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International Medical Device Distributor Management

Finding the best quality international medical distributors requires persistence, cultural awareness and sales skills. But that’s only half of what’s required to ensure a successful relationship. Making sure your new partner gets off to a fast start and continues to perform requires a hands-on approach. Be honest – do you really have the time to do that? Or would it be best to outsource it to distribution experts who do it every day?

We find great distributors then help you manage the ongoing relationship to ensure peak performance

No sales manager wants to explain to their boss why the distributor they selected a year ago is not meeting expectations. There may be legitimate reasons for poor sales beyond your control but our experience is that sales tend to fall off if the initial training is lacking and the personal relationship is not nurtured. Even if your device is light years ahead of the competition it doesn’t sell itself! Distributors represent thousands of products and the initial training you provide is critical, as is the timeliness of shipments, sales materials, refresher training, quality of your IFU, etc.

A small investment in outsourcing distributor management pays off with increased sales

Once you have narrowed down the number of potential partners in a market, the “dance” begins. Site visits are highly recommended to see the actual operations of these partners. Our consultants can go along with you on these meetings. Each party will have different ideas about what contract terms are desired and acceptable. We bridge that divide by advising you on terms we have seen other clients deploy successfully in specific markets, and act as the international liaison between you and the distributor. That’s useful because we understand local business culture and can bridge divides before they derail a contract negotiation. In many cases, we can assist you in finding out whether specific contract language is acceptable/enforceable in your chosen market through our network of local attorneys.

 

We have a proven process that leads to successful long-term relationships between our clients and their partners

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PRIORITIZE

Determine which countries or regions seem like good potential prospects for your medical device.

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EVALUATE

Determine which countries or regions seem like good potential prospects for your medical device.

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SEARCH

Define your ideal distributor Profile, find matches, introduce your company and device, then qualify distributors.

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SELECT

Conduct due diligence on your preferred short list of potential partners, do site visit, and coordinate getting signed contracts.

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MANAGE

Communicate with your chosen distributor(s) and regularly monitor their ongoing sales performance

Have an underperforming distributor? Let us help you turn things around

If you have a distributor in a specific market that is not performing to expectations, we may be able to save and improve the relationship. Our highly experienced team of distribution consultants knows how to engage with medical device distributors and we can usually diagnose the problem with a few calls. It could be related to poor communications, pricing or intense local competition. Whatever the case, as a third-party consultant we can talk to distributors with an openness that usually reveals the real issue limiting your sales. And yes, in some cases the best solution may be to move on and find a new partner.

Contact us for a free, no-obligation proposal

Our team of distribution consulting experts is ready to help you establish your next successful long-term distributor relationship. Give us a call or submit an inquiry online and so we can find out more about your specific needs.