MedTech Market
Success in Europe
You are
Are you a medtech company from outside Europe or a start-up with diagnostic and therapeutic products that require MDR certification?
Looking for
Do you need support in the DACH region for the distribution of your products, the introduction of a sales process, business development and training of your sales staff?
Partnerships
Are these a fast and effective path to market success for you?
Utilize Rolf Kaisers
- Over 30 years of experience in international medtech with a focus on Europe, especially the DACH region.
- over 1,000 personal contacts in the medtech industry
- German thoroughness (structure, commitment, adherence to rules, reliability)
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod temporarily incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.
Hans Meyer, CEO XY-Company
Lorem ipsum dolor sit amet, consectetur adipiscing elit, sed do eiusmod temporarily incididunt ut labore et dolore magna aliqua. Ut enim ad minim veniam, quis nostrud exercitation ullamco laboris nisi ut aliquip ex ea commodo consequat.
Heike Müller, Marketing Manager, ABC Company
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: Set clear objectives. Gather relevant market data. Conduct market research and competitive analysis. Define target customers. Optimize target market positioning.
- Regulatory requirements: Review of regulatory requirements (MDR). Ensuring CE marking. Preparation of necessary documentation.
Compliance with the 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 appropriate sales channels.
- Marketing: Development of a marketing strategy. Combination of digital and traditional channels. Campaign optimization. KPI tracking and analysis.
- Education and support: Creation of training 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 advantageous. Otherwise, other networks can be used, e.g., LinkedIn, trade fairs, professional associations, or collaborations. - Appointment scheduling: Goal: To schedule an appointment directly during the initial consultation. Alternatively, online (less successful with a conservative approach).
- Appointment: Classic sales approach, addressing customer pain points and solutions. Detailed product information, references, and application examples. Schedule a follow-up appointment.
- Follow-up appointment: Clarify open questions, define the offer specifications. Schedule a binding appointment for the offer discussion.
- Offer: Detailed service description, terms and conditions. Shipping directly after the next scheduled appointment. A well-maintained CRM system is a key success factor.
- Offer meeting: Addressing questions and objections. Dealing with hesitation in purchasing decisions.
- 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