A roundtable at CPhI Frankfurt 2025 with industry leaders from Axplora, Ecolab Life Sciences, Hongene Biotech, Ensera, Mabion, and VERDOT explored the power of personal connections in pharma. The discussions highlighted how trust, storytelling, and technical expertise shape long-term reputation, drive meaningful partnerships, and create lasting impact in the global pharmaceutical industry.

Arul Ramadurai, CCO of Axplora

CPHI is far more than a trade show, it’s a proving ground. It’s where trust is earned, partnerships are shaped, and technical credibility is put on display in front of a global audience. For Axplora, it’s been a key platform to demonstrate our capabilities, and to show—not just tell—how we deliver with speed, reliability, and deep scientific expertise. That consistency is what builds long-term reputation.

The companies that truly stand out at CPHI aren’t the biggest, they’re the ones with a clear story, genuine purpose, and a strong connection to customer needs. At Axplora, our customer-driven investment model speaks for itself — we don’t build capacity in the dark. We invest where demand exists, and we prove that year after year.

One piece of advice for a first-time attendee is this: come prepared with clarity, not just on what your company does, but on what problems you’re solving. Preparation goes beyond brochures so understand the market context, know the pain points your audience is grappling with and tailor your message accordingly.

CPHI can sometimes feel like a whirlwind of reconnecting with customers and meeting new ones, but one moment stands out. A few years ago, I bumped into a former pharma colleague, and our conversation sparked a shift in my perspective. How could Axplora become the API partner that truly understands its customers better than anyone else? That question reframed everything for me. It pushed me to look differently at our people, our capabilities, and how we deliver for customers. It’s not just about meeting expectations, it’s about consistently exceeding them by anticipating what really matters to our partners.

Bill Goodman, Vice President and GM of Life Sciences Digital, Ecolab Life Sciences

You’ve spent years building your brand in pharma, how has CPHI helped you shape long-term reputation and trust in the industry?

CPHI has been instrumental for Ecolab Life Sciences to connect with the pharma community in a meaningful way. It’s more than just a trade show, it’s where we’ve had the chance to share our expertise and engage in real conversations. Each year, we’ve used it to highlight the breadth of our Life Sciences portfolio, starting with our chromatography resins, which support critical purification processes across the industry. We also showcase our cleaning and disinfection solutions, contamination control strategies, and technical support capabilities. These interactions, backed by our latest data and case studies, have helped demonstrate our credibility and shift how customers see us, from a supplier to a trusted partner.

In your experience, what sets apart the companies that truly stand out at CPHI from those that blend into the background?

The companies that stand out are those that tell a clear, forward-looking story. At Ecolab Life Sciences, we don’t just talk about products—we talk about outcomes. Whether it’s reducing downtime through digital monitoring or enabling compliance through automated reporting, we focus on how our solutions solve real problems. While eye-catching companies at the show may draw attention, it’s the exhibitors that spark genuine engagement and offer a compelling vision for pharma’s future that leave a lasting impression.

If you could give one piece of advice to someone attending CPHI for the first time, what would help them spark real, lasting connections?

Come with a point of view. Trade shows such as CPHI are a sea of introductions, but what makes you memorable is having a perspective, especially on where the industry is headed. For us, that’s digital transformation in pharma. When you can speak confidently about trends like AI in manufacturing or data-driven compliance, you attract the right conversations. And don’t underestimate the power of follow-up. Connections are made at the show, but trust is built after.

Dr Michael Leuck, Vice President – European Market, Hongene Biotech Germany GmbH

You’ve spent years building your brand in pharma, how has CPHI helped you shape long-term reputation and trust in the industry?

CPHI has been instrumental in strengthening my reputation and building long-term trust within the pharma industry. The event allows me to position myself and Hongene as actively engaged in the evolving European market, whether that’s through exploring new manufacturing opportunities or meeting with key players across the supply chain. For example, when I attended my first CPHI in Frankfurt 2022, the focus was on identifying the right environment for setting up a new manufacturing site in Europe. The conversations I had with clients, as well as Government representatives from countries such as the Czech Republic, Poland, Slovenia, and Hungary, demonstrated to others that we were committed to thorough due diligence and serious about long-term partnerships.

Over time, consistently showing up at CPHI reinforces credibility. It’s not just about being seen, it’s about demonstrating curiosity, consistency, and professionalism in how we engage with stakeholders. That builds a track record of trust which extends well beyond the days of the conference.

In your experience, what sets apart the companies that truly stand out at CPHI from those that blend into the background?

The companies that truly stand out are the ones that balance professionalism with authenticity. It’s easy to get lost in the sheer scale of CPHI, where booths and branding can blur together. But I’ve noticed that the real differentiators are:

● Clear storytelling – Companies that communicate not just what they do, but why they matter, always catch attention.

● Strategic presence – Rather than spreading themselves too thin, standout companies are intentional in their booth design, their meeting schedules, and even their choice of who they send to represent them.

● Human connection – At the end of the day, CPHI is about people. The companies that encourage open, approachable conversations rather than overly polished pitches are the ones that build lasting impressions.

By contrast, those that fade into the background tend to rely solely on flashy visuals or lack a clear narrative, which makes them easily forgettable once the event is over.

If you could give a piece of advice to someone attending CPHI for the first time, what would help them spark real lasting communications?

My number one piece of advice is to plan ahead. At my first CPHI, we underestimated the scale of the event and ended up running from one appointment to the next without much breathing room. It was exhausting and left little time for spontaneous but often valuable encounters. A well-prepared schedule, with clear priorities and time built in for exploration, makes all the difference.

Equally important is to treat meetings not as transactions but as the beginning of relationships. Instead of focusing purely on exchanging business cards, go deeper, ask meaningful questions, listen actively, and look for points of alignment that could open doors later on. Those moments of genuine curiosity and interest are what spark communications that last far beyond the conference.

You’ve attended many CPHIs, can you share a personal moment that captured the spirit of the event?

One memorable moment was during that first Frankfurt CPHI in 2022. I vividly remember sitting down with government representatives at the country cluster

pavilions, Czech, Polish, Slovenian, and Hungarian delegations, all in the space of one afternoon. It was a whirlwind, but it gave me a powerful impression of how the event acts as a crossroads where global pharma meets local opportunity.

That experience encapsulated the spirit of CPHI for me: the scale, the diversity of perspectives, and the chance to connect with both multinational giants and more localized ecosystems eager to support innovation. It showed me that CPHI isn’t just about business, it’s about understanding the broader landscape, spotting possibilities you wouldn’t see otherwise, and sometimes making decisions that shape the future direction of a company.

John Ward, VP Pharma EMEA, Ensera

You’ve spent years building your brand in pharma, how has CPHI helped you shape long-term reputation and trust in the industry?

CPHI is probably regarded as the premier show within our industry and within the offering that we have. Typically, pharma customers are looking for consistency and stability. They’re looking for long term partnerships with companies who have a history of delivering results.

Over the years we’ve been meeting the same people from the same companies, maybe talking about different things, but they understand that Ensera (previously SteriPack) has been around for a long time and it’s a very stable company. Our offering changes, but that also fits in with customers’ needs.

For me CPHI has helped to build a reputation of longevity and consistency. I think once we start working with customers, it’s a great opportunity to get to meet them face-to-face. And maybe also to meet people who go to CPHI that you might not necessarily meet day-to-day in the real world. Overall, it’s great to help to reinforce the stability of the company and the brand.

In your experience, what sets apart the companies that truly stand out at CPHI from those that blend into the background?

Certain companies have very specific offerings, which may be tailored to very specific regions or needs.

It’s not that every single person who walks through the door is going to want to talk to these companies, but it’s the realisation that at CPHI you will probably find someone who has a solution for your needs.

If you take something like packaging, there are a lot of global suppliers. But there are niches within that that can’t be supplied by everyone and so to be able to go and find those niche companies in one place is important.

The feeling I get is that people believe that at CPHI they can find a solution or someone to talk to who knows about their problem and might have a solution. For Ensera (previously SteriPack), we have a global offering which is standard across all the locations. But the companies that come to talk to us realise that we also have bespoke offerings. We can find solutions to their problems. I think that’s very important.

If you could give one piece of advice to someone attending CPHI for the first time, what would help them spark real, lasting connections?

Someone who’s at CPHI for the first time might not realise the size and scope of the offering. You sometimes meet people who have needs or their organisation has needs, but they haven’t really done the homework before they get into the show. To wander the show and hope to find what you need is probably not the way to go.

For me, the people who’ve done their research, know the questions to ask, understand the questions that you as a company can answer. They’re the people that really understand how to make the show work for them. It’s a difficult place to go from hall to hall and just bump into a solution.

Potential suppliers aren’t always going to have time to discuss very complex problems or solutions at the show. It’s probably not the right place to do it. But if you arrange meetings with them, you understand your needs, you’ve booked time, then you’ll have useful conversations that could turn into a project in the future. I think preparation is probably the main thing I would recommend to anyone who’s going.

Paulina Toboła – Analytics Development Division Manager at Mabion

You’ve spent years building your brand in pharma, how has CPHI helped you shape long-term reputation and trust in the industry?

CPHI has been key in building Mabion’s reputation as a trusted, innovation driven CDMO. On one hand, it’s where we discover new technologies that change the regulatory landscape, accelerate timelines or reduce costs. On the other, it’s a unique platform to showcase our scientific and regulatory expertise – and the strategic transformation we’ve undergone – to clients, prospective clients, and partners.

As Analytics Development Division Manager supporting Mabion’s BD team, I enjoy having deep technical talks that drive innovative solutions and create strong, lasting relationships. Science is the foundation, but it’s the connections we make that bring ideas to life.

In your experience, what sets apart the companies that truly stand out at CPHI from those that blend into the background?

What sets standout companies at CPHI apart is deep scientific expertise paired with honest, confident communication – even about challenges. It’s not just about showcasing what you do, but having meaningful technical talks that build trust.

Listening to client needs and being open to collaboration creates strong partnerships. And last but definitely not least staying engaged – often the best ideas and partnerships come from unexpected, informal conversations over coffee.

If you could give one piece of advice to someone attending CPHI for the first time, what would help them spark real, lasting connections?

If I could give one piece of advice to a first-time CPHI attendee, it would be to stay genuinely curious and fully present in every conversation – no matter how brief or unexpected. Ask thoughtful questions and come prepared with examples of your work that highlight how you solve problems, not just what you offer. If you’re in analytics like I am, share challenges you’ve overcome in method development or tech transfer – these open the door to real, meaningful discussions.

Most importantly, be authentic. People remember genuine dialogue far more than rehearsed pitches. And remember, it’s the quality of connections – not just the quantity – that truly makes the difference.

You’ve attended many CPHIs, can you share a personal moment that captured the spirit of the event, whether it was an unexpected connection, a breakthrough opportunity, or just a memorable conversation?

One of the things I appreciate most about CPHI is that the conversations start during the event and often continue and deepen once the show day is over. Some of the best connections happen in informal settings like reception parties, where the atmosphere is relaxed and open. I’m convinced that one such reception party played a role in strengthening the relationship between Mabion and another company, leading to a partnership in an ongoing project – with exciting potential for many more collaborations to come.

Brian Gerwe, Senior Director, Marketing and Product Management, VERDOT

You’ve spent years building your brand in pharma – how has CPHI helped you shape your long-term reputation and trust in the industry?

CPHI has played a pivotal role in promoting our brand visibility on a global scale. The CPHI event is a convergence of industry leaders, innovators, and decision-makers; whereby, companies can gain exposure to all aspects of the industry at a single event.

In your experience, what sets apart the companies that truly stand out at CPHI from those that blend into the background?

The companies that truly stand out are the ones who go beyond just displaying their products — they tell a compelling story about how their products will solve the end users’ known, and sometimes unknown, process challenges. While a sleek and cool booth will get you to stop and engage, it is “how the product will help solve my challenges” that will leave the lasting impression.

If you could give one piece of advice to someone attending CPHI for the first time, what would help them spark real, lasting connections?

Focus on listening, not how many business cards you handed out or collected. People remember people and that comes from asking thoughtful questions, showing interest in the person behind the role, and most importantly, following up after the show with a personal note or topic that was relevant to your conversation at CPHI. The best connections and friendships that I have made from conferences came from random, unscripted conversations — often outside the main schedule —but were always genuine and authentic.

You’ve attended many CPHIs – can you share a personal moment that really captured the spirit of the event, whether it was an unexpected connection, a breakthrough opportunity, or simply a memorable conversation?

One moment that stands out was a spontaneous conversation over coffee with a former colleague that I did not plan to meet. What started as a casual chat catching up about our paths since we worked together, turned into a brainstorming session on how to co-promote our products to a shared customer. A year later, we are still connected and working towards the plan. That is what is great about CPHI – it’s not just about who you plan to meet but reconnecting with former colleagues and being open to the unexpected opportunities that come your way.