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Sherwood-Davis & Geck

Division of Medtronic PLC

Latest From Sherwood-Davis & Geck

BD's Challenge: Making Everything Old New Again

Recent legislation requiring hospitals to convert to safety devices to prevent needle-stick injuries has come as a kind of validation for Becton, Dickinson, the market leader in needles and syringes, whose efforts to develop safety products began well before customers or the government required them. Critics have charged that like all big companies with strong market share positions, BD has lagged in technology innovation, preferring to spend its time and energy defending its existing products. BD officials insist that just the opposite is true. But creating meaningful innovation is difficult in the kinds of high volume, low margin product lines that needles and syringes became over the 1980s and 1990s. For one thing, clinician input into new technology designs is rare; at the same time, the statistical data to back the importance of safety product conversions is scant. Perhaps most daunting, in a cost-constrained hospital market, the economic pay-off is still small, at least relative to other medical device innovation. Still, BD officials say, they persevered, leading the way in safety device innovation at a time when the company's interests, arguably, would have been better served defending its core line of conventional devices.
Medical Device Business Strategies

Teleflex: Hospital Supply's Best Kept Secret

The name Teleflex barely registers among most device executives and hospital customers, but the company's individual brands, Weck, Pilling, and Rusch, are well-known. Teleflex's greatest challenge lies in finding a middle ground between its niche approach, built on the strong brands of its individual businesses, and the resources available from a larger, coordinated corporate effort. It's an issue of identity: can Teleflex ever be anything other than a collection of strong brands?
Medical Device Business Strategies

Whither Tyco? Whither Hospital Supply?

Tyco International is creating a colossus in hospital supply. But as customers in this consolidated, nationalized market become more demanding--asking for brand name products at ever lower prices--has the strategy run its ground. The demise of American Hospital Supply and new, more high tech focuses of companies like Johnson & Johnson and Abbott Laboratories suggests that hospital suppliers to survive must concentrate on higher margin businesses immune to the pressures of national contracting.
Medical Device Business Strategies

Zassi Medical Evolutions Inc.

Hoping to eliminate the stigma and inconvenience of ostomies, Zassi Medical Evolutions Inc. has developed a bag-free system for managing the waste that is redirected through a stoma in the abdominal wall. Zassi's Continent Ostomy Port system is designed to free patients from external collection devices taped to their stomachs. The company has signed a licensing and distribution deal with ostomy market leader Bristol-Myers Squibb's ConvaTec division.
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