Testing times, European Business Journal
European Business Journal Laboratory tests play an important role in patient diagnosis, supervision and prognosis. A lot can be learnt from a simple vial of blood, making the collection of blood and other fluid samples on of the main tools in the medical practitioner's arsenal.Studies in Germany have shown that laboratory results contribute to around two thirds of all diagnoses while in the US this figure is as high as 80%. The precondition for an accurate result is the absolute reliability of the collection system so that the at times minute fluctuations that are indicative of a problem can be accurately identified. Greiner Bio-One in Austria is a leading supplier of blood collection systems and markets its products throughout the world. Greiner Bio-One was founded in Germany in 1963 as a family company. The founding family is still represented in the company today, although it is now headquatered in Kremsmünster, Austria. The company is a global player and employs approximately 1,200 people in 13 countries. Turnover in 2006 reached 220 million EUR, up from 203 million EUR in the previous year despite continuing pressure from the weak dollar.
Greiner Bio-One's headquaters in Kremsmünster, Austria
CEO Franz Konrad
The company's strategy has resulted in it gaining significant market shares in the USA, South America and Asia confirming its position as the second largest player in the industry worldwide and its intention to challenge for the top spot. With an 85% market share in Austria, Greiner Bio-One is by far the leader in its home market. It ownes its leading position to an innovative product range that has chalked up a number of world firsts. "Greiner Bio-One's invention of the world's first blood collection system made out of shaterproof PET plastic in the mid 1980s was just the first in a long line of pioneering innovations, which have improved safety in the field of Preanalytics on a long-term basis," says Mr. Konrad. Greiner Bio-One is now established as a trendsetter in safety with other innovations such as safety blood collection sets and a safety tube holder that prevents healthcare workers from accidental needle-stick injuries.
The company's blood collection systems are marketed under the VACUETTE® brand name. This comprises of closed systems using vacuum technology to draw the blood into the collection tube, which is separate from the needle used to puncture the patient's vein. The system has a number of features designed to eliminate contamination and improve patient comfort. By making it possible to remove the collection tube while the needle is still in the patient's arm, nurses can fill several tubes of blood while only needing to puncture the vein once. Some products offered provide a visual cue indicating when the vein has been successfully penetrated, which is particularly helpful when collecting blood from difficult veins. The systems also include specially prepared collection tubes that already contain the preservatives or chemicals needed to preserve the blood during transport or prepare it for a particular test. "Our collection tubes have a slightly thicker wall than those of competing brands and are virtually unbreakable even when frozen our put in a high speed centrifuge," says Mr. Kontrad. "The patented double wall tube has proven itself in practice over many years and is a guarantee for reliable test results."
The VACUETTE® Blood Collection System ensures
maximum accuracy of results and optimal patient comfort
In addition to blood collection systems, Greiner Bio-One also supplies closed systems for the collection of urine and saliva. The closed system ensures improved safety for laboratory and hospital personnel as contamination is virtually impossible when decanting the specimen into a secondary container. "Saliva is much simpler to collect than blood or urine and although it can never replace blood entirely for testing it does provide an interesting alternative in certain situations," explains Mr. Konrad. Preanalytic systems account for 60% of the company's business. The remaining 40% is shared between two relatively large and one smaller product area. The first of these is the production of systems for cultivating tissue for treatments such as skin grafts. The second comprises of machines for high throughput screening, which are used in the manufacture of accines. The final area of activity is in immunology. Greiner Bio-One's customers include pharmaceutical companies, universities, laboratories and hospitals. In addition to its own international subsidiaries, its sales efforts are supported by partners in over 100 different countries. The Internet is another important marketing instrument and the company recently won the German Multimedia Award for its company presentation in CD-ROM format. Exports account for 98% of sales of which 50% is generated in Europe closely followed by the US and Asian markets. "Marketing and raising awareness of our products is extremely important," says Mr. Konrad. "We advertise in trade magazines and exhibit at important trade fairs such as the Medica in Düsseldorf, Germany and the AACC in the USA. We can also be found at the Analytica in Munich and a number of other international exhibitions and congresses."
Greiner Bio-One also supplies tissue culture equipment...
...and high throughput screening equipment as used for vaccines
