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Biotech / Medical : BJCT-BIOJECT-needle less injection product -- Ignore unavailable to you. Want to Upgrade?

To: Marc Kahn who wrote (210)	7/4/1998 2:34:00 PM
From: Marc Kahn	Read Replies (1) \| Respond to of 534

I have been reading Bioject's 1998 form 10K, and have come across some interesting information. Here is a quote from the "Marketing and Competition" section: "To lead its direct sales and marketing efforts, the Company currently employs a national sales manager who manages a staff of two full-time nurse trainers, 5 to 8 per diem part-time nurse trainers and a half-time U.S. military sales representative." Here is the same information, taken from the previous year's (1997) 10K: "The Company currently employs five sales representative to be a dedicated sales force to sell the Company's Biojector 2000 system directly to the public health clinic and flu immunization markets in key metropolitan areas. These sales representatives are led by a vice president of sales and marketing and are supported by a product manager, customer service staff, three full time nurse trainers and 10-20 per diem nurse trainers." Clearly, management has cut back substantially in sales and marketing staffing, year to year. The strategic shift away from direct marketing, in favor of pursuing alliances with pharmaceutical companies, has already been discussed here. What I find to be very intriguing is the addition of a sales rep focused on sales to the U.S. military. At the February shareholders' meeting, Jim O'Shea stated that the allocation of sales resources must be focused only on the areas where there is the greatest potential for a return. Bioject's ONLY current sales representative is pursuing the U.S. military! Several months ago, there was talk about the military embarking on a vaccination program for anthrax, in response to the revelation that Iraq has the capability of using that as a biological weapon. Could this be the target? Marc Kahn