01 The Role Distributors - Strategic Transactions

The Role of Distributors in the U.S. Healthcare Industry ? 2004 HDMA

01

DTheiRstorliebouf tors

in the U.S. Healthcare Industry

a study prepared by

Booz Allen Hamilton

0-9743437-7-3 Copyright ? 2004 by Healthcare Distribution Management Association, United States. All rights reserved. This publication may not be reproduced, stored in any informational retrieval system or transmitted in whole or in part by any means--electronic, mechanical, photocopying, recording or otherwise--without the express written permission of the Healthcare Distribution Management Association. This document is confidential and is intended solely for the use and information of HDMA.

The Role of Distributors in the U.S. Healthcare Industry ? 2004 HDMA

03

Table of Contents

Executive Summary

Purpose of Study 06 Approach and Methodology 06

Key Findings 07

Detailed Report

Services and Value Provided by Distributors 12 Historical Perspective of Distributors' Compensation 20

Distributor Replacement Scenarios 25 Overall Conclusions 32

Appendix

Assumptions and Analysis Notes 38

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SummExecautrivye

The Role of Distributors in the U.S. Healthcare Industry ? 2004 HDMA

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