AMACO supports medical packaging

From complexity to confidence: how AMACO supports medical packaging teams

This article is based on interviews with Stefan Hagen, Sales Manager at AMACO, and Klemens Fliri, Business Development Manager APAC at AMACO.  

Stefan has more than 10 years of experience within the AMACO sales team, working closely with OEM customers. Klemens currently leads business development activities in the APAC region. Having previously been responsible for service and operations, he brings a perspective shaped by both operational support and long‑term customer development. Quotes have been edited for clarity and length.

Understanding what customers really need

“It starts with listening. Really listening, and asking the right questions.”

This is how Klemens Fliri describes the starting point of customer collaboration at AMACO. In a highly regulated industry like medical packaging, this means understanding more than printing alone. Teams must balance compliance, efficiency, and reliability – often simultaneously.

From a sales perspective, this means looking well beyond individual machines. “We consider the entire process, from label creation and label management to the finished, printed packaging,” says Stefan Hagen. “Only when you understand the full workflow you can identify where customers really need support.”

Making complexity manageable

One of the biggest challenges customers face today is regulatory complexity. “Our role is to help turn that complexity into something manageable,” says Klemens.

For Stefan, this often starts with understanding why a project is triggered in the first place. “In most cases, projects begin because customers need to adapt to new regulations or modernize existing equipment,” he explains. “Our job is to guide them through these changes in a way that also improves flexibility and efficiency.”

Rather than addressing changes one by one, AMACO considers how adjustments interact across the production process. “We don’t just offer products or services, we take a consultative approach,” adds Klemens.

Partnership beyond the project

Partnership is a central theme in this approach. “A good partnership is built on mutual trust, respect, and a shared ambition to move forward together,” says Klemens.

From Stefan’s point of view, this mindset is especially important before and during implementation. “Customers need to feel they are in safe hands from the very beginning,” he says. “That means being reliable, transparent, and present, not only during a running project but throughout the entire lifecycle.”

This becomes most visible when support is needed. “In those moments, when everything runs smoothly and support is there exactly when it’s needed, customers often say: ‘This is exactly why we chose you.’”

Delivering measurable impact

The outcomes of this approach are tangible. “Following a service intervention, one customer reduced defective packs from almost 10% to almost 0.2%,” says Stefan.

Customers also see broader operational improvements. “Replacing older systems with more flexible solutions such as digital printers often leads to reduced consumables, lower storage needs, and higher output,” he adds.

From the service side, Klemens highlights flexibility as a long-term benefit. “That flexibility allows customers to respond more dynamically to market and regulatory demands.”

Looking ahead

Looking forward, adaptability will remain critical. “The pace of change will continue,” says Klemens, “and customers will need to continuously improve not just their equipment, but also their processes.”

Stefan agrees, especially from a customer planning perspective. “Taking the time to really understand your own processes makes it much easier to define the right path forward,” he says. “That’s where a strong partner can make a real difference.”

One principle, however, remains constant. “Our customers have taught us the value of listening,” Klemens adds.

Conclusion

Across all topics, one idea comes through clearly. Supporting medical packaging teams is not just about technology. It is about understanding complexity, building trust, and helping customers move forward with confidence.

Sometimes it helps to talk things through. Whether you’re planning changes or simply reflecting on your current setup, the AMACO team is happy to exchange perspectives and share experience, without obligation.

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