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Biotech / Medical : ACMI - Accumed Inc. -- Ignore unavailable to you. Want to Upgrade?

To: Cisco who wrote (887)	1/4/1998 3:27:00 PM
From: Frank Buck	Respond to of 1894

Cisco, In the past quarter the large laboratories may have been exerting pricing pressure on AccuMed because they (the labs) believed they were in a buyers-market. Labs may have assumed that there would be price-cuts from one manufacturers system to the other and therefore demanded lower prices from all suitors, AccuMed included. Without the Detroit pilot study indicating the potential cost/analysis savings benefits AccuMed may have succumbed. Perhaps that is why the margins fell somewhat in the Q3-'97. Now that the Detroit study validates the cost-reduction, AccuMed should be in a better position. Besides AccuMed by virtue of the enhancing technology characteristics of their system should really be a premier stand alone player. BTW did you know that the "open-market" area not covered by Leica includes North and South America and most points in between? The potential for in house sales with higher-margins (without Leica's involvement) in those areas is remarkably high. Given the recent consideration to license the AcCell/TracCell to another distributor, one specializing in the South American market could really have a substantial impact going forward. The impetus in sales of the cytopath side should greatly up the overall performance of the gross-margins given the cost-benefit analysis study. What comes after market acceptance? Market dominance?? Now is the time for the BIG push. Hope to hear about a new South American distributor soon. Does that count as a wish? The Mystery Theatre-Player Troupe is definitely not standing around. Frank