Read the Conversation
Conversation highlights:
- Growing in the country: "Continue growing in sustainable growth."
- How Cardinal Health Mexico focuses on offering new solutions for this market
- “Essential to care” company motto - Focus on prevention vs treatment
- AI & Innovation: How, as a company, do you need to identify when the market is ready for certain innovations?
- How Cardinal Health Mexico positions itself as a reliable supplier to hospitals through our commercial partners.
- Public vs. Private Sector Approach: The Public sector focuses on quality products at competitive prices with catalog-restricted prescriptions, while the private sector emphasizes innovation, operational efficiency, and differentiation through superior service.
- Mexico's position as an attractive investment market - “Country full of opportunities.”
EF: As you celebrate ten years of Cardinal Health in Mexico, if you had to highlight three key developments in the Mexican Life Sciences ecosystem you have identified as being present in the market for the last ten years, what would they be? What is one objective we should have for the next five years?
MM: Our internal motto in Mexico centers on sustainable growth, which means staying active in major and private hospitals while expanding our presence in government markets. We’re open to engaging in this complex space, and now that we’ve established a presence, we’re offering new solutions to the public healthcare sector. It’s not just about providing products; as an innovative company, we want to bring new solutions to this market. That’s our main strategy.
In Mexico, as well as in the rest of the LATAM region, everything starts with patients. We focus on three essential areas: compression therapy for thrombosis, nutrition, and surgical gloves — because each one plays a role in improving care and outcomes. Our goal is to raise awareness of compression solutions that help prevent serious complications, offer nutrition as a reliable alternative for better recovery, and transform the way surgical gloves protect both patients and professionals.
These priorities define our commitment: delivering trust and quality where it matters most. As a growing company, we look ahead with confidence, driven by the belief that better health begins with better care.
EF: How do you balance the current portfolio and solutions you have for the public sector in particular?
MM: Our strategy starts with understanding our stakeholders: patients, health care professionals, and partners. In the public healthcare market, we focus on delivering reliable, high-quality solutions that help meet critical needs in a sustainable way. In the private sector, we build on that foundation by driving innovation, improving operational efficiency, and creating added value through the expertise and dedication of our teams.
This balanced approach allows us to respond to the unique priorities of two distinct markets while staying true to one commitment: improving health and making a real difference for those who depend on us.
EF: How do you see the physicians’ different adoption of the technologies and parts of the portfolio you are offering, and how different your approach needs to be when it comes to physicians in the public or private sectors?
MM: Physicians adopt technologies differently depending on the environment in which they work. In public healthcare, adoption follows structured frameworks designed to ensure access and equity, so changes happen gradually and with a strong focus on reliability. In the private sector, doctors have more flexibility to choose what best meets their patients’ needs, which often allows for faster integration of innovation.
That’s why we invest in developing our team — equipping them with the knowledge and confidence to have meaningful, science-based conversations with physicians. They don’t just present products; they listen, understand needs, and provide solutions that make sense. And if we don’t have exactly what’s needed, we’ll recommend an alternative, even if it’s from a competitor, because trust and patient outcomes always come first.
At Cardinal Health, prevention is at the heart of what we do: preventing thrombosis, reducing complications related to nutrition, and minimizing risks from surgical gloves. Our people make this possible by combining expertise and empathy to create real impact in care.
EF: How do you attract resources to Mexico’s commercial operations when you pitch to headquarters? Why should headquarters invest a dollar in Mexico versus investing in operations in other regions like Colombia or Brazil?
MM: It's very important because, in Mexico, we've been growing year after year. Despite the local challenges, we continue to expand. The market's potential is huge, and the opportunities here are significant. Mexico is a country that invests in itself, and you can see real returns on those investments. Cardinal Health is investing in Mexico, investing in people, and investing in being a reliable supplier for hospitals through our distributors. Our commercial partners are the most important aspect, as they assist us in finding solutions. Hospitals receive the best of Cardinal Health through our salespeople, training, and the full support structure we provide, while also benefiting from the logistics and flexibility of our commercial partners. It's the best of both worlds. Hospitals get high-quality products and strong service from the entire Cardinal Health network.
EF: If you had to choose two variables from the iron triangle, which are quality, time, and price, which variables would you choose for the business? Which variables do you prioritize when making decisions on where to invest, grow, or how to transform?
MM: Quality and patient safety are non-negotiable — they are always our top priority. Every decision we make starts with delivering safe, reliable, and high-performing solutions. The second depends on the market. In the private market, it’s time, which is why prices tend to be higher. In the public market, we need to move fast and lower prices. So, while we maintain quality in both, we adapt to each market’s needs. The main difference lies in how we manage that balance.
EF: What does access mean to you?
MM: For me, access means making healthcare truly reachable for people. It’s not just about being present in different markets — it’s about ensuring that solutions are available where they’re needed most. In the public sector, that means working closely with government programs to bring essential products to large populations. In the private sector, it’s about offering a diverse portfolio and identifying what works best for each context.
Access is also about people — the teams who make this possible every day. Their work helps Cardinal Health open doors and deliver care to more communities, because healthcare should never be a privilege; it should be accessible to everyone.
EF: What kind of people does the industry and company need for the future? How are you deciding today the people you need to hire to shape what Cardinal Health is going to look like in the next ten years?
MM: In Mexico, Cardinal Health has been recognized and awarded as a Top Employer for four consecutive years. We truly value talented people on our team. It's not just about Cardinal Health; across the board, we need adaptable, flexible individuals who can react quickly and handle the frustrations that come with constant change. AI is accelerating that pace. When you finish understanding one thing, everything shifts, and AI changes it all over again.
We need individuals who can move forward quickly and adapt to new markets. Talented individuals with experience in AI or related fields may be required. We are looking for dedicated individuals committed to the company's growth and expansion. They should be able to adapt effectively to changing market conditions.
EF: How do we keep innovation in Life Sciences at the top of the Mexican agenda in 2026?
MM: For us, innovation is not just an option — it’s a responsibility. And it’s not limited to products; it also includes services that create real value for healthcare professionals and patients. Cardinal Health Mexico has a broad portfolio across several business units, and bringing innovation to the market is part of our commitment.
We work to understand when the market is ready for something new and when it’s the right time to launch. Sometimes innovation requires bold moves that can disrupt the status quo, so identifying what fits best for the country is essential. That’s why we maintain a clear portfolio pipeline, planning five to ten years ahead, and we’re currently reviewing our next five-year plan as part of our ongoing commitment to growth and transformation.
EF: Is there something you are particularly excited about in your pipeline?
MM: I’m very excited about all our products because they truly make a difference in the market and help keep people healthy in Mexico. At Cardinal Health, we’re not just selling products; our motto is “essential to care.” We see the people who use our products as patients, and sometimes they’re our own family members or loved ones. That’s why we want to give them the very best products available.
EF: What was your speech about for your tenth anniversary celebration this year when you raised your glass with your team? What did you celebrate?
MM: The speech highlights that this tenth anniversary represents many things. It’s not just a milestone for Mexico or the market, but for the people we’ve reached through our products and for our employees, who are all incredibly important. We know that it's only the first 10 years, and we recognize that looking forward, we want to accomplish many things. However, if we look back, we understand that we are indeed moving forward. We started with just ten people in Mexico, and our commercial team has now grown to over thirty. I'm not sure if we'll reach one hundred or even a thousand in the next ten years, but every person in the company has contributed to our growth. Everyone who has worked at Cardinal is part of this ten-year story. That's why our celebration wasn't focused on the market; it was about our people. We celebrated internally and with our commercial partners, and it was a wonderful time for everyone.
EF: Is there any final message you would like to add?
MM: My message is simple: Mexico is a country full of opportunities and potential. It’s a great place to invest, and we’re already seeing the results of doing things the right way. If you’re thinking about investing in Mexico, go for it. It’s a solid opportunity.
