On the other hand, here's another quote from the article:
"Without a GPO contract, it doesn’t matter how good your product is. Even if I could wave this wand over your body and cure you from cancer, chances are I couldn’t sell it to hospitals"
The core problem is, big manufacturers offer discounts (or bigger kickbacks) for bundling. A niche product is unlikely to succeed, even if it's obviously better. A product that has pros and cons is not going to have a chance.
Also, I'd imagine that a detached needle could be a greater legal liability than an infection. It's easy to prove that a needle detached in a patients arm. It's a lot harder to prove that an infection was caused by a needle without safeguards. "First, do absolutely no harm for which you can be sued for" is not a great creed, but it's one some hospitals will follow.
If you're a supplier, perhaps you're best shot is to license to a big manufacturer, to break in, even if you're capable of producing and marketing your product; because you'll be locked out of the supply stream if you go it alone. That's a pretty sad state of affairs.
You may be accepting the Kaiser rep's FUD. The quote doesn't say, "these needles break, and BD's don't", or even "these break more than regular needles".
"Without a GPO contract, it doesn’t matter how good your product is. Even if I could wave this wand over your body and cure you from cancer, chances are I couldn’t sell it to hospitals"
The core problem is, big manufacturers offer discounts (or bigger kickbacks) for bundling. A niche product is unlikely to succeed, even if it's obviously better. A product that has pros and cons is not going to have a chance.
Also, I'd imagine that a detached needle could be a greater legal liability than an infection. It's easy to prove that a needle detached in a patients arm. It's a lot harder to prove that an infection was caused by a needle without safeguards. "First, do absolutely no harm for which you can be sued for" is not a great creed, but it's one some hospitals will follow.
If you're a supplier, perhaps you're best shot is to license to a big manufacturer, to break in, even if you're capable of producing and marketing your product; because you'll be locked out of the supply stream if you go it alone. That's a pretty sad state of affairs.