Most recently B-D entered and other area of sports medicine with the launch of the Ace topical analgesic patch.
And last year B-D extended its Ace reusable cold compress line with a large size to cover more body area.
In the diabetes syringe arena B-D is building on its 90% share with the new Ultrafine 2 short syringe.
B-D also provides a free take-home kit with educational literature for patients who are new to insulin and continues to advertise in diabetes journals and run retail promotions.
Every B-D has access to largely the same universe of products.
* Does my B-D offer the latest products/ platforms to help me effectively compete in my market?
* What is the due diligence process my BD employs to make sure that I won't ever have to apologize to my clients about a product offered through my B-D?
* Which specialists does my B-D use to make sense of the changing product landscape?
To turn these changes to their advantage, B-Ds should never forget that reps are selfishly attracted to value.
Most B-Ds seem to have underestimated the amount of income that many reps earn from fixed annuity and life insurance sales conducted outside the firm.
B-Ds would be well advised to understand this threat and to find a viable way to deal with it.
As a result of reps' desire for expert back-office capability, it will be critically important for B-Ds to put in place a credible, competitive fixed insurance department that reps acknowledge as competent.