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Effectively Selling Medical Devices in Europe
Espicom Business Intelligence Ltd, June 2007, Pages: 160
Understand the marketing and sales environment in Europe’s leading markets!
A wealth of practical information for marketing and sales executives in companies large and small
One market?
Notionally, there is a single market for medical devices, equipment and supplies in Europe. In reality, those charged with marketing and selling products are faced with very different operating environments, purchasing practices, reimbursement systems and cultural challenges.
Understanding the differences makes all the difference
There are a number of variations the marketeer needs to take into account. The varying sales pathways: can you sell directly or do you need agent representation? How will you get paid, and how are EU rules applied in each market?
This essential desk reference is for everyone involved in the sales process
Effectively Selling Medical Devices in Europe is a new, essential guide which will be of value to everyone involved in business planning, marketing and sales. It is essential for those new to the industry and provides a valuable aide memoire for experienced campaigners. Most importantly the principles and knowledge are relevant and timely for all companies from blue chip multinationals to small/medium enterprises.
QUESTIONS ANSWERED
- How are medical devices reimbursed in France?
- What sales and distribution routes should exporters consider in Italy?
- How is hospital procurement in Europe changing and what do sales and marketing management need to be aware of?
- What makes the German market attractive for manufacturers of innovative medical devices?
- Who are the distributors and agents that can represent your products in leading European markets? The Report Covers
MARKETING CHALLENGES
A round up of issues and practices of sales and marketing within the context of the medical device and equipment market.
BUSINESS PRACTICE: CULTURAL ISSUES AND BARRIERS
The dynamics of the European medical device and equipment market including pricing, procurement and regulation.
COUNTRY REPORTS
Detailed appraisal of markets in France, Germany, Italy, Spain and the UK, covering health structure, distribution, official bodies, product approval, regulation, reimbursement and trade associations. Also includes profiles of significant sales agents and distributors.
Who should use this report?
- Managers and representatives working in:
- Sales and marketing
- Product management
- Commercial alliance and distribution management
- Sales planning
- Country/regional business development
- Regional product representation
- Customer relationship management
About the Author
David Scott has been actively involved in the European medical device industry for over 30 years. He has held sales, product management, and business development positions at leading pan-European marketers including Smiths Industries and Puritan-Bennett.
David has undertaken numerous consultancy and report assignments for business intelligence providers Frost & Sullivan and Medtech Insight, plus directly to multinationals.
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