The expert has over 20 years of experience in the eye care industry. The executive has spent his entire career in the industry selling surgical equipment to healthcare providers.
... (transcript preview, sign up to read more) ...
... (transcript preview, sign up to read more) ...
Alcon has had the pleasure of holding onto the highest share of all the players in the marketplace, at a premium price as well. That goes to the quality of products, as well as contracts where we would reward accounts, by rebate or discounts on invoice at product. For example – and I'm speaking as a surgical room right now, which is what my experience is – you have the phaco machine and disposables, that's one category. You have the viscoelastic, our fiscal surgical devices, which are, essentially, gels that they inject into the eye to hold space, so it's a surgical device. Then you have the custom packs, and then you have the IOLs. The more categories that they would participate in, the better their price would be on the full picture. That has been very successful for Alcon for many years. Lately, the marketplace and especially with me being with a competitor right now, where I'm able to exploit that, they almost feel like they're handcuffed to using a certain group of products versus what they would clinically designate as a better product, not being able to use it because it affects their cost of goods. That, frankly, is how Alcon has been able to hold such a large market share across all categories.
... (transcript preview, sign up to read more) ...
... (transcript preview, sign up to read more) ...
Yes, I think, for margins and Covid, it's hard to equate that into margins. Sales dollars, yes. Everybody had a recovery period. I think more of their margins are due to competitive price pressures. For example, in the interocular lens business right now, if I could guess, Alcon has about a 47% share of that business, followed by Johnson & Johnson with probably a 35% share, but now here comes Zeiss. Zeiss is now entering the market, challenging them on everything from surgical microscopes to phaco machines to interocular lenses, and they are having to defend their share by price concessions.
... (transcript preview, sign up to read more) ...
The expert has over 20 years of experience in the eye care industry. The executive has spent his entire career in the industry selling surgical equipment to healthcare providers.
Subscribe to access hundreds of interviews and primary research