US Hospital C-Suite Business Survey "MDLN Leads Sticky Distributor Market;..."

Research evidence excerpt

US Hospital C-Suite Business Survey "MDLN Leads Sticky Distributor Market;..."

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US Hospital C-Suite Business Survey Equities

AmericasMDLN Leads Sticky Distributor Market; Inventory

Outlook Mostly Stable Healthcare

Kevin Caliendo

Analyst

kevin.caliendo@ubs.com

+1-212-713 3630

MDLN Remains Most Popular Medical Distributor Andrea Alfonso

In our latest survey of the UBS Evidence Lab US Hospital C-Suite Business Survey (> andrea.alfonso@ubs.com

Access Dataset), MDLN remains the most-used distributor (75%), followed by CAH +1-212-713 1342

(68%), MCK (48%) and Owens & Minor (25%). As primary distributor, MDLN leads at Nicole Goh

50%, followed by CAH at 33%, MCK at 10% and Owens & Minor at 8%. 86% of Analyst

respondents using a distributor said they are unlikely to switch within two years. Among nicole.goh@ubs.com

those unlikely to switch, the top reason was switching being too costly/operationally +603-2781 1133

disruptive (38%), followed by satisfaction with the current distributor (29%). On the

other hand, 48% of respondents said their primary medical distributor increased prices

versus the same quarter last year, while 45% said prices were unchanged and 8%

reported a decrease. This suggests pricing pressure remains present, though distributor

relationships appear sticky. Among respondents reporting distributor price increases,

32% have not taken action. The most common responses were switching to another

distributor and increasing private-label purchasing, each at 26%, followed by reducing

PPE purchases at 16%. Among the hospital that are likely to change distributors pointed

to Owens & Minors (40%) as the company they will most likely switch to. Private-label