Medical Distributor Search and Selection

Whether you are looking to expand your existing network of medical distributors, or are entering the US 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 device distributors. Choosing the wrong partners 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 selection process is to create a 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 which US region(s) we are covering or if we are conducting a national search, in combination with the medical device specialty niche we are focusing on, this list may range from 5 to 40 pre-screened specialty 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 on your behalf. During this process we contact these companies, introduce your company and provide product information, pricing, and samples (if applicable). Interested medical device 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, usually leaving two or three medical distributors per 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 one of our US based distribution consultants. Throughout this process we will provide you with regular progress reports for your review and feedback.

Please contact us for more information or a free proposal on our medical distributor search and qualification services.