Medical Distributor Search and Selection

Whether you are looking to expand your existing network of medical distributors, or are entering a new market for the first time, properly evaluating new distributors is vital. All too often, companies rush into a new market after obtaining regulatory approval only to discover later that they wished they had done more due diligence before selecting their medical distributor partners. Choosing the wrong distributor can lead to significant loss in potential sales and a poor relationship with end users, damaging your brand name in a market and potential for future success.

The first step in the medical distributor search and selection process is to create a distributor profile, based on your product and specific requirements. This can be provided by you or created after conducting a thorough country analysis. Using this profile we generate a pre-screened list of potential medical device distributors. Depending on the size of the country or a region within that country (e.g. Germany, Japan, Southeast USA, etc.) and the medical device niche we are focusing on, this list usually consists of 10 to 25 medical distributors.

After you have reviewed and approved the pre-screened distributor profiles, we go through a methodical process of contacting and qualifying these medical distributors. During this process we contact these companies, introduce your company and provide product information, pricing, and (sometimes) samples. Interested distributors will be interviewed, asked to provide details on how they intend to launch your products, and will be checked for references.

This process narrows the list substantially, leaving two or three medical distributors per selected country or region that have expressed a sincere interest in selling your products and meet all of the requirements set forth in your distributor profile. After our follow up discussions with these medical distributors we will set up a conference call between you and the distributor(s) and we can arrange a face-to-face meeting if desired.

This extensive bottom-up research and due diligence process takes two to three months to complete and the work is done by our local office in the market you wish to enter. Throughout this process we will provide you with regular progress reports for your review and feedback.

Our medical distributor search services are performed on a fixed fee basis.

Please contact us for more information on our medical distributor search and qualification services.