An Interview with Baptiste Martin, FX Shoulder USA, Inc. CEO: ‘We’re Rapidly and Strategically Expanding our Distribution Network and are Continually Seeking Qualified and Reputable Distributors to Partner With’

“We work in a very dynamic and competitive market set and our ability to grow is dependent on our ability to work cohesively as an international company in an established US market.”

Medical implants are devices or tissues that are placed inside or on the surface of the body. Many implants are prosthetics, intended to replace missing body parts. Other implants deliver medication, monitor body functions, or provide support to organs and tissues.

Some implants are made from skin, bone or other body tissues. Others are made from metal, plastic, ceramic or other materials.

FX Shoulder USA, Inc distributes orthopaedic medical implants specifically for shoulders. The company offers lockable shoulder trauma prostheses, sutures, plates, titanium, and stainless steel nails for arthroplasty and osteosynthesis. FX Shoulder USA serves customers in the United States.

The company was incorporated in 2017 and is headquartered in Dallas, Texas.

Baptiste Martin, FX Shoulder USA, Inc. CEO, spoke exclusively to The Silicon Review. Below is an excerpt.

Q. Why was the company set up? And how did you expand your company and its offerings over the years?

As a small company, FX shoulder has differentiated itself from the competition by maintaining its niche as a shoulder arthroplasty only company, offering a comprehensive portfolio, and “priding itself on being nimble in a competitive market by reacting quickly to feedback and input.” At the conclusion of 2018, FX Shoulder USA launched the first stemless reverse shoulder IDE in the US—which we currently are in process with to this date. This incorporates the technology that has found success in Europe, and, we are working to potentially bring this technology to the US market in the near future. We have also grown our sales footprint across the US, and this has led to more thoughtful input in many potential manners by which we can further innovate our product line.

Q. There is nothing more important for a successful small business than a well-defined mission and vision statements. Can you explain your M&V statements in brief?

• The main purpose was to build this company to be the direct provider for FX Solutions products in the United States and to bring the technology already in place in Europe and further continue to enhance this technology as we grew our presence in the US marketplace.
• In the beginning, it was difficult and there was a lot of travel to show our potential customers and users the benefits of using our products. In the beginning, I recognized that I needed to have a core team surrounding me and I hired in Quality and in Sales—with my core team of 4 including myself in place since inception. I saw quickly that the market was receptive to our portfolio and was able to grow our sales and revenue fairly quickly.
• The goal was to start an IDE for the new technology that we had developed in Europe and it has shown clinical benefits through its use thus far.
• FX Shoulder was started with two of us sitting across from each other at a boardroom table and is now up to 20 employees in our approximately 8,000 square foot head quarters.

Q. What is your greatest fear, and how do you manage to overcome the same?

Moving from France with my family, the success of FX Shoulder, and my ability to grow a new venture from zero were my greatest fears – as there is a lot of potential for failure. Overcoming these fears, on the other hand, drives you to be successful every day.

Q. What were the biggest initial hurdles to building your business and how did you overcome them?

We work in a very dynamic and competitive market set and our ability to grow is dependent on our ability to work cohesively as an international company in an established US market. Likewise, believing in your abilities to achieve success in this market can be a hurdle all in itself—which at times can be a daunting task.

Q. What would you say was the single most influential factor in your business’ success?

My passion to succeed in the venture I had started—with FX Shoulder USA, and surrounding myself with my core management team.

Q. What other CEOs do you look up to?

My Father, but he left too early. However, I had time before he passed to learn from him as he shared his experiences. More over, I often look up to Steve Jobs. He inspires me because he faced tremendous adversity in his life, but he never gave up.

Q. What do you think is the most memorable moment in your career?

The first prosthesis that had been scheduled and performed in the US was the most memorable moment in my career. It was hard work—but, also, new work for me.

Baptiste Martin: A Formidable Leader

Baptiste Martin’s customer and team-oriented approach to business is rooted in his early career in the hospitality industry where he had to be detail-oriented, customer-focused, and passionate about his craft and career. Baptiste had spent time in the US, early on, to complete his studies in hospitality management while working a full-time position as an international intern. Upon his return to Europe, his career would soon change paths to be the foundation for his current role and venture. Baptiste’s father, Jean-Jacques had Baptiste begin as a sales rep in the Rhone-Alpes region where he learned what it meant to develop business relationships, grow these relationships and add a new business. He turned his region into a $1M territory before assuming the role of Sales and Marketing Director with FX Solutions.

In spring 2017, Baptiste’s father (and Mentor), Jean-Jacques Martin passed away.

This turning point was the platform for major changes in Baptiste’s life. Baptiste’s new passion would drive him to continue the adventure that his father has started; developing FX Shoulder USA with the support of Ekkio Capital since December 2017. Starting with just a small core group of management, FX Shoulder (in its current state) has an approximate team of 20 employees.