How do you know whether your sales and profits are the best you can get in any particular market? Are you selling to the right customers, are you selling the right product mix, are you using the best distribution channels?
These are all questions that will be best answered if you have taken the time to plan your strategy, ahead of time, and have a solid road map to refer to.
Some of the major points that need to be addressed, in the medical device industry, are:
Market Survey
What do you know about the country/market that you are focusing on? Who is your competition? What is preventing you from selling more/better?
Market Intelligence
How is the market evolving? What are the new trends/requirements?
Objectives
What are you aiming for? What is it that you want to achieve?
Manpower
Do you have the right people in place? Are your partners/distributors on the same wavelength?
Regulatory
What are the regulatory requirements? How are you addressing them?
Going to market
Is it best to sell via agents, distributors, direct, licensing, OEM or any combination of these?
Clinical trials
Do you have credible data you can use, to prove the efficacy of your product/therapy?
Key Opinion Leaders
Who is backing you in each market and giving you their blessing and support?
Reimbursement
All the hard work would be futile if your product is not reimbursed in some countries, especially in socialized healthcare Europe. Do you have the right contacts and a solid file proving cost benefits for your product?
Remember that our environment is constantly changing and is different from market to market. In order to keep up with what our customers' needs are, we need to initially well define what it is we are in business for, how to please our customers and make sure that we keep monitoring our main target's and market's evolving needs, laws and requirements.
Subscribe to:
Post Comments (Atom)
No comments:
Post a Comment