more international your company operates the more it will
need access to a network of qualified distributors. It is
in most cases more practical and economical to rely on experienced
local medical device distributors than starting your business
with a fully fledged market entry.
So, how to find the
right distributors? Many companies use a rather opportunistic
approach of "accidental exporting" ¨C an international
customer becomes an exclusive importer without professional
market assessment and entry strategy! HMC replaces this with
a pragmatic, customized and systematic methodology assisting
Medical Devices SME's to search, select, qualify and build
strong distribution partners in Asia Pacific.
Screening of potential Distributors
After collecting sufficient
market data HMC will search for suitable and interested distribution
companies and assess their potential in relation to the products
and services to be marketed.
Depending on the type of
product (consumables or investment products and machinery)
one can state that small, focused and motivated distribution
companies with sufficient market knowledge and relationships
are more likely to be interested in your product range and
"actively marketing" them than large multinationals
carrying multiple product lines.