GREY:TSTIF - Post by User
Comment by
Drrwongon Feb 05, 2018 9:59am
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Post# 27502707
RE:RE:RE:Getinge
RE:RE:RE:GetingeI would agree 100% if we are talking about higher ticket items (e.g.: MRI machine) or higher volume medical items (e.g.: stents, hips).
However, for sterilization, we have seen several examples in the past where the "small guy" can do quite well on its own. We should remember that both Steris and Cantel went through the similar path: first sign up a big distribution partner, then modify the agreement to include co-promotion, then finally going alone. We should also note that Steris signed up Cantel as their distribution partner, who marketed against them with their own portfolio (i.e.: agency conflict), which forced Steris to go alone eventually.
While I agree there is increased execution risk now, but I would rather control our own destiny vs. leaving it to a dysfunctional Getinge. TSO3 is not competing with Getinge at this point, they are just covering accounts that are not covered by Getinge, so any new sales would be incremental to what we would have gotten with an exclusive Getinge...