A hospital is a faced paced dynamic environment involving private and personal life changing events to the patients it serves. Patients depend on the doctors‚ nurses‚ and laboratory technicians‚ all persons that will be involved in their care‚ to have the training and experience to provide the highest quality of care and safe‚ effective treatment. Publication of the report “To Err Is Human: Building a Safer Health System” in 2000 has brought to public attention to the numerous errors that can
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1) 1982 to 1985: Why Did BDVS avoid negotiating with APG headquarters? What was the consequence? A) APG invited BDVS to have the standardized agreement for the purchase of needle and tubes besides price reduction on their products in the year 1982. It avoided negotiation. The reasons for BDVS avoiding negotiation with APG are as under: i) It is in the business since 1940’s and has a good hold in the market in Blood collection tubes and needles and is having 80% market share in US;
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Becton Dickinson & Co.: VACUTAINER Systems Division Anita Rajan October 15‚ 2011 What does the DRG regulation mean for BD? DRG regulation results in shrinking the Potential Industry Earnings (PIE) in the medical supplies industry. Prior to the DRG regulation‚ hospitals didn’t care about costs that were incurred in treating Medicare patients since the U.S. government was footing the bill for all the costs related to serving those patients. This allowed hospitals
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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)
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Problem Statement: Should Becton Dickinson alter their current pricing strategy and enter in agreement with APG and thus shift end-users’ perception from BD being a differentiator to price leader? Becton Dickinson is being asked to revise their initial proposal‚ presented on August 1‚ 1985‚ subject to rejection. Lowering their prices as well as
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Becton Dickenson & Company: VACUTAINER® Systems Division (Condensed) Background Company Background Beckton Dickinson is a medical corporation that manufactures medical‚ diagnostic‚ and industrial safety products for health care professionals‚ medical research institutions‚ industry‚ and the general public. The corporation was founded in 1897 by Maxwell W. Becton and Fairleigh S. Dickinson. That year they sold their first product a Lauer-all-glass syringe. In 1904 the company acquired the
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Solution to Becton Dickinson & Company‚ Vacutainer Systems Division 1. 1983 – BDVS resisted negotiation. Why? In 1983‚ APG demanded substantial price reductions from BDVS. BDVS was not willing to these price reductions owing to its superior quality‚ range and service and resisted negotiation with APG HQ. Following are some of the main reasons why BDVS resisted negotiations. a. BDVS was a pioneer in converting the market of Blood Collection Products Market from Needle & Syringe method
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November 2nd to 4th 2011 Hotel Fairmont – Raffles Singapore Program May 25th 2011 Supported by: www.apg-ga.com Held in: The Network for Airline Services Dear Airline Commercial Executives‚ We invite you to attend the 2011 APG WORLD CONNECT conference‚ as our guests‚ to be held this year in Singapore‚ November 2nd to 4th at the famous Fairmont/Raffles Hotel. This year’s gathering will be geared to you‚ our clientele‚ and focus on “Developing a Practical Distribution Strategy”
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Question 1 How has the healthcare industry changed (pre-1983 to post 1983)? What are the implications for BD? How has BD managed to build up an 80% market share in this market? Which many competitors bigger than BD have tried to enter without success? In 1983 the entire health care industry was affected by the changes that the U.S government made in how to reimburse hospitals for Medicare patients (40% of all hospital patient days). So‚ let ’s see how the situation was before and after these
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1. 1982 to March 1985: Why did BDVS avoid negotiating with APG headquarters? What was the consequence? Answer: BDVS avoided negotiation with APG since 1982 till March 1985 for the following reasons: 1. APG had first sought to standardize its purchase of needles and tubes and had demanded substantial price reductions from BDVS. BDVS was not ready to reduce the price and continued dealing separately with individual hospitals. BDVS’s strategy was not Cost leadership but for product differentiation
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