Becton Dickinson Vacutainer Case Study Analysis Format

Specimen collection

Start with quality specimen collection to achieve better results

For more than 60 years, BD Life Sciences – Preanalytical Systems has advanced the science of specimen collection to help laboratory tests become the foundation for 70% of all medical decisions.1

Today, the gold standard in sample collection is the BD Vacutainer® product family, which U.S. hospitals rely on to enhance their sample quality and protect their nurses, phlebotomists and other caregivers from costly accidental needlestick injuries. These products, backed by unrivaled customer support and training, help hospitals every day enhance lab productivity and workflow by reducing retests, recollects and instrument downtime.

Blood collection

The BD Vacutainer® blood specimen collection portfolio includes products for both capillary and venous blood draw.

Swab-based specimen collection

BD swab-based collection and transport systems are used for the collection and transport of specimens to the microbiology laboratory for organism recovery.

Urine collection

BD Vacutainer® urine collection products offer a closed system that benefits healthcare workers by reducing their need to come into contact with potentially hazardous specimens.

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Case | HBS Case Collection | October 1986 (Revised November 1989)

Becton Dickinson & Co.: VACUTAINER Systems Division

by Frank V. Cespedes


Concerns negotiations between managers of Becton Dickinson's (BD) VACUTAINER division (which manufactures and sells blood collection products) and managers of a large hospital buying group. Recent changes in the health care industry are the background for the negotiations, which involve the buying group's attempt to negotiate both lower prices and different distribution terms with BD. The case provides background information about important industry changes and the previous history of purchasing and negotiations among BD, the buying group, and important distributors. As well as a pricing-negotiations case, it is a good vehicle for raising issues concerning what factors affect the balance of power in channel relations.

Keywords: Distribution; Negotiation Participants; Negotiation Process; Price; Sales; Manufacturing Industry; Medical Devices and Supplies Industry; Health Industry; United States;

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