Optos to distribute three Accutome devices

October 1, 2010

Optos has entered into an agreement with Accutome Inc. to distribute three of its medical devices in North America and targeted European markets starting in November.

London-Optos has entered into an agreement with Accutome Inc. to distribute three of its medical devices in North America and targeted European markets starting in November.

One of the devices, a B-scan ultrasound device, is used in the management of ocular lesions and tumors and will be promoted to ophthalmologists. The combined global market for automated, contact ultrasound devices is estimated to have reached $50 million annually, and further growth potential exists, according to Optos.

The other two devices, a handheld tonometer (AccuPen) and a handheld pachymeter (PachPen), both are used in glaucoma management and mainly will be promoted to optometrists. The most significant single market is the handheld tonometry market in the United States, where it is estimated that some 4,000 units are sold annually, according to Optos.

Under the terms of the agreement, the Optos sales force will promote and sell the products to eye-care professionals at prices determined by Optos. Accutome, the manufacturer of the devices, will deliver the products directly to the customers once Optos has secured orders, invoicing Optos at a pre-agreed cost of goods. Accutome will remain responsible for servicing and supporting the products.

Roy Davis, chief executive officer of Optos, said, “Our sales force calls on an extensive range of optometrists and ophthalmologists and is, therefore, well-positioned to drive the sales of these products. We believe the Accutome devices are highly complementary to our retinal imaging devices, and whilst revenues from sales of these products are expected to make only a modest improvement to our top line, we believe they are a  good first addition to our product offering.”

Brian Chandler, president of Accutome, said, “Accutome currently promotes these devices through our telesales-force, and we believe an exciting opportunity exists to increase our product sales through promotion by Optos’ established international sales channel of 67 account managers.”