Instrument firms share marketing resources

Pro-Laser has teamed up with Topcon to exploit each otherÕs strengths in the practice equipment business.
From this week, Topcon will act as a sub-distributor for the Henson range of visual field screeners. In return, Pro-Laser is to start marketing TopconÕs retinal imaging systems.
The deal could possibly form the basis of a wider relationship between the two firms.
Barry Dibble, managing director of Pro-Laser UK, said the agreement emphasised each companyÕs different strengths.
Henson is the market leader in the field screener business with a range of products for various clinical needs.
Products range from multi-program units such as the Pro 6000 to compact machines designed for smaller practices.
Mr Dibble said Topcon approached Pro-Laser with a view to doing a deal. He estimated that Henson had well over 50 per cent of the visual field screening business in the UK and said that it was an area where Topcon was not strong.
ÔBy linking up we could do more business,Õ he said, commenting that there were areas of business each was missing out on that the other had access to.
Mr Dibble said Topcon had particular strengths in the multiple sector while Pro-Laser was successful with the independent. By sharing resources the relationship could possibly be taken a step further in the future, he said.
Andrew Yorke, director of Topcon GB, said: ÔWe are absolutely delighted to add the Henson range to our already comprehensive range of instruments, and look forward to a long and successful business relationship with Pro-Laser.Õ
Pro-Laser sells Weco machinery and instruments from Rodenstock, Briot, Magnon, Welch Allyn and Reichert. It also sells Breitfeld & Schliekert accessories. Topcon is the agent for Topcon, Welch Allyn, OTI and Ocular Instruments. The UK subsidiary is wholly owned by Topcon Corporation (Japan).