Precision for every breath
Interview with Thomas Bender, Managing Director
When a person can no longer breathe through their nose and mouth, the right medical device literally keeps them alive – and able to speak, eat and sleep with dignity. BMV® Bender Medical Vertrieb GmbH, based in Much near Cologne, has specialised in exactly this sensitive niche: products for tracheotomised and laryngectomised patients. Managing Director and owner Thomas Bender explains how an owner-managed SME has become a highly specialised manufacturer with almost completely in-house production, and why strict regulations are both a seal of quality and a burden.
European Business: Mr Bender, how would you describe BMV in a few sentences?
Thomas Bender: We are a medical device manufacturer specialising in the ENT field. Our focus is on products for tracheotomised and laryngectomised patients – people who live with a tracheostoma or have lost their larynx, often after cancer.
European Business: How did the company develop into the manufacturer it is today?
Thomas Bender: I worked in direct patient care and later built up sales organisations for well-known homecare providers before I sold my former company. In 2007 I founded BMV initially as a consulting company, and in 2013 we transformed it into a full medical device manufacturer. Since then we have consistently expanded our production depth and our portfolio.
European Business: What does “Made in Germany” mean in very concrete terms at BMV?
Thomas Bender: Today we have a production depth of around 95%. We start with the product idea and design, develop our own tools, run our own injection moulding, assemble in-house, handle approvals and then place the products on the market. In other words: design, tooling, production and quality management are all under one roof. That gives us short routes, maximum control and high supply reliability.
European Business: Your products are used in very individual situations. How standardised – or customised – are they?
Thomas Bender: There is, of course, a standard portfolio of tracheal cannulas with typical lengths and curvatures. But one of our great strengths is individualisation. We can adapt the cannula length, the bend or the position of cuffs and balloons to the specific anatomical and clinical needs of a patient. That requires a lot of craftsmanship and experience – and there are not many suppliers left who can still do this.
European Business: Where do your products actually go – who are your customers?
Thomas Bender: We do not sell directly to patients. Our customers are pharmacies and specialised homecare providers. Their field staff look after patients at home or in nursing homes and settle the services with the statutory health insurance funds. BMV itself concentrates on the role of manufacturer and supplier to this professional trade structure.
European Business: You often stress that BMV is owner-managed. Why is that so important for you?
Thomas Bender: Because it shapes how we work. We are not a corporate group or an investment vehicle. Decision paths are short, and we can respond quickly and pragmatically to special requests or problems. In our segment, we are one of the last owner-managed companies, the other competitors are large corporations or investment-driven companies. That independence is a real USP.
European Business: At the same time, the legal framework for medical devices has become significantly stricter with the MDR. How do you deal with this?
Thomas Bender: We were one of the first companies at TÜV Rheinland to be certified under the MDR, and all our products comply with the latest regulations. That is a strong signal of quality and safety – and it is increasingly what customers ask for first. But the bureaucracy, documentation requirements and costs are massive, especially for medium-sized manufacturers. New developments can easily take three to five years and require very high investments. That makes companies cautious.
European Business: How is BMV positioned today – and where do you want to be in a few years’ time?
Thomas Bender: We currently have a little over 100 employees and will reach a turnover of around 10 million EUR this year, with growth of over 15%. We operate in a small but very crisis-resilient niche: people are living longer, medical care is improving, and our products will continue to be needed. Our goal is to further strengthen our position as a highly specialised “Made in Germany” manufacturer – with more automation, a broader supplier base and the same entrepreneurial spirit that has brought us this far.