BY COMPANIES
With the GMP Consistent® programme, AM Instruments is committed to aligning its operations with pharmaceutical standards to ensure the highest level of regulatory compliance. In this interview, Marco Bugliani, Marketing Manager at AM Instruments, talks about the company’s philosophy and future plans.
You are about to inaugurate new operational Grade C sterile environments – at pharmaceutical company levels: why this investment?
The expansion of the clean room represents an important evolution for AM Instruments, not only in terms of production capacity and speed, but also as a clear expression of the desire to anticipate the needs of the market and customers. Over the years we have demonstrated that we have something distinctive in our DNA: preparing in advance for the needs that would arise in the future, as happened with the Pharmaclean® project. Five years ago we understood in advance the need to have structured players on the market capable of promptly responding to the non-standard needs of customers. From this intuition was born the first clean room, dedicated to the production of covers and bags, in the Limbiate plant, followed by a second in Cesano Maderno which focuses on the production of bags and rolls. If the first is the result of our craftsmanship and closeness to the customer, the second demonstrates our ability to innovate and keep up with the most advanced technologies.
The new investment and the project to create a new QC laboratory therefore responds not only to the increase in market demand, but also to the desire to offer further services completely compliant with GMP regulations, fully satisfying regulatory requirements.
2023 saw an acceleration of AM Instruments’ international development path. What were the main success factors?
Our main markets are those in the DACH area, i.e. Austria, Switzerland and Germany, but we also have a strong focus on Spain, France and Belgium, where we have salespeople who work independently. Expansion abroad is a long and very interesting process, but also more complex than the Italian market where our notoriety and reputation is well consolidated. To achieve our goal we focus on our core values: transparency, partnership, customer focus and, above all, a future-oriented vision. This principle is the key with which we are carrying forward our growth process in foreign markets.
You have presented the first integrated financial and sustainability report; this is particularly significant because you are not yet subject to legal obligation: can you explain this choice to us?
Also in this case everything comes from a vision projected into the future, from the ability to anticipate what is to come. Since I arrived at AM Instruments, a year ago, Roberto (Fossati, founder and CEO of the company Editor’s note) has been telling me that innovation cannot exist without a corresponding ecological benefit, or more generally, in the ESG context. For us, the environmental, social and governance dimensions are not separate from financial management, but are part of an integrated strategy. For this reason we did not limit ourselves to creating a simple sustainability report, but an integrated report, which required two years of work to complete.
You also talked about transparency, how do you apply this concept?
I don’t think I’m wrong if I say that on this issue we are at the highest levels in the sector. Even on our brochures or on our website we invite anyone interested to come and carry out an audit at our headquarters. Our clean rooms are equipped with transparent walls to allow operations to be constantly monitored from the outside and to improve the quality of our operators’ working time, an aspect we particularly care about. This attention to detail and approach to sharing is also the basis of the Vision project, a completely new technology in Italy of which we are proudly pioneers in the Life Science sector.
What is it about?
With my arrival in the company, we accelerated numerous communication projects with the aim of evolving the image of AM Instruments and creating new opportunities for contact with our customers. Thus was born the idea of transforming our clean room into an interactive virtual environment where salespeople, technicians and customers can interact at the same time. Our goal is to make the experience so realistic that anyone who physically visits our headquarters will be able to recognize it as the one they have already explored virtually. Thanks to this technology, users will soon be able to visit our productions, interact with tools, insert materials into an insulator and even examine a cover. If you have any questions, you will be able to receive an immediate response, both from the sales representative and from the avatar of our quality department. The latter, appropriately trained via AI, will be able to provide detailed technical information in three languages: Italian, German and English. This also represents transparency and attention to the customer.
