Outsourcing Outlook: How to Source a Qualified Converter

To be a credible partner to medtech companies, suppliers of converting services must have leading-edge customisation capabilities, according to G&L Precision Die Cutting. The full-service converter was recently acquired by Lohmann GmbH & Co. KG.

Here’s a question Freud did not ask: What do medical device manufacturers want? But we will . . . repeatedly. Outsourcing Outlook will pose that question in each issue of EMDT in relation to a specific subcontracting activity. For our first foray, we quizzed converting and die cutting equipment and service providers on what medtech manufacturers should keep in mind when sourcing a supplier. Here is some of their advice.

Look for a partner, not a vendor. “Our customers in the medtech industry are continuously seeking innovation,” says Anthony Leembruggen, who works at the Netherlands office of G&L Precision Die Cutting, a full-service supplier of converting services to the medical device and diagnostic industries. “They are looking for new manufacturing techniques and partners who are willing to think along with them and help them design a product from the early stages.”

Do a background check on your potential converter, suggests Loren Alberico, G&L President, who spoke to us from the company’s headquarters in San Jose, CA, USA. “Does the company have prior experience in the medical arena? Does it understand regulatory requirements? And it should be familiar with medical adhesives and cleanroom manufacturing techniques,” he adds. Think about what you will need tomorrow, not just today, stresses Alberico. “You may not need a cleanroom when you start out, but you might need one down the road, and you don’t want to have to search for a new supplier as your needs evolve,” says Alberico.

In-depth knowledge of materials and an understanding of how they interact are key attributes that manufacturers should seek in a partner company, notes Colleen Ward, Director Global Strategic Accounts at Avery Dennison Specialty Tape. “Customers may know the materials, but they don’t always know the process that is best suited for manufacturing them. In our case, we bring process engineering, R&D, and chemistry skills to the table,” says Ward. Avery Dennison Specialty Tape is a global supplier of pressure-sensitive adhesives and tapes.

Off the shelf should be off limits, says Alberico. You can’t rely on off-the-shelf solutions any more—your partners need to be comfortable with customisation. “A film may not have the same adhesive on both sides,” explains Alberico. “It may have an acrylic on one side and a hot-melt or silicone adhesive on the other.” You want to partner with a company that has the technical knowledge and capabilities to offer these technologies, he stresses, adding that G&L is better equipped than ever to meet these needs since it was acquired by Lohmann GmbH & Co. KG in October 2009. “Lohman has its own polymerisation plant, so it can tweak [formulations] to perfectly suit customer requirements,” says Alberico.

Avoid investing in equipment with all kinds of bells and whistles or in highly qualified personnel during the early stages, says Leembruggen. That is when a knowledgeable and nimble subcontractor can be a valuable ally. A competent supplier can get things rolling by doing prototypes and small-scale manufacturing runs.

You will probably be looking at smaller machines, based on present trends, if your project takes off and you end up shopping for converting equipment, according to Neil Andrews, Vice President Sales and Marketing at Doyen Medipharm. A maker of converting and packaging machines based in Wymondham, UK, Doyen has a sister company in the United States, J-Pac LLC, that offers contract services. Manufacturers who are considering a capital investment want to minimise financial risk while preserving flexibility, explains Andrews. “They may be launching a new product and don’t want to commit to a large machine until they have some idea of the volumes to expect. So smaller, flexible machines are in demand. Quick release capabilities and flexibility are important features,” stresses Andrews, “but small machines are limited by the reel sizes that they can accommodate. Customers typically are willing to make compromises to achieve that flexibility.”

Plan for the long term. That may seem like obvious advice, but in the heady, chaotic days of a project’s early stages, it’s easy to opt for the most expedient solution at that point in time. Look for a company that is willing to work with you in terms of material quantities when you are starting out but can continue to deliver the goods as you ramp up, advises Leembruggen. “You don’t want to run into problems sourcing materials. This should be considered early on.” Materials expertise is crucial at this juncture, he adds. “A lot of scale up happens on reel-to-reel machines, so you have to pay attention to the materials’ mechanical strength at the early design stage,” says Leembruggen.

Consider manufacturability issues before you get too deep into the project, adds Andrews, who notes that material wastage should be a big concern. “Our customers are using more complex materials, which can be quite expensive. Optimisation is paramount,” says Andrews. “We are always looking for ways to minimise wastage.”