Becton

Becton Dickinson & Company: VACUTAINER Systems Division - Presentation Transcript 1. Becton Dickinson & Company: VACUTAINER Systems Division Nina Cowley Zach Evans Sean Zemek 2. The Beginning * Maxwell W. Becton and Fairleigh S. Dickinson met on a sales trip in 1897. Months later, they decided to go into business together, sealing their partnership with a handshake. They named their medical device import company Becton, Dickinson and Company. 3. Product Breakdown * Becton Dickinson (BD) manufactured: * Medical * Diagnostic * Industrial safety products * For: * Health care professionals * Medical research institutions * Medical industry * General public 4. Business Segments 5. Medical Products Division 6. Becton Dickinson VACUTAINER Systems (BDVS) * Formed as a business unit in 1980 * Consisted of three main products * Venous blood collection tubes and needles sold under the VACUTAINER name (70% of sales) * Capillary blood collection tubes and lancets sold under the MICROTAINER name * Microbiology tubes and specimen collector systems 7. BDVS Segment Facts * 1984 sales were $90 million * Each product group accounted for 33% of operating income * Pioneer in converting market to evacuated tubes * Estimated 80% market share in U.S. 8. Market Trends * 7,000 hospitals performed 70% of all blood tests in 1985 * 700 commercial labs performed 25% of all blood tests * 5% of all blood tests performed in non-hospital health care centers * Market had seen a decline in hospital blood testing between 1983 & 1985 * Projected that by 1990, 40% of blood testing would be done in commercial labs and physician offices 9. Market Trends (cont.) * Shifting purchasing patterns * Chief lab technician historically asked for certain brands