Advantages of Pairing a Technology Innovator and Contract Manufacturer—A Medtech Makers Q&A

By Sean Fenske, Editor-in-Chief
 
Major technology companies are associated with certain types of products and devices, regardless of the industry they serve. As such, they are viewed as experts in those areas. Having the opportunity to work with such an organization on a new product that leverages that same type of technology would be a dream come true for many firms.
 
One such technology brand is Canon, which people commonly identify immediately with cameras, printers, and other related products. What may not be obvious, however, is how integrated complementary services are at a company like Canon, enabling a customer to take advantage of not only the innovative technology, but the contract services as well.
 
Offering his perspectives on the potential benefits of working with a technology innovator is Ronald Kurz, Sr. director and GM of Business Development and Medical Business at Canon Virginia Inc. He shares his thoughts on how to approach the partnering process, the advantages of a technology specialist, and considerations to keep top of mind.
 
Sean Fenske: In terms of medical devices, what types of technologies does Canon offer that can be leveraged for a device by working with the company?
 
Ronald Kurz: Let me start off by addressing a common misconception about Canon Virginia. People tend to view us as just a camera and copier company, but Canon Virginia also serves as the Canon manufacturing, engineering, recycling, and technical support center for the Americas. Canon Virginia produces new products using advanced manufacturing methodologies while also serving as a factory service center, providing expert customer service in the repair and refurbishment of Canon products. Canon Virginia’s manufacturing services extend to injection mold making, contract manufacturing, medical contract manufacturing, and aftermarket services. Canon has been in the top five for number of patents for 35 years straight—no other company can say that. It’s truly amazing.
 
That being said, I think some of the best technologies Canon Virginia can offer for the medical device industry includes imaging expertise, motors, sensors, inkjet printing—controlling picoliters of fluid—and microfluidics. In addition, Canon Virginia has decades of manufacturing experience that includes automation, plastics processing, vision systems, and more.
 
Fenske: If a company is aware of a specific Canon technology it wants to use within a medical device, how would they approach you to do so?
 
Kurz: One of the best ways to understand the technology fit is to start with a conversation. Coming to the table prepared to talk about what problems you are facing and the desired outcome will help Canon Virginia find the appropriate solution. We want customers to understand Canon Virginia is part of the global Canon group. This has the potential to offer solutions in areas such as imaging, motors, or printing that may have not been a consideration. Canon Virginia can leverage resources and technology to provide medical device solutions; we currently have several customer success stories using this approach.
 
Fenske: In order to use a Canon technology innovation, is it required to also use your company for contract manufacturing services?
 
Kurz: We look to provide solutions. At times, the customer may not realize the entirety of the problem and may just be focused on their immediate challenge. We offer a cafeteria-style approach to manufacturing. Everything from injection mold tool making to reverse logistics.
 
In addition, we are uniquely positioned to offer a variety of Canon group solutions, including manufacturing, financial, business, field service, call center, and technology.
 

 
Fenske: Are there additional advantages when a company selects Canon Virginia to serve as contract manufacturer for a device given their experience in other industries?
 
Kurz: Absolutely. I can think of a particular instance where we started manufacturing a product within one industry, but then quickly iterated the product to be a medical device. Because Canon Virginia has experience in multiple industries, this wasn’t an issue at all. In other words, we didn’t bake unnecessary costs and processes into the non-medical device, and had the knowledge and experience to adjust as the product iterated.
 
In addition, there are multiple examples where we started with a technology designed for a specific purpose, within a particular industry, then applied that technology to another device—used in a way the original engineers never would have imagined. That’s the beauty of technology—it’s the resource of past problem solving and the building blocks of thought that can be applied in any way we see fit.
 
Fenske: Does Canon Virginia only provide contract manufacturing services within technology segments where it already offers certain types of products (for example, imaging equipment because of its camera experience)?
 
Kurz: Great question. We must be careful if helping competitors or irresponsibly creating risk for the organization. Short-term gains that could create major problems in the future are not worth the potential trouble for either party. As I mentioned earlier, our intention is to add value through partnership. Assessing potential risk and reward of a collaboration typically starts in the early conversations. We pride ourselves in providing an open and honest partnership from the beginning.
 
Fenske: While many are familiar with the Canon brand, what surprises people/prospective customers about Canon Virginia and its contract manufacturing services?
 
Kurz: Often, people are surprised by the scope of our capabilities. We’re able to offer services many people haven’t even considered looking for yet. We might start with tooling, but then quickly move into assembly; those are easy connections. Where people start to think differently about us is when we bring up aftermarket services—call center support, financial services, warehousing & distribution, warranty repair, recycling, and technology integration for next-generation products. All of these services aren’t for everyone, but it’s a game-changer for many, especially smaller companies or smaller projects with fixed P&L.

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