MedTech Market
Success in Europe
You are
a medtech-company from outside Europe or a start-up. With products from the fields of diagnostics and therapy that require MDR certification?
Looking for
support in the DACH-area for the distribution of your products, the introduction of a sales process, business development and the training of your sales staff?
Partnerships
are a fast and effective way to market success for you?
Utilize Rolf Kaisers
- over 30 years of experience in international medtech with a focus on Europe, especially DACH
- over 1.000 personal contacts in the medtech branch
- german thoroughness (structure, commitment, adherence to rules, seriousness)
The pillars of your medtech market success in Europe
Market development and sales success in the German-speaking (DACH) MedTech market
require a structured approach that takes into account both regulatory requirements
and specific market requirements. If the demanding German requirements are met,
the conditions for the rest of Europe are also guaranteed.
Go to Market
-
- Objectives and analysis
- Regulatory requirements
- Product localization
- Price strategy
- Distribution strategy
- Marketing
- Education and support
Sales Cycle
-
- Objectives and analysis
- Regulatory requirements
- Product localization
- Price strategy
- Distribution strategy
- Marketing
- Education and support
Medtech Market Success
Made in Germany
Key to European Markets
Market development and sales success in the German-speaking (DACH) MedTech market
require a structured approach that takes into account both regulatory requirements
and specific market requirements. If the demanding German requirements are met,
the conditions for the rest of Europe are also guaranteed.
Go to Market
- Objectives and analysis: Definition of clear objectives. Collect relevant market data. Carry out market research and competitive analysis. Define target customers. Optimize target market positioning.
- Regulatory requirements: Checking regulatory requirements (MDR). Ensuring CE labeling. Preparation of necessary documentation.
Compliance with testing processes. - Product localization: Adaptation to regional requirements. Adaptation of packaging and labeling. Translation and adaptation of marketing materials.
- Price strategy: Market and price analysis. Evaluation of cost factors. Setting competitive prices.
- Distribution strategy: Selection of suitable sales partners. Development of suitable sales channels.
- Marketing: Development of a marketing strategy. Combination of digital and traditional channels. Optimization of the campaigns. KPI tracking and analysis.
- Education and support: Creation of education programs. Development of efficient customer support. Provision of manuals and online resources.
Sales Cycle
If the target customer is clearly specified:
- Initial speech: The phone is the fastest option. Partners with
a long-standing personal network and relationships are an advantage. Otherwise via other networks, e.g. LinkedIn, trade fairs, trade associations or cooperations - Appointment scheduling: Objective: Appointment directly during the initial consultation. Alternatively online (less successful with a conservative approach).
- Appointment: Classic conversation, with customer needs and solutions. Detailed product information, references, application examples. Arrange a follow-up appointment.
- Follow-up appointment: Clarify open questions, specify the offer. Arrange a mandatory appointment to discuss the offer.
- Offer: Detailed service description, general terms and conditions. Dispatch directly after follow-up appointment. A well-maintained CRM is a key success factor.
- Offer meeting: Clarify questions and objections. Dealing with hesitation when making a purchase decision.
- After Sales: Order processing and
Customer communication. Use automation. Training
(legal regulations, service training). Up/cross-selling,
Service technician education, feedback on customer relationship.
InterMediConsult GmbH
Tütjenbarg 7d
26188 Edewecht
+49 (0) 171 55 44 253
sales@intermediconsult.com
Your request or message
InterMediConsult GmbH
Tütjenbarg 7d
26188 Edewecht
+49 (0) 171 55 44 253
sales@intermediconsult.com
