Paul Moseley
UK General Manager, Mathys Medical Limited
Q: How long have you been with Mathys?
A: I joined Mathys as the General Manager for the UK in July 2005. Previously I was the Commercial Director for ApaTech Limited, a UK company specializing in bone graft substitutes and I have a strong background in orthopaedics having worked for Stryker and Howmedica for over 12 years in various roles.
Q: How large is Mathys both within Europe and the UK?
A: Mathys is now operating in over 30 countries. At the moment we have about 420 employees and generated sales last year of 74.2 million Swiss Francs. In the UK we have a team of seven direct employees, an agency covering Scotland for us and we use consultants for IT support and financial controlling. The UK office is based in Alton, Hampshire. All the personnel were especially recruited for their extensive experience, ability and success in working within the Orthopaedic implant business. The combined experience of our workforce enabled us to quickly establish and provide the unique levels of service demanded by our customers.
We pride ourselves on being able to provide a quick and efficient response to our customer’s requirements.
Q: What are Mathys’ main product areas?
A: Mathys have an interesting product portfolio with a balance between well established and clinically proven products with over 10 years clinical data, that meet NICE Guidance criteria, such as the CCA Hip (the Muller Hip that we used to manufacture for Protek) and the RM Classic Cups, and new and innovative solutions such as our Affinis shoulder, which enables the surgeon to gain the optimal centre of rotation for the humeral head due to a combination of an eccentric head and a relocatable cone. Our balanSys knee portfolio has a range of primary options with both fixed and mobile bearings, and a UNI that again has both options and can be used for medial or lateral compartments.
Q: What are the barriers to market entry being faced by Mathys in the UK?
A: We are competing with well established global companies in a market that is facing unprecedented downward price pressure as the NHS is restructuring PASA and forming Procurement Hubs. The payment by results initiative is leading to further price pressures and delays in the uptake of new devices. Surgeons are, in many cases, having their clinical choice taken away from them.
Q: How then is Mathys growing so fast?
A: 
Q: How closely do you work with surgeons?
A: “European Orthopaedics” stands mainly for the European product philosophy. Mathys as a European company works of course very closely with lead surgeons throughout Europe. Unlike the large global companies where the product development tends to be driven by US surgeons with a focus on the US market Mathys is working in partnership with European surgeons on new product development. This will provide UK surgeons with opportunities to be involved in development task force teams. We are working with UK surgeons conducting clinical studies to gather clinical and cost-effectiveness data for our various products. Our customers have the same aim as us: to improve people’s quality of life. We are also committed to providing surgeons with further training and we run International training courses, anatomic workshops and seminars.
Q: How do you see the future for Mathys?
A: We are very excited about the future and believe Mathys will continue to grow throughout Europe. We have a healthy product pipeline being developed and driven by our own research and development department in combination with knowledge gained from the independent Dr. h.c. Robert Mathys Foundation. In the UK we are setting up excellent reference centres that will act as a further catalyst for future growth. As a dynamic company in a rapid growth phase we will increase our resources to meet the demand.
