MEDICA 2019


platform for businesses to strengthen and grow their US activities by utilising the Association’s advice, expertise and connections.


The ABHI US Accelerator has led to over 25 international research collaborations and new business generated for UK industry. Its offer provides access to ABHI’s extensive US network, including a host of in-market specialists available to guide companies on specific issues, including regulation, reimbursement and technology appraisal. The programme also facilitates introductions to hospital, clinical champions and supply chain leaders, enabling companies to liaise directly with decision-makers to discuss their products and services. As Paul Benton noted: “When we first launched the initiative two years ago, the majority of our work was focused on Texas and its tremendous HealthTech capabilities. “Building on these foundations, our expanded offer now delivers a springboard to other states, with numerous activities planned across the wider US over the coming year.”


Members of the programme will benefit from the full use of ABHI’s dedicated workspace and office at the Dell Medical School in Austin, providing access to their facilities and the support of senior faculty. Companies will also benefit from a nationwide programme of missions to key strategic regions, enabling more personal and lasting ties with the networks ABHI has cultivated over the years. The establishment of this physical presence at The Dell Medical School allows companies to be based at the ideal location for HealthTech companies, Texas. The Texas attitude to innovation is very open, with a real willingness to collaborate. With regional headquarters of some of the country’s largest healthcare providers located in the state, it makes sense to not only sell products, but conduct further R&D and develop strategies for the clinical ecosystem that companies will find themselves in. It also acts as the perfect springboard for accessing the wider US.


One company already committed to the 2020 cohort, is Bristol-based P3 Medical. The organisation’s sales manager, Adrian Javes, said: “As an SME looking to enter the American market for the first time, the ABHI US Accelerator has been integral to negotiating the complexities of GPO’s and hospital systems. “The trade missions have been a fantastic


opportunity to pitch our products to a level of hospital management that we would never be able to gain access to.” Paul Benton added: “Through the ABHI US Accelerator, this nationwide programme enables companies to de-risk their market entry and drive operations within the US. Added to this comes the support from a cohort of in-market experts and access to ABHI’s highly developed US network. It is truly a comprehensive offer and one that


OCTOBER 2019


I am delighted to see that companies are taking advantage of.”


The next 12 months marks the busiest programme of ABHI international activity to date, with a wealth of opportunities for companies to forge new business and develop existing connections around the globe.


Who’s who at Medica?


The ABHI will, for the first time be taking key members of its senior leadership team to Medica, to offer knowledge, expertise and support to all its UK exhibitors.


Richard Phillips, director, policy & communications


Richard joined ABHI in June 2015, with over 20 years’ experience in the life sciences. With strong connections into the NHS and its leadership structures, Richard has a great understanding of policy, NHS strategy


and the opportunities for UK companies to engage with the system and accelerate the adoption of their technologies and services. With HealthTech’s reach increasingly widening, the role of policy, and how government measures impact business, has arguably never been more significant. Brexit is one area, and Richard has managed ABHI’s interactions on the issue since the UK voted to leave the European Union – advocating for the continued supply of products to patients no matter the outcome. Elsewhere, Richard provides regular


expert commentary on the direction of NHS travel. The NHS Long Term Plan, for example, details a number of areas where companies can engage with the system to support its vision. Companies at Medica 2019 would benefit from spending time with Richard to see where their health technologies align with government priorities at both regional and national level.


Phil Brown, director, technical and regulatory


Phil has over 30 years’ experience of working with novel


technologies and liaising with national authorities, the European Commission, trade associations and standards bodies on


issues related to regulation and ethics. With deep knowledge of HealthTech regulation in the UK and Europe, Phil is currently working with UK businesses to support their transition to the Medical Device Regulation. The process has come under increased scrutiny of late, with issues of capacity, particularly with regard to notified body accreditation, and wider system


preparedness causing concern for many companies.


Phil is in regular dialogue with the MHRA


and partners at both national and international level to find measures that will mitigate against the risk of companies being unable to place products on the market after May 2020. The situation is of course further complicated by the UK’s future relationship with the EU. Regulation is business critical. Without full compliance, companies cannot operate. Those exhibiting with ABHI at MEDICA 2019 are therefore strongly advised to spend time to Phil to assess their readiness for the impending changes to the system.


Andrew Davies, digital health lead


Andrew has over 25 years’ experience in the health technology sector, having worked within a number of household names before joining ABHI. His experience has covered roles in UK and international


marketing, market access and business development across both capital and consumable equipment. Recent years have seen Andrew head-up ABHI’s Market Access function, ensuring that system processes are aligned to safely adopt the latest in HealthTech.


As of July 2019, Andrew’s role was refined to focus solely on Digital Health; a position which sees an emphasis on promoting the opportunities where UK HealthTech companies can play a part in the unfolding environment of digitally-assisted heathcare. Andrew is currently working with companies to develop and advocate ABHI’s position in regards to the ability of the UK health and care system to support and rapidly adopt new technologies and services. In his words: “Digital technologies have the ability to support a more efficient and effective health system, with significant benefits to patient care. Access to well curated data sets is critical for industry to apply their skills, knowledge and resources, unleashing the potential low of life saving and enhancing innovations. “We are therefore working with the NHS, and the health system more broadly, to develop the necessary security, regulatory and ethical infrastructure that will enable the development and adoption of such innovations.”


UK companies at Medica 2019, both big and small, can speak with Andrew and become part of this national conversation around digital adoption. Taking place from 18-21 November in Düsseldorf, Germany, Medica attracts over 5000 exhibitors from 70 countries and plays host to tens of thousands of visitors every year. The ABHI UK Pavilion will be located in hall 16.


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