More ... and Faster
Regulatory hurdles and the need to control costs is key for tubing
suppliers in dealings with their customers.
Jim Stommen • Contributing Writer
In an ever-changing world where the word“stability”has become a distant memory, the relationship between suppliers of medical tubing and their device manufacturer customers has taken on a
very simple construct: Give us more features, and do it faster.
Bob Jennings, vice president, sales and marketing for Zeus Inc.,
an Orangeburg, S.C.-based supplier of fluoropolymer tubing, used
the term“value added” liberally in discussing the expectations of
that company’s customer base.
“From a tubing perspective, they are looking for a product that
is more ready to assemble, that has value-added steps performed
with the tubing,” Jennings said. It’s not just a question, he added,
of“I’m going to pick the material and I’m going to pick the size.”
For device manufacturers and OEMs, it’s also a matter of saying to
suppliers:“If I’m going to flare it when I get it, if I’m going to drill
it when I get it, if I’m going to draw it down, if I’m going to tip it,
whatever I might do to it when I get it, then I’d like you to do it.”
So the answer for Zeus is, according to Jennings, “We can do
better than a one-up. We can automate some kind of a value-
added step for those customers.”
Jeff Moffo, sales manager for Micro Tube Fabricators in Mid-