I like this change. A very strategic and almost inevitable move for NAN.
Selling directly to their customers means better margins, more cross-selling / upgrade-selling opportunities, better services and more importantly better control of their revenue and cash flow streams.
I've always liked NAN as a business, but what concerned me in the past few years was the lumpiness and unpredictability of their revenue due to the stocking issues with GE. And hence, this announcement came as a very good news for me.
Ann: Nanosonics' revised sales model in North America, page-25
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