They are - excellent management skill set in the USA, coupled with a direct sales model.
In a wholesale nurse call model, a manufacturer produces a nurse call system and then sells this product to a retailer, who then bundles this with associated products to satisfy the tender requirements. For example, often a hospital will issue a tender / bid for a myriad of low voltage equipment (eg nurse call, fire alarm, public address, CCTV, access control etc). To place this in perspective, typically a 3:1 ratio exists between wholesale and retail (eg wholesale $100k of nurse call is around $300k retail after installation and commissioning). Nurse call typically represents around 10% of the total low voltage contract. A typical low voltage project for an acute care facility is around$1m to $5m, depending on the size and the scope.
So I would measure the quantum of the growth rather than the percentage, as of a relatively small base and a switch from wholesale to retail models.
In terms of product functionality, unfortunately the technical functionality represents only a very small influence over the sales, contract value (price), quality of the sales executive and the caliber of the response play the greatest influence in the purchasing decision.
AZV Price at posting:
25.7¢ Sentiment: Sell Disclosure: Not Held
