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12:00 AM
Jun 21, 2004
 |  BioCentury  |  Product Development

Move over - I'll drive

This time it's all about control. The lesson that MedImmune Inc. has taken from its experience in partnering FluMist with Wyeth is written all over last week's deal signing Henry Schein Inc. as the exclusive U.S. distributor for the intranasal influenza vaccine.

WYE (Madison, N.J.) tried to position FluMist as a consumer product and bet - incorrectly - that consumers would pay three times the price just to avoid a shot. MEDI wants to position FluMist as a more efficacious vaccine that gives faster, longer-lasting and broader immunity than conventional flu shots - a proposition that needs to be proven via clinical trials and then sold to the clinical community.

While results of those trials are rolling out over the next few years, the deal with Henry Schein gives MEDI marketing muscle while retaining control. For...

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