Health Industry Today articles from April 1994

Health Industry Today archives from April 1994

Hospitals want capitated agreements to determine procedure supply costs.
April 1, 1994... Hospitals are demanding that manufacturers provide tools and services that help hospitals identify supply costs per procedure. In response, manufacturers are developing capitated agreements in which hospitals pay a flat fee per procedure for...

Distributors working with manufacturers to develop new marketing approaches. (medical supplies industry)
April 1, 1994... From a distributor's perspective, relationships with manufacturers often take one of two forms: those you sell for and those you take orders for, according to Scott Tubandt, vice president of long term care for Randolph Medical, Inc., Livonia,...

Former Baxter reps disclose insider's perspective and comment on new "One Baxter" concept. (Baxter International Inc.)
April 1, 1994... Many of Baxter's long-time sales reps who recently lost their jobs as a result of the company's restructuring are now disclosing their insider's perspective on the company and its new "One Baxter" concept. Under Baxter International, Inc.'s...

Siemens sales likely to drop as a result of production halt. (Siemens Medical Systems Inc.)
April 1, 1994... Siemens Medical Systems expects to suffer about a $140 million decrease in sales this year as a result of suspended production at three manufacturing facilities. To comply with a mandate from the Food & Drug Administration, Siemens Medical...

Metra developing bone resorption test under agreement with Ciba Corning. (Metra Biosystems Inc.; Ciba Corning Diagnostics Corp.)
April 1, 1994... In its latest step to expand its presence in the bone diagnostics market, Metra Biosystems, Inc., Palo Alto, Calif., signed an agreement with Ciba Coming Diagnostics Corp., Medfield, Mass., under which Ciba will develop a bone resorption...

Alcon Surgical inks two-year pact with HAPSCO. (Alcon Laboratories Inc. Alcon Surgical Div.; HAPSCO Purchasing Services Cooperative Inc.)
April 1, 1994... Alcon Surgical, Inc., Fort Worth, Tex., signed a two-year agreement for intraocular lenses with HAPSCO Purchasing Services Cooperative, Inc., Blue Bell, Pa. Alcon expects the agreement to generate more than $2 million in sales. The agreement took...

New Kodak packaging weighs less, requires less storage space.
April 1, 1994... Eastman Kodak Co., Rochester, N.Y., is packaging its T-Mat general radiography films in new pouches that eliminate 32% of compacted waste, reduce weight 40% and cut required storage space by 33%. The company plans to promote the new packaging...

Ethicon pays out over $120,000 in rebates to Purchase Connection. (Ethicon Inc.; Purchase Connection Inc.)
April 1, 1994... Ethicon, Inc., Somerville, N.J., paid out more than $120,000 in rebates to 66 Purchase Connection members last year for their endoscopy and internal stapling purchasing. Ethicon is a division of Johnson & Johnson, New Brunswick, N.J. Ethicon...

Jarit using study to promote reusable endoscopic instruments. (J. Jamner Surgical Instruments Inc.)
April 1, 1994... Jarit Instruments, Hawthorne, N.Y. is using a recently completed study to promote usage of the company's reusable endoscopic instruments. Copies of the study are being distributed by direct mail and through the company's sales reps. Packets...

Tailor sales efforts to capitalize on changing market. (medical supplies industry)
April 1, 1994... Medical-supplies sales are changing as the number of outpatient facilities increases. Manufacturers can change their marketing to capitalize on these changes or watch their sales decrease, according to SMG Marketing Group Inc., Chicago. Fewer...

Baxter wins Premier contract; alliance says boycott met goals to cut company's business. (Baxter International Inc.; Premier Health Alliance)
April 1, 1994... Baxter International Inc., Deerfield, Ill., is once again winning contract awards from Westchester, Ill.-based Premier Health Alliance, one of the few purchasing organizations to publicly take a stand against Baxter's participation in the Arab...

Owens & Minor named prime vendor for Columbia/HCA; Baxter loses this deal, but expands Quorum contract. (Ownes and Minor Inc.; Columbia/HCA Healthcare Corp.; Baxter Healthcare Corp. Hospital Supply Div.; Quorum Health Group Inc.)
April 1, 1994... With the company's recent prime-vendor award from Columbia/HCA, Owens & Minor, Inc., Richmond, Va., is rapidly gaining ground on distribution market leader Baxter Hospital Supply, McGaw Park, Ill. Health Industry Today reported in February that...

Patients with "attitudes" want information.
April 1, 1994... The carefree, spend-thrift consumers of the 80s have evolved into leaner and meaner consumers in the 90s. And those same consumers are often the most savvy when it comes to health care. Today's health care consumers are armed with information...

Nellcor using study results to promote usage of disposable pulse oximetry sensors. (Nellcor Inc.)
April 1, 1994... Nellcor Inc., Hayward, Calif., is using the results of a study released in November to promote increased usage of the company's disposable pulse oximetry sensors, used to monitor blood oxygen concentrations. The study, funded by Nellcor and...

General Medical fills gap in distribution chain; positioned for massive growth throughout decade. (General Medical Corp.)
April 1, 1994... In March, General Medical Corp., Richmond, Va., opened a distribution facility in the Denver area to service the Rocky Mountain region and better compete with Owens & Minor, Inc., Richmond, Va., and Baxter Hospital Supply, McGaw Park, Ill. Of...

Gulf South raising funds to increase presence in long term care distribution market. (Gulf South Medical Supply Inc.)
April 1, 1994... Long term care distributor Gulf South Medical Supply, Inc., Metairie, La., made an initial public offering in March to raise funds to increase the company's presence in the industry. Gulf South expects to raise as much as $20 million in its...

New study covers medical glove market outlook.
April 1, 1994... Medical glove manufacturers should prepare for increasing competition from foreign manufacturers, according to a new study covering the worldwide medical glove market from the purchase of raw materials to how the product is eventually used....

Carrington promoting new gel as one of the thickest on market. (Carrington Laboratories Inc.; gel wound dressing)
April 1, 1994... Carrington Laboratories, Inc., Irving, Tex., is marketing its new Carrasyn V Viscous Gel Wound Dressing as one of the thickest gels currently on the market, with better adherent properties than most other gels. The Carrasyn V gel was released in...

Huntleigh promoting breathability of new compression garment. (Huntleigh Technology PLC)
April 1, 1994... Huntleigh Healthcare, a division of Huntleigh Technology Inc., Manalapan, N.J., is promoting the breathability and ease of use of its new disposable thigh-length garment used to prevent deep vein thrombosis. The company introduced the...

Lectus developing marketing strategy for new bed. (Lectus Inc.; hospital bed)
April 1, 1994... Redwood, Calif.-based Lectus Inc. is developing a marketing strategy to sell the company's multi-purpose specialty bed. In January, the Food and Drug Administration granted clearance for Lectus to market the bed. Lectus signed a distribution...

Wilson entering medical market to address TB infection concerns. (Wilson Safety Products)
April 1, 1994... Wilson Safety Products, a division of Reading, Penn.-based WGN Safety Corp., is responding to the Occupational Safety and Health Administration's recent attempts to prevent the exposure of health care workers to tuberculosis by requiring an...

Cordis launches new PTCA line at cardiology trade show. (Cordis Corp.; percutaneous transluminal coronary angioplasty)
April 1, 1994... Miami-based Cordis Corp. launched a new line of angioplasty catheters at the American College of Cardiology's annual meeting last month. The Predator percutaneous transluminal coronary angioplasty (PTCA) dilatation catheters feature standard and...

MediVators addressing sterility concerns with disinfection system. (MediVators Inc.)
April 1, 1994... MediVators, Inc., Cannon Falls, Minn., is looking to cash in on the industry's concern about instrument sterility with the company's DSD-91, a flexible endoscope disinfection system. MediVators received Food & Drug Administration clearance to...

GE Plastics providing data on raw materials to manufacturers. (General Electric Co. GE Plastics)
April 1, 1994... Industrial thermoplastic manufacturer GE Plastics, Pittsfield, Mass., is targeting some of the industry's major medical supply manufacturers to use the company's raw materials to manufacture products. GE Plastics is now developing products with...

Chattanooga Group, Inc. (named Paul Chapman president and COO)
April 1, 1994... Chattanooga Group, Inc., Chattanooga, Tenn., named Paul Chapman president and chief operating officer. Chapman has more than 15 years' experience in the medical industry. He most recently was vice president and general manager of Stryker Patient...

Medical Devices, Inc. (appointed Glen Winchell VP-finance/CFO)
April 1, 1994... Medical Devices, Inc., St. Paul, Minn., appointed Glen Winchell vice president of finance/chief financial officer. Winchell has been an investor and consultant for the past three years. Prior to that, he was chairman and chief executive officer...

Bio-Vascular, Inc. (named James Lyons CEO)
April 1, 1994... Bio-Vascular, Inc., St. Paul, Minn., elected James Lyons chief executive officer. Lyons was previously the company's chairman of the board, serving on the board since 1990 and acting as chairman since 1991. He has been in the health care industry...

Angeion Corp. (named Whitney McFarlin chairman and CEO)
April 1, 1994... Angeion Corp., Minneapolis, named Whitney McFarlin chairman of the board and chief executive officer. McFarlin is president, chief executive officer, chairman of the board and a founder of Minneapolis-based Clarus Medical Systems, Inc. McFarlin...

Fortress Inc. (named Bruce Tavender VP-finance)
April 1, 1994... In a restructuring move, Fortress Inc., Clovis, Calif., named Bruce Tavender vice president of finance, Bob Farriguo account manager, Susie Suyama director of government affairs and training, Paul Erway rehabilitation specialist for the East...

McKesson Corp. (named Robert Sigel president of McKesson Service Merchandising Inc.)
April 1, 1994... McKesson Corp., San Francisco, named Robert Sigel president of its Service Merchandising Division, which includes McKesson Service Merchandising Co., Harrison, Ark. Sigel has been president of Millbrook Distributors, Leicester, Mass., since 1990....