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SCHEIN CREATING SEPARATE HOSPITAL AND RETAIL SALES OPERATIONS

Executive Summary

SCHEIN CREATING SEPARATE HOSPITAL AND RETAIL SALES OPERATIONS in a reorganization announced April 18. The reorganization plan, Schein said, "includes the formal division of the company into retail and hospital segments and the addition of a major West Coast distribution center" in Phoenix, Ariz. The reorganization is part of a strategic plan begun two years ago, the Port Washington, N.Y.-based generic manufacturer and distributor added. Schein operations include Danbury, Conn.-based Danbury Pharmacal, which manufactures solid dosage form generic drugs, and Phoenix, Ariz.-based Steris Labs, which manufactures sterile products such as parenterals and ampules. In addition, Schein Pharmaceutical offers a broad line of generic products totaling about 1,800 SKUs sourced from Danbury, Steris and other generic manufacturers. In the past, both Schein Pharmaceutical and Steris have marketed their product lines to wholesaler, chain, and hospital accounts. Under the reorganization, a separate 40-person hospital sales force will handle Schein products in hospital and alternate care markets as well as Steris injectables and Danbury bulk and unit dose products. Likewise, a 40-person retail force will market Schein's complete line of products and Danbury brand generics to wholesaler and retail accounts. Schein noted that Steris and Danbury "will continue to serve their long-standing traditional customer base including leading brandname companies with private label and contract manufacturing." The hospital division will be based in Phoenix and will be headed by Steris President James McGee, who assumes the additional title of president of the Schein hospital division. The retail division will be headed by Schein Pharmaceutical Senior VP and CFO Steven Getraer, who will become president of Danbury Pharmacal and the Schein retail division. The retail division will be based in Carmel, N.Y. The promotion of Getraer to Danbury president is made possible by the promotion of Danbury founder and longtime president and COO Nessim Maleh to chairman of Danbury Pharmacal. "In his new role as chairman, Schein noted, Mr. Maleh will be able to utilize his more than 20 years of hands-on experience to focus on broader, more strategically oriented issues for the growth of our entire company." Other management changes announced April 18 include the promotion of Ken Chester to Schein senior VP-sales, located in Port Washington, N.Y., and Schein VP-Materials Operations Paul Kleutghen, who will have expanded responsibilities for management information systems, distribution operations and materials management. Kleutghen will also be based in Port Washington. Schein Pharmaceutical is headed by Chairman and CEO Martin Sperber, who assumed those titles last year on the death of Jacob Schein. The company's top management also includes Vice Chairman William Haddad, who continues in that position.
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