Interpath Services prides itself on our dedicated sales team, who are supported by depth of knowledge and training in their industries. We spoke to Account Manager Ali Shushtarian who joined the Interpath team in April of 2024 on the trends and challenges he's seeing in the industry.
Tell us about your role with Interpath. What is your area of expertise?
As an Account Manager, I leverage my extensive experience with life science consumables to nurture existing business relationships and drive growth in Hospital, Pathology, and University markets.
My role involves understanding client needs, providing expert product recommendations, and ensuring customer satisfaction. I'm focused on expanding our market presence and successfully bringing in new business through targeted strategies. I focus on finding tailored solutions to enhance laboratory efficiency and outcomes.
What do you enjoy most about your role?
Visiting customers and creating meaningful relationships. I get to engage directly with clients which allows me to understand their unique needs and challenges. Each visit is an opportunity to tailor our solutions to their specific environments. This variety keeps my job exciting and fulfilling, as I continuously learn from different environments and adapt to new challenges.
What was most surprising to you when you first began your role?
I was most surprised by the vast number of items and brands we offer. It was both impressive and challenging as it required me to quickly familiarise myself with numerous specialised products and their applications.
The depth and breadth of our catalogue opened my eyes to the sheer scale of solutions available in the life sciences field, and it highlighted the importance of continuous learning and staying updated with the latest innovations.
What are some of the challenges the market is facing?
The market is currently facing significant challenges due to continuous worldwide freight disruptions and extended lead times for some products. These logistics issues have been compounded by the rise in costs driven by increased inflation and the fluctuating availability of essential materials. Such factors have created supply chain bottlenecks, making it difficult to maintain consistent stock levels and meet customer demand promptly.
Additionally, the increased costs of raw materials have led to price hikes, affecting budgeting and procurement strategies for many clients. Navigating these challenges requires proactive communication with suppliers, strategic inventory management, and flexibility in sourcing alternatives to ensure we can continue to deliver high-quality products to our customers
What are your main priorities for 2024?
My main priorities for 2024 are to improve brand awareness in the Western Australia and Northern Territory markets, while creating and maintaining meaningful relationships with our existing customers to ensure each one receives exceptional care and support.
I'm also focusing on building strong, lasting relationships with customers which allows us to better understand their unique needs and provide more tailored solutions.
What do you expect the big industry trends to be in 2024?
In 2024, major industry trends are likely to centre around the rise of chronic diseases and the adoption of novel diagnostic methodologies.
As chronic conditions become more prevalent, there will be a growing demand for advanced consumables that support accurate and efficient diagnostics. Improved consumables in the microbiology space will be crucial, particularly as modern technologies in sample collection and handling become more sophisticated.
Innovations such as enhanced culture media, advanced swabs, and automated systems will streamline workflows and improve diagnostic precision. The integration of modern technologies will also facilitate better patient outcomes by enabling more rapid and reliable testing.
This shift towards advanced consumables and technologies will be driven by the need to address complex health challenges and enhance diagnostic capabilities in an evolving healthcare landscape.
What is the biggest challenge facing the industry today?
The biggest challenge facing customers in the industry is managing the increasing complexity and costs associated with advanced diagnostics and treatment. As chronic diseases rise and novel methodologies emerge, healthcare providers must navigate higher expenses for cutting-edge consumables and technologies.
Additionally, supply chain disruptions and extended lead times for critical products add to the challenge, impacting their ability to deliver timely care. Ensuring the availability of high-quality consumables while controlling costs and maintaining efficient workflows is a constant struggle.
Customers also face the need to stay updated with rapidly evolving technologies and best practices, which requires ongoing training and adaptation. Balancing these factors while striving to improve patient outcomes is a significant hurdle in the industry.
What’s the biggest lesson you’ve learned over the past 12-18 months?
Over the past 12 to 18 months, I've learned the importance of patience in communication with both internal and external stakeholders. Mistakes can and do happen, but maintaining open communication channels is crucial for addressing issues effectively. When errors occur, it's essential to stay calm, discuss the problems transparently, and work collaboratively to find solutions. Implementing corrective steps and preventive measures helps minimize the risk of recurring issues.
By fostering a supportive environment and focusing on continuous improvement, we can enhance our processes and strengthen relationships, ultimately leading to better outcomes for all involved. Patience and clear communication are key to navigating challenges and achieving long-term success.
Is there a message you’d like to share with your customers?
I want to emphasise our commitment to your success and satisfaction. We understand the challenges you face and are dedicated to providing the highest quality products and support. Your feedback is invaluable in helping us improve and adapt to your needs. We are here to ensure that you have the right solutions and resources to achieve your goals effectively. Our team is always available to address any concerns and work with you to overcome obstacles. Together, we can navigate the complexities of the industry and drive positive outcomes. Thank you for your trust and partnership.