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Carl Zeiss Meditec AG Deep Dive Q&A | Strategic Initiatives and Acquisitions

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Carl Zeiss Meditec AG Deep Dive: Q&A

Strategic Developments and Market Expansion at Carl Zeiss Meditec AG

Overview

Sebastian Frericks, Head of Investor Relations at Carl Zeiss Meditec AG, discusses the company’s strategic initiatives and recent acquisitions, focusing on the US market rollout of QUATERA 700, the impact of the DORC acquisition, and feedback on the integrated ZEISS cataract workflow. This comprehensive analysis underscores ZEISS’s efforts to expand its market potential and strengthen its leadership in ophthalmology and vitreoretinal surgery.

Strategic Initiatives and Rollouts

Status of QUATERA 700 Rollout and Its Impact on Cataract Surgical Plans

  • QUATERA 700 Introduction: Launched in 2022, the QUATERA 700 fills a critical gap in ZEISS’s portfolio as an advanced phacoemulsification (phaco) system for cataract surgery.
  • Challenges: Initial sales have been modest due to delays in obtaining approvals for complementary intraocular lenses (IOLs), particularly premium lenses essential for competitive bundled offerings.
  • Future Plans: ZEISS is heavily investing in R&D to enhance the system’s features, accessories, and integration capabilities. The company targets midterm market share gains by leveraging QUATERA’s capabilities alongside its broader cataract product suite.

Impact of the DORC Acquisition on the Vitreoretinal Market

  • Strategic Fit: The acquisition of Dutch retinal surgery specialist DORC in 2023 has positioned ZEISS as a global leader in vitreoretinal solutions.
  • Opportunities in the US: DORC’s established customer base provides ZEISS with an entry point for promoting its IOLs and other complementary products. This synergy is expected to strengthen ZEISS’s position in the US market.
  • China Expansion: With its extensive presence and long-standing relationships in China, ZEISS is accelerating DORC’s market penetration, leveraging local expertise and distributor networks.
  • Future Integration: The acquisition enables ZEISS to create a comprehensive retinal workflow, combining diagnostic imaging, surgical microscopes, and consumables for improved clinical outcomes.

Feedback on ZEISS Cataract Workflow

  • Customer Feedback: The integrated ZEISS cataract workflow has received highly positive feedback for its ability to streamline surgical preparation, reduce complications, and enhance patient outcomes.
  • Efficiency Gains: Studies indicate a 40-50% reduction in surgery preparation and setup time, alongside measurable time savings during procedures due to reduced complications.
  • Market Positioning: ZEISS’s fully connected ecosystem of devices and software is becoming the industry standard, setting it apart from competitors offering standalone solutions.

Market Potential and Synergies

  • Cross-Selling Opportunities: DORC’s retinal customer base offers significant cross-selling potential for ZEISS’s cataract solutions, including IOLs and surgical microscopes.
  • US Market Potential: The $2 billion US cataract and IOL market presents substantial growth opportunities, with ZEISS focusing on bundling solutions and expanding its installed base of QUATERA systems.
  • Innovation Focus: ZEISS is investing heavily in robotics, automation, and advanced technologies to maintain its leadership position in ophthalmology and expand into new markets.

Conclusion

Carl Zeiss Meditec AG’s strategic rollouts, including QUATERA 700 and the integration of DORC, showcase the company’s commitment to innovation and market expansion. With a strong focus on delivering comprehensive solutions and leveraging synergies across its portfolio, ZEISS is well-positioned to capitalize on the growing demand in the global ophthalmology and vitreoretinal surgery markets.

Questions
  • What’s the status of the Quatera US roll-out and its impact on cataract surgical plans?
  • How does the DORC acquisition create opportunities in the vitreoretinal market?
  • Does DORC strengthen Zeiss’s position or market potential in the US?
  • What feedback are you getting on the Zeiss cataract workflow?
Resources
Carl Zeiss Meditec Video Hub
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Sebastian Frericks
Head IR | Carl Zeiss Meditec AG

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Thu Anh Klimpke
IR | Carl Zeiss Meditec AG

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Release Date

January 10, 2025

Duration

11:37

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