CRY sold $6M Hemostase during 2009. When CRY signed the contract, Medafor gave them some hand-off sales. I'm going to estimate the number at $2.5M in annual sales. This means that CRY developed $3.5M in new sales during 2009. On first blush, this looks pretty good. let's look under the covers.
Cry's 2009 revenues are going to be about $56M tissue, $48M BioGlue, and $6 Hemostase. If 80% of these sales were in the USA, and if we assume 50 USA people on the sales force, we get some interesting numbers.
Tissue: Average sales of $900,000 per person on the sales force. $56M times 80% divided by 50.
BioGlue: Average sales of $760,000 per person on the sales force. $48M times 80% divided by 50.
Hemostase:Average sales of $100,000 per person on the sales force. $6M times 80% divided by 50.
Ask yourself a question. On which products do you think someone on the sales force is going to focus their effort. Tissue and BioGlue make up 94% of total sales. So are you going to work that hard on selling Hemostase? I doubt it. This is another reason why CRY and Medafor are not a good fit.