Expansion territories--progel, arista

Quote






I think the opportunity could be interesting. I know a few nay-sayers on here about the opportunity but i think the company has the right idea and probably just some internal people who are just negative on anything the company is doing (Cafepharma filled with those). They are building a biosurgery portfolio. The key to this is to keep selecting additional strategic products to fill out the bag. Baxter and J&J dominate this space but their portfolios are mimics of each other with nothing really differentiated. Progel is a best in class synthetic sealant with a niched and protected indication (price should probably come down a bit) and Arista is a solid perfomer in the "flowable/powder" category of hemostats.

Ideally, Bard can get something in the fibrin space to go against the fibrin sealants so that they will have the contractual leverage with the chain hospitals. J&J and Baxter have the strong hold on this and use it against external companies trying to enter the space. I have heard of some new stuff out there in development that will probably replace the conventional fibrin sealant products so hopefully the company is out there seeking this stuff
 






I can tell you this as I worked for Ethicon biosurgery. Bard will take a while to gain market share but good luck. The products you will be selling are run of the mill and looked at as a lowest bidder sale. This is no different than selling PICCS, start kits, etc.... You will be running around kissing charge nurses' asses trying to keep your stuff on the shelf. Surgeons don't care what you have to say about these products unless you are a size 0 with a huge rack.

This is a $130k opp and you will work like crazy defending your business just like every other disposable line
 






yes, no, and maybe. It all depends upon the next few moves Bard makes. The two products they have today are semi-competitive. Progel is the best synthetic sealant in the class. A simple vasuclar study would broaden their indication to match Coseal and Bioglue, plus having the thoracic indication. JnJ Omnex has been a miserable lower in the sealant market and it is divided between Coseal, Bioglue, and Progel. Progel can take more market share with the right clinical plan and aggressive sales effort.

Now on to Arista. Decent product. Probably not at the same level as Baxter's Floseal, but good enough to be the lower cost alternative. Should have better margins at minimum given no thrombin and thrombin is expensive. But Arista will compete with Surgiflo, and with the right sales effort, could trade surgeons up from Surgicel to Arista given the right price point. Baxter is coming out with ORC in a few years so the monopoly on ORC will be over. And within the next few years, the FDA is going to down regulatre ORC to Class II so no clinical will be required for future entrants. It will be so heavily commoditized, it wont even be relevant anymore.

So for Bard, the next few product selections ar crucial. they need to be best in class, and competively priced. Hospitals are very tired with Baxter and JnJ. They are looking for new entrants, but just need them to carry a moderately comprehensive portfolio so they can limit their number of vendors, and negotiate better overall product pricing in exchange for a multi-hospital IDN contract.

That is Biosurgery in a nutshell in today's market. Now up to Bard to move to the next level...or not.
 






I got called by a recruiter about this. Said the comp was 170k at plan and top reps were making 250k. Does this sound reasonable? Anyone think this is a good opportunity?
 












haha! dead on! How many recuiters call you and tell the truth? If we made as much as these snake oil salesman told us in the interview process, there would be no reps after the age of 40 because we could all retire!

I think the above poster is pretty close that this is a realistic $130k job with tons of competitive conversations.
 






Top Bottom
Back
Quote