7:35
S… Speaker 1 (260403_Stefan 미팅)
End of 2023,
7:36
S… Speaker 1 (260403_Stefan 미팅)
beginning of 2024,
7:38
S… Speaker 1 (260403_Stefan 미팅)
they restarted to produce the syringes again under the brand
7:42
S… Speaker 1 (260403_Stefan 미팅)
of BMED.
7:43
S… Speaker 1 (260403_Stefan 미팅)
And they asked me,
7:45
S… Speaker 1 (260403_Stefan 미팅)
because they don't have a sales force
7:49
S… Speaker 1 (260403_Stefan 미팅)
for syringes,
7:50
S… Speaker 1 (260403_Stefan 미팅)
because in the past they have only one customer.
7:52
S… Speaker 1 (260403_Stefan 미팅)
They don't need a sales force for just one customer.
7:56
S… Speaker 1 (260403_Stefan 미팅)
They asked me if I can help them to
8:00
S… Speaker 1 (260403_Stefan 미팅)
be their sales agent.
8:02
S… Speaker 1 (260403_Stefan 미팅)
globally for those two -inches because they don't know the market.
8:05
S… Speaker 1 (260403_Stefan 미팅)
So today I'm helping B -Med,
8:08
S… Speaker 1 (260403_Stefan 미팅)
not only with Sacre,
8:11
S… Speaker 1 (260403_Stefan 미팅)
but with many other customers.
8:13
S… Speaker 1 (260403_Stefan 미팅)
Until today there
8:17
S… Speaker 1 (260403_Stefan 미팅)
is no other company,
8:20
S… Speaker 1 (260403_Stefan 미팅)
series company,
8:21
S… Speaker 1 (260403_Stefan 미팅)
producing 30 and 50 ml two -part two -inches.
8:25
S… Speaker 1 (260403_Stefan 미팅)
There's only B -Med.
8:26
S… Speaker 1 (260403_Stefan 미팅)
They have been companies trying
8:30
S… Speaker 1 (260403_Stefan 미팅)
it.
8:31
S… Speaker 1 (260403_Stefan 미팅)
but producing two -part syringes is very difficult with a lot of technology.
8:35
S… Speaker 1 (260403_Stefan 미팅)
It looks like a very simple product but it's very difficult.
8:39
S… Speaker 1 (260403_Stefan 미팅)
So for B -MIT there's
8:44
S… Speaker 1 (260403_Stefan 미팅)
still market, there's still customers looking for that and B -MIT is the only option to
8:48
S… Speaker 1 (260403_Stefan 미팅)
provide those syringes.
8:49
S… Speaker 1 (260403_Stefan 미팅)
So in 2024 they restarted this business and
8:54
S… Speaker 1 (260403_Stefan 미팅)
today B -MIT is doing quite nice with the 30 and 50 -mile syringes.
8:58
S… Speaker 2 (260403_Stefan 미팅)
Not with Henke anymore.
8:59
S… Speaker 1 (260403_Stefan 미팅)
but with many customers of Henke,
9:02
S… Speaker 1 (260403_Stefan 미팅)
because Henke stopped.
9:03
S… Speaker 2 (260403_Stefan 미팅)
I
9:09
S… Speaker 1 (260403_Stefan 미팅)
left Henke in 2023,
9:11
S… Speaker 1 (260403_Stefan 미팅)
but already when I was with Henke,
9:14
S… Speaker 1 (260403_Stefan 미팅)
there was a lot of discussion about the Zirinisch business.
9:18
S… Speaker 1 (260403_Stefan 미팅)
For you,
9:21
S… Speaker 1 (260403_Stefan 미팅)
I don't know if you understand,
9:23
S… Speaker 1 (260403_Stefan 미팅)
but Henke has about 1 ,500 employees
9:27
S… Speaker 1 (260403_Stefan 미팅)
and maybe...
9:30
S… Speaker 1 (260403_Stefan 미팅)
When Fabian and I were still there,
9:32
S… Speaker 1 (260403_Stefan 미팅)
maybe 10 people out of the 1 ,500,
9:37
S… Speaker 1 (260403_Stefan 미팅)
about 10 people had knowledge about the syringe
9:41
S… Speaker 1 (260403_Stefan 미팅)
business.
9:42
S… Speaker 1 (260403_Stefan 미팅)
Regulatory,
9:43
S… Speaker 1 (260403_Stefan 미팅)
quality,
9:44
S… Speaker 2 (260403_Stefan 미팅)
sales,
9:45
S… Speaker 2 (260403_Stefan 미팅)
marketing.
9:46
S… Speaker 1 (260403_Stefan 미팅)
It was a very small number of people involved
9:50
S… Speaker 1 (260403_Stefan 미팅)
within Henke for the disposal syringes.
9:53
S… Speaker 1 (260403_Stefan 미팅)
The main items they have is veterinary products
9:58
S… Speaker 2 (260403_Stefan 미팅)
and endoscopes.
10:00
S… Speaker 1 (260403_Stefan 미팅)
And that's their main focus and concern.
10:04
S… Speaker 1 (260403_Stefan 미팅)
And even when I was there in 2020,
10:09
S… Speaker 2 (260403_Stefan 미팅)
21,
10:09
S… Speaker 1 (260403_Stefan 미팅)
22, there was a lot of discussion with the new owners and
10:14
S… Speaker 2 (260403_Stefan 미팅)
the new management team.
10:15
S… Speaker 1 (260403_Stefan 미팅)
should we stop syringes because it's not our focus anymore.
10:19
S… Speaker 1 (260403_Stefan 미팅)
And Fabian and I were trying to fight for
10:23
S… Speaker 1 (260403_Stefan 미팅)
the syringe business because we like the syringe business,
10:26
S… Speaker 1 (260403_Stefan 미팅)
but for the owners it's something different.
10:30
S… Speaker 1 (260403_Stefan 미팅)
And in 2024,
10:32
S… Speaker 1 (260403_Stefan 미팅)
when I left,
10:35
S… Speaker 1 (260403_Stefan 미팅)
they decided to sell the shares of Almu.
10:38
S… Speaker 1 (260403_Stefan 미팅)
So Henke is not longer a shareholder of Almu
10:42
S… Speaker 2 (260403_Stefan 미팅)
anymore, it's only V -Bron.
10:46
S… Speaker 2 (260403_Stefan 미팅)
But Almo and B.
10:47
S… Speaker 1 (260403_Stefan 미팅)
Brown were willing to still work with Henke for
10:51
S… Speaker 2 (260403_Stefan 미팅)
the syringes.
10:52
S… Speaker 1 (260403_Stefan 미팅)
But then in 2024 Henke
10:57
S… Speaker 1 (260403_Stefan 미팅)
informed Almo and B.
10:59
S… Speaker 1 (260403_Stefan 미팅)
Brown the same as they did to inform B
11:03
S… Speaker 2 (260403_Stefan 미팅)
-Med in 2024.
11:04
S… Speaker 1 (260403_Stefan 미팅)
We stop buying from you,
11:06
S… Speaker 2 (260403_Stefan 미팅)
we buy in China.
11:08
S… Speaker 2 (260403_Stefan 미팅)
For whatever reason,
11:10
S… Speaker 2 (260403_Stefan 미팅)
I don't know,
11:10
S… Speaker 1 (260403_Stefan 미팅)
because I was not involved in the decision,
11:13
S… Speaker 1 (260403_Stefan 미팅)
but they decided to not longer use the German
11:17
S… Speaker 2 (260403_Stefan 미팅)
syringes,
11:18
S… Speaker 1 (260403_Stefan 미팅)
but to use the China syringes,
11:20
S… Speaker 1 (260403_Stefan 미팅)
which I think is a big mistake,
11:22
S… Speaker 1 (260403_Stefan 미팅)
but it's their decision.
11:24
S… Speaker 1 (260403_Stefan 미팅)
And at the same time,
11:27
S… Speaker 1 (260403_Stefan 미팅)
they decided we would like to reduce the risk
11:31
S… Speaker 1 (260403_Stefan 미팅)
for handcanning,
11:32
S… Speaker 1 (260403_Stefan 미팅)
so we don't want to be a benefactor.
11:38
S… Speaker 1 (260403_Stefan 미팅)
It is not correct that the MDR is not allowing Henke
11:43
S… Speaker 1 (260403_Stefan 미팅)
to be a manufacturer.
11:44
S… Speaker 1 (260403_Stefan 미팅)
You could also be a manufacturer under MDR,
11:47
S… Speaker 1 (260403_Stefan 미팅)
but the responsibilities are higher,
11:50
S… Speaker 1 (260403_Stefan 미팅)
the risks are higher,
11:53
S… Speaker 1 (260403_Stefan 미팅)
and the management team decided not to take this risk and
11:57
S… Speaker 1 (260403_Stefan 미팅)
to be only a distributor.
12:00
S… Speaker 1 (260403_Stefan 미팅)
So Henke today for the winters is only a distributor.
12:03
S… Speaker 1 (260403_Stefan 미팅)
The manufacturer is somebody else in China.
12:05
S… Speaker 1 (260403_Stefan 미팅)
As you can see on the packaging,
12:07
S… Speaker 1 (260403_Stefan 미팅)
Verbo Medical Technology is the official manufacturer.
12:13
S… Speaker 1 (260403_Stefan 미팅)
I saw on the exhibition that's even now differently.
12:16
S… Speaker 2 (260403_Stefan 미팅)
Yeah, you changed.
12:19
S… Speaker 2 (260403_Stefan 미팅)
I
12:23
S… Speaker 2 (260403_Stefan 미팅)
don't know the same company,
12:24
S… Speaker 2 (260403_Stefan 미팅)
but...
12:25
S… Speaker 1 (260403_Stefan 미팅)
No, it's not the same company.
12:26
S… Speaker 1 (260403_Stefan 미팅)
Okay.
12:27
S… Speaker 1 (260403_Stefan 미팅)
So before,
12:29
S… Speaker 2 (260403_Stefan 미팅)
for many,
12:32
S… Speaker 2 (260403_Stefan 미팅)
many years,
12:32
S… Speaker 2 (260403_Stefan 미팅)
for you,
12:33
S… Speaker 1 (260403_Stefan 미팅)
Henke was a manufacturer.
12:35
S… Speaker 1 (260403_Stefan 미팅)
because they have this joint venture with Almo and we are
12:39
S… Speaker 1 (260403_Stefan 미팅)
a manufacturer.
12:40
S… Speaker 1 (260403_Stefan 미팅)
But today Henke is a distributor.
12:42
S… Speaker 1 (260403_Stefan 미팅)
It's a big distributor.
12:44
S… Speaker 1 (260403_Stefan 미팅)
But for most of the old
12:48
S… Speaker 2 (260403_Stefan 미팅)
Henke customers,
12:49
S… Speaker 1 (260403_Stefan 미팅)
it's not interested to buy from a distributor
12:53
S… Speaker 1 (260403_Stefan 미팅)
because they are big distributors themselves.
12:55
S… Speaker 1 (260403_Stefan 미팅)
So at the moment Henke is
12:59
S… Speaker 1 (260403_Stefan 미팅)
losing a lot of customers in Europe.
13:02
S… Speaker 1 (260403_Stefan 미팅)
They have lost airtight.
13:05
S… Speaker 1 (260403_Stefan 미팅)
They are losing their customers because the customers say,
13:08
S… Speaker 1 (260403_Stefan 미팅)
I don't buy from another distributor,
13:10
S… Speaker 1 (260403_Stefan 미팅)
I buy from a manufacturer.
13:12
S… Speaker 1 (260403_Stefan 미팅)
And Henke's syringe business is going down.
13:16
S… Speaker 1 (260403_Stefan 미팅)
That's the situation in 2026.
13:21
S… Speaker 1 (260403_Stefan 미팅)
My personal opinion is that Henke soon
13:25
S… Speaker 1 (260403_Stefan 미팅)
will stop syringes because they
13:29
S… Speaker 2 (260403_Stefan 미팅)
are losing more and more business.
13:31
S… Speaker 1 (260403_Stefan 미팅)
They are not a manufacturer,
13:34
S… Speaker 1 (260403_Stefan 미팅)
they are only a distributor.
13:36
S… Speaker 1 (260403_Stefan 미팅)
What is their goal?
13:37
S… Speaker 1 (260403_Stefan 미팅)
What is their strategy?
13:39
S… Speaker 1 (260403_Stefan 미팅)
How they would like to survive?
13:41
S… Speaker 1 (260403_Stefan 미팅)
I don't know.
13:42
S… Speaker 1 (260403_Stefan 미팅)
So you have to prepare yourself that
13:46
S… Speaker 1 (260403_Stefan 미팅)
there could be another sudden decision that Henke
13:51
S… Speaker 1 (260403_Stefan 미팅)
tells you we are no longer selling the syringes.
13:55
S… Speaker 1 (260403_Stefan 미팅)
You can buy directly from the Chinese company.
13:58
S… Speaker 1 (260403_Stefan 미팅)
This can come,
14:00
S… Speaker 1 (260403_Stefan 미팅)
so I don't know,
14:01
S… Speaker 1 (260403_Stefan 미팅)
but that's a risk.
14:04
S… Speaker 1 (260403_Stefan 미팅)
But I can tell you a little bit more about the B -Mate.
14:08
S… Speaker 1 (260403_Stefan 미팅)
B -Mate is a smaller company.
14:12
S… Speaker 2 (260403_Stefan 미팅)
They have maybe three,
14:14
S… Speaker 1 (260403_Stefan 미팅)
four hundred employees.
14:16
S… Speaker 1 (260403_Stefan 미팅)
Their main business is also not syringes.
14:20
S… Speaker 1 (260403_Stefan 미팅)
It's other products,
14:23
S… Speaker 1 (260403_Stefan 미팅)
metal products for the cable industry.
14:27
S… Speaker 1 (260403_Stefan 미팅)
But they have a long tradition
14:31
S… Speaker 1 (260403_Stefan 미팅)
of producing special syringes.
14:34
S… Speaker 1 (260403_Stefan 미팅)
So not the standard syringes,
14:36
S… Speaker 1 (260403_Stefan 미팅)
2ml, 5ml,
14:38
S… Speaker 2 (260403_Stefan 미팅)
10ml.
14:38
S… Speaker 1 (260403_Stefan 미팅)
They're only producing special syringes.
14:41
S… Speaker 1 (260403_Stefan 미팅)
For example,
14:42
S… Speaker 1 (260403_Stefan 미팅)
the 30ml and 50ml syringes.
14:45
S… Speaker 1 (260403_Stefan 미팅)
And this company is family owned and
14:49
S… Speaker 1 (260403_Stefan 미팅)
I know the owners and they have a strong commitment to continue
14:54
S… Speaker 1 (260403_Stefan 미팅)
with that business in the future.
14:56
S… Speaker 1 (260403_Stefan 미팅)
In 2024,
14:58
S… Speaker 2 (260403_Stefan 미팅)
when they have...
15:00
S… Speaker 1 (260403_Stefan 미팅)
this sudden decision from Henke.
15:02
S… Speaker 1 (260403_Stefan 미팅)
They invested a lot of money in re -establishing the brand,
15:06
S… Speaker 1 (260403_Stefan 미팅)
in the registration,
15:07
S… Speaker 1 (260403_Stefan 미팅)
in the ISO.
15:09
S… Speaker 1 (260403_Stefan 미팅)
So they spent a lot of money in the investment and they only
15:13
S… Speaker 1 (260403_Stefan 미팅)
did that because they think they will continue many years in the future with
15:17
S… Speaker 2 (260403_Stefan 미팅)
those products.
15:18
S… Speaker 1 (260403_Stefan 미팅)
So BeMate makes the 30
15:22
S… Speaker 1 (260403_Stefan 미팅)
and 50 ml syringes only two parts.
15:25
S… Speaker 1 (260403_Stefan 미팅)
only the products you know and they make a very special 1ml
15:29
S… Speaker 1 (260403_Stefan 미팅)
syringe but they don't make other syringes
15:34
S… Speaker 1 (260403_Stefan 미팅)
so it's very specialized on that area and I
15:39
S… Speaker 1 (260403_Stefan 미팅)
have one sample of the 1ml syringe they produce just
15:44
S… Speaker 1 (260403_Stefan 미팅)
to show you it's a three -part syringe but
15:49
S… Speaker 1 (260403_Stefan 미팅)
you can change the scale on
15:54
S… Speaker 1 (260403_Stefan 미팅)
This syringe can fix the scale and then
16:01
S… Speaker 1 (260403_Stefan 미팅)
with each click You
16:05
S… Speaker 1 (260403_Stefan 미팅)
can do very precise injection That
16:10
S… Speaker 1 (260403_Stefan 미팅)
is also very unique and special product and this
16:15
S… Speaker 1 (260403_Stefan 미팅)
is used where you want to have very small drops
16:19
S… Speaker 1 (260403_Stefan 미팅)
of solution very small volumes
16:24
S… Speaker 2 (260403_Stefan 미팅)
Like pipetting?
16:27
S… Speaker 1 (260403_Stefan 미팅)
Almost like pipetting,
16:28
S… Speaker 1 (260403_Stefan 미팅)
but it's also used,
16:31
S… Speaker 1 (260403_Stefan 미팅)
I saw at the exhibition,
16:34
S… Speaker 1 (260403_Stefan 미팅)
there was an area for cosmetic surgery and
16:38
S… Speaker 1 (260403_Stefan 미팅)
it's used a lot in that business for cosmetic procedures
16:42
S… Speaker 1 (260403_Stefan 미팅)
where you have to make very small dosages.
16:46
S… Speaker 1 (260403_Stefan 미팅)
So you can still push the whole bludger,
16:49
S… Speaker 1 (260403_Stefan 미팅)
but if you're very careful,
16:51
S… Speaker 1 (260403_Stefan 미팅)
you can decide.
16:59
S… Speaker 1 (260403_Stefan 미팅)
Only click by click how you want to inject.
17:03
S… Speaker 1 (260403_Stefan 미팅)
And once again,
17:04
S… Speaker 1 (260403_Stefan 미팅)
you can change the scale.
17:07
S… Speaker 1 (260403_Stefan 미팅)
There are three different scales.
17:08
S… Speaker 1 (260403_Stefan 미팅)
Therefore,
17:09
S… Speaker 1 (260403_Stefan 미팅)
three those.
17:10
S… Speaker 1 (260403_Stefan 미팅)
And the scale is either 0 .1 ml,
17:14
S… Speaker 1 (260403_Stefan 미팅)
0 .2 ml or 0 .4 ml.
17:17
S… Speaker 1 (260403_Stefan 미팅)
And you can decide on your volume
17:22
S… Speaker 2 (260403_Stefan 미팅)
you want to apart.
17:28
S… Speaker 2 (260403_Stefan 미팅)
Sorry?
17:28
S… Speaker 1 (260403_Stefan 미팅)
That's expensive.
17:29
S… Speaker 1 (260403_Stefan 미팅)
That's not like a normal woman.
17:32
S… Speaker 2 (260403_Stefan 미팅)
If this applies to the human,
17:34
S… Speaker 2 (260403_Stefan 미팅)
but this is kind of nice,
17:36
S… Speaker 2 (260403_Stefan 미팅)
but we don't have that.
17:38
S… Speaker 1 (260403_Stefan 미팅)
Yeah, yeah.
17:38
S… Speaker 1 (260403_Stefan 미팅)
But I wanted to show you what kind of product Bebed
17:43
S… Speaker 1 (260403_Stefan 미팅)
is producing.
17:44
S… Speaker 1 (260403_Stefan 미팅)
Very special items.
17:46
S… Speaker 2 (260403_Stefan 미팅)
It's from Bybed.
17:47
S… Speaker 1 (260403_Stefan 미팅)
That's from Bybed.
17:49
S… Speaker 2 (260403_Stefan 미팅)
Awesome.
17:52
S… Speaker 2 (260403_Stefan 미팅)
3D dose.
17:53
S… Speaker 1 (260403_Stefan 미팅)
3D dose.
17:54
S… Speaker 1 (260403_Stefan 미팅)
Because you can have three different scales.
17:57
S… Speaker 1 (260403_Stefan 미팅)
Oh, I see.
17:58
S… Speaker 2 (260403_Stefan 미팅)
I get it.
17:58
S… Speaker 2 (260403_Stefan 미팅)
Volume switch.
18:00
S… Speaker 2 (260403_Stefan 미팅)
Okay.
18:00
S… Speaker 2 (260403_Stefan 미팅)
Okay.
18:01
S… Speaker 2 (260403_Stefan 미팅)
This is a skill,
18:06
S… Speaker 2 (260403_Stefan 미팅)
but we can use
18:10
S… Speaker 2 (260403_Stefan 미팅)
it as a pipette.
18:11
S… Speaker 2 (260403_Stefan 미팅)
This is usually for women.
18:15
S… Speaker 2 (260403_Stefan 미팅)
What?
18:16
S… Speaker 2 (260403_Stefan 미팅)
Botox.
18:18
S… Speaker 1 (260403_Stefan 미팅)
Botox.
18:19
S… Speaker 1 (260403_Stefan 미팅)
Botox.
18:36
S… Speaker 1 (260403_Stefan 미팅)
So that's B -Med,
18:37
S… Speaker 1 (260403_Stefan 미팅)
a company producing only special syringes,
18:41
S… Speaker 1 (260403_Stefan 미팅)
so they are not competing with B -Bron,
18:45
S… Speaker 1 (260403_Stefan 미팅)
with B -D,
18:46
S… Speaker 1 (260403_Stefan 미팅)
with the big companies because they are smaller,
18:49
S… Speaker 1 (260403_Stefan 미팅)
therefore they have to always do something special and special
18:53
S… Speaker 1 (260403_Stefan 미팅)
syringes.
18:59
S… Speaker 1 (260403_Stefan 미팅)
Then why don't they produce the other size?
19:05
S… Speaker 1 (260403_Stefan 미팅)
Because the standard
19:09
S… Speaker 1 (260403_Stefan 미팅)
syringe business is very tough as a manufacturer.
19:13
S… Speaker 1 (260403_Stefan 미팅)
You have really big investment.
19:17
S… Speaker 1 (260403_Stefan 미팅)
So for example,
19:19
S… Speaker 1 (260403_Stefan 미팅)
Almo is producing about 8 million syringes
19:24
S… Speaker 1 (260403_Stefan 미팅)
per day, more than 2 point
19:28
S… Speaker 1 (260403_Stefan 미팅)
something billion per year.
19:30
S… Speaker 1 (260403_Stefan 미팅)
So the investment is really big and the margin
19:34
S… Speaker 1 (260403_Stefan 미팅)
is very small.
19:35
S… Speaker 1 (260403_Stefan 미팅)
And for a small company like
19:40
S… Speaker 1 (260403_Stefan 미팅)
BMED,
19:41
S… Speaker 1 (260403_Stefan 미팅)
the investment is too big,
19:43
S… Speaker 1 (260403_Stefan 미팅)
the risk is too high in this standard commodity
19:48
S… Speaker 1 (260403_Stefan 미팅)
business.
19:48
S… Speaker 1 (260403_Stefan 미팅)
They focus on some niche markets,
19:52
S… Speaker 1 (260403_Stefan 미팅)
but for the standard syringes,
19:56
S… Speaker 1 (260403_Stefan 미팅)
it's not their business.
20:00
S… Speaker 2 (260403_Stefan 미팅)
I know other companies in Europe that produce
20:04
S… Speaker 2 (260403_Stefan 미팅)
two -part syringes.
20:06
S… Speaker 2 (260403_Stefan 미팅)
There's other companies who do that since a long time.
20:10
S… Speaker 2 (260403_Stefan 미팅)
And I supplied to some samples of another
20:15
S… Speaker 1 (260403_Stefan 미팅)
Turkish company,
20:16
S… Speaker 1 (260403_Stefan 미팅)
Seth Medical.
20:17
S… Speaker 2 (260403_Stefan 미팅)
It's no relationship with B -Med.
20:20
S… Speaker 2 (260403_Stefan 미팅)
It's a different company.
20:22
S… Speaker 2 (260403_Stefan 미팅)
They're in the same country,
20:24
S… Speaker 2 (260403_Stefan 미팅)
but two different companies.
20:27
S… Speaker 2 (260403_Stefan 미팅)
And as I said,
20:28
S… Speaker 2 (260403_Stefan 미팅)
medical is in that business
20:32
S… Speaker 2 (260403_Stefan 미팅)
two parts of inches,
20:33
S… Speaker 1 (260403_Stefan 미팅)
very, very long.
20:34
S… Speaker 2 (260403_Stefan 미팅)
I know them since I started with Henke in
20:39
S… Speaker 1 (260403_Stefan 미팅)
1997.
20:40
S… Speaker 2 (260403_Stefan 미팅)
The company at that time was called TipSat,
20:44
S… Speaker 1 (260403_Stefan 미팅)
so a different name.
20:46
S… Speaker 2 (260403_Stefan 미팅)
And Tipset was a strong competitor of Henke with
20:51
S… Speaker 2 (260403_Stefan 미팅)
two -part syringes in the Turkish market and surrounding Azerbaijan
20:55
S… Speaker 2 (260403_Stefan 미팅)
and Armenia and those areas.
20:58
S… Speaker 1 (260403_Stefan 미팅)
And in the beginning
21:02
S… Speaker 1 (260403_Stefan 미팅)
of 2000,
21:03
S… Speaker 2 (260403_Stefan 미팅)
Tipset was purchased by Taiko
21:08
S… Speaker 2 (260403_Stefan 미팅)
Hell.
21:10
S… Speaker 2 (260403_Stefan 미팅)
Taiko is an American Vic.
21:15
S… Speaker 2 (260403_Stefan 미팅)
company with a lot of different businesses and Tyco
21:19
S… Speaker 2 (260403_Stefan 미팅)
acquired a tipset and was
21:23
S… Speaker 2 (260403_Stefan 미팅)
investing a lot of money to bring this
21:29
S… Speaker 2 (260403_Stefan 미팅)
Turkish manufacturer to US standards in
21:33
S… Speaker 1 (260403_Stefan 미팅)
manufacturing,
21:34
S… Speaker 2 (260403_Stefan 미팅)
in thinking,
21:36
S… Speaker 1 (260403_Stefan 미팅)
in philosophy,
21:37
S… Speaker 1 (260403_Stefan 미팅)
in quality standards,
21:38
S… Speaker 2 (260403_Stefan 미팅)
in processes and the
21:44
S… Speaker 2 (260403_Stefan 미팅)
There was one technician,
21:46
S… Speaker 2 (260403_Stefan 미팅)
he was the managing director of
21:50
S… Speaker 2 (260403_Stefan 미팅)
this plant and in 2010,
21:56
S… Speaker 2 (260403_Stefan 미팅)
I think, I don't know the exact date,
21:58
S… Speaker 2 (260403_Stefan 미팅)
Taiko decided to desinvest from
22:03
S… Speaker 2 (260403_Stefan 미팅)
the Turkish market and this technician,
22:07
S… Speaker 2 (260403_Stefan 미팅)
this managing director made a management buyout.
22:12
S… Speaker 2 (260403_Stefan 미팅)
So he purchased the manufacturing site from Tyco and
22:17
S… Speaker 2 (260403_Stefan 미팅)
started his own company,
22:19
S… Speaker 1 (260403_Stefan 미팅)
Set Medical.
22:20
S… Speaker 2 (260403_Stefan 미팅)
So Set Medical is only since about
22:24
S… Speaker 1 (260403_Stefan 미팅)
2008,
22:25
S… Speaker 2 (260403_Stefan 미팅)
but before this is a long history for them producing
22:29
S… Speaker 1 (260403_Stefan 미팅)
two large cylinders.
22:30
S… Speaker 2 (260403_Stefan 미팅)
And I know this person,
22:34
S… Speaker 1 (260403_Stefan 미팅)
Ali.
22:35
S… Speaker 1 (260403_Stefan 미팅)
since a long,
22:36
S… Speaker 2 (260403_Stefan 미팅)
long time because they have been competitors with Henke.
22:39
S… Speaker 2 (260403_Stefan 미팅)
But we also had some discussions.
22:41
S… Speaker 2 (260403_Stefan 미팅)
I have seen their syringe manufacturing side
22:46
S… Speaker 1 (260403_Stefan 미팅)
many,
22:47
S… Speaker 2 (260403_Stefan 미팅)
many times when I was with Henke.
22:49
S… Speaker 2 (260403_Stefan 미팅)
They also had some corporations with B.
22:52
S… Speaker 2 (260403_Stefan 미팅)
Braun, so we know each other since a long time.
22:54
S… Speaker 1 (260403_Stefan 미팅)
And they are a
22:59
S… Speaker 2 (260403_Stefan 미팅)
good, solid manufacturer of two -part syringes in
23:03
S… Speaker 1 (260403_Stefan 미팅)
Europe.
23:03
S… Speaker 1 (260403_Stefan 미팅)
In the past,
23:06
S… Speaker 2 (260403_Stefan 미팅)
They have been focusing on their local markets and
23:10
S… Speaker 2 (260403_Stefan 미팅)
the surrounding markets.
23:13
S… Speaker 2 (260403_Stefan 미팅)
and only since about four years
23:17
S… Speaker 2 (260403_Stefan 미팅)
the son joined the company and the son
23:21
S… Speaker 2 (260403_Stefan 미팅)
is very interested to increase the business of this
23:25
S… Speaker 2 (260403_Stefan 미팅)
company and with his help they are trying to find new customers
23:29
S… Speaker 2 (260403_Stefan 미팅)
outside of their normal markets they are interested to
23:34
S… Speaker 2 (260403_Stefan 미팅)
grow the business they're interested to find new customers and I
23:38
S… Speaker 1 (260403_Stefan 미팅)
help them
23:39
S… Speaker 2 (260403_Stefan 미팅)
finding new customers outside of their normal markets so in
23:43
S… Speaker 2 (260403_Stefan 미팅)
Europe and maybe also in Asia but the main
23:47
S… Speaker 1 (260403_Stefan 미팅)
focus of course is Germany,
23:49
S… Speaker 1 (260403_Stefan 미팅)
Belgium,
23:50
S… Speaker 2 (260403_Stefan 미팅)
France where I have good contacts and this
23:55
S… Speaker 2 (260403_Stefan 미팅)
company is producing two -part syringes since many many years but unfortunately
23:59
S… Speaker 2 (260403_Stefan 미팅)
until today they don't have a 1ml two -part syringe
24:03
S… Speaker 1 (260403_Stefan 미팅)
but they have already decided
24:08
S… Speaker 2 (260403_Stefan 미팅)
to start production of a 1ml two -part syringe.
24:11
S… Speaker 2 (260403_Stefan 미팅)
They have invested in the technology,
24:15
S… Speaker 1 (260403_Stefan 미팅)
in the mold,
24:15
S… Speaker 2 (260403_Stefan 미팅)
in the machines and everything else.
24:17
S… Speaker 2 (260403_Stefan 미팅)
It's already installed but they're waiting
24:21
S… Speaker 1 (260403_Stefan 미팅)
for the approval,
24:23
S… Speaker 2 (260403_Stefan 미팅)
ISO approval of the 1ml's rim size because in
24:27
S… Speaker 2 (260403_Stefan 미팅)
human medical devices it's not as easy that you can start.
24:31
S… Speaker 2 (260403_Stefan 미팅)
You always need approvals from authorities and they expect
24:35
S… Speaker 2 (260403_Stefan 미팅)
to have that approval.

Denna utskrift genererades av AI (automatisk taligenkänning). Kan innehålla fel — verifiera mot originalljudet för kritisk användning. Politik för AI

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