Kickoff!

Edition One, January 2024.

The New Year brings opportunity; a chance to turn the page, literally if you still use a paper calendar like I do.? In my case, opportunity starts with this Newsletter here on LinkedIn.? It’s something I’ve thought about doing for a few years now, always thinking “I’m no social media influencer” - which is true, and I don’t even want to be one – or things like “I don’t know enough to share.” Or “I don’t write well enough to put out a real Newsletter worth reading” – things that are not actually true, but self-doubt always finds a way to creep in when you start something new.? So here I am finally writing the First Edition of The Aseptic Quarterback.

Every year around this time I take the opportunity to review my role here at Syntegon , I ask questions like what is my purpose as a Regional Sales Manager? What should I be doing in this role? How I can better serve my customers? What are the top priorities of our company, our customers, and my own? Who do I get to spend my time with this year, where will I be able to travel?? And of course, how do I build in personal time to take care of my health, spend time with my family, plan a vacation or two?

I’m sure you have expectations of my answers, and I’ll share with you how I answer at least the first few – which will explain this newsletter a bit, hopefully giving you an idea of what to expect in future editions.

My purpose as a Regional Sales Manager? Well, the obvious answer is “to sell equipment” – but the reality is it’s just not that simple.? Aseptic Fill/Finish and Visual Inspection equipment for the pharmaceutical industry is not something you “sell”. ?We don’t put up a kiosk where you can pay cash and you can walk home with a gift wrapped, Isolated 600 per minute vial filling line. ?My purpose is to work for my clients, guiding them through perhaps the biggest purchase of their career. It is a company defining project which will impact the employees and patients for decades. It requires hundreds of small, and a few very large decisions. How you outfit your manufacturing facility will dictate your business, wrong decisions could lead you to a place where you and your business cannot recover.

The purpose of working for my clients - guiding, helping, empowering – helps answer what I should be doing in this role.? How I go about helping is through asking questions to uncover my client’s needs, providing accurate information, or educating clients on the industry, regulations, and available technology, gaining support within both companies, and ultimately if there is a mutual benefit the customer decides to partner with Syntegon and purchase equipment and a support package that fits the vision of their future.

This process is not a one man show – I’ll never know everything about this industry or technology.? I relay on a lot of other people, both at Syntegon and within the industry. I try to view myself as the Quarterback of the opportunity – leading the team towards victory.? My goal is to get others involved to distribute knowledge through their expertise. That’s one thing we have no shortage of here at Syntegon.? I get to lean on a team of experts with knowledge of the entire industry at every level, covering everything in the manufacturing and packaging of parenteral drugs. (We have an enormous team working in Oral Solid Dosage, but that’ll have to be someone else’s newsletter.)? Like a Quarterback I get to call the plays, to pass the ball to my colleagues when they are best suited to shine. The best part about this cliché, sports analogy is that my clients are on my team too, we aren’t playing against each other. My clients – big and small pharmaceutical companies discovering and manufacturing lifesaving injectable products – drive the opportunity with their vision, culture, and knowledge.

So now that you understand my cheesy sports analogy title, I’ll let you know I plan on posting new editions throughout the year covering technical topics, stories from my travels, highlights of what’s happening in the industry and here at Syntegon, key events, and whatever else I feel like writing about.

I’m already working with a number of great people at companies that range from small start-up operations to the biggest big pharma companies. I expect it to be a busy year. We’ve seen major investment announcements from giants like Novo Nordisk and Eli Lilly, and I expect small companies focused on Cell & Gene Therapies to continue growing and maturing their manufacturing.

To start the year, here is a list of industry events I plan to attend in 2024, my colleagues will be at dozens more around the world. I hope to see old friends and meet plenty of new ones!?

·???????? Phacilitate Advanced Therapies Week – January 16th-19th – Miami, FL

·???????? INTERPHEX Global – April 16th-18th New York City, NY

·???????? ISPE Delaware Valley Chapter (ISPE DVC) Symposium – June 18th – Philadelphia, PA

·???????? ISPE Boston Area Chapter Product Show – September 18th – Foxboro, MA

·???????? ISPE Annual Meeting – October 13th-16th – Orlando, FL

·????????Pack Expo – November 3rd-6th – Chicago, IL

If there are other events, especially in the Northeast I attend let me know.

Another topic for this year is continuation of our Stock machine program, these are brand new standard machines ready for a permanent home – we focus on low-speed vial filling, automated visual inspection equipment for liquid vials, and manual inspection hoods for fast delivery.? Reach out if you have immediate needs.

Wishing you great success in 2024,

-Mike Kerbaugh

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P.S.? Obviously I was not a quarterback, I played Offensive & Defensive line when I played Football (no, not soccer) in high school – find me at one of the events or invite me to visit and we can swap stories of the glory days.?