Getting the most out of your medical device distributor starts with you.
Solving the #1 problem in MedTech commercialization: scaling sales through the right distributors
How to turn a passive distributor into an active champion A great distributor can take your product to new heights. A passive one can hold it back. So how do you ensure your distributor is proactive, engaged, and fully invested in your success? It comes down to three things. ➜ First, fair margins matter. A distributor does not thrive on incentives alone. It thrives on margins. If the numbers do not add up, they will not push your product. Ensure they can make a fair margin, but remember that comes only after they are confident in selling your product. ➜ Second, training builds confidence. Confidence drives sales, and confidence comes from training. Educate your distributors on three key areas. Your product. What makes it unique? The clinical application. How does it create impact? Sales strategy. How do they effectively position it? Equip them with the right knowledge, case studies, and competitive insights to empower them in the field. ➜ Third, communication makes or breaks partnerships. If the only time your distributor hears from you is when there is a problem, you are not building a real partnership. Regular check-ins, shared goals, and transparency foster trust. That includes sharing your own performance. Backorders, product complaints, and the steps you are taking to resolve them. A proactive distributor is not just a seller. They are an extension of your team. What is your #1 tip for supporting your distributors?
