October 29, 2025 • 50 mins
One of the challenges we face in Australia is getting more homegrown medtech products purchased and used by local hospitals and health services.
MTPConnect’s Pathway to Market – Medtech Capability Uplift Program has been supporting ten market-ready Victorian medtech manufacturers to position themselves competitively for local health procurement opportunities.
The recent Australian Medtech Manufacturing Alliance (AMMA) Medtech Showcase profiled Victorian-made products and innovations from 25 local manufacturers spanning surgical care and diagnostics to hospital consumables and equipment. From a new nasal swab designed for children to smart bedding systems for aged care and healthcare sectors, the lineup was impressive.
The Showcase highlighted ‘Better Health Made Here’ – and the MTPConnect Podcast was on the ground talking to companies involved, including those taking part in the Pathway to Market program - Ventora Medical’s Edward Buijs, Rhinomed’s Michael Johnson, Dentalife’s Tom Stray, Sleeptite’s Cameron van den Dungen and Certius Medical’s Tim Stewart - as well as local leaders Care Essentials’ Helen Skazas and Lindo’s Robert Gangi.
The Pathway to Market program is an initiative of the Australian Medtech Manufacturing Alliance (AMMA), delivered by MTPConnect in partnership with BioMelbourne Network and supported by the Victorian Government.
Applications for the 2026 Pathway to Market program will open towards the end of 2025.
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Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Natalie Vella (00:01):
This is the MTP Connect podcast, connecting you
with the people behind thelife-saving innovations driving
Australia's growing lifesciences sector from bench to
bedside for better health andwell-being.
MTP Connect acknowledges thetraditional owners of country
that this podcast is recorded onand recognises that Aboriginal
(00:22):
and Torres Strait Islanderpeoples are Australia's first
storytellers and the holders offirst science knowledge.
Caroline Duell (00:33):
Hello and welcome to the podcast.
I'm Caroline Jewell.
One of the challenges that weface in Australia is getting
more homegrown MedTech productspurchased and used by local
hospitals and health services.
This year, MTP Connect'sPathway to Market MedTech
Capability Uplift Program hassupported 10 market-ready
Victorian MedTech manufacturersto position them competitively
(00:57):
for local health procurementopportunities.
In early October, along withthe BioMelbourne Network, we
hosted the Australian MedTechManufacturing Alliance's MedTech
Showcase, with a curatedexhibition of Victorian-made
products and innovations from 25local manufacturers, spanning
surgical care and diagnostics tohospital consumables and
(01:18):
equipment.
This Melbourne event was allabout highlighting better health
made here.
And the MTP Connect podcast wason the ground talking to
companies involved, includingthose taking part in the Pathway
to Market program, to find outhow the support is making a
difference for their businesses.
Let's hear all about it.
Edward Buijs (01:52):
Our device is the first of its kind.
It's a airway pressure monitorfor infants and neonates who are
on non-invasive respiratorysupport.
The device works by givingclinicians insight into how much
pressure is actually beingdelivered to a baby's upper
airway.
So we are very fortunate to bebased at Melbourne Connect here
in Melbourne as part of avibrant Victorian ecosystem of
(02:16):
medical device innovation andresearch and support.
And tell us about your team.
Fentura is made up of a numberof different people, so
biomedical engineers likemyself, as well as clinicians
and business experts.
So we've got a wide range ofexpertise which all comes
(02:38):
together to bring this device tomarket.
Caroline Duell (02:42):
And tell us at what stage is your device, where
is that at along the innovationpathway?
Edward Buijs (02:48):
Yeah, so Ventura's airway pressure monitor is in
development.
We are looking forward tofinishing up a clinical trial
that we're currently running atthe Royal Women's Hospital in
the next sort of six to 12months, and then hopefully being
able to use that informationand that data into regulatory
submissions.
So at the moment, we are usingthe information that comes from
(03:10):
our clinical trial to informsome really important design
decisions as well as get areally good understanding of
what the clinician and the nurseneeds.
And using that information willactually form and help us to
format our regulatorysubmissions.
What's different about yourinnovation?
That's a really good question.
(03:31):
So many babies who are inneonatal intensive or special
care will need some sort ofbreathing support during their
first few weeks and even monthsof life.
And so the current therapiesare CPAP and HighFlow, and these
systems work to keep the baby'slungs open and inflated between
breaths.
The difficulty is that thesetherapies provide very little
(03:53):
feedback to the clinician in howmuch pressure is actually being
delivered to a baby's upperairway.
And so there can be two babieson the same level of support
receiving very different levelsof therapy, and as a result,
having very different outcomes.
And so where our device fits inis it actually provides
objective measurement internallyof how much pressure is being
(04:14):
received by those patients,allowing clinicians to make
really informed decisions aboutwhat they need to do next.
So whether or not that is aboutescalating care or whether it's
actually about optimizing sortof the CPAP or high flow so that
this particular baby canthrive.
Caroline Duell (04:31):
And it's a non-invasive device.
Edward Buijs (04:34):
Yeah, so our device uh leverages um some
existing tubing in other partswithin the NICU, which means
there's no additionalinvasiveness to the patient.
And that's one of the key valuepropositions of our device,
making sure that for the babythemselves, they don't actually
experience anything different.
Um, what our device is able todo is actually help the
(04:54):
clinician uh to care for them.
So our device does do constantmonitoring or consistent
monitoring, so it's accurateinternal, uh, continuous
monitoring, which is reallyimportant for this particular
product.
It allows the clinicians tohave a really deep insight into
how the therapy has beendelivered over time and optimize
it accordingly.
Caroline Duell (05:14):
So tell us about your involvement in the Pathway
to Market program.
How valuable has that been?
Edward Buijs (05:20):
We've been really, really fortunate to be part of
the Pathway to Market program,the MedTech Capability Uplift
Program.
It's a program which isdesigned to help local medtech
companies gain access toprocurement advisors, uh
hospitals, and clinicians.
And so throughout the program,whether or not it's been the
(05:41):
workshops, which we've had a lotof insight from experts in in
terms of procurement andtendering, but also how to
approach healthcare systems andtheir needs, right through to
events like today, where we'vebeen able to have one-on-one
conversations with the peoplewho will ultimately be the
decision makers when it comes tousing and procuring our device.
Caroline Duell (06:03):
Yeah, so today we're here at the Amma MedTech
Showcase.
It's been a pretty good vibe.
We saw you pitch earlier, therewas a lot of cheering.
It was a bit like a you know, asmall football field, really, a
lot of love for better healthmade here.
How have you sort of found theday in terms of that feedback?
Edward Buijs (06:22):
Yeah, I like your football reference.
I'm I'm a huge football fan,but um, it was really
encouraging to have the supportof the ecosystem here today.
And and as I was able to pitch,there was a number of people
who came up to me afterwards andum spoke really highly about
the solution that we're tryingto bring at Ventura.
And that's really encouragingand inspiring as well.
Um even presenting at our boothtoday, having the opportunity
(06:45):
to see clinicians and andprocurement managers, CPAs and
the like come across and andreally talk really positively
about how this particularsolution could fit within their
clinical settings is reallyimportant for us because it it
provides validation of not onlywhat we're doing, but what we're
trying to achieve, which isultimately helping uh babies
(07:06):
return from the NICU sooner withtheir families.
Caroline Duell (07:08):
Edward, tell us what's on the table right now
for Ventura?
What are you working on?
Edward Buijs (07:14):
At Ventora, our development is going really
quickly.
So we're currently raising somecapital to help support uh
operational growth as we look toput our regulatory submissions
in.
So bringing on some quality andregulatory personnel within the
team, as well as uh someengineering support as we get
closer to those submissions.
So that that's the one of thekey things at the moment.
(07:36):
But obviously, we've got ourongoing clinical trial at the
Royal Women's Hospital stillwell and truly uh operating, and
so managing and balancing bothof those are really important uh
along with all the other thingsthat come with being a startup
founder.
Caroline Duell (07:50):
Well, we wish you all the best with that.
It's been great to have you onthe podcast, Edward.
Edward Buijs (07:54):
Thank you very much.
It's lovely to be here.
Robert Gangi (07:58):
Robert Gangi from Lindo CEO and founder.
Uh, we design and developsystems and products to reduce
the spread of HAIs and reducethe growth of biofilms.
Uh, we've got two products inGo.
One's a medical device, it'scalled Lindo Tube.
Uh, it's an endotracheal tubeengineered with antimicrobial
blue light, the purpose of whichis to mitigate the growth of
(08:19):
biofilm near the cuff of an ETT.
The problem we're trying tosolve is so if you go into
surgery, you're an ICU, you areunfortunate enough to be
intubated.
It's a horrible process wherethey stick a tube down your
throat, you're in mechanicalventilation.
If you're intubated for aperiod of longer than 24 to 48
hours, there's a 23 to 28%chance that you'll get
(08:40):
pneumonia.
They call itventilator-associated pneumonia.
Now, this is a problem in everyICU across the globe.
Uh, the current methods oftreating this is a course of
antibiotics.
Now, the course of antibiotics,now, so we've actually, and
fortunate enough, we were on atrade delegation with MTP
Connect to MedTech uh two yearsago.
This was in Anaheim.
(09:01):
Uh, we connected with MayoClinic, and from that
connection, uh, we were able toget into enter an agreement with
those with Mayo Clinic, whichis probably the best in the
world.
So we're really excited aboutthat.
We've been working with themfor over a year now.
Um, but based on ourconversations, I asked a simple
question, which was okay, so howdo you treat VAP, so
ventilated, satiated, pneumonia?
And the answer was we give thema course of antibiotics.
(09:22):
I said, Okay, great.
How long?
It's seven days.
I said, Why seven days?
And the clinician had no idea.
He came back to me a week laterand he said, There's seven days
in a week.
I said, Are you serious?
Seven days in a week.
That's why he goes, it's beenlike that forever and a day.
And so in differentgeographies, so in Australia,
they'll I think it's either fiveor ten days, in Europe it's
(09:43):
either five to ten days.
But it's a course ofantibiotics that they've been
doing for decades.
And there's no rhyme or reason,it's just seven days in a week.
And if after those seven daysyou still got pneumonia, you get
another course of antibiotics.
So the problem with this is notonly is that it's detrimental
to your health, yes, it'skilling the disease, but what
(10:04):
it's doing is it's increasing uhthe growth of antimicrobial
resistance, which is a hugeproblem in the healthcare
industry and global industry,global uh community as a whole.
So our device, Lindo 2, has alight engine.
We generate antimicrobial bluelight.
So antimicrobial blue lightworks like ultraviolet light.
Ultraviolet light's been aroundforever and a day, but
(10:26):
ultraviolet light degradesmaterial, skin, and tissue.
Antimicrobial blue light doesnot do that, but it still
destroys bacteria and virusesand biofilms.
So, really novel device.
We have a light engine,produces that light source
through a fiber optic goes intoan endotracheal tube.
We've got a really novelconnector, and then we disperse
the light through the tube wherethe problem area is, so near
(10:49):
the cuff.
Um, currently at TRL3, we'regoing into TRL4, we've applied
for an IGP grant, we're hopingthat we get that, it helps
progress to clinical trials intwo years' time.
Um, and we design developeverything here in Victoria.
Caroline Duell (11:05):
So we're talking about a really innovative
startup, um, one that's gettingitself connected to all the
right people in all the rightplaces.
You're here today at the AMAMedTech Showcase.
Tell us how that experience hasbeen.
Robert Gangi (11:21):
Uh, it's been excellent, to be honest with
you.
It's been great to connect withdifferent parts of the
industry.
Now, I don't come from amedical background, I'm an
engineer, I'm actually a Sparkyby trade.
So this is all very foreign andnew to me.
Um, and I look at things from avery practical point of view,
and so to have all thesedifferent different people from
(11:43):
different walks of life anddifferent um departments within
the healthcare network, theecosystem, is great because you
can just learn off so manydifferent people.
So you have people fromprocurement, you have people
that are nurses, people that areclinicians, and you get to
learn off all of these people.
You have industrial designersthat hit me up quite a bit.
I'm very happy with ourindustrial designer market
design, Lloyd Fenn, I'll givehim a shout-out.
(12:05):
Um he's a weapon, but it'sreally good because you get to
learn.
Now, the interest has beenreally great for our devices,
uh, which is which is fantastic.
Um, and now, you know, eventhrough, you know, talk to
people at Cabrini, NorthernHealth, uh, Austin, you know,
we're now we're looking at okay,we want to do pilot studies.
So we want to do pilot studies,so we get to engage with the
(12:28):
people that can make thathappen, which is really, really
important for companies likemine.
Caroline Duell (12:31):
So Better Health Made Here, fingers crossed, uh,
you're just moving along thatjourney.
Robert Gangi (12:37):
Yeah.
Caroline Duell (12:37):
Um, it's been great to have you on the
podcast, Robert.
Robert Gangi (12:40):
Thanks so much.
Thanks for having me.
Helen Skazas (12:45):
My name is Helen Skazis, and I'm here
representing Care Essentials andtheir sister company, Farm Ost
Manufacturing.
Caroline Duell (12:52):
And tell us about Care Essentials.
Helen Skazas (12:54):
So, Care Essentials is a family-run
business.
It initially was born in 1996and then changed hands in 2011.
In that time, we have seen theCocoon Warming System, which was
their flagship product, whichis used pre-operative,
perioperative, andpost-operative, specifically for
(13:14):
patients that are high risk forhypothermia.
So it is a warming system and awarming blanket, which then
ensures that patients aren'tgoing into a hypothermic state.
Caroline Duell (13:24):
And often used in operating theatres or yes.
Helen Skazas (13:28):
And where's the company based?
So the company is based inregional Victoria, so out of
Geelong.
We've got a manufacturing plantthere as well as our sales
headquarters.
We export to over 60 countriesinternationally, and we've got a
very big footprint across thepublic and private health
sectors here with the hospitalsettings too.
Caroline Duell (13:49):
And tell us about this innovation.
Well, particularly the cocoonproduct.
Um, how did that come about?
Helen Skazas (13:56):
So the cocoon product, it was more about
seeing a need in the market.
There were a couple of bigplayers already who had products
very similar to this.
And the feedback was, forexample, there were certain
clips that were always breaking,and it was really born out of
feeling a need for whatphysicians needed and what
perioperative nurses needed.
(14:17):
From there, the blanket rangeactually increased as a result
of direct feedback from nurses.
And there was a nurse inTownsville that had given
feedback to one of our owners tosay, Oh, we often tape these
two blankets together and we dothis and we do that.
And from there, we then had newblankets born and raised.
(14:39):
So I'm really proud to work fora company like this that has
such an incredible footprintwhen it comes to innovation.
They are small enough to beagile and nimble, but large
enough to be able to executeAustralia-wide and globally, and
to be able to see that it makesme really, really proud.
Caroline Duell (14:59):
I feel like today there was a lot of pride
and excitement in the room whenum the lightning pitches were
happening when Victoriancompanies uh were pitching their
products and talking about thereasons why the health system
should be using um and buyingbetter health products made
(15:19):
here.
Did you feel that?
Helen Skazas (15:21):
Absolutely, without a shadow of a doubt.
I know the biggest thing for mewas looking at the the range of
where businesses were at andwhere products were.
So you had those true startupsthat are sort of still at
evaluation stage.
You had the ones that hadclosed a couple of sales and
they were looking at how do theyget onto tenders.
(15:43):
You had people like me who werethere who were looking at how
do I get into more hospitals andhow do I get in front of the
right CPAs and CPMs and in frontof the right people to be able
to showcase a range of products.
So care essentials is more thanjust the cocoon warming blank,
but that that's a lot of whatwe're known for.
So during COVID, we did then gointo sterilization wraps, we
(16:06):
went into um into masks as well.
Since then, we've acquiredPharmost Manufacturing and we've
gone into pharmaceuticals, sowe do skin prep products such as
chlorhexidine.
The list goes on and on.
So to be able to be here and tobe able to share ideas and
showcase things and seepartnerships come to life in in
(16:29):
real life and in real time, it'sexceeded all of my
expectations.
Caroline Duell (16:33):
There's been a real buzz in the room, I think.
Um standing room only, Inoticed at some points.
There is a lot of support forthis concept of Better Health
Made here.
And how have you found thefeedback from from some of the
experts here today, you know,around the process and and that
type of thing?
Helen Skazas (16:52):
So for me personally, I've actually been
really proud to be in a roomlike this and work for a company
like Care Essentials to hear inreal time the feedback on
what's working, what can betweaked.
You know, it's those little onepercenters.
And to be able to be anAustralian manufacturer that can
make those changes.
(17:13):
You know, I have worked forlarger corporates years gone by,
and a lot of time you wouldfeed information like this back
from procurement in anAustralian hospital.
If you even got a response toan email like that, you may have
seen a revision five, six,seven, ten years down the line
by the time it'd go through allof the RD.
(17:33):
But I mean, I had an instanceearlier this week where we went
to a hospital, we got feedbackon a certain clip.
Within two days, the RD teamhad prototypes on my desk
saying, have a look at this,what do you think?
So the speed that we can workto, because we are on the
ground, we are hearing itstraight from people here, and
(17:57):
we can act on it straight away.
Caroline Duell (17:59):
That's really exciting because what we're
talking about here is a productthat is, you know, life-saving,
um, part of that critical care.
And to be able to be thatnimble and to have that sort of
connection and feedback directlyfrom um healthcare
professionals, that's reallyspecial.
Helen Skazas (18:18):
It sure is.
And I think what really struckme with Care Essentials was when
we look at them as being amanufacturer, everything, so
end-to-end it is done locally,and we see then the production
line, you see the jobs here inAustralia, you see not just in
production, you see them inmanufacturing, you see them in
sales and you know, in theoffice, and it really is that
(18:41):
spillover effect where you seethat these products absolutely
make a difference to patientlives, but they absolutely make
a difference to our economy too.
Caroline Duell (18:50):
Yeah, so it's it's a whole industry.
Helen Skazas (18:52):
Absolutely.
Caroline Duell (18:53):
Which is so exciting.
So I think that is also themessage from today.
It's not just about theproduct, it's about what happens
around that.
And it's really great to see,you know, companies like Care
Essential, who, you know, have areally well thought-out product
that's obviously being sold allaround the world, um, but also
(19:14):
still working on um making surethat it's available in hospitals
here in Australia.
And I think that's that'sreally important.
Thanks for coming on the MTPConnect podcast, Helen.
Helen Skazas (19:25):
Thanks for having me.
It's been great to be here.
Tom Stray (19:30):
Tom Stray, so Managing Director of Dental Life
Australia.
So we um have beenmanufacturing dental materials
and infection control productsfor 25 years.
Um my father started thebusiness in the garage.
Um so I remember coming homefrom school and helping him fill
off products and things likethat.
So um, and obviously, yeah, uhbusiness has come a fair way
from there.
So now we've got uh 30 staff inMelbourne and and 20 over in um
(19:53):
Bangkok manufacturing.
So and we're now transitioninginto the medical market.
Caroline Duell (19:59):
Tell us about the innovations that you've
developed for the medicalmarket.
Tom Stray (20:03):
So through the dental materials that we have, we have
compliance for ISO 13405 andmedical devices, um, and the
disinfectants that theAustralian market requires are
class 2B disinfectants, sothey're they're sort of unusual
for the global market, sothere's not many players.
But because of our dentalmaterials, we were able to
comply regulatory-wise with thatstandard.
(20:24):
So I guess just after COVID orduring COVID, we transitioned
our production and upscaled ourproduction so we could produce
the different format of thedisinfectant.
So we went from a tub format,which was what was produced in
the dental market, to a flatpack format, which was more
accepted in the medical market,which meant we could produce
bigger volumes at a better pricepoint.
So we had to investsignificantly in some equipment
(20:46):
and upscale that, work on theregulatory um side of it, and
then also work through theantimicrobial testing.
So there was a lot of differenttesting and different organisms
needed for the for the medicalmarket as opposed to the dental,
and um, I guess rightfully so.
So we uh been on a journey forthe last four years, um, I guess
fine-tuning the product and andmaking sure that it's per um
fit for purpose now.
Caroline Duell (21:07):
So you're talking about a wipe, literally
like a baby wipe, but not a babywipe, of course.
Tom Stray (21:12):
Not a baby wipe, no, I wouldn't use it on babies.
Caroline Duell (21:14):
Tell us what's special about this wipe.
Why should we be using this inour healthcare services?
Tom Stray (21:19):
Yeah, so um so we have used a different substrate,
so the white material comparedto a lot of the previous um wipe
materials, which were just thethe basic baby wipe or a uh
quite a thin, flimsy spun lacematerial, which was used, I
think, because of a cost saving,because per wiper was cheaper.
So we have used a melt blownmaterial, which is a slightly
(21:40):
thicker material.
Um we also have have put a bitof technology into it so it it
holds more liquid in.
So the benefit of that is thatit covers a broader surface.
So um in terms of usage, you'reusing less wipes because it's
covering a bigger area.
There's also a lot less waste,so so big environmental um
factors as well.
But then because you're usingless, you're also spending less
as well.
(22:00):
So we um we often and we heardtoday that Australian um uh
manufacturing is seen as ahigher price, and and always
people seem to think they needto pay more for that.
Um but we've certainly found away to produce that at a more
cost-effective unit price, butalso using a lot less as well,
so much more environmentallyfriendly as well.
And then also because it's notum it's not sort of dousing the
(22:24):
the surface with disinfectant,there's a lot um a lot of good
research that the the issueswith compatibility and uh
machine cracking or things likethat, or or plastic um breakage
is around the fact that there'sa lot of liquid left on the
surface.
So our our wipe makes sure itit holds the liquid and retains
the liquid so it covers a biggerarea but doesn't douse as much
(22:44):
um on the surface.
Caroline Duell (22:45):
And these are for surfaces in operating
theatres, dental surgeries?
Tom Stray (22:52):
Yeah, so so the benefit of the being a 2B
disinfectant, which is a medicaldevice disinfectant, is it can
be used everywhere.
So um the other level ofdisinfectant is a hospital grade
disinfectant, which sounds likeit can be used everywhere, but
the TGA requires a medicaldevice to clean a medical
device, and a medical devicedisinfectant has to come under a
class 2B classification.
(23:12):
So the benefit of having thatis that you can clean
everything.
You don't have to specifybetween surfaces or instruments
or anything like that.
Um so this is for like ageneral purpose disinfectant for
medical equipment in operatingtheatres, um, in uh reception
areas and everywhere in between.
Caroline Duell (23:29):
So you're part of the Pathway to Market
programme, Dental Life.
Tell us why this program is soimportant to you.
Tom Stray (23:37):
Yeah, well, I think what we heard a bit today about
um that a lot of the a lot ofthe Australian Medic companies
are SMEs, and one of thechallenges that we have is that
we don't have the connectionsand we we just it's we don't
have lobbyists, we don't have uma massive marketing budget or a
massive marketing team.
So being involved in theseprograms gives us um access to
to clinicians, access to CPAs orthe experts, and and and much
(23:59):
better, I guess, exposure tohospitals and and those sort of
things.
So um if it wasn't for um thethe Pathhoodomed Tech program,
we'd we'd really be on our owntrying to bang on doors and and
trying to find our own way.
Um so it certainly helps usleverage the the broader um
skill set and broader, I guess,network uh that is available.
Caroline Duell (24:20):
Yeah, getting that sort of procurement ready
capability is kind of vitalbecause it's a complex pathway.
Tom Stray (24:27):
Yeah, absolutely.
We we I say we made themistake, but maybe not the
mistake, but it um during COVIDwhen we were going to upskill
into the medical market, we um Iguess naively assumed that we
were the only Australian companydoing it.
We knew our product stood up,it was probably gonna be pretty
straightforward, so we investedheavily in equipment.
But that's uh certainly got a aslap in the face trying to work
(24:48):
through the the medicalprocurement um landscape.
So um, as I said, we've we'vebeen working at it for four
years, but we've had a lot ofhelp along the way.
But certainly the acceleratorprogram and and and it just
helps it make sure we're readyand make sure we're spending our
resources the right way and andcertainly giving us access to
to people we wouldn't otherwiseget access to.
Caroline Duell (25:07):
Where's the product being sold at the
moment?
Tom Stray (25:09):
Yeah, so um so it we've been in the dental market
for 25 years, so it's it's soldwider in the dental market.
Um we we've had a bit ofsuccess in New Zealand as well,
so it's growing through there.
Um, we've got a couple ofprivate hospitals on board at
the moment, which has beenreally exciting.
That's been a very longprocess.
Um where yeah, where I guessthe the public system is a bit
(25:30):
of a longer process to get intowith um tender processes and
things like that.
So we're hoping the the PPEtender comes out um early next
year, which will hopefully makea difference if we can manage to
get on that.
Um, and then I guess we alsowith our facility in in Bangkok
we we supply broadly throughSoutheast Asia as well.
Um, that uh the medicallandscape there is a little bit
(25:51):
easier to navigate than it ishere.
Caroline Duell (25:53):
Tell us about your experience today at the
showcase.
Um you've you've been anexhibitor, um, you've heard some
interesting presentations, andobviously there's a real
groundswell here of support forbetter health made here.
Um, what's it been like to behere today?
Tom Stray (26:09):
Um yeah, it's certainly been good, and and
certainly been in a room thatpeople uh come to where they
know that they're coming to lookfor Australian-made product and
support Australian-made productis a really good starting
point.
Um certainly there's highstandards required in the
medical field, which is fairenough, but but we we can have
conversations and work throughall that.
Um, we're able to do ourlightning pitch, which was
really exciting, and andJosephine um knocked that out
(26:31):
that out of the park and wasreally good, and and we had a
lot of good feedback from that,and it generated a lot of good
conversation as well.
But certainly these forumswhere there's a lot of the right
people in the room, um, it'sreally exciting for us to be
able to present um and and andyeah, share what we've got.
Caroline Duell (26:45):
Well, thanks for being on the podcast, Tom.
It's been a pleasure.
Tom Stray (26:49):
Thank you.
Thanks for having me.
Cameron van den Dungen (26:53):
My name's Cameron Van der Dungen,
and I'm the founder and CEO of acompany called Sleep Tights.
Sleep Tights an innovationcompany, a product development
company that designs andmanufactures and then sells
products for the uh aged care,disability care, and really the
broader healthcare sector.
Caroline Duell (27:10):
What sort of products are they?
Cameron van den Dungen (27:12):
Our focus is in the name, Sleep
Tight, we focus in and aroundthe bedroom.
So mainly um beds, mattresses,and also sensor technology that
helps understand what'shappening for people in the
healthcare sector whilst they'resleeping at night in their
beds.
But it is starting to shift,but chairs are in the bedroom
and therefore chairs arebecoming a focus as well.
Caroline Duell (27:31):
And you you are part of the MTP Connect Pathway
to Market program.
Can you tell us uh what thatexperience has been like?
Cameron van den Dungen (27:40):
The MTP Connect Pathway to Market
program is actually quiteinteresting.
It's come about through theIndustry Growth Program, a
federal government body.
That's how we ended up part ofthis program and the
introduction.
What it's doing is unlockingthe public health sector
procurement practices, gettingcompanies like mine, which is uh
an SME, a small mediumenterprise for for want of a
(28:00):
better term, um, and giving usaccess to public health
procurement, which from anoutsider, it's really hard to
break in when you don'tunderstand how it works.
So programs like this Pathwayto Market actually help um
demystify and upskill us toprepare us for public tenders
and understanding what'srelevant, what's not, and where
our gaps might be and how we canovercome those gaps.
Caroline Duell (28:22):
And what's the process, you know, going through
this program?
What's it been like?
Has it been illuminating?
Cameron van den Dungen (28:27):
It's certainly been illuminating.
That's probably a really goodway of putting it.
Um what it what it has done isis suggested that uh it's
probably more a communicationthing than than a real barrier
for entry for companies like us.
There is there's a willingnessfrom the public health
procurement people to look forcompanies like Sleep Tight and
actually get locally made orlocally designed innovations
(28:48):
within the sector into theirworld.
But they have realities thatthey must face that we probably
didn't see as small mediumenterprises that are trying to
sell to the public healthsector.
So um that communication, thatgateway between the two parties,
one that buys and the otherthat sells, um, it's been
advantageous for me because I'vestarted to understand the
(29:09):
pressures that the sector faces,but also realise it's not as
much of a locked shop as itlooks like from the outside.
Caroline Duell (29:16):
And today you're here at the AMMA MedTech
Showcase.
What's that experience beenlike?
Cameron van den Dungen (29:22):
I'll be honest with you, I didn't
realise what it was going to be.
I thought maybe I'll justapproach it like another trade
show.
So bring our wares and showthem, not really knowing who is
going to be here.
The quality of conversationshas been fantastic.
Um, the bit that's got me, I'vegot product that's already
commercially ready for sale, butmost of the sector's more
interested in what's coming andwhere is the trend, where's the
(29:42):
trend for technology that'sevolving and emerging in aged
care, um, disability care,broader health care.
And for me, that's um that'sheartening because whilst I've
got product for sale now, thatinterest in what's coming shows
that there might be an appetitefor adoption of new technology,
and I think that's critical forthe future.
At the same time, I need tosell product now so I can stay
(30:03):
in business to develop moreproducts that are exciting and
new and different.
So it's it's been a it's been agood experience.
And so far I've been very happywith the meetings I've had.
Caroline Duell (30:13):
You talked earlier today when you were
doing your pitching on stage tothe group, um, healthcare
procurement leaders, government,entrepreneurs.
You talked about a familyconnection to the aged care
sector and how that sort ofspurred you on to develop your
um, let's call them sleepinginnovations.
So we've seen your bed, I'dcall it a smart bed, but um you
(30:36):
might have another definitionfor it.
But you talked about how peoplewho might want a bed that Sleep
Tight make, they don't seethemselves as patients.
They don't want a hospital bed.
Can you just expand on that alittle?
Cameron van den Dungen (30:48):
That's that's been one of the key
drivers for me.
I think when I'm developing newproducts, my mother, she's
nearly 80, and when I'mdesigning things, she's the
classic baby boomer, was born in1946, does not see herself as
old, but she does need some moresupport.
So when I'm designing newproducts, I'm like, what would
my mum tolerate in her bedroom?
What will make her not feellike a patient or feel like
(31:11):
someone who's sick?
My orma, when she came toAustralia from the Netherlands,
she ran private aged care homes.
And I watched her, I wasn'tthere then.
My father then went on tocreate a business with a group
of others called 40 Winks, whichis beds, shock horror, I'm in
beds and aged care beds.
But um my omar towards the endtransitioned into residential
aged care.
And I remember her saying tome, and and excuse, I'm trying
(31:34):
to do my Dutch accent here, shegoes, I'm not a sicky person.
I'm not a sticky person.
I don't need, I don't want tofeel like I'm a guinea pig if
that's so I've got my mum wholikes beautiful things and nice,
well designed and crafted.
My orma that said growing oldis not a sickness, which is
true, and the same can be saidfor the disability care sector.
Having a disability is not anillness.
So why don't we make beautiful,lovely products that suit the
(31:58):
lifestyle and make people notfeel like they are a victim or a
patient or they're in hospital?
Let's just give them productsthat do what they need when they
need it and make it lookbeautiful.
Caroline Duell (32:08):
You talked about sensors.
What sort of tech is behindyour beds?
Cameron van den Dungen (32:12):
Well, let's stay on that theme of how
do I make people not feel likepatients and guinea pigs?
That's a challenge fortechnology, particularly when
you're talking aboutdiagnostics.
So I didn't want to build awearable because that meant you
had to put something on and thenyou felt like you were being
monitored.
So I needed to create a systemof extracting data, which is
another way of saying sensors,but not on the body, no
wearables.
(32:33):
We call them nearables, whichmeans essentially proximity
sensors.
Uh the stuff that was in marketglobally was um uh probably
quite rigid, inflexible, isprobably the best way of putting
it.
So it normally goes under amattress.
And whilst I have some systemsthat go under a mattress, and
there's various reasons we won'tgo into here, I actually
developed in conjunction withRMIT University a system of um
(32:56):
of printing conductive inks intofabrics, which is world
leading.
We now hold a global patent.
Essentially, every majormanufacturing market in the
world, we have filed thispatent, which is a process of
creating and manufacturing atscale printable, stretchable,
flexible, soft electronics.
That was a gateway to get thedata extraction off the top of a
(33:18):
mattress, but it's actuallyopened a whole other door to
putting sensors into clothing,sensors into seats for public
transport, into trucks, into allsorts of different
environments.
You we've got defenceapplications, high performance
sport applications.
So whilst I was chasing asystem of getting data, I
(33:39):
created a whole new category, Iguess you'd say.
So there's lots of differentways to get data.
I created some myself, but Ialso repurpose non-novel sensors
in a novel way to get theinformation we need.
The one key insight though, Ididn't want anyone feeling like
they were a patient.
I didn't want them to feel likethey were a guinea pig.
So how did I make my technologyinvisible?
And that's why we call it anearable, and we didn't go down
(34:01):
the path of a wearable.
Caroline Duell (34:04):
Your sleep tight products, they're obviously
invented in Australia.
Are they made here?
Cameron van den Dungen (34:09):
Lots of my stuff is made here.
I make where I can get the bestquality at the right price that
can be scaled to be able tosupport the healthcare sector in
Australia.
So my mattresses, they're madein Australia.
In fact, they're licensees ofthe Australian Made campaign, so
I can run the logo.
All of my attachments, bedsticks, side rails, all of those
components that go onto myadjustable beds, I make here in
(34:30):
Australia.
I'm I'm based in Melbourne.
I do a lot of prototyping in myown facilities, and then I use
local engineering firms, morejobs locally, but it allows me
to do the one-of-one runs, thosesmall batch runs.
I do have international supplychains when I can't buy
something better or cheaper inAustralia.
I use an international supplychain.
But the big value right now forinnovators and manufacturers is
(34:54):
in the design and the recipemaking.
That's the true value formanufacturing.
The production line is actuallya low end of the spectrum.
You want to be the CADdesigners, you want to be the
ones that come up with the ideaand then register the IP.
We register all our IP inAustralia.
We do it under an entity calledSleep Tight IP to protect it
because we do believe thatAustralia can lead the world
(35:15):
when it comes to flexibleelectronics.
So while we're partnered andstill to this day are partnered
with RMIT and we've co-locatedour lab with them, and we have
our facility in Brayside wherewe do all of our IP making, our
recipe making.
But at the end of the day, wealso can't be a drain on the
healthcare sector.
It's already strugglingfinancially, so we have to make
the right decision for the rightproduct.
(35:36):
So that's a long way of sayingI buy and make wherever is best
for the category.
Caroline Duell (35:41):
Thank you, Cameron, for joining the
podcast.
It sounds like you have anincredible recipe for success,
and we look forward to followingSleep tite's success, really.
Thank you.
Cameron van den Dung (35:50):
Fantastic, and a huge thank you to MTP
Connect for having me involvedin the program as well.
Sleep Tight really appreciatesit.
Michael Johnson (35:58):
So Michael Johnson, I'm the uh founder and
CEO of Rhinamed.
We're a Melbourne-based uhmedical technology company.
We sort of came into our cameinto fruition probably around
2013-2014, and we have awearable nasal technology.
So it's a nasal technologyplatform, which means that even
though you put it in your nose,you can do multiple things with
(36:19):
it.
Um we started we recognisedthat uh asking people to put
something in the nose is apretty strange idea, pretty
strange concept.
So we worked out pretty quicklythat we needed to identify
people who would be prepared toput things in the nose.
And of course, one of the Iguess global groups of people
who are desperate to solvesomething to do with a nose are
(36:41):
snorers.
So everyone knows a snorer, um,and we developed our
technology, the mute product,which is now available globally
to resolve that issue.
So it opens up the nose, it's astent, opens up the nose, very
comfortable, can be wornovernight, um, and that resolves
snoring.
Not completely, but itcertainly goes some way to
resolving snoring.
Caroline Duell (37:02):
And those products are available in
chemists, and um they'rebasically a consumer product.
Michael Johnson (37:06):
Yeah, it's a consumer product, class one, so
registered with the TGA, theFDA, it's got a C mark, most
markets now.
We sell it through ChemistWarehouse, AMCAW, all the major
pharmacy groups here inAustralia.
We also sell it throughWalgreens and CVS in the US and
Boots and a whole lot ofpharmacies in the UK, and of
course online through Amazon.
So we've got a over about, Ithink it's about 30,000 shelves
(37:29):
globally that we're on.
So quite a significant network.
And that's fantastic because ithelps allows us to socialise
this concept of puttingsomething in the nose.
Um and then over the course ofthe pandemic, we sort of
responded to, I guess, a prettyacute need, which we identified
was that everyone hates beingstabbed in the head with a
chopstick, which was thetraditional swab.
Um, and the people had to belined up to do it because you
(37:52):
couldn't be relied upon to do ityourself because it is
difficult.
Um, and that when we looked atthe pathology space, we realized
that that's quite a thatrandomness at the front end is
really unique because everythingelse in pathology is very
regimented, it's all qualitycontrolled, it's all very, very
detailed.
So the most random part of it,which is the sample collection,
(38:14):
is actually the biggest risk.
And that's why you have a lotof false negatives and false
positives.
So we designed our swab so thatit doesn't matter whether it's
you know Bob out and Burwood oror you know a professor at the
Royal Children's, it goes intoyour nose the same way and it
and it will be repeatable,reliable, and predictable the
result, and you get a biggeryield, so you're getting a
bigger sample.
(38:34):
So he collects two samples fromeach nostril, collects a sample
from each nostril at the sametime.
That's important because thenose, you may not realise the
nasal cycle alternates every 90minutes, so you'll have a bigger
load on one side, which is whywhen you have a cold, one
nostril is always more cloggedthan the other.
It's also why you toss yourhead and uh twist your head and
nighted when you're sleepingfrom one side to the other,
(38:56):
because you it's part of the umthat nasal cycle is also related
to the circadian cycle.
So, you know, this is bizarre,I get off on noses, but there
you go.
So we introduced the uh therhino swab, and then one of our
clinicians we're working with inthe Netherlands said this is
fantastic, but kids are stillscared of being swabbed.
So that's when we said, Okay,well, how about we create a swab
(39:17):
for specifically for children,which has got the moustache and
the lips, and there's a koalaand emoji, and it works exactly
the same way.
So it gets a sample, and but wewere very lucky to work with
the MCRI and the RoyalChildren's to validate the
appeal of this product, and theyidentified that 74% of mums and
dads weren't bringing theirkids for testing because the
(39:38):
kids were scared, and so we dida trial and it showed that the
kids absolutely love it becausethat they everyone loves wearing
a funny moustache, and um anduh not only did not only that,
it actually turns out to be theclinical equivalent to a
combined nose and throat swab.
So it's much better performing,and we've been very lucky now
(39:59):
to get TGA approval for that andFDA approval for the swab, and
we've now just recently got TGAapproval for the world's first
COVID flu kit designspecifically for children.
Caroline Duell (40:10):
How fantastic! Well done.
Michael Johnson (40:12):
Yeah, so pretty exciting times, and uh we're
now waiting on the FDA approvalof that kit in the US, and that
will really uh I hopefully causea revolution in the way that
people are tested and tested forupper respiratory disease.
So obviously, COVID and flu aretwo of the key uh targets we're
looking at, but RSV and a wholeof other pneumonia and other
(40:32):
sort of um other upperrespiratory diseases that we can
sample out of the nose and thenidentify are also on the in the
pipeline.
Caroline Duell (40:40):
Obviously, you've had quite a bit to do
with the US market.
And is the appetite for thischildren's um diagnostic is that
there?
Michael Johnson (40:48):
Yeah, absolutely.
So um children are about threeor four times more likely to get
up a respiratory infection thanadults.
And as we saw through like thepandemic, and as as any parent
will know, that you know the kidwill come home with some
terrible like you know diseaseand then give it to everyone
else in the family, be it gastroor the flu or coughs or colds
(41:10):
or RSV.
So there's certainly a very bigrecognition that children are a
special population.
Indeed, we're part of a uhprogram in the US called the
SPARC program, which is thespecial population program, and
the pediatric is a major part ofthat.
So, yeah, there's a there's agreat awareness of that, and
that certainly was driven by theinterest coming back to
(41:31):
Australia from the MCRI and theRoyal Children's as well.
So certainly there's a I thinkthere's a really there's a big
need there, which is reallycritical.
Caroline Duell (41:39):
And is this product available in Australia?
Michael Johnson (41:41):
It'll be early early next year, we'll be
bringing it to market andhopefully be rolling it out
through our with our retailpartners.
So that'll be really exciting.
And and I guess that's reallyimportant from our perspective,
is it's about equity andeconomics of like, you know, can
people access these sort oftests?
And the best way for us to dothat is through the pharmacy
groups where everyone's gotaccess to it.
Caroline Duell (42:03):
And tell us about your experience being part
of the Pathway to Marketprogram for Victoria.
Michael Johnson (42:07):
Yeah, so uh we've had a a you know very long
relationship with the Victoriangovernment, with you know the
DJPR people and and so on andtheir precursors.
And I guess the the umprogrammes allowed us to
re-engage with the um the withgovernment and re-engage with
especially with the people likethe folks out at Monish Health,
like Andrew Coe and and so on,who have been really, I think,
(42:29):
in step with the way we thinkabout how governments should
engage with industry and howthey should procure in access or
procure products but also getaccess to new innovation.
Um it's not lost, I think, onanyone that you know a lot of
medicos today, a lot ofclinicians today have careers
because of innovation.
So cardiologists, you know,gastroenterologists, keyhole
(42:51):
surgeons, all this stuff isstuff that's emerged as
innovation from the last youknow 50 years or 60, 70 years of
you know, innovation.
So this program has been reallyinvaluable of reminding me,
especially that there is thesefantastic groups of people out
in the public health sector whoare desperately looking for
solutions and really reinforcesthe need to be engaging more
(43:13):
with those folks.
Caroline Duell (43:15):
Well, it's been really good talking to you,
Michael, about the sector, aboutthe dreams of of Rhino Med and
where you're going.
It's an incredible productrange that you have, um, and
it's really great to hear aboutAustralian companies that are
that have cracked the US marketbecause we know that you know
that that is a big goal of ofmany.
So we look forward to umhearing more about this
(43:37):
pediatric diagnostic inAustralia coming soon.
Michael Johnson (43:41):
Indeed, thank you so much.
Tim Stewart (43:45):
I'm Tim Stewart, I'm founder of Certius Medical.
Um I'm a registered nurse and Iwork in the cardiac catheter
lab and anaesthetics in a in aprivate hospital in Melbourne.
I've been working in that rolefor years, and we're doing
minimal invasive proceduresusing conscious sedation so the
(44:07):
patient's awake on the operatingtable.
And patient comfort's reallybeen sort of an an afterthought
and done poorly for years.
And so I I looked at thisproblem with the surgical drape.
We used to make homemadedevices trying to fix the
problem with bulldog clips andsticky tape.
Caroline Duell (44:28):
And a surgical drape is something that stops
the patient from seeing what'sgoing on.
Tim Stewart (44:32):
Yeah, it maintains the sterile field.
Like with pacemaker, we're verycautious about in infection.
So the poor patient's stuckunder a large surgical drape,
and the procedure can run for upto an hour.
So myself as the anestheticnurse, I'm able to improve
patient assessment and improvepatient comfort.
(44:53):
And the operating doctor has tobe reassured, and we've got to
maintain the sterile field forthem and maintain the drape.
Caroline Duell (45:00):
So, from your experience, you're at the coal
face of treating patients in asurgical environment.
Tell us where the inspirationcame to start developing your
innovations.
Tim Stewart (45:13):
My first teaching doctors was Prof.
Ian Meredith, and he heintroduced me to the CATH lab
and the procedures.
And we're treating ischemicheart disease.
We're talking about patientsthat have uh got blockages in
their coronary arteries, we'retalking heart attacks, we're
talking time criticalprocedures, and then there's
(45:34):
workflow issues associated withthose.
And I've watched the radialaccess procedure evolve over the
years, and I know what thecardiologist needs.
They need their patient's rightarm immobilized, and they need
a a work table for the procedureand to accommodate the
equipment.
So I've developed the radialarmboard which immobilizes the
(45:56):
patient's arm and provides thework table for the cardiologist.
I've found an economicalmaterial and it's able to be
manufactured here in Australia,and we're taking it to market
next year via distribution.
And we're yeah, we're startingin Melbourne, and um the
opportunity here at the Pathwayto Market program is just
(46:19):
exactly what I need to be doingat this at this time.
Caroline Duell (46:23):
Have you trialled it in any hospital
settings?
Tim Stewart (46:25):
The armboard is used in my workplace.
I've got 11 interventionalcardiologists using it.
We use it four out of five daysa week.
We've done 1400 procedures overthe last uh three three years.
We're using it for complexcoronary stenting.
Caroline Duell (46:43):
And the the surgeons are happy?
Tim Stewart (46:45):
They're really happy.
There's some alternativedevices, but I know from my
experience taking this tomarket, a lot of the
cardiologists aren't happy withthe right arm positioning of the
alternative device.
It's super expensive, it's madeof carbon fibre, it's just been
over-engineered.
I'm just coming in with asimple ergonomic device that is
(47:09):
patented.
Caroline Duell (47:10):
That's really exciting.
It's wonderful to hear about adevice that's been created
through your own experiences andwith obviously with your
surgical colleagues to get theirfeedback and to test it.
And developed here inMelbourne.
Tim Stewart (47:24):
That's right.
It's tested in in the clinic.
I've developed it withinterventional cardiologists who
are specialists here at the atthe Heart Hospital, and it's
it's just been a greatprivilege, and it's great to get
a device into the operatingtheatre.
Caroline Duell (47:39):
So you've been involved with the Pathway to
Market program in the last fewmonths.
How has that experience been?
Tim Stewart (47:46):
I've really enjoyed it.
I've met some great fellowfounders, I've met some great
speakers.
It's all about the difficultyin getting a medical device to
market.
It's exactly what I'm doing atthe moment.
So this program's exactly whatI need to be doing right now.
Caroline Duell (48:05):
Today you're here at the AMMA MedTech
Showcase.
What's the day been like foryou?
Tim Stewart (48:12):
The day's been really valuable.
The speakers have given greatinsights.
Obviously, the the pictureswere a highlight, and the
opportunity to present to thehospital supply procurement
people in the room and get theirinsights has been been amazing.
The facilitated matchmakingthat's been really valuable.
(48:35):
Got some good contacts there.
Caroline Duell (48:38):
So, what's on the table right now for Certius
Medical?
Tim Stewart (48:41):
The last two quarters have been capital
raising.
I've had a friends, family, andclinicians seed seed round.
I'm still need a little bitmore money, but I'm now pitching
to angel investors with a viewto commence manufacturing.
And uh I'm manufacturing in uhNorth Sydney.
(49:03):
There I I've got ISO 13485compliant manufacturing.
Caroline Duell (49:09):
Well, it's really exciting to hear about
your innovations, Better HealthMade Here.
Thank you for joining thepodcast, Tom.
Tim Stewart (49:17):
Thanks so much for having me.
Caroline Duell (49:19):
That was Tim Stewart, founder of Certius
Medical.
The Pathway to Market programis an initiative of the
Australian MedTech ManufacturingAlliance, delivered by MTP
Connect in partnership withBioMelbourne Network and
supported by the VictorianGovernment.
A shout out to our colleaguesat the BioMelbourne Network and
the Australian MedTechManufacturing Alliance for the
(49:40):
teamwork involved in deliveringthese initiatives.
And thank you to Dr.
Amelia Vaughn, MTP ConnectDirector of Stakeholder
Engagement Victoria and Healthand Biosecurity, who leads our
Pathway to Market program.
Applications for the nextPathway to Market program in
2026 will open towards the endof the year, so keep an eye out
for more information.
(50:01):
You've been listening to theMTP Connect Podcast.
This podcast is produced on thelands of the Wurundjeri people
here in Narm, Melbourne.
Thanks for listening to theshow.
If you love what you heard,share our podcast and follow us
for more.
Until next time.
This is the MTP Connect podcast, connecting you
with the people behind thelife-saving innovations driving
Australia's growing lifesciences sector from bench to
bedside for better health andwell-being.
MTP Connect acknowledges thetraditional owners of country
that this podcast is recorded onand recognises that Aboriginal
(00:22):
and Torres Strait Islanderpeoples are Australia's first
storytellers and the holders offirst science knowledge.
Caroline Duell (00:33):
Hello and welcome to the podcast.
I'm Caroline Jewell.
One of the challenges that weface in Australia is getting
more homegrown MedTech productspurchased and used by local
hospitals and health services.
This year, MTP Connect'sPathway to Market MedTech
Capability Uplift Program hassupported 10 market-ready
Victorian MedTech manufacturersto position them competitively
(00:57):
for local health procurementopportunities.
In early October, along withthe BioMelbourne Network, we
hosted the Australian MedTechManufacturing Alliance's MedTech
Showcase, with a curatedexhibition of Victorian-made
products and innovations from 25local manufacturers, spanning
surgical care and diagnostics tohospital consumables and
(01:18):
equipment.
This Melbourne event was allabout highlighting better health
made here.
And the MTP Connect podcast wason the ground talking to
companies involved, includingthose taking part in the Pathway
to Market program, to find outhow the support is making a
difference for their businesses.
Let's hear all about it.
Edward Buijs (01:52):
Our device is the first of its kind.
It's a airway pressure monitorfor infants and neonates who are
on non-invasive respiratorysupport.
The device works by givingclinicians insight into how much
pressure is actually beingdelivered to a baby's upper
airway.
So we are very fortunate to bebased at Melbourne Connect here
in Melbourne as part of avibrant Victorian ecosystem of
(02:16):
medical device innovation andresearch and support.
And tell us about your team.
Fentura is made up of a numberof different people, so
biomedical engineers likemyself, as well as clinicians
and business experts.
So we've got a wide range ofexpertise which all comes
(02:38):
together to bring this device tomarket.
Caroline Duell (02:42):
And tell us at what stage is your device, where
is that at along the innovationpathway?
Edward Buijs (02:48):
Yeah, so Ventura's airway pressure monitor is in
development.
We are looking forward tofinishing up a clinical trial
that we're currently running atthe Royal Women's Hospital in
the next sort of six to 12months, and then hopefully being
able to use that informationand that data into regulatory
submissions.
So at the moment, we are usingthe information that comes from
(03:10):
our clinical trial to informsome really important design
decisions as well as get areally good understanding of
what the clinician and the nurseneeds.
And using that information willactually form and help us to
format our regulatorysubmissions.
What's different about yourinnovation?
That's a really good question.
(03:31):
So many babies who are inneonatal intensive or special
care will need some sort ofbreathing support during their
first few weeks and even monthsof life.
And so the current therapiesare CPAP and HighFlow, and these
systems work to keep the baby'slungs open and inflated between
breaths.
The difficulty is that thesetherapies provide very little
(03:53):
feedback to the clinician in howmuch pressure is actually being
delivered to a baby's upperairway.
And so there can be two babieson the same level of support
receiving very different levelsof therapy, and as a result,
having very different outcomes.
And so where our device fits inis it actually provides
objective measurement internallyof how much pressure is being
(04:14):
received by those patients,allowing clinicians to make
really informed decisions aboutwhat they need to do next.
So whether or not that is aboutescalating care or whether it's
actually about optimizing sortof the CPAP or high flow so that
this particular baby canthrive.
Caroline Duell (04:31):
And it's a non-invasive device.
Edward Buijs (04:34):
Yeah, so our device uh leverages um some
existing tubing in other partswithin the NICU, which means
there's no additionalinvasiveness to the patient.
And that's one of the key valuepropositions of our device,
making sure that for the babythemselves, they don't actually
experience anything different.
Um, what our device is able todo is actually help the
(04:54):
clinician uh to care for them.
So our device does do constantmonitoring or consistent
monitoring, so it's accurateinternal, uh, continuous
monitoring, which is reallyimportant for this particular
product.
It allows the clinicians tohave a really deep insight into
how the therapy has beendelivered over time and optimize
it accordingly.
Caroline Duell (05:14):
So tell us about your involvement in the Pathway
to Market program.
How valuable has that been?
Edward Buijs (05:20):
We've been really, really fortunate to be part of
the Pathway to Market program,the MedTech Capability Uplift
Program.
It's a program which isdesigned to help local medtech
companies gain access toprocurement advisors, uh
hospitals, and clinicians.
And so throughout the program,whether or not it's been the
(05:41):
workshops, which we've had a lotof insight from experts in in
terms of procurement andtendering, but also how to
approach healthcare systems andtheir needs, right through to
events like today, where we'vebeen able to have one-on-one
conversations with the peoplewho will ultimately be the
decision makers when it comes tousing and procuring our device.
Caroline Duell (06:03):
Yeah, so today we're here at the Amma MedTech
Showcase.
It's been a pretty good vibe.
We saw you pitch earlier, therewas a lot of cheering.
It was a bit like a you know, asmall football field, really, a
lot of love for better healthmade here.
How have you sort of found theday in terms of that feedback?
Edward Buijs (06:22):
Yeah, I like your football reference.
I'm I'm a huge football fan,but um, it was really
encouraging to have the supportof the ecosystem here today.
And and as I was able to pitch,there was a number of people
who came up to me afterwards andum spoke really highly about
the solution that we're tryingto bring at Ventura.
And that's really encouragingand inspiring as well.
Um even presenting at our boothtoday, having the opportunity
(06:45):
to see clinicians and andprocurement managers, CPAs and
the like come across and andreally talk really positively
about how this particularsolution could fit within their
clinical settings is reallyimportant for us because it it
provides validation of not onlywhat we're doing, but what we're
trying to achieve, which isultimately helping uh babies
(07:06):
return from the NICU sooner withtheir families.
Caroline Duell (07:08):
Edward, tell us what's on the table right now
for Ventura?
What are you working on?
Edward Buijs (07:14):
At Ventora, our development is going really
quickly.
So we're currently raising somecapital to help support uh
operational growth as we look toput our regulatory submissions
in.
So bringing on some quality andregulatory personnel within the
team, as well as uh someengineering support as we get
closer to those submissions.
So that that's the one of thekey things at the moment.
(07:36):
But obviously, we've got ourongoing clinical trial at the
Royal Women's Hospital stillwell and truly uh operating, and
so managing and balancing bothof those are really important uh
along with all the other thingsthat come with being a startup
founder.
Caroline Duell (07:50):
Well, we wish you all the best with that.
It's been great to have you onthe podcast, Edward.
Edward Buijs (07:54):
Thank you very much.
It's lovely to be here.
Robert Gangi (07:58):
Robert Gangi from Lindo CEO and founder.
Uh, we design and developsystems and products to reduce
the spread of HAIs and reducethe growth of biofilms.
Uh, we've got two products inGo.
One's a medical device, it'scalled Lindo Tube.
Uh, it's an endotracheal tubeengineered with antimicrobial
blue light, the purpose of whichis to mitigate the growth of
(08:19):
biofilm near the cuff of an ETT.
The problem we're trying tosolve is so if you go into
surgery, you're an ICU, you areunfortunate enough to be
intubated.
It's a horrible process wherethey stick a tube down your
throat, you're in mechanicalventilation.
If you're intubated for aperiod of longer than 24 to 48
hours, there's a 23 to 28%chance that you'll get
(08:40):
pneumonia.
They call itventilator-associated pneumonia.
Now, this is a problem in everyICU across the globe.
Uh, the current methods oftreating this is a course of
antibiotics.
Now, the course of antibiotics,now, so we've actually, and
fortunate enough, we were on atrade delegation with MTP
Connect to MedTech uh two yearsago.
This was in Anaheim.
(09:01):
Uh, we connected with MayoClinic, and from that
connection, uh, we were able toget into enter an agreement with
those with Mayo Clinic, whichis probably the best in the
world.
So we're really excited aboutthat.
We've been working with themfor over a year now.
Um, but based on ourconversations, I asked a simple
question, which was okay, so howdo you treat VAP, so
ventilated, satiated, pneumonia?
And the answer was we give thema course of antibiotics.
(09:22):
I said, Okay, great.
How long?
It's seven days.
I said, Why seven days?
And the clinician had no idea.
He came back to me a week laterand he said, There's seven days
in a week.
I said, Are you serious?
Seven days in a week.
That's why he goes, it's beenlike that forever and a day.
And so in differentgeographies, so in Australia,
they'll I think it's either fiveor ten days, in Europe it's
(09:43):
either five to ten days.
But it's a course ofantibiotics that they've been
doing for decades.
And there's no rhyme or reason,it's just seven days in a week.
And if after those seven daysyou still got pneumonia, you get
another course of antibiotics.
So the problem with this is notonly is that it's detrimental
to your health, yes, it'skilling the disease, but what
(10:04):
it's doing is it's increasing uhthe growth of antimicrobial
resistance, which is a hugeproblem in the healthcare
industry and global industry,global uh community as a whole.
So our device, Lindo 2, has alight engine.
We generate antimicrobial bluelight.
So antimicrobial blue lightworks like ultraviolet light.
Ultraviolet light's been aroundforever and a day, but
(10:26):
ultraviolet light degradesmaterial, skin, and tissue.
Antimicrobial blue light doesnot do that, but it still
destroys bacteria and virusesand biofilms.
So, really novel device.
We have a light engine,produces that light source
through a fiber optic goes intoan endotracheal tube.
We've got a really novelconnector, and then we disperse
the light through the tube wherethe problem area is, so near
(10:49):
the cuff.
Um, currently at TRL3, we'regoing into TRL4, we've applied
for an IGP grant, we're hopingthat we get that, it helps
progress to clinical trials intwo years' time.
Um, and we design developeverything here in Victoria.
Caroline Duell (11:05):
So we're talking about a really innovative
startup, um, one that's gettingitself connected to all the
right people in all the rightplaces.
You're here today at the AMAMedTech Showcase.
Tell us how that experience hasbeen.
Robert Gangi (11:21):
Uh, it's been excellent, to be honest with
you.
It's been great to connect withdifferent parts of the
industry.
Now, I don't come from amedical background, I'm an
engineer, I'm actually a Sparkyby trade.
So this is all very foreign andnew to me.
Um, and I look at things from avery practical point of view,
and so to have all thesedifferent different people from
(11:43):
different walks of life anddifferent um departments within
the healthcare network, theecosystem, is great because you
can just learn off so manydifferent people.
So you have people fromprocurement, you have people
that are nurses, people that areclinicians, and you get to
learn off all of these people.
You have industrial designersthat hit me up quite a bit.
I'm very happy with ourindustrial designer market
design, Lloyd Fenn, I'll givehim a shout-out.
(12:05):
Um he's a weapon, but it'sreally good because you get to
learn.
Now, the interest has beenreally great for our devices,
uh, which is which is fantastic.
Um, and now, you know, eventhrough, you know, talk to
people at Cabrini, NorthernHealth, uh, Austin, you know,
we're now we're looking at okay,we want to do pilot studies.
So we want to do pilot studies,so we get to engage with the
(12:28):
people that can make thathappen, which is really, really
important for companies likemine.
Caroline Duell (12:31):
So Better Health Made Here, fingers crossed, uh,
you're just moving along thatjourney.
Robert Gangi (12:37):
Yeah.
Caroline Duell (12:37):
Um, it's been great to have you on the
podcast, Robert.
Robert Gangi (12:40):
Thanks so much.
Thanks for having me.
Helen Skazas (12:45):
My name is Helen Skazis, and I'm here
representing Care Essentials andtheir sister company, Farm Ost
Manufacturing.
Caroline Duell (12:52):
And tell us about Care Essentials.
Helen Skazas (12:54):
So, Care Essentials is a family-run
business.
It initially was born in 1996and then changed hands in 2011.
In that time, we have seen theCocoon Warming System, which was
their flagship product, whichis used pre-operative,
perioperative, andpost-operative, specifically for
(13:14):
patients that are high risk forhypothermia.
So it is a warming system and awarming blanket, which then
ensures that patients aren'tgoing into a hypothermic state.
Caroline Duell (13:24):
And often used in operating theatres or yes.
Helen Skazas (13:28):
And where's the company based?
So the company is based inregional Victoria, so out of
Geelong.
We've got a manufacturing plantthere as well as our sales
headquarters.
We export to over 60 countriesinternationally, and we've got a
very big footprint across thepublic and private health
sectors here with the hospitalsettings too.
Caroline Duell (13:49):
And tell us about this innovation.
Well, particularly the cocoonproduct.
Um, how did that come about?
Helen Skazas (13:56):
So the cocoon product, it was more about
seeing a need in the market.
There were a couple of bigplayers already who had products
very similar to this.
And the feedback was, forexample, there were certain
clips that were always breaking,and it was really born out of
feeling a need for whatphysicians needed and what
perioperative nurses needed.
(14:17):
From there, the blanket rangeactually increased as a result
of direct feedback from nurses.
And there was a nurse inTownsville that had given
feedback to one of our owners tosay, Oh, we often tape these
two blankets together and we dothis and we do that.
And from there, we then had newblankets born and raised.
(14:39):
So I'm really proud to work fora company like this that has
such an incredible footprintwhen it comes to innovation.
They are small enough to beagile and nimble, but large
enough to be able to executeAustralia-wide and globally, and
to be able to see that it makesme really, really proud.
Caroline Duell (14:59):
I feel like today there was a lot of pride
and excitement in the room whenum the lightning pitches were
happening when Victoriancompanies uh were pitching their
products and talking about thereasons why the health system
should be using um and buyingbetter health products made
(15:19):
here.
Did you feel that?
Helen Skazas (15:21):
Absolutely, without a shadow of a doubt.
I know the biggest thing for mewas looking at the the range of
where businesses were at andwhere products were.
So you had those true startupsthat are sort of still at
evaluation stage.
You had the ones that hadclosed a couple of sales and
they were looking at how do theyget onto tenders.
(15:43):
You had people like me who werethere who were looking at how
do I get into more hospitals andhow do I get in front of the
right CPAs and CPMs and in frontof the right people to be able
to showcase a range of products.
So care essentials is more thanjust the cocoon warming blank,
but that that's a lot of whatwe're known for.
So during COVID, we did then gointo sterilization wraps, we
(16:06):
went into um into masks as well.
Since then, we've acquiredPharmost Manufacturing and we've
gone into pharmaceuticals, sowe do skin prep products such as
chlorhexidine.
The list goes on and on.
So to be able to be here and tobe able to share ideas and
showcase things and seepartnerships come to life in in
(16:29):
real life and in real time, it'sexceeded all of my
expectations.
Caroline Duell (16:33):
There's been a real buzz in the room, I think.
Um standing room only, Inoticed at some points.
There is a lot of support forthis concept of Better Health
Made here.
And how have you found thefeedback from from some of the
experts here today, you know,around the process and and that
type of thing?
Helen Skazas (16:52):
So for me personally, I've actually been
really proud to be in a roomlike this and work for a company
like Care Essentials to hear inreal time the feedback on
what's working, what can betweaked.
You know, it's those little onepercenters.
And to be able to be anAustralian manufacturer that can
make those changes.
(17:13):
You know, I have worked forlarger corporates years gone by,
and a lot of time you wouldfeed information like this back
from procurement in anAustralian hospital.
If you even got a response toan email like that, you may have
seen a revision five, six,seven, ten years down the line
by the time it'd go through allof the RD.
(17:33):
But I mean, I had an instanceearlier this week where we went
to a hospital, we got feedbackon a certain clip.
Within two days, the RD teamhad prototypes on my desk
saying, have a look at this,what do you think?
So the speed that we can workto, because we are on the
ground, we are hearing itstraight from people here, and
(17:57):
we can act on it straight away.
Caroline Duell (17:59):
That's really exciting because what we're
talking about here is a productthat is, you know, life-saving,
um, part of that critical care.
And to be able to be thatnimble and to have that sort of
connection and feedback directlyfrom um healthcare
professionals, that's reallyspecial.
Helen Skazas (18:18):
It sure is.
And I think what really struckme with Care Essentials was when
we look at them as being amanufacturer, everything, so
end-to-end it is done locally,and we see then the production
line, you see the jobs here inAustralia, you see not just in
production, you see them inmanufacturing, you see them in
sales and you know, in theoffice, and it really is that
(18:41):
spillover effect where you seethat these products absolutely
make a difference to patientlives, but they absolutely make
a difference to our economy too.
Caroline Duell (18:50):
Yeah, so it's it's a whole industry.
Helen Skazas (18:52):
Absolutely.
Caroline Duell (18:53):
Which is so exciting.
So I think that is also themessage from today.
It's not just about theproduct, it's about what happens
around that.
And it's really great to see,you know, companies like Care
Essential, who, you know, have areally well thought-out product
that's obviously being sold allaround the world, um, but also
(19:14):
still working on um making surethat it's available in hospitals
here in Australia.
And I think that's that'sreally important.
Thanks for coming on the MTPConnect podcast, Helen.
Helen Skazas (19:25):
Thanks for having me.
It's been great to be here.
Tom Stray (19:30):
Tom Stray, so Managing Director of Dental Life
Australia.
So we um have beenmanufacturing dental materials
and infection control productsfor 25 years.
Um my father started thebusiness in the garage.
Um so I remember coming homefrom school and helping him fill
off products and things likethat.
So um, and obviously, yeah, uhbusiness has come a fair way
from there.
So now we've got uh 30 staff inMelbourne and and 20 over in um
(19:53):
Bangkok manufacturing.
So and we're now transitioninginto the medical market.
Caroline Duell (19:59):
Tell us about the innovations that you've
developed for the medicalmarket.
Tom Stray (20:03):
So through the dental materials that we have, we have
compliance for ISO 13405 andmedical devices, um, and the
disinfectants that theAustralian market requires are
class 2B disinfectants, sothey're they're sort of unusual
for the global market, sothere's not many players.
But because of our dentalmaterials, we were able to
comply regulatory-wise with thatstandard.
(20:24):
So I guess just after COVID orduring COVID, we transitioned
our production and upscaled ourproduction so we could produce
the different format of thedisinfectant.
So we went from a tub format,which was what was produced in
the dental market, to a flatpack format, which was more
accepted in the medical market,which meant we could produce
bigger volumes at a better pricepoint.
So we had to investsignificantly in some equipment
(20:46):
and upscale that, work on theregulatory um side of it, and
then also work through theantimicrobial testing.
So there was a lot of differenttesting and different organisms
needed for the for the medicalmarket as opposed to the dental,
and um, I guess rightfully so.
So we uh been on a journey forthe last four years, um, I guess
fine-tuning the product and andmaking sure that it's per um
fit for purpose now.
Caroline Duell (21:07):
So you're talking about a wipe, literally
like a baby wipe, but not a babywipe, of course.
Tom Stray (21:12):
Not a baby wipe, no, I wouldn't use it on babies.
Caroline Duell (21:14):
Tell us what's special about this wipe.
Why should we be using this inour healthcare services?
Tom Stray (21:19):
Yeah, so um so we have used a different substrate,
so the white material comparedto a lot of the previous um wipe
materials, which were just thethe basic baby wipe or a uh
quite a thin, flimsy spun lacematerial, which was used, I
think, because of a cost saving,because per wiper was cheaper.
So we have used a melt blownmaterial, which is a slightly
(21:40):
thicker material.
Um we also have have put a bitof technology into it so it it
holds more liquid in.
So the benefit of that is thatit covers a broader surface.
So um in terms of usage, you'reusing less wipes because it's
covering a bigger area.
There's also a lot less waste,so so big environmental um
factors as well.
But then because you're usingless, you're also spending less
as well.
(22:00):
So we um we often and we heardtoday that Australian um uh
manufacturing is seen as ahigher price, and and always
people seem to think they needto pay more for that.
Um but we've certainly found away to produce that at a more
cost-effective unit price, butalso using a lot less as well,
so much more environmentallyfriendly as well.
And then also because it's notum it's not sort of dousing the
(22:24):
the surface with disinfectant,there's a lot um a lot of good
research that the the issueswith compatibility and uh
machine cracking or things likethat, or or plastic um breakage
is around the fact that there'sa lot of liquid left on the
surface.
So our our wipe makes sure itit holds the liquid and retains
the liquid so it covers a biggerarea but doesn't douse as much
(22:44):
um on the surface.
Caroline Duell (22:45):
And these are for surfaces in operating
theatres, dental surgeries?
Tom Stray (22:52):
Yeah, so so the benefit of the being a 2B
disinfectant, which is a medicaldevice disinfectant, is it can
be used everywhere.
So um the other level ofdisinfectant is a hospital grade
disinfectant, which sounds likeit can be used everywhere, but
the TGA requires a medicaldevice to clean a medical
device, and a medical devicedisinfectant has to come under a
class 2B classification.
(23:12):
So the benefit of having thatis that you can clean
everything.
You don't have to specifybetween surfaces or instruments
or anything like that.
Um so this is for like ageneral purpose disinfectant for
medical equipment in operatingtheatres, um, in uh reception
areas and everywhere in between.
Caroline Duell (23:29):
So you're part of the Pathway to Market
programme, Dental Life.
Tell us why this program is soimportant to you.
Tom Stray (23:37):
Yeah, well, I think what we heard a bit today about
um that a lot of the a lot ofthe Australian Medic companies
are SMEs, and one of thechallenges that we have is that
we don't have the connectionsand we we just it's we don't
have lobbyists, we don't have uma massive marketing budget or a
massive marketing team.
So being involved in theseprograms gives us um access to
to clinicians, access to CPAs orthe experts, and and and much
(23:59):
better, I guess, exposure tohospitals and and those sort of
things.
So um if it wasn't for um thethe Pathhoodomed Tech program,
we'd we'd really be on our owntrying to bang on doors and and
trying to find our own way.
Um so it certainly helps usleverage the the broader um
skill set and broader, I guess,network uh that is available.
Caroline Duell (24:20):
Yeah, getting that sort of procurement ready
capability is kind of vitalbecause it's a complex pathway.
Tom Stray (24:27):
Yeah, absolutely.
We we I say we made themistake, but maybe not the
mistake, but it um during COVIDwhen we were going to upskill
into the medical market, we um Iguess naively assumed that we
were the only Australian companydoing it.
We knew our product stood up,it was probably gonna be pretty
straightforward, so we investedheavily in equipment.
But that's uh certainly got a aslap in the face trying to work
(24:48):
through the the medicalprocurement um landscape.
So um, as I said, we've we'vebeen working at it for four
years, but we've had a lot ofhelp along the way.
But certainly the acceleratorprogram and and and it just
helps it make sure we're readyand make sure we're spending our
resources the right way and andcertainly giving us access to
to people we wouldn't otherwiseget access to.
Caroline Duell (25:07):
Where's the product being sold at the
moment?
Tom Stray (25:09):
Yeah, so um so it we've been in the dental market
for 25 years, so it's it's soldwider in the dental market.
Um we we've had a bit ofsuccess in New Zealand as well,
so it's growing through there.
Um, we've got a couple ofprivate hospitals on board at
the moment, which has beenreally exciting.
That's been a very longprocess.
Um where yeah, where I guessthe the public system is a bit
(25:30):
of a longer process to get intowith um tender processes and
things like that.
So we're hoping the the PPEtender comes out um early next
year, which will hopefully makea difference if we can manage to
get on that.
Um, and then I guess we alsowith our facility in in Bangkok
we we supply broadly throughSoutheast Asia as well.
Um, that uh the medicallandscape there is a little bit
(25:51):
easier to navigate than it ishere.
Caroline Duell (25:53):
Tell us about your experience today at the
showcase.
Um you've you've been anexhibitor, um, you've heard some
interesting presentations, andobviously there's a real
groundswell here of support forbetter health made here.
Um, what's it been like to behere today?
Tom Stray (26:09):
Um yeah, it's certainly been good, and and
certainly been in a room thatpeople uh come to where they
know that they're coming to lookfor Australian-made product and
support Australian-made productis a really good starting
point.
Um certainly there's highstandards required in the
medical field, which is fairenough, but but we we can have
conversations and work throughall that.
Um, we're able to do ourlightning pitch, which was
really exciting, and andJosephine um knocked that out
(26:31):
that out of the park and wasreally good, and and we had a
lot of good feedback from that,and it generated a lot of good
conversation as well.
But certainly these forumswhere there's a lot of the right
people in the room, um, it'sreally exciting for us to be
able to present um and and andyeah, share what we've got.
Caroline Duell (26:45):
Well, thanks for being on the podcast, Tom.
It's been a pleasure.
Tom Stray (26:49):
Thank you.
Thanks for having me.
Cameron van den Dungen (26:53):
My name's Cameron Van der Dungen,
and I'm the founder and CEO of acompany called Sleep Tights.
Sleep Tights an innovationcompany, a product development
company that designs andmanufactures and then sells
products for the uh aged care,disability care, and really the
broader healthcare sector.
Caroline Duell (27:10):
What sort of products are they?
Cameron van den Dungen (27:12):
Our focus is in the name, Sleep
Tight, we focus in and aroundthe bedroom.
So mainly um beds, mattresses,and also sensor technology that
helps understand what'shappening for people in the
healthcare sector whilst they'resleeping at night in their
beds.
But it is starting to shift,but chairs are in the bedroom
and therefore chairs arebecoming a focus as well.
Caroline Duell (27:31):
And you you are part of the MTP Connect Pathway
to Market program.
Can you tell us uh what thatexperience has been like?
Cameron van den Dungen (27:40):
The MTP Connect Pathway to Market
program is actually quiteinteresting.
It's come about through theIndustry Growth Program, a
federal government body.
That's how we ended up part ofthis program and the
introduction.
What it's doing is unlockingthe public health sector
procurement practices, gettingcompanies like mine, which is uh
an SME, a small mediumenterprise for for want of a
(28:00):
better term, um, and giving usaccess to public health
procurement, which from anoutsider, it's really hard to
break in when you don'tunderstand how it works.
So programs like this Pathwayto Market actually help um
demystify and upskill us toprepare us for public tenders
and understanding what'srelevant, what's not, and where
our gaps might be and how we canovercome those gaps.
Caroline Duell (28:22):
And what's the process, you know, going through
this program?
What's it been like?
Has it been illuminating?
Cameron van den Dungen (28:27):
It's certainly been illuminating.
That's probably a really goodway of putting it.
Um what it what it has done isis suggested that uh it's
probably more a communicationthing than than a real barrier
for entry for companies like us.
There is there's a willingnessfrom the public health
procurement people to look forcompanies like Sleep Tight and
actually get locally made orlocally designed innovations
(28:48):
within the sector into theirworld.
But they have realities thatthey must face that we probably
didn't see as small mediumenterprises that are trying to
sell to the public healthsector.
So um that communication, thatgateway between the two parties,
one that buys and the otherthat sells, um, it's been
advantageous for me because I'vestarted to understand the
(29:09):
pressures that the sector faces,but also realise it's not as
much of a locked shop as itlooks like from the outside.
Caroline Duell (29:16):
And today you're here at the AMMA MedTech
Showcase.
What's that experience beenlike?
Cameron van den Dungen (29:22):
I'll be honest with you, I didn't
realise what it was going to be.
I thought maybe I'll justapproach it like another trade
show.
So bring our wares and showthem, not really knowing who is
going to be here.
The quality of conversationshas been fantastic.
Um, the bit that's got me, I'vegot product that's already
commercially ready for sale, butmost of the sector's more
interested in what's coming andwhere is the trend, where's the
(29:42):
trend for technology that'sevolving and emerging in aged
care, um, disability care,broader health care.
And for me, that's um that'sheartening because whilst I've
got product for sale now, thatinterest in what's coming shows
that there might be an appetitefor adoption of new technology,
and I think that's critical forthe future.
At the same time, I need tosell product now so I can stay
(30:03):
in business to develop moreproducts that are exciting and
new and different.
So it's it's been a it's been agood experience.
And so far I've been very happywith the meetings I've had.
Caroline Duell (30:13):
You talked earlier today when you were
doing your pitching on stage tothe group, um, healthcare
procurement leaders, government,entrepreneurs.
You talked about a familyconnection to the aged care
sector and how that sort ofspurred you on to develop your
um, let's call them sleepinginnovations.
So we've seen your bed, I'dcall it a smart bed, but um you
(30:36):
might have another definitionfor it.
But you talked about how peoplewho might want a bed that Sleep
Tight make, they don't seethemselves as patients.
They don't want a hospital bed.
Can you just expand on that alittle?
Cameron van den Dungen (30:48):
That's that's been one of the key
drivers for me.
I think when I'm developing newproducts, my mother, she's
nearly 80, and when I'mdesigning things, she's the
classic baby boomer, was born in1946, does not see herself as
old, but she does need some moresupport.
So when I'm designing newproducts, I'm like, what would
my mum tolerate in her bedroom?
What will make her not feellike a patient or feel like
(31:11):
someone who's sick?
My orma, when she came toAustralia from the Netherlands,
she ran private aged care homes.
And I watched her, I wasn'tthere then.
My father then went on tocreate a business with a group
of others called 40 Winks, whichis beds, shock horror, I'm in
beds and aged care beds.
But um my omar towards the endtransitioned into residential
aged care.
And I remember her saying tome, and and excuse, I'm trying
(31:34):
to do my Dutch accent here, shegoes, I'm not a sicky person.
I'm not a sticky person.
I don't need, I don't want tofeel like I'm a guinea pig if
that's so I've got my mum wholikes beautiful things and nice,
well designed and crafted.
My orma that said growing oldis not a sickness, which is
true, and the same can be saidfor the disability care sector.
Having a disability is not anillness.
So why don't we make beautiful,lovely products that suit the
(31:58):
lifestyle and make people notfeel like they are a victim or a
patient or they're in hospital?
Let's just give them productsthat do what they need when they
need it and make it lookbeautiful.
Caroline Duell (32:08):
You talked about sensors.
What sort of tech is behindyour beds?
Cameron van den Dungen (32:12):
Well, let's stay on that theme of how
do I make people not feel likepatients and guinea pigs?
That's a challenge fortechnology, particularly when
you're talking aboutdiagnostics.
So I didn't want to build awearable because that meant you
had to put something on and thenyou felt like you were being
monitored.
So I needed to create a systemof extracting data, which is
another way of saying sensors,but not on the body, no
wearables.
(32:33):
We call them nearables, whichmeans essentially proximity
sensors.
Uh the stuff that was in marketglobally was um uh probably
quite rigid, inflexible, isprobably the best way of putting
it.
So it normally goes under amattress.
And whilst I have some systemsthat go under a mattress, and
there's various reasons we won'tgo into here, I actually
developed in conjunction withRMIT University a system of um
(32:56):
of printing conductive inks intofabrics, which is world
leading.
We now hold a global patent.
Essentially, every majormanufacturing market in the
world, we have filed thispatent, which is a process of
creating and manufacturing atscale printable, stretchable,
flexible, soft electronics.
That was a gateway to get thedata extraction off the top of a
(33:18):
mattress, but it's actuallyopened a whole other door to
putting sensors into clothing,sensors into seats for public
transport, into trucks, into allsorts of different
environments.
You we've got defenceapplications, high performance
sport applications.
So whilst I was chasing asystem of getting data, I
(33:39):
created a whole new category, Iguess you'd say.
So there's lots of differentways to get data.
I created some myself, but Ialso repurpose non-novel sensors
in a novel way to get theinformation we need.
The one key insight though, Ididn't want anyone feeling like
they were a patient.
I didn't want them to feel likethey were a guinea pig.
So how did I make my technologyinvisible?
And that's why we call it anearable, and we didn't go down
(34:01):
the path of a wearable.
Caroline Duell (34:04):
Your sleep tight products, they're obviously
invented in Australia.
Are they made here?
Cameron van den Dungen (34:09):
Lots of my stuff is made here.
I make where I can get the bestquality at the right price that
can be scaled to be able tosupport the healthcare sector in
Australia.
So my mattresses, they're madein Australia.
In fact, they're licensees ofthe Australian Made campaign, so
I can run the logo.
All of my attachments, bedsticks, side rails, all of those
components that go onto myadjustable beds, I make here in
(34:30):
Australia.
I'm I'm based in Melbourne.
I do a lot of prototyping in myown facilities, and then I use
local engineering firms, morejobs locally, but it allows me
to do the one-of-one runs, thosesmall batch runs.
I do have international supplychains when I can't buy
something better or cheaper inAustralia.
I use an international supplychain.
But the big value right now forinnovators and manufacturers is
(34:54):
in the design and the recipemaking.
That's the true value formanufacturing.
The production line is actuallya low end of the spectrum.
You want to be the CADdesigners, you want to be the
ones that come up with the ideaand then register the IP.
We register all our IP inAustralia.
We do it under an entity calledSleep Tight IP to protect it
because we do believe thatAustralia can lead the world
(35:15):
when it comes to flexibleelectronics.
So while we're partnered andstill to this day are partnered
with RMIT and we've co-locatedour lab with them, and we have
our facility in Brayside wherewe do all of our IP making, our
recipe making.
But at the end of the day, wealso can't be a drain on the
healthcare sector.
It's already strugglingfinancially, so we have to make
the right decision for the rightproduct.
(35:36):
So that's a long way of sayingI buy and make wherever is best
for the category.
Caroline Duell (35:41):
Thank you, Cameron, for joining the
podcast.
It sounds like you have anincredible recipe for success,
and we look forward to followingSleep tite's success, really.
Thank you.
Cameron van den Dung (35:50):
Fantastic, and a huge thank you to MTP
Connect for having me involvedin the program as well.
Sleep Tight really appreciatesit.
Michael Johnson (35:58):
So Michael Johnson, I'm the uh founder and
CEO of Rhinamed.
We're a Melbourne-based uhmedical technology company.
We sort of came into our cameinto fruition probably around
2013-2014, and we have awearable nasal technology.
So it's a nasal technologyplatform, which means that even
though you put it in your nose,you can do multiple things with
(36:19):
it.
Um we started we recognisedthat uh asking people to put
something in the nose is apretty strange idea, pretty
strange concept.
So we worked out pretty quicklythat we needed to identify
people who would be prepared toput things in the nose.
And of course, one of the Iguess global groups of people
who are desperate to solvesomething to do with a nose are
(36:41):
snorers.
So everyone knows a snorer, um,and we developed our
technology, the mute product,which is now available globally
to resolve that issue.
So it opens up the nose, it's astent, opens up the nose, very
comfortable, can be wornovernight, um, and that resolves
snoring.
Not completely, but itcertainly goes some way to
resolving snoring.
Caroline Duell (37:02):
And those products are available in
chemists, and um they'rebasically a consumer product.
Michael Johnson (37:06):
Yeah, it's a consumer product, class one, so
registered with the TGA, theFDA, it's got a C mark, most
markets now.
We sell it through ChemistWarehouse, AMCAW, all the major
pharmacy groups here inAustralia.
We also sell it throughWalgreens and CVS in the US and
Boots and a whole lot ofpharmacies in the UK, and of
course online through Amazon.
So we've got a over about, Ithink it's about 30,000 shelves
(37:29):
globally that we're on.
So quite a significant network.
And that's fantastic because ithelps allows us to socialise
this concept of puttingsomething in the nose.
Um and then over the course ofthe pandemic, we sort of
responded to, I guess, a prettyacute need, which we identified
was that everyone hates beingstabbed in the head with a
chopstick, which was thetraditional swab.
Um, and the people had to belined up to do it because you
(37:52):
couldn't be relied upon to do ityourself because it is
difficult.
Um, and that when we looked atthe pathology space, we realized
that that's quite a thatrandomness at the front end is
really unique because everythingelse in pathology is very
regimented, it's all qualitycontrolled, it's all very, very
detailed.
So the most random part of it,which is the sample collection,
(38:14):
is actually the biggest risk.
And that's why you have a lotof false negatives and false
positives.
So we designed our swab so thatit doesn't matter whether it's
you know Bob out and Burwood oror you know a professor at the
Royal Children's, it goes intoyour nose the same way and it
and it will be repeatable,reliable, and predictable the
result, and you get a biggeryield, so you're getting a
bigger sample.
(38:34):
So he collects two samples fromeach nostril, collects a sample
from each nostril at the sametime.
That's important because thenose, you may not realise the
nasal cycle alternates every 90minutes, so you'll have a bigger
load on one side, which is whywhen you have a cold, one
nostril is always more cloggedthan the other.
It's also why you toss yourhead and uh twist your head and
nighted when you're sleepingfrom one side to the other,
(38:56):
because you it's part of the umthat nasal cycle is also related
to the circadian cycle.
So, you know, this is bizarre,I get off on noses, but there
you go.
So we introduced the uh therhino swab, and then one of our
clinicians we're working with inthe Netherlands said this is
fantastic, but kids are stillscared of being swabbed.
So that's when we said, Okay,well, how about we create a swab
(39:17):
for specifically for children,which has got the moustache and
the lips, and there's a koalaand emoji, and it works exactly
the same way.
So it gets a sample, and but wewere very lucky to work with
the MCRI and the RoyalChildren's to validate the
appeal of this product, and theyidentified that 74% of mums and
dads weren't bringing theirkids for testing because the
(39:38):
kids were scared, and so we dida trial and it showed that the
kids absolutely love it becausethat they everyone loves wearing
a funny moustache, and um anduh not only did not only that,
it actually turns out to be theclinical equivalent to a
combined nose and throat swab.
So it's much better performing,and we've been very lucky now
(39:59):
to get TGA approval for that andFDA approval for the swab, and
we've now just recently got TGAapproval for the world's first
COVID flu kit designspecifically for children.
Caroline Duell (40:10):
How fantastic! Well done.
Michael Johnson (40:12):
Yeah, so pretty exciting times, and uh we're
now waiting on the FDA approvalof that kit in the US, and that
will really uh I hopefully causea revolution in the way that
people are tested and tested forupper respiratory disease.
So obviously, COVID and flu aretwo of the key uh targets we're
looking at, but RSV and a wholeof other pneumonia and other
(40:32):
sort of um other upperrespiratory diseases that we can
sample out of the nose and thenidentify are also on the in the
pipeline.
Caroline Duell (40:40):
Obviously, you've had quite a bit to do
with the US market.
And is the appetite for thischildren's um diagnostic is that
there?
Michael Johnson (40:48):
Yeah, absolutely.
So um children are about threeor four times more likely to get
up a respiratory infection thanadults.
And as we saw through like thepandemic, and as as any parent
will know, that you know the kidwill come home with some
terrible like you know diseaseand then give it to everyone
else in the family, be it gastroor the flu or coughs or colds
(41:10):
or RSV.
So there's certainly a very bigrecognition that children are a
special population.
Indeed, we're part of a uhprogram in the US called the
SPARC program, which is thespecial population program, and
the pediatric is a major part ofthat.
So, yeah, there's a there's agreat awareness of that, and
that certainly was driven by theinterest coming back to
(41:31):
Australia from the MCRI and theRoyal Children's as well.
So certainly there's a I thinkthere's a really there's a big
need there, which is reallycritical.
Caroline Duell (41:39):
And is this product available in Australia?
Michael Johnson (41:41):
It'll be early early next year, we'll be
bringing it to market andhopefully be rolling it out
through our with our retailpartners.
So that'll be really exciting.
And and I guess that's reallyimportant from our perspective,
is it's about equity andeconomics of like, you know, can
people access these sort oftests?
And the best way for us to dothat is through the pharmacy
groups where everyone's gotaccess to it.
Caroline Duell (42:03):
And tell us about your experience being part
of the Pathway to Marketprogram for Victoria.
Michael Johnson (42:07):
Yeah, so uh we've had a a you know very long
relationship with the Victoriangovernment, with you know the
DJPR people and and so on andtheir precursors.
And I guess the the umprogrammes allowed us to
re-engage with the um the withgovernment and re-engage with
especially with the people likethe folks out at Monish Health,
like Andrew Coe and and so on,who have been really, I think,
(42:29):
in step with the way we thinkabout how governments should
engage with industry and howthey should procure in access or
procure products but also getaccess to new innovation.
Um it's not lost, I think, onanyone that you know a lot of
medicos today, a lot ofclinicians today have careers
because of innovation.
So cardiologists, you know,gastroenterologists, keyhole
(42:51):
surgeons, all this stuff isstuff that's emerged as
innovation from the last youknow 50 years or 60, 70 years of
you know, innovation.
So this program has been reallyinvaluable of reminding me,
especially that there is thesefantastic groups of people out
in the public health sector whoare desperately looking for
solutions and really reinforcesthe need to be engaging more
(43:13):
with those folks.
Caroline Duell (43:15):
Well, it's been really good talking to you,
Michael, about the sector, aboutthe dreams of of Rhino Med and
where you're going.
It's an incredible productrange that you have, um, and
it's really great to hear aboutAustralian companies that are
that have cracked the US marketbecause we know that you know
that that is a big goal of ofmany.
So we look forward to umhearing more about this
(43:37):
pediatric diagnostic inAustralia coming soon.
Michael Johnson (43:41):
Indeed, thank you so much.
Tim Stewart (43:45):
I'm Tim Stewart, I'm founder of Certius Medical.
Um I'm a registered nurse and Iwork in the cardiac catheter
lab and anaesthetics in a in aprivate hospital in Melbourne.
I've been working in that rolefor years, and we're doing
minimal invasive proceduresusing conscious sedation so the
(44:07):
patient's awake on the operatingtable.
And patient comfort's reallybeen sort of an an afterthought
and done poorly for years.
And so I I looked at thisproblem with the surgical drape.
We used to make homemadedevices trying to fix the
problem with bulldog clips andsticky tape.
Caroline Duell (44:28):
And a surgical drape is something that stops
the patient from seeing what'sgoing on.
Tim Stewart (44:32):
Yeah, it maintains the sterile field.
Like with pacemaker, we're verycautious about in infection.
So the poor patient's stuckunder a large surgical drape,
and the procedure can run for upto an hour.
So myself as the anestheticnurse, I'm able to improve
patient assessment and improvepatient comfort.
(44:53):
And the operating doctor has tobe reassured, and we've got to
maintain the sterile field forthem and maintain the drape.
Caroline Duell (45:00):
So, from your experience, you're at the coal
face of treating patients in asurgical environment.
Tell us where the inspirationcame to start developing your
innovations.
Tim Stewart (45:13):
My first teaching doctors was Prof.
Ian Meredith, and he heintroduced me to the CATH lab
and the procedures.
And we're treating ischemicheart disease.
We're talking about patientsthat have uh got blockages in
their coronary arteries, we'retalking heart attacks, we're
talking time criticalprocedures, and then there's
(45:34):
workflow issues associated withthose.
And I've watched the radialaccess procedure evolve over the
years, and I know what thecardiologist needs.
They need their patient's rightarm immobilized, and they need
a a work table for the procedureand to accommodate the
equipment.
So I've developed the radialarmboard which immobilizes the
(45:56):
patient's arm and provides thework table for the cardiologist.
I've found an economicalmaterial and it's able to be
manufactured here in Australia,and we're taking it to market
next year via distribution.
And we're yeah, we're startingin Melbourne, and um the
opportunity here at the Pathwayto Market program is just
(46:19):
exactly what I need to be doingat this at this time.
Caroline Duell (46:23):
Have you trialled it in any hospital
settings?
Tim Stewart (46:25):
The armboard is used in my workplace.
I've got 11 interventionalcardiologists using it.
We use it four out of five daysa week.
We've done 1400 procedures overthe last uh three three years.
We're using it for complexcoronary stenting.
Caroline Duell (46:43):
And the the surgeons are happy?
Tim Stewart (46:45):
They're really happy.
There's some alternativedevices, but I know from my
experience taking this tomarket, a lot of the
cardiologists aren't happy withthe right arm positioning of the
alternative device.
It's super expensive, it's madeof carbon fibre, it's just been
over-engineered.
I'm just coming in with asimple ergonomic device that is
(47:09):
patented.
Caroline Duell (47:10):
That's really exciting.
It's wonderful to hear about adevice that's been created
through your own experiences andwith obviously with your
surgical colleagues to get theirfeedback and to test it.
And developed here inMelbourne.
Tim Stewart (47:24):
That's right.
It's tested in in the clinic.
I've developed it withinterventional cardiologists who
are specialists here at the atthe Heart Hospital, and it's
it's just been a greatprivilege, and it's great to get
a device into the operatingtheatre.
Caroline Duell (47:39):
So you've been involved with the Pathway to
Market program in the last fewmonths.
How has that experience been?
Tim Stewart (47:46):
I've really enjoyed it.
I've met some great fellowfounders, I've met some great
speakers.
It's all about the difficultyin getting a medical device to
market.
It's exactly what I'm doing atthe moment.
So this program's exactly whatI need to be doing right now.
Caroline Duell (48:05):
Today you're here at the AMMA MedTech
Showcase.
What's the day been like foryou?
Tim Stewart (48:12):
The day's been really valuable.
The speakers have given greatinsights.
Obviously, the the pictureswere a highlight, and the
opportunity to present to thehospital supply procurement
people in the room and get theirinsights has been been amazing.
The facilitated matchmakingthat's been really valuable.
(48:35):
Got some good contacts there.
Caroline Duell (48:38):
So, what's on the table right now for Certius
Medical?
Tim Stewart (48:41):
The last two quarters have been capital
raising.
I've had a friends, family, andclinicians seed seed round.
I'm still need a little bitmore money, but I'm now pitching
to angel investors with a viewto commence manufacturing.
And uh I'm manufacturing in uhNorth Sydney.
(49:03):
There I I've got ISO 13485compliant manufacturing.
Caroline Duell (49:09):
Well, it's really exciting to hear about
your innovations, Better HealthMade Here.
Thank you for joining thepodcast, Tom.
Tim Stewart (49:17):
Thanks so much for having me.
Caroline Duell (49:19):
That was Tim Stewart, founder of Certius
Medical.
The Pathway to Market programis an initiative of the
Australian MedTech ManufacturingAlliance, delivered by MTP
Connect in partnership withBioMelbourne Network and
supported by the VictorianGovernment.
A shout out to our colleaguesat the BioMelbourne Network and
the Australian MedTechManufacturing Alliance for the
(49:40):
teamwork involved in deliveringthese initiatives.
And thank you to Dr.
Amelia Vaughn, MTP ConnectDirector of Stakeholder
Engagement Victoria and Healthand Biosecurity, who leads our
Pathway to Market program.
Applications for the nextPathway to Market program in
2026 will open towards the endof the year, so keep an eye out
for more information.
(50:01):
You've been listening to theMTP Connect Podcast.
This podcast is produced on thelands of the Wurundjeri people
here in Narm, Melbourne.
Thanks for listening to theshow.
If you love what you heard,share our podcast and follow us
for more.
Until next time.
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