Document Type

White Paper

Publication Date



E. V. Clarke, the Executive Vice President, Distribution of Owens & Minor (O & M) faced a complex strategic challenge in 2009—the organization and growth of the "Expansion" products business. This business comprised several existing product categories (Radiology—Contrast Media, Surgical Instruments, Electrosurgical, Endoscopy and Dialysis), in which O&M had a presence but lacked a clear cut growth strategy. Revenue growth in categories had averaged 15% per annum from 2003 to 2008 without a customer focus; the growth had been achieved through supplying such products to existing customers through existing distribution channels.

Included in

Business Commons