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Scottish medical equipment company inks sales distribution deal

A Scottish manufacturer of medical equipment has taken steps towards diversifying it s business by inking its first sales distribution contract.

Dunfermline-based Optos - which makes its own brand eye-scanning machines - has made the deal to also distribute the scanning machines of US manufacturer Accutome in North America and parts of Europe.

Optos chief executive, Roy Davies, said their established sales team could help the uptake of the Accutome machines.

"We believe the Accutome devices are highly complementary to our retinal imaging devices," he explained. "While 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."

The market for the devices is thought to be worth around $50 million (£32m). Mr Davies added that the increased sales are expected to create a significant rise in profits, due to the limited additional costs involved.

Taking on distribution contracts was part of Davis' strategy at Gyrus, the medical device firm that he led to a near-£1 billion takeover by Japanese camera maker Olympus in 2007.

Accutome's president, Brian Chandler, said Optos's services would greatly enhance their current promotional activities, entirely carried out through their tele-sales force: "We believe an exciting opportunity exists to increase our product sales through promotion by Optos' 67 account managers."

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