from Orasur-Board. They have the same problems although they have Abbott Laboratories as distributor..
OraSure fights for foreign sales
by: rudyrussion91
Long-Term Sentiment: Buy 05/18/05 07:09 am
Msg: 25779 of 25780
Opening tight purse strings, particularly in Africa, a challenge for HIV test maker.
By Dan Shope
Of The Morning Call
May 18, 2005
Almost a year ago, OraSure Technologies of Bethlehem received approval to test for both strains of the virus that causes AIDS. The licensing agreement is critical to OraSure's plan to market its OraQuick rapid HIV test around the world.
OraQuick detects for HIV-1 and HIV-2 in either saliva or blood in less than 20 minutes. HIV-1 is the predominant strain of the disease in the United States and most of the world. HIV-2 is found primarily in sub-Sahara Africa.
Placing the world's first rapid oral HIV test internationally — especially in highly infected Africa — hasn't been easy, according to OraSure's new president, Douglas A. Michels.
''We are well known around the world,'' said Michels, speaking at his first annual meeting with OraSure since joining the company from Johnson & Johnson in August.
''In each one of the African countries, there's a minister of health and a president. They control the purse strings.''
There are about 24 million HIV cases in Africa, but OraSure has been able to sell only a small number of tests for use on the continent, Michels told an audience of about 100 shareholders at Hotel Bethlehem.
Without modern tests, the AIDS epidemic will continue in Africa, Michels fears.
''These committees make recommendations for what products are acceptable and which will be used,'' Michels said. ''We have to work both with the U.S. administration level, with the local country level in both the political and medical community to get our products adopted.
''Once the products are deemed acceptable from the technology perspective, then we still have the pricing issue to deal with. There are some very low-price competitors that are trying to provide products into those markets. We don't believe they are as high quality. None have approved oral fluid indications for HIV-1 and HIV-2.
''So we have a clear advantage. But it's a difficult, complex political and economic process.''
Marketing challenges in Africa didn't douse optimism of shareholders, who learned early this month that OraSure earned a record $1.6 million in the first quarter of this year, compared to a $162,000 loss a year before.
''I'm a stockholder and have worked on HIV and AIDS since the 1980s,'' said Robert Zielony, a health consultant from New York City. ''One of the first leaders I met told me something that I've never forgotten: 'AIDS is not business as usual.'
Rapid tests will help people find out if they have it.''
OraSure stock, traded on the Nasdaq National Market, closed at $8.50 per share Tuesday, down 15 cents.
>>>You know, who is the lowe-prise competitor?
Thats is Calypte !!
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