The Gard-based SME, which specialises in solutions for improving working conditions, is counting on sales of around one hundred exoskeletons per month on the North American market, via the distributor Worksmart Innovations.
Nestled in the heart of the Cévennes region of France, ErgoSanté, which employs 120 people at its headquarters and through 15 agencies, is venturing into international markets. The company, which develops solutions to improve workstations, particularly to reduce the burden of musculoskeletal disorders, is setting up in the United States, via Worksmart Innovations, based in North Carolina, which will be the exclusive distributor for Hapo models in the world's largest exoskeleton market, worth around 500 million dollars in 2020. ErgoSanté hopes to sell around 100 products per month, equivalent to current sales in France. Target customers are in the military, industrial, hospital and logistics sectors.
1,500 per unit
"The Americans are pioneers in new technologies and have a more pragmatic vision, based on the user. In Europe, many standards are being created, which slows down our progress," says Samuel Corgne, director of ErgoSanté, who himself has dual French-American nationality.
In order to break through on the other side of the Atlantic, the SME is banking on aggressive marketing, with sales prices of around 1,500 dollars per unit, i.e. three times less than the competition. This difference is made possible by lighter, more discreet models that "do not overuse sensors and Big Data", says the director. Margins are also reduced.
Out of stock
In France, ErgoSanté sells its solutions to winegrowers, bricklayers, industry and logistics. A test is about to start at the Alès hospital centre, with nurses and care assistants. In Anduze, the head office, Ergosanté Technologie has a design office with about ten engineers. On the industrial side, the group will take delivery in January of a building with an additional 1,000m2. ErgoSanté Production will grow from 20 to 50 people by 2024, and 80% of its staff are disabled. After a global turnover of 8.4 million euros in 2020, the 10 million euro mark should be reached this year.
One concern, however, for the coming months is the supply of raw materials. ErgoSanté is finding it increasingly difficult to source mechanical parts, fabrics, composite materials and polymers. "Not a week goes by without a stock shortage," worries Samuel Corgne.