Transparency in the sale of medical technology

The Graz company TOM Medical Handels GmbH produces and sells medical (measurement) equipment such as ECG recorders. Its main customers are institutes belonging to the British National Health Service. Other customers include hospitals in Australia and South-East Asia.
“Last fall I saw a newspaper advert for SAP Business One and phoned up SAP in Austria because of what I read”, says Thomas Hasiba, Managing Director of TOM Medical, when explaining how he first got in touch with SAP. Initially, a presentation of the software solution for SMB companies at trade show ifabo was enough to satisfy his interest in the product and it was not until after a presentation by four different suppliers in Graz that the contract went to the new SAP business management software.
“Small firms in particular have to be very careful about their budget and must precisely cost and analyze any investment in advance”, stresses Hasiba. In the end, it was the price-performance ratio – a program functionality that corresponded to the company’s expectations paired with a low price – that swung the decision.
Following the demonstration at the start of November 2002, management decided to opt for the SAP product. On December 3, SAP Business One was installed within a single day. The solution ran in parallel operation until February 1, 2003 and then finally went live after all the legacy data had been transferred.
“We manage raw materials via the inventory management function and they are also purchased via the SAP solution. Final production takes place here and the finished product is then sold”, says the Managing Director, explaining the product cycle. The bookkeeping function is no longer outsourced to a tax adviser but handled via the integrated bookkeeping component.

A multi-layered application

“We produce software ourselves and know about the problems that occur in the development process and that the SAP product represents a successful and multi-layered application for small trading companies”, explains Thomas Hasiba. “For example, when we are invoicing, which is mostly done in English, we can branch from each figure into a subsequent, independent screen mask. This allows us to access business partners via the customer number or to link into inventory data via the product number.” TOM Medical also uses SAP Business One for its entire payment transaction and reporting processes because of its “very attractive” design and “very good user friendliness”.
“The customer’s high level of IT expertise meant that this was one of the rare occasions where the staff at TOM Medical were able to do quite a lot of the work independently”, explains Mag. Brauer of Plaut Austria GmbH, who acted as the implementation partner in this project. “We set up SAP Business One with the support of SAP colleagues from Germany. Only a very few training courses were required for the system initialization. This is also due to the fact that SAP Business One is very easy to use from both a technical and an application perspective.”
“It was a great piece of teamwork with fast response times and high problem-solving expertise”, sums up Thomas Hasiba, adding: “With the following new update, we are once again fully living up to our motto – always one heartbeat ahead.”