2 min reading time

Group member Samer took advantage of the question box at http://medgroup.biz/advisors and asked our resident Medical Device Sales Expert Mike Sperduti a question.

He wrote, “We manufacture sutures in Turkey. How to reach new clients, distributors, agents in various countries?

And Mike answered,
“Great to receive your note, wishing you success! Some questions to start:
• Have you identified/targeted your primary distributors? Contact points within those companies?
• If so, what have you done to educate them on your company and the value you can bring to them?
• Do you have the necessary collateral/assets/website to drive awareness of your company?
• Have you built your sales model or identified your key sales drivers internally whom you are trusting to grow your business?
• Do they have experience growing a company using the distribution model?
• Have you established a compensation plan?”

I found his answer so insightful I was compelled to share it.

What else would you ask or advise Samer?

Or add to the conversation with questions of your own. (Please, no company pitches.)

Thanks, Mike!

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Discussions You May Have Missed

Acceptable failure rate of sterility in sterile disposable products

Public Institutions Selling Out to the Patent Trolls

From a legal perspective, what’s on your radar for medical devices for 2017?
http://bit.ly/legalmed2017

Treating the symptoms? Why not treat the cause?

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PRIMER ON TRANSLATING MEDICAL DEVICE DOCUMENTATION (Free)

Our complimentary webinar about translating IFUs, documentation, and collateral is tomorrow, Nov 2 event (Noon, New York time).

See http://medgroup.biz/translations and – if you can’t make the live event – fear not. We’ll record it and make the slides and transcript available for all who register.

As a bonus, when you register, you can download a Sample RFP for your next translation services project.

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Make it a great week.

Joe Hage
Medical Devices Group Leader

P.S. November 2 is tomorrow so register now for the medical device translation webinar at http://medgroup.biz/translations

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Clive-Ion Yılmaz
International Business Transformation Advisor
This probably embedded in those questions that Mike has asked but have they completed an analysis of the markets in the countries where they wish to sell ? Who is already selling the same product there ? Why would someone buy theır product instead ? What are the key differentiators of their products and indeed their company over existing products and companies ?

Rob Lally
WW Regulatory Affairs
Consider both marketing and regulatory in parallel as the approval pathways can impose technical burdens and have various timeframes which will impact launch plans

Julie Omohundro
Principal Consultant at Class Three, LLC
Ginger Cantor Of course I agree, although in their defense, no need to know the regulatory requirements in a country if they can’t find any customers there. This information can be very useful/critical in prioritizing your outreach within a global marketing plan, though.

Ginger Cantor
Founder/Principal Consultant at Centaur Consulting LLC
Geez, this was all about distribution. Maybe someone would ask them if they have identified the regulatory paths and resources in each country!