FHI Tech Stories: Adamas Instruments sees ergonomics becoming increasingly important

Since 1986, Rhenen-based Adamas Instrumenten has been a specialist in all kinds of laboratory equipment, with a focus on equipment needed for pathology research. Director Arnold Pronk sees a number of trends in his field of work, with Adamas Instrumenten – a member of the Laboratory Technology branch – specifically responding to the increased need for improved ergonomics in the lab.

By: Dimitri Reijerman

Adamas Instrumenten can be called a specialist company within the laboratory sector, says Pronk: “We are a company that focuses on the sale of laboratory equipment, particularly for pathology. That is a small market in itself, a niche market with three or four real competitors for us. We mainly supply equipment that is needed to arrive at a diagnosis. Pathology is mainly concerned with diagnosing whether or not a patient has cancer, and if so, what type. In order to be able to determine that, you need a number of specialist devices to allow a pathologist to determine what the exact disease is.”

“That starts with removing tissue to making a diagnosis. When a piece of tissue is removed from a patient, it has to be dehydrated. The sample is then homogenized and then cut into very thin slices. You let these slices stain with the help of a liquid. You can then put the preparations under a microscope and look at the cells. In this way, the pathologist makes a comparison between diseased cells and healthy cells.”

The research is also increasingly automated in the pathologist's workflow: "A device can now color the sample," says Pronk. "A device can also now cut thin slices. The time savings achieved are still in small steps. You can see that the demand is increasing, but that fewer and fewer people are choosing this work. So you will have to catch up by automating."

Ergonomic products

In addition to more automation, customers of Adamas Instrumenten are increasingly asking for ergonomically designed equipment and workplaces. Pronk: “You can see that ergonomics is playing an increasingly important role on the work floor. We have also focused on that. For example, researchers sit behind a microtome for quite a long time to cut the slices. They may have to do that process three to four hundred times a day. You want to do that work on a table that is stable and electrically adjustable in height. We also build in cooling plates. And the water bath, in which the tissue to be examined stretches, can also be built into a table ergonomically. These products have become a great success, partly because we make them customer-oriented. What is nice is that a competitor is now also coming out with customized microtome tables. I see that as a compliment, because there is clearly a market for it.”

However, Adamas is not only active in healthcare: “We mainly supply our equipment to hospitals and universities, but we also see that there is interest from other companies, for example the packaging industry. For example, they want to research a specific material. These materials with different layers can also be cut into very thin slices with our equipment. There are even customers who are cutting thick cables. That is a very nice market, partly because there are hardly any other suppliers active in that market.”

Adamas currently employs four people, making it a small and focused company. “We also work closely with a German partner in the field of microtomes,” says the director. “And we have short lines, so when you call us, you almost always get someone who can help you with your question immediately. You don’t get lost in menus and call centers with us. And in a few years, Adams will have grown, both in terms of turnover and people. We currently do relatively little acquisition, because many people already know us. After all, we have been in the business for 37 years. Nevertheless, we want to export more to Belgium, Germany and France.”

Role of FHI

As an FHI member, Adamas uses various services: “Years ago, we became an FHI member because we were relatively unknown in the market. We then obtained the necessary advice, for example in the legal field. For example, FHI has sometimes played the role of a mediating party when we had a conflict with a customer. That is very nice. We also see that MKB-Nederland is also very active on behalf of FHI, especially for companies with few employees, such as ours. We also use the collective insurances and advice on pensions.

“We have participated in many trade fairs and events, but because we are in a niche market, you do not succeed in winning many extra customers through our participation. That is why we work more purposefully on certain events, for example a day for pathology or analysts. But sometimes we also invite people to our own place for certain meetings.”