Michael Cadman is General Manager of CODAN Ltd, a leading supplier of disposable devices for infusion therapy based in Wokingham, Berkshire. CODAN Ltd is a member of the International CODAN Companies group, which employs more than 1500 people.
What are your main priorities as General Manager of CODAN Ltd? How do you divide your time?
The priority, of course, is to maintain the excellent growth we have seen over previous years, and in the current climate to maintain profitability. As part of a multinational European-based parent company, we buy in euros and US dollars, so this is proving particularly challenging – as I am sure is the case for many suppliers to the NHS.
The strategic direction of the company also focuses a lot of my attention, as does the day-to-day running of a large healthcare business with all that encompasses. The key to all of it, though, is maintaining an enjoyable and positive culture within the company.
What are the main routes by which CODAN does business with the NHS – clinicians, local procurement specialists, NHS Supply Chain, etc? How do you build relationships with these customers?
We have always believed that the best way to be a successful supplier of any healthcare product to the NHS is to be able to communicate effectively with the clinicians who decide whether our products meet their requirements. In this context, we always try to employ sales people and product specialists who have a relevant clinical background.
The route to supplying the NHS is an ever-evolving entity! So it is important that we keep abreast of how it needs to be approached. We are fortunate to enjoy good and positive relationships with the NHS Supply Chain, and I think having an understanding of what they are trying to achieve and vice versa makes doing business more straightforward for both parties.
Many of our products have been developed through close co-operation with clinicians who have approached us with ideas to improve products and develop new ones.
The key to any successful business is the customer, and ultimately in our case that is the patient. Having recently been on the receiving end of major surgery, I can assure you that it has given me an even stronger insight into how we need to approach the clinicians and how our products can make a greater difference.
How has CODAN’s experience of the global market affected its strategy?
As part of my role I have regular contact with colleagues worldwide, and it is interesting to see not only how differently the countries approach healthcare provision, but also the different priorities in clinical practice. Our international experience enables us, I feel, to take all this information and apply it to how our products are developed for use throughout the world healthcare market.
How do you see the market for disposable infusion devices changing in the coming years?
The market for disposable infusion devises – as well as delivery systems such as infusion pumps, which are also an important part of our business – suggests that there is an ever-increasing demand. All manufacturers are challenged to meet this future demand with high-quality and cost-effective products.
Something we are particularly focused on at present is the environmental consequences of how disposable products are disposed of. To demonstrate our commitment to addressing this issue, we have recently introduced a new, more environmentally friendly plasticiser into our products: we have replaced DEHP with high-grade TOTM. This has clinical benefits as well as reducing the environmental consequences of disposal. Sustainability and environmental safety issues are increasingly important for the global medical device market.