Juan Pablo Solis
Vice President and General Manager
Becton Dickinson (BD) Mexico, Central America and the Caribbean
View from the Top

Acquisition Boosts Market Presence

Thu, 01/24/2019 - 11:00

Q: How would you describe the performance of BD’s diabetes management products in Mexico?
A: In 2018, BD grew significantly thanks to the acquisition of Bard, a company with a strong presence in the Mexican market. Bard has a large portfolio for surgical interventions, such as peripheral stents to manage complications like diabetic foot. These stents open narrow blood vessels, allowing the flow of blood to the foot and can help patients avoid amputations in cases of diabetic foot. In addition, with our BD Diabetes care business, we are leading the insulin injection effort and providing patients with a wide range of solutions.
Q: How is the acquisition of Bard impacting BD’s operations and benefiting your clients?
A: We can now offer clients more comprehensive solutions. Before the acquisition, BD focused mainly on diagnostics and medical treatment but now we incorporate surgical solutions. Bard also has many oncological products and is a leader in supplies for biopsies of soft tissue, such as for breast and prostate cancer. The acquisition also allowed us to enter the hernia repair market through the sale of surgical meshes for the abdomen, groin and intestines.
BD’s solutions also complement Bard’s. For instance, we manufacture ChloraPrep, a formulation with a solution of chlorhexidine gluconate and isopropyl alcohol that is used to prepare the skin before a surgical intervention. It can be used alongside Bard’s surgical products. The acquisition allowed us to generate surgical kits that include the formulation, the mesh and anything else a surgeon may need.
Q: How is your investment in Cuautitlan an added advantage to continue growing in the region?
A: BD sees Mexico as a manufacturing hub. We have 10 plants and 16,000 employees, which means we have the largest medical devices manufacturing capabilities in the country. Our plants in Mexico manufacture for all of BD’s divisions, both for local consumption and exports worldwide. Our manufacturing in Mexico has given the company a deeper reach into key markets around the world. It also allows us to react to changes in demand in these growing markets. Alongside Asia-Pacific, Latin America has excellent growth potential for medical devices and having a manufacturing hub in Mexico is a competitive advantage for us in the region.
Q: How is BD adapting its product offering to the needs of the Mexican market?
A: We approach public healthcare institutions in every country in Latin America to understand their needs and priorities. In Mexico, we are closely following the introduction of the National Development Plan and any changes to public healthcare policies, which are now heavily focused on prevention and cost containment related to chronic diseases. Mexico must learn to manage these diseases in a timely fashion or its infrastructure will be insufficient to handle the demand. We are participating in campaigns to increase awareness of the dangers of diabetes and we also offer solutions for the opportune diagnosis of cancer, such as flow cytometers to diagnose leukemia and lymphoma. We offer institutions a series of solutions that provide complete patient care, from diagnosis to treatment.
Q: How can BD and other companies support the development of best practices in the science and medical sectors?
A: BD participated in the second Week of Good Regulatory Practices alongside COFEPRIS, addressing a topic of major importance for Mexico: antimicrobial resistance, which is causing millions of deaths worldwide. BD is boosting awareness of this growing problem through a campaign called Resistant Fighter that promotes responsible antibiotic use in foodstuffs, water treatment plans and crop fields. BD can also contribute in the diagnosis of bacteria resistant to antibiotics. Managing antimicrobial resistance will require the collaboration of many players. Meat producers can help by reducing the antibiotics doses they use in animals for human consumption. The general public can help by avoiding self-medication and doctors can make the appropriate tests before prescribing a medication.