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Biotech / Medical : ACMI - Accumed Inc.

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To: Ryan Weisman who wrote (566)	11/20/1997 9:16:00 AM
From: Frank Buck	Read Replies (2) of 1894

Ryan, Hopefully the head-start that AccuMed has obtained will continue uninterrupted. If cytopathology sales in the U.S. are to be limited as a result of an unclear advantage of a particular technology over another, then International sales will be the key in the short run. The critical key (for AccuMed) then becomes Leica. Leica has an international presence that may make the difference to supporting and validating the automated cyto-technology of AccuMed over the others. Until the dust settles, (which may take quite a few quarters) my feel is the international health care community should be concentrated on. Later after the U.S.- F.D.A. resolves the merits of the studies of each system, the U.S. market can be concentrated on. Obviously this is my perspective on the situation only. The in-house sales team of AccuMed is still new and as such probably don't have an evolved distribution-channel infrastructure. The timing of the general market uncertainty in the U.S. regarding one system over another may provide the time to develop that infrastructure. Meanwhile Leica it seems has the ball for AccuMed at this point in the game. Their desire and dedication to promoting international sales of the AcCell/TracCell will determine AccuMed's continued viability as a player in this sector. That is why I have stated that I am glad that the microbiology division sales are increasing. But....then also look at that crowded playing field. Fortunately Mr. Gombrich's many years of experience in product development has taught him that mutiple playing fields are needed in the developing of new untried products. Remember the rest of the domestic players are trying to "forge ahead" in changing an established protocol. As such they will have to expend a considerable amount of resources in doing so. AccuMed by virtue of augmenting the time-established protocol is hopefully able to do so at a reduced cost in their limited resources. Frank

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