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Dade's Integration Expertise

Executive Summary

Laboratory automation offered by large diagnostic companies has been slow to gain customer acceptance. One bright spot has been Dade Behring Inc.'s Dimension product line, which has found in recent years a loyal following. The Dimension RxL offers the first chemistry analyzer that has the option of also running a number of common heterogeneous immunoassay tests. It has been a huge success, giving Dade a 92% market share of the 32% of laboratories that have systems integrating clinical chemistry and immunoassays, helping labs save labor, time and money. Dimension is the product line most responsible for Dade's comeback from bankruptcy two years ago.

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Dade Behring's Recap Plans

For more than a year, Dade Behring has been wading through a financial morass that is likely to lead to bankruptcy, a sale of assets, or a reorganization of capital structure. As concerns mount about its long-term prospects, Dade Behring and its lenders are seeking to restructure the company's burdensome long-term debt. While stubborn lenders have been unwilling to accept less than a near-to-full return on their investment, several events this spring seem to be motivating them to be more flexible.

Lab Automation Moves Beyond Vaporware

Diagnostics manufacturers have learned alot about selling automation to laboratories from their experiences with total laboratory automation and are beginning to develop more sophisticated approaches to design, pricing and marketing.

Dade Behring's Next Act

Dade Behring is positioning itself as a consolidator in the very mature diagnostics industry and through careful focus and aggressive cost cutting its management has turned a conglomeration of lckluster businesses into what it claims is one of the industry's most profitable companies.

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