Vessel Sealing

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Anonymous said:
$350.00 tops. Conmed has GPO's but with Ligasure out there 13 years with multiple sealing devices, Conmed will have to play the price game .... again. Since Lig V is going for $420 on contracts, Conmed will play even better at $300 IF (big IF) they go after the 80% volume of lap colorectal/GYN and show equilvalent efficacy. The problem becomes profitability.

Covidien, Gyrus / Olympus and EnSeal (Ethicon) have "touched" 80% of the market and the majority use vessel sealing in some form. There are 250+ Ligasure reps. Add in EnSeal and Gyrus, and we're talking feet on the street. Intuitive will enter this crowded "space" too (although they've a captive market) making Conmed's barriers to entry even higher. On top of these market facts and barriers to entry, Conmed will have to give away free capital to get users. Free capital, on top of lower pricing at lower volumes relative to Ligasure (for instance), will continue to contribute to crappy margins for Conmed into the foreseeable future. Corasanti said at $10M in volume, they're losing money. He was assuming equal pricing and capital sales.

This entry, 13 years late, looks doomed.
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I guess it could be worse. At least we got in before Bovie and Applied! I could be grasping at straws, but I need some positive in this debacle.
 






Hey Ligasure Advance and Ligasure V are going for $700 and others are in the $400 range....Enseal is $500 and Gyrus less because it's not really vessel sealing. All these devices save time/money though.
 






Doesn't matter, Covidien and Ethicon are launching wireless devices over the next 12 months (Covidien is launching wireless ultrasonic some time in the first quarter and Ethicon will be launching wireless RF within a year). Add in the articulating devices that are coming and it won't matter what Conmed prices their sealer that doesn't cut at.
 












Conmed was offering the KLS Martin Maxium, not sure if it had the MarSeal feature. Was has happened with that deal? I don't see it being offered any more.

The MarSeal is a excellent unit. Considering it uses an autoclavable handpiece, this goes a long way to cost containment.
 






what about Aesculap purchasing the Caiman technology? any opportunity there? they are hiring a new sales force to sell the energy product, seems like its going to be a crowded space!
 




































Articulation, fast sealing for various tissue bundles. Biggest benefit is that they're with Aesculap. I honestly don't know how done truly differentiates among Caiman, Altrus, Ligasure, Harmonic, etc in practical terms. Saying that one has 1.2 mm of thermal spread and the other has 1.7mm means very little overall.
 






The key differentiation factors are (in no order of importance) distribution muscle i.e. sales reps in field, documented history of efficacy i.e. studies, placed/sold capital equipment in field, full range of product, contracts, etc. Covidien (Valleylab) is killing it. The barriers to entry are very high. Caiman is very interesting from a technological differentiation (articulation) standpoint, but many hurdles to jump. The most interesting "new" vessel sealing technology will come from Intuitive, as they've a captive audience of GYN's in particular who will switch from Covidien. Conmed's booth was DEAD at AAGL...who wants to add another piece of capital equipment to the OR for an unproven product?
 






Anonymous said:
The key differentiation factors are (in no order of importance) distribution muscle i.e. sales reps in field, documented history of efficacy i.e. studies, placed/sold capital equipment in field, full range of product, contracts, etc. Covidien (Valleylab) is killing it. The barriers to entry are very high. Caiman is very interesting from a technological differentiation (articulation) standpoint, but many hurdles to jump. The most interesting "new" vessel sealing technology will come from Intuitive, as they've a captive audience of GYN's in particular who will switch from Covidien. Conmed's booth was DEAD at AAGL...who wants to add another piece of capital equipment to the OR for an unproven product?
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Right On Brother!!
 






At AAGL the endo division had videos playing on a loop of their VCare and the doc was using Ligasure... Unbelievable. Get your shit together Conmed. The fact that ES wasnt leveraging off of that opportunity to ensure their vessell sealer was in that video is mind boggling. Its hard enough that people have to support their families being the underdog to 2 800lb gorrillas in the in the vs market.
(cant wait to see how people attack this comment even though its true)
 






Anonymous said:
At AAGL the endo division had videos playing on a loop of their VCare and the doc was using Ligasure... Unbelievable. Get your shit together Conmed. The fact that ES wasnt leveraging off of that opportunity to ensure their vessell sealer was in that video is mind boggling. Its hard enough that people have to support their families being the underdog to 2 800lb gorrillas in the in the vs market.
(cant wait to see how people attack this comment even though its true)
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What a freaking Joke! That's because SM now oversees the ES marketing dept. Nice move Sean you moron!
 


















They are just putting together a sales force for this product. Going to start with just 8 Sales Reps focusing on the major market cities then go from there. I just interviewed with them and starting out the pay really sucks! They say there is huge opportunity but this market is so saturated right now and controlled by J & J and Valley Lab it will take awhile for this product to really get going. Have to pass on it for now.
 






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