Abstract:

The purpose of this paper is to show the lesson a manufacturer of disposables can learn from a study and how he used its results in a concrete way to communicate with the decision makers in order to promote his products. This shall be the object of the speech by Mr. Louis Tuvee, Marketing Manager at Becton, Dickinson Europe. Beforehand, Mr. Jean Bigant, Managing Director of SOFEMA, who supervised a huge research on disposables in French hospitals, will explain how the idea of the study came to be; which methods were employed and will also illustrate his speech with some results.