With Pluck and Luck, Sysmex Tackles Hematology
Sysmex's break in the US with distribution partner Roche frees it to reap the rewards of building its own brand. It's betting that a best-of-breed strategy can help it double revenues by 2006 and increase margins. It's got a stellar reputation but it's in a tough market that doesn't leave much room for error.
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Sysmex Corp. of America and Roche Diagnostics are ending their four-year-old hematology alliance a year early. Both companies say the alliance has been successful. But Roche wants to focus on its franchises in fast-growing segments of the laboratory, and Sysmex, with a series of hematology product introductions underway, wants to raise its profile in the US. The move also signals an about-face from the initial premise for doing the deal, one which was widely pervasive throughout the medical device and diagnostics sectors in the 1990s: that customers want one-stop shopping and the discounts that come from bundling one manufacturer's broad product lines. Sysmex instead is turning to a best-of-breed strategy, which has served it well in major European markets, and which, it believes, will ultimately be more lucrative.
DPC has successfully transformed itself from a reagent to a systems company and carved out a niche in immunoassay systems, but has it gone as far as it can on its own in a consolidating industry that favors breadth of product lines across lab segments?
Most people thought that the eventual acquirer for Coulter, which had been actively seeking a buyer recently--would be Johnson & Johnson or Roche. That it proved to be Beckman was something of a surprise. Beckman hopes that the combined companies will give it greater leverage with larger buyers and those seeking a broader array of tests from one supplier.