After taking its Picovir treatment for the common cold all the way into registration, ViroPharma Inc. has decided to slice off some of its profit potential as a way to build and finance its own sales organization.

Indeed, by giving up a majority of Picovir's profits from its first indication, VPHM argues that its deal last week with Aventis S.A. will end up adding value by providing a large sales force to detail the product to general physicians across the U.S., while giving VPHM an opportunity to build its own sales force.