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Biotech / Medical : IGEN International
IGEN 0.00010000.0%Mar 7 3:00 PM EST
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To: John Zwiener who wrote (382)6/27/1998 12:20:00 AM
From: James Perry  Read Replies (2) of 1025
 
John, a question from time to time crops up in my mind. Of course there is no free lunch. I am sure that everyone wants their profits. But in the analysts conference we listened to, Sam reminded us of the razor and the blades. The profits are in the blades, he noted. We see HP and others pumping out wonderful little printers at give away prices, but OOOH!!!, when we buy a bottle of ink we know where the profit is. I contrast those thoughts with your description of price a small hospital would pay for capability to do two or three tests. And at times I feel the risk to which Igen is exposed is that of not saturating the market and becoming ubiquitious, before something else comes along. Perhaps Igen cannot entirely control what Roche does, because Roche does have a license and no one would question that give Roche the right to set the price on the goods they sell. But do you think it possible that she would be better off long term to minimize profits on the various aspects of business that you evaluated as perhaps overblown, in order to pump out little engines by the jillions for every potential place she can saturate? Even including the large machines for the drug companies? At the very least, the mention of such a plan should bring Roche to the settlement table tout suite!
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