Annual European Medical Technology Strategy Forum

10:00 am - 06:30 pm

Hilton Zurich Airport, Hohenbuehlstrasse 10, Opfikon 8152 , Switzerland



Enhancing Profitable Growth in MedTech

Driving top line measures in an increasingly challenging market environment

Achieving profitable growth is the ultimate business objective in MedTech. Many companies struggle to deliver the desired growth and simultaneously meet profitability expectations due to a number of challenging market dynamics in Europe. Customer consolidation and procurement centralization/professionalization are putting pressure on prices for established products. A continuing high need for customer intimacy and high customer service expectations are driving up cost-to-serve. At the same time, the profit pressure relief provided by launching new products is digressive, as health technology assessments and constrained budgets limit the room for access at premium prices and make the monetization of innovations more and more challenging.

While still growing and benefiting from favourable demographics, many MedTech companies are facing increasing margin pressure. Typically companies tend to focus on inward looking cost cutting as a counter measure to improve profitability. However, best-in-class MedTech companies go beyond and look for ways to enhance profitability with effective top line measures in the context of maximizing portfolio monetization, optimizing deal profitability and enhancing sales effectiveness.

Join us for the Simon-Kucher & Partners European Medical Technology Strategy Forum in Zurich, where industry representatives and experts from Simon-Kucher & Partners will share insights, practical approaches and best practice examples on unleashing incremental profits through best-in-class top line management.

Attending the forum will provide you with valuable insights on:

  • Current commercial trends and challenges in the medical technology space
  • The impact of top line management in driving profitability
  • How to drive profitability through a mix of dedicated portfolio, pricing and sales measures
  • How to ensure successful execution in your organization


10:00 - 10:30 a.m.
Welcome coffee and registration
10:30 - 11:00 a.m.
Welcome, introduction, industry trends and challenges
11:00 – 11:45 a.m.
Keynote speech: Top line measures as key drivers of profitability
11:50 – 12:45 p.m.
Break-out session 1 (each will be held again in afternoon)

Maximize portfolio monetization: Launch optimization, lifecycle management, (digital) solutions

Optimize deal profitability: Discount management, service policies, innovative contracting

Enhance sales effectiveness: Multi-channel sales, key account management, tender excellence

12:45 – 01:45 p.m.
Networking lunch
01:50 – 02:45 p.m.
Break-out session 2 (repeat of morning sessions)
02:45 – 03:15 p.m.
Networking break
03:15 – 04:15 p.m.
Panel discussion: Industry views on successfully implementing top line excellence

Industry representatives; moderated by Omar Ahmad, Raf Onclin 

04:15 – 04:30 p.m.
Closing address
04:30 – 06:30 p.m.
Networking reception with drinks and snacks