Spain, having almost 50 million inhabitants, has one of the larger medical device markets in Europe. Although it has a well established medical device industry, it’s healthcare system relies on imported products and offers therefore good opportunities for foreign manufacturers with a cost-efficient product offering. We can support in developing the right go-to-market strategy for your company and your product portfolio. Working with experienced distribution consultants ensures that distributors are evaluated objectively, with your specific business needs in mind, and that you increase your chances of successfully operating within the Spanish market. See all European markets we serve.
Spain market entry strategy
There are different types of hospitals in Spain (private, concerted and public). It has a de-centralized system of health care, with each of the 17 autonomous regions having their own Health care system, based on their local budgets and managed by Regional Health Authorities (RHA). Luctor can fully assist you in coming up with a plan on how to approach the market. Depending on the servicing and warehousing needs of your devices, we can make recommendations for an optimal service and logistics structure. Finally, if you have not already done so, we can conduct an analysis of the competition in the market and the sales strategies they use.
Spanish Medical Distributor Qualification
We thoroughly pre-qualify potential Spanish medical distribution partners based on your needs. This includes intensive phone screening including evaluation of their experience, service level, etc. followed by one-on-one interviews to determine a “short list” of qualified potential distribution partners. If desired, we can also conduct on-site evaluations of “short list” distributors to ensure everything is as presented. You will, of course, make the final selection based on your comfort level and analysis.
Services tailored to your specific needs
Whether your distribution strategy focuses on commercialization in a specific market or to be present in several markets, we have the expertise to identify and screen the best quality medical device distributors in Spain. Our multi-step process for evaluating potential distribution partners is customized to your specific business needs. We can assist in analyzing your device’s market potential and the local competitive landscape, defining your ideal service and logistics profile, conducting face-to-face interviews with distributors, narrowing your “short list” based on our analysis and providing assistance with contract negotiations. We can even assist with taxation, reimbursement issues and legal questions through our regional network.