How to Activate Medical Device Distributorship Network in Europe

Step 1 – Finding the Medical Device Distributor That is Willing to Make an Effort

What's the importance of finding an active and motivated distributor? When introducing new equipment into the market, the distributor of medical devices should be willing to add extra hours to understand the market, check if his contacts will be the right fit for the product, and search for new contacts before introducing the product into the market.

Search your medical distribution list for distributors who are motivated and actively engaged. Qualifying medical device distributors based on their commitment and effort will help you find the right match. By examining past sales history, you can gain insights into the sales performance of the same or similar product and their strategy. To make a wise choice, take into account performance metrics like cost, quality, consistency, knowledge of the local market, and growth potential.

Step 2 – Provide Your Distributor With the Right Marketing Tools

When drawing your distributor marketing strategy, you should always acknowledge that having the right tools is important to help the distributors get started. For example, medical device companies that want to export their products to Europe should get all their marketing content translated into the local languages. Manufacturers must provide their distributors of medical devices with the content and pictures for their websites and the marketing brochures in their required languages. 

Did you know that EuroDev has a diverse team that speaks 27 different languages? The team is greatly experienced in Digital Marketing services and can always help medical device suppliers double-check the translated content to ensure it is properly done with the right wording.

Step 3 – Train Your Distributor and Their Sales Force

To ensure the distribution network delivers, you need to invest some time in activating them. This will require you to train them, sometimes generate leads for them, provide them with the right marketing content, and many others.

Consider on-site training at the location of your distributor. They can invite their full sales team. This will also allow you to demonstrate your products physically.

Be aware that the local sales team may not all be fluent in English. Work with your main contact to organize training with maximum impact. Make sure you have a translator on-site who has already studied your product and the marketing materials.x

Step 4 – Work on a Marketing Plan Together

Check with your distributor on their marketing plan. Make sure they have actions in their plan to promote your brand and products. If your distributor of medical devices sends out newsletters, make sure to supply them with content to promote your brand.

Is your distributor exhibiting at an interesting trade show? Why not talk about space on the stand for your product and mark those dates in your plan to attend the trade show together?

Step 5 – Work Together on Sales Opportunities 

Now your medical device distributor is trained and all the marketing is sorted, it is time for sales!

To ensure you have activated your distributor network, visit some potential clients together with the distributors to see how well they are doing. Visiting potential customers with you will train the sales team even further and increase the opportunity for success for your brand and products in Europe.

Check-in with your distributor of medical devices regularly to learn about their feedback from potential clients; this will help you understand the local market.

Conclusion

Activating your distributor network in Europe is a little bit challenging for North American medical device manufacturers. As indicated in the previous blogs, you have to ensure the distributor is aware of the medical device regulations, they should be familiar with the local language and aware of the cultural dynamics.

All these need to be taken into consideration while activating your distributor network.

Discover how EuroDev can help you with our Sales Outsourcing services in the medical device industry in Europe.