Your data knows the right price. You don’t yet.
tfz Medical Cluster Insights Review – From a treasure trove of data to a target price: Value-based pricing in the medtech supply chain
+28% in development costs. +13% in production costs. But only +8% in the final price. The margin disappears somewhere along the medtech value chain, and many companies do not know exactly where. The result: half of all Swiss medtech firms have already reduced their product range by an average of 20 per cent.
This was precisely the starting point for the tfz Medical Cluster Insights event on 23 June 2026.
When data becomes a competitive advantage
Robert M. Münch, CEO of Saphirion AG, demonstrated how target price formulas can be derived from company data. The principle is this: using applied mathematics, the features of a component can be used to calculate a realistic market price. This is possible even with just a few characteristics and 25 or more data points – without the need for neatly organised, perfect data.
The result is not a black-box algorithm, but a transparent, auditable formula that indicates where a price should lie, with an upper and lower range. This transforms a guess into a measurable benchmark for procurement, engineering, sales and finance.
The method has been proven effective across seven industries. How it is specifically applied to medtech components and how the target price formula works in detail will be revealed exclusively to participants at the event.
From Methodology to Practice
Sebastian Zenz, Director of Product Cost Optimisation at DMG MORI AG, supplemented the methodological framework with concrete figures from real-world practice. His message was clear: the more consistently Data2Value is applied, the greater the impact. And the entry point is lower than many people think. Anyone who believes they need a perfect data set first is mistaken.
Meaningful exchange
The standing lunch held earlier at the tfz demonstrated just how much this topic is on the minds of the participants’ companies. The discussions did not revolve around abstract concepts, but around specific issues from day-to-day life in the medtech sector.
You weren't there?
Then now you know what to expect the next time you’re there. Genuine, in-depth insights, people who think just like you, and content you won’t find anywhere else. We look forward to welcoming you to the next tfz event.