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BD Vacutainer Case - Questions to aid you with case analysis
Questions
1. What are the important changes in the healthcare market, and what are the implications for Becton Dickinson (BD) and its BDVS division?
2. How important is the APG contract for BDVS? What's at stake for BDVS winning or losing the contract?
3. How important is each aspect of the negotiations (pricing, brand name, and delivery terms) for each party explicitly and implicitly involved (APG, its member hospitals, BDVS, BDVS' distributors, and competing suppliers)?
4. Given your analysis, what should BDVS do?
Assignment Files -
https://www.dropbox.com/s/304z1tzlmmvcz7r/Vacutainer%20Case%20Assignment.rar?dl=0
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